ATS Sales Closer Challenge: Recent Episodes
Ryan Kohler
This podcast is for the Sales Closer Challenge. This is a 30-day program to help jump-start the differentiation, positioning, and resolving concern abilities of our hiring software sales reps.
In today’s episode, we will debunk the belief that companies need a CRM module to allow recruitment to pursue job seekers who are NOT actively looking for a position they may be a good candidate for—AKA the passive job seeker. Contrary to popular opinion, there is evidence that this kind of approach isn’t actually helping the client in what they are trying to achieve; in actuality, it may cause them to reach out to a person who may not even be interested in doing the job! We will tackle the sourcing dilemma clients have by providing alternatives to pursuing passive candidates, and instead focus on seeking out those who would truly be a good fit!
You will learn:
- The difference between corporate HR and 3rd party recruiters.
- Why companies think about outbound sourcing.
- Some of the pitfalls/problems with outbound sourcing.
- How to get clients focused on something that can be solved and ultimately fix their long-term recruiting problems.
Resources from today’s episode:
indeed.com study on active vs passive candidates
Today’s episode will focus on our most unique features—our career site and online application process! Not only are our resources different, but after 15 years of iteration, evolution, and proven tactics, our career sites have become some of the, if not THE best converting sites on the face of the planet! What does this mean? We focus on conversion; getting visitors from job boards who not only start applying, but actually finish the application process.
You will learn:
- Why career sites look the way they do.
- How career sites compare to market landing pages.
- How the process works for new visitors vs returning applicants.
- The Long vs Two-Stage application process.
- Alternative options for clients who don’t like using our career sites.
Today’s episode focuses on how ApplicantPro allows clients to source more effectively and efficiently via job boards. AP purposefully targets sources with the most power and lead to the most qualified candidates who ultimately end up being hired. Contrary to conventional methods, AP makes use of accurate data to help fuel the applicant search, and blaze the trail as an “all-in-one” tool that has the ability to post to a variety of job boards without the extra expense of a 3rd party distribution tool.
You will learn about:
- Google for jobs-how it works and how it helps other job boards.
- Paid job boards, and how we post there.
- Free job boards.
- Diversity sites.
- State workforce services and college/universities sites as posting platforms.
- How to properly balance quality of source and quantity of job boards in the mind of the client.
In today’s episode, we are going to talk about the MOST POWERFUL source of applicants, bar none! We will discuss how employers who utilize employee referrals correctly, will not only save time, money, and energy, but they will also end up hiring QUALIFIED people who stick around! We will look closely at the “secret” of employee referrals, and how our innovative platform will help employers change their view of referrals, and help HR teams take control and drive results without increasing the money spent on employee referral programs.
You will learn about:
- Why employee referrals are so important.
- The value they bring to employers.
- The misconceptions about how to make them work.
- The step by step process for increasing engagement and end results of employee referral programs.
Find today's resources here:
8 Most Important Employee Referral Statistics
Building an Employee Referral Program: 3 Things You Should Know
Today’s topic of discussion is all about social media! We are going to talk about a different way to source using social media platforms; specifically, how to use the “groups” section of platforms like Facebook and LinkedIn to plug your jobs into an existing job seeker base.
You will learn:
- Why social recruiting is so challenging for employers.
- How they are doing it wrong.
- About Facebook and LinkedIn groups—how they work, how to find groups, etc.
- How our system helps employers use social media groups properly.
During today’s episode we are digging in and setting the stage for talking about other types of sources to give your prospects and clients a more balanced approach to hiring. We will begin looking at alternative sources to job boards, and share some optimization ideas that will include plucking some very low hanging fruit; including, recruiting applicants from your fan base!
You will learn:
- The results of a sourcing study of over 1.2 million applicants!
- A new way of looking at sourcing to ensure you’re focused on the best sources of hires.
- How to explain this approach to your prospects.
Find today's resources here:
Sourcing Study-1000 applicants
Source Thanksgiving
Source Pro
During today’s episode, we will be discussing the misconceptions around using job boards and their effectiveness. We are going to help you understand how to properly position ApplicantPro as the most powerful job board sourcing applicant tracking system on the market!
You will learn about:
- The history of job boards and how they work.
- FOUR ways to help maximize applicant flow from job boards.
- How apply integrations optimize and maximize the total number of applicants.
- How these differentiators can maximize applicant flow by as much as 300-500%!
In today’s episode, we will focus on one of the most overlooked and underutilized ways to increase applicant job flow—the job ad. We will consider how to help clients create better job listings, even if they do not want to change the value proposition of their job. We will discuss how our team of expert writers can help dramatically increase applicant flow by simply changing the focus of the job ad.
You will learn:
- How your job should be seen in the marketplace vs competitors.
- How to powerfully adjust your job ad so it's valuable to job seekers.
- How to validate the requirements.
- How to write an awesome job ad!
- How to change keyword usage to target the best job seekers.
Welcome to Day 6! Today, we are going to give you an intro into sourcing, and talk about the way we approach it both metrically and philosophically. This intro will set us up for the rest of the week as we drill deep into the specific ways that our system will maximize the number of qualified applicants that a client receives.
We will focus on:
- The challenge of sourcing.
- The paradigm that most HR people have.
- How our paradigm is different than all the rest.
- Our spirit animal when it comes to developing product around sourcing.
- The metrics we use to drive and identify opportunities.
Resources from today's episode:
The Talent Funnel
Grow Hacker Pirate Funnel
Sourcing Funnel
Would you like to set yourself apart from the end to end and best of breed systems available in the marketplace? In today’s episode, we will be talking about how to properly expand the buying criteria and the mindset of a prospect to take into consideration all types of integrations which will help clearly differentiate the product as you’re going head to head with other systems.
You will learn:
- About time savings vs conversion optimization.
- About the power of integrating with payroll, HR, onboarding, etc.
- About the time savings and optimization of job seekers when other integrations are done properly.
Resources from today's episode:
Integration Evaluator BLANK
Integration Evaluator FILLED IN SAMPLE
In today's episode, we will share what makes ApplicantPro so much more than an Applicant Tracking System! In a world of end to end, instead of best of breeds, offerings it is important to understand exactly what it is you have bolted onto the front of your system for the applicant tracking module. ApplicantPro isn’t just applicant tracking, we have spent the last 15 years dramatically differentiating who we are so we can encapsulate much more than just tracking; but, actually, have the ability to improve the end result goals of the hiring process!
You will learn:
- About the origin and evolution of the hiring world.
- How different players in the space have carved out their areas.
- How AP sets itself apart.
- Sourcing optimization.
- Screening efficiency.
- Selection quality.
- Maximization of effort.
Resources in today's podcast:
HR Ecosystem PDF
Today we will give you a high level view of the HR ecosystem as it relates to the relationship between a company and its past, present, and future employees. We will discuss software, services, and solutions that connect the HR process to its providers. Finally, we will discuss how to categorize feedback to use for future prospects and those tools and services that help with the process from hiring to firing and everything in between.
In this episode you will:
- Be given a functional roadmap and high level view of the HR ecosystem.
- Learn about the 5 segments of the ecosystem.
- Discover which systems are the systems of record.
- Learn what people are trying to accomplish.
- Learn where solutions fit within the system.
Resources discussed in today's podcast:
HR Software Ecosystem PDF download I referenced in the podcast.
Choosing the right target, and staying away from poor quality leads, is vital in maximizing your close rate and overall sales effectiveness. This is even more true for selling hiring software since big job boards like indeed are picky with the types of jobs and companies they are willing to accept free job listings from.
In this session you will learn:
- the 5 segments of ats buyers
- how to qualify and categories prospects
- which ones are your best targets for success
- which ones will lead you to unhappy customers
- and the why's behind it all
Here is a link to the chart I talked about:
https://drive.google.com/file/d/1T1iS7u0oHAXoaeQdm57OcUyi0Zd7HEe5/view
In this episode, we will dig a bit deeper into how we went about creating our platform. This is a vital foundation for helping our reps understand the why behind almost every differentiator that we have.
Specifically, we will focus on the following:
- the 4 parts to the puzzle of what customers are buying
- how understanding our core target market
- the pains & gains our customers are after
- the 5 questions to ask of any target
- the 2 winning elevator pitches
If you'd like to see the images & frameworks I talk about, please download them below:
https://drive.google.com/file/d/1t-A5PNiFnNMVhoip-iTXZ5Y1GoEZ6TC5/view
https://isaacjeffries.com/blog/2018/2/27/how-to-fill-in-a-value-proposition-canvas
I also make reference to the following books:
https://www.amazon.com/Sell-Story-Capture-Attention-Build-ebook/dp/B01GW9XH84/ref=sr_1_1?keywords=sell+with+a+story&qid=1583169668&sr=8-1
https://www.amazon.com/Sales-Differentiation-Powerful-Strategies-Prices-ebook/dp/B07CCGW34Y/ref=sr_1_1_sspa?crid=O0ZTYXD63VSH&keywords=sales+differentiation+lee+salz&qid=1583169685&sprefix=sales+differen%2Caps%2C187&sr=8-1-spons&psc=1&spLa=ZW5jcnlwdGVkUXVhbGlmaWVyPUEyUkJFQUtNR1QyNFhUJmVuY3J5cHRlZElkPUEwNDE0NDg2M0dBOUMwRFQyRlA1SyZlbmNyeXB0ZWRBZElkPUEwMzYyNDcwM0EwMlNISlRIVUYyQyZ3aWRnZXROYW1lPXNwX2F0ZiZhY3Rpb249Y2xpY2tSZWRpcmVjdCZkb05vdExvZ0NsaWNrPXRydWU=
If you want to be great at selling a product… you start by understanding “why” it was built. Inside of our “origin story” are the reasons behind all of our product differentiation!
This initial podcast you will learn:
- Where iSolvedHire came from
- Who it was built for
- What pains we were trying to solve
- Our definition of our product
- The reasons why people buy something
- Our business model & how it impacts the product we build
To get access to the frameworks/diagrams/tools... visit this unit in the facebook group.
https://www.facebook.com/groups/isolvedhirereps/learning_content/?filter=555564898391702
Or you can directly download the files here:
https://drive.google.com/open?id=1EaucXQzyCdvXWTawVefZXx73Sdu1yRZa
https://drive.google.com/file/d/1cjAOs-HCbBsoQ49RHU8sUiLFun_N9NRD