119: Out-Selling the Status Quo in Your BizDev Efforts ft. Jen Allen-Knuth

In this continuation of our series on business development for recruiters, Jen Allen-Knuth (aka DemandJen) joins us to share insights on effective sales strategies and the importance of challenging the status quo.

Jen’s strategy is simple: she emphasizes the need to understand the customer’s problem and beliefs before pitching a solution. When you do this, “personalization” looks a lot different from a simple merge field, but it also becomes a lot more intuitive.

Sharing examples and anecdotes along the way, Jen encourages recruiters to outthink their competition and focus on delivering a great sales experience as they begin their business development efforts.

If you’re a recruiter looking for tips on bizdev, look no further — this episode and all of our August episodes have what you need to take your BD to the next level.

Chapters:

00:00 – Podcast intro
02:37 – Meet Jen Allen-Knuth: her journey and expertise
06:39 – Solving problems over pitching solutions
19:20 – Helping clients see the need for change
25:29 – Win-loss analysis: learning from successes and failures
30:05 – Upscale versus personalization: finding the right mix
39:10 – Final thoughts and closing remarks