Russell Tobin reimagines sales prospecting.
The sales prospecting process at Russell Tobin typically involved hours of research that often yielded more open questions than answers. With access to real-time data using LinkedIn Talent Insights, Account Executive Trevor Cobain can now quickly qualify prospects and reach out to them armed with data that helps establish credibility.
Time-consuming sourcing process
Cobain was looking for a more strategic and efficient way to source new clients for recruiting and staffing firm Russell Tobin. The typical process involved hours researching prospects and collecting anecdotal feedback, resulting in a lot of open questions.
Establishing credibility with data
Cobain can immediately assess workforce challenges and skills gaps at target companies with real-time data using LinkedIn Talent Insights. He starts by searching for employees who possess a particular skill and identifying where they currently work. He then examines each company’s growth rates, number of open jobs, and attrition rates. After qualifying prospects, he includes this data in his outreach, which adds credibility and demonstrates his understanding of the company’s core hiring challenges.
Main product used:
On average, account executives save four hours a week gathering data that is now readily available in LinkedIn Talent Insights.
LinkedIn Talent Insights gives team members the confidence to reach out and close the deal.
Knowing attrition rates and needed skills of prospective clients allows for tailored outreach to immediately establish credibility.
“I can use LinkedIn’s data to show that I’ve done my homework and understand the challenges their company is facing. It sets me apart from other firms and adds a level of credibility to my approach.”
ABOUT RUSSELL TOBIN
Russell Tobin, one of the nation’s leading professional recruitment and staffing advisory firms, offers a tailored approach to helping organizations connect with direct hire and contract employees across a variety of skill sets and industries. Having a depth and breadth of industry expertise, their talent advisors and recruitment specialists are able to provide customized and swift solutions to fulfill client and candidate hiring needs.
Staffing and Recruiting
NO. OF EMPLOYEES
New York, NY