Reimagining the Sales Prospecting Approach
Trevor's Challenge
Account Executive, Trevor 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.
The Solution
Using LinkedIn Talent Insights, account executive Trevor Cobain can immediately assess workforce challenges and skills gaps at target companies with real-time data. 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.
The Results
Saved four hours a week. On average, Trevor saves 4 hours a week on gathering data that is now readily available in LinkedIn Talent Insights.
Removed guesswork from results. LinkedIn Talent Insights has removed the guesswork from Trevor’s prospecting, giving him the confidence to reach out and close the deal.
Established credibility. Knowing attrition rates and needed skills of prospective clients allows Trevor to tailor his outreach and immediately establish credibility.
About LinkedIn Talent Insights
Talent Insights is a LinkedIn solution that delivers on-demand access to real-time data on talent pools and companies. This information empowers users to elevate their talent strategies – from candidate sourcing to workforce planning – and make smarter talent decisions with confidence.
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 skillsets 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.
| INDUSTRY: Staffing and Recruiting |
| NO. OF EMPLOYEES: 51-200 |
| HQ LOCATION: New York, NY |
| DOWNLOAD CUSTOMER STORY |
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In their own words
"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."
Trevor Cobain
Account Executive, Russell Tobin