Blog Content
Winning more deals, placing more candidates, having more long-term (profitable) relationships, and making more money, is a key goal for recruiters and leaders.
But often, the path to making a sale isn't smooth, straight, easy, or quick!
The whole point of tech is that it's supposed to help, not hinder recruiters.
BOOK YOUR FREE BULLHORN 4 SALES CONSULTATION
Sales Prevention or Enablement?
But, too much data, and not enough process or phone time is paralysing many recruiters. And many recruitment leaders are asking "why can't they just pick up the phone?"
As a recruitment leader / recruiter, you should be able to rely on your Bullhorn CRM to power productivity and sales pipelines.
But is Bullhorn really driving sales, or simply increasing costs?
Why does using Bullhorn for sales matter?
💪Recruiters that use their CRM effectively can improve sales by up to 29%. Plus, sales productivity increases by up to 34%, and sales forecast accuracy by 42%.
💞It costs 6x more to attract a new lead than to nurture one already in your CRM. Reaching out to warm clients already in your system isn’t just faster—it’s smarter for your bottom line.
😱Recruiters spend up to 64% of their time on non-selling tasks. Imagine Wednesday, Thursday, Friday being almost totally unproductive and not selling!
💸Leads nurtured via CRM systems make 47% larger purchases. Who knew that nurturing a contact means you sell more to them?
🔁80% of sales require 5+ follow-ups—but 44% of recruiters give up after 1. How many opps are not being converted due to a lack of resilience?
🎯CRM users are 3x more likely to hit their sales targets. Compelling, and the ultimate reason to engage with Bullhorn.
(Sources: Salesforce / Annuitas / Bullhorn)
In short: Using your Bullhorn CRM for sales is a winner!
But there's a catch! Perhaps your business doesn't feel that Bullhorn is the key to sales!
💩Only 30% of recruiter CRMs are considered “clean and current”. Is a lack of faith in your system driving costs up? Do you need more systems and data to tackle this lack of confidence / adoption / productivity?
How much is that costing your business?
BOOK YOUR FREE BULLHORN 4 SALES CONSULTATION
How Useful is Your Bullhorn CRM for Sales?
We asked recruiters to give us one word to describe how they feel about using Bullhorn for sales and they said...
Oh dear...
And this is why you are potentially reliant on systems outside of Bullhorn for sales - eg. LinkedIn / Job Boards etc...
Our Winning 3-Step TLC Strategy for Using Bullhorn to Make More Money
Changing how Bullhorn is perceived and used for sales is critical!
We help recruitment businesses weaponise their Bullhorn CRMs into clean, revenue-generating machines with a simple framework "TLC":
Train recruiters to use Bullhorn for sales, help them understand WIIFM? “What’s in it for me?”, and get them loving using Bullhorn to drive sales.
Legacy cleanse and activate: Find account management opportunities and create call lists based on existing data. Which leads already exist in Bullhorn that need re-activating?
Campaigns: Create engaging outbound campaigns to new / legacy data to generate call lists / leads.
No expensive tools. No time-zapping system overhauls. Just smart fixes that work with what you already have.
📍 Book a Free "Bullhorn 4 Sales" Consultation
I’d love to hear how you’re tackling improving sales with Bullhorn —and pay it forward with a free 30-minute call to share ideas and insights from the 1000s of recruiters we've work with.
Identify quick-wins
Share smart tools and automation options
Whether your recruiters and resourcers struggle with account management, spotting and nurturing leads, speedy placements, we can help you build a practical, profitable, recruiter-friendly fix.
Ready to give your Bullhorn and recruiters some TLC, and get Bullhorn driving sales?
BOOK YOUR FREE BULLHORN 4 SALES CONSULTATION
🚀 Why Now?
Because recruitment is too competitive to be slowed down by bad data, and unrewarding processes. The difference between making a placement and missing out is often just how quickly and accurately you can find and reach the right person.
If your consultants / resourcers are wasting time not converting or placing —or worse, avoiding your Bullhorn CRM altogether—this is your chance to fix it for good.
Bullhorn shouldn't be a necessary evil / nice to have / data dump - it should be a revenue generating business-critical recruitment system. Let’s get yours working the way it should.
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Lisa Jones
Blog
Tired of Unsubscribes? 5 Email Tips Every Recruiter Should Know
Recruiters, marketers, automators... If you’re running regular email campaigns to candidates or clients, with tech like Bullhorn Automation, unsubscribes are either a fact of life or something you dread, and may even be the reason you are not ambitious enough with your outreach.Through the free consultation calls I have with recruiter / leaders / automators who have Bullhorn, I’ve been finding myself talking a lot about managing recruitment campaign outputs, and dreaded unsubscribes.Unsubscribes can feel like a blow to your efforts, but there are ways to prevent them which I'll explore below.💡Be sure to also read my other blog: How Recruiters Can Turn Bounces and Unsubscribes into $£€- so that when you get an unsubscribe or hard bounce, you could actually create more recruitment opportunities.5 Ways to Reduce Your Candidates and Clients from UnsubscribingI've got lots of tips to share, that we coach in our Automation Buddy programs, but here's 5 to get you started today.1️⃣Clean up / segment your data I guarantee you have data which you no longer need (old sectors / job titles you no longer recruit for).Perhaps the data you need isn't coded well enough for you to segment it, hence you risk hitting parts of your community with the wrong content.But, don't procrastinate over this - you don't need a 100% clean database to start a campaign, or to make an approach. Clean up some data, and hit it. Then move on to the next layer to attack.2️⃣Subject lines need to punch above their weightKeep them short and sweet, but personalised (about them, not you (or recruitment) and relevant to your community.Think "mobile first" and ensure that your subject line can actually be read on a mobile device. For example, the Mail app on iPhones displays up to 78 characters in the subject line area.Emojis can help you stand out in a big list of emails, too.3️⃣Content, creating contentment (not consternation)I'm still seeing way too much recruitment content online, and not enough sector-specific content form recruiters.I yawn at interview tips / what to wear to interviews etc... It works less well than content aimed at your sector and job titles.At a stretch "Interview tips for Accountants" is better than a more generic topic, but even so, if that's the best content you can create, you need to try harder.What tech does your community use? Find out and talk about it.How is AI / world events affecting them? Find out and talk about it.It's never been easier to find out more about what makes your community tick - ask them, ask Google, ask AI!4️⃣Formatting to attract attention (but be WCAG-aware)I recently spotted a recruitment campaign where the email content was centred throughout and black and white - very uninspiring, and actually quite difficult to engage with.In the very least breath your brand colours into your content and check WCAG guidelines to ensure that you're not inadvertently muting your content.If your community uses Instagram / Facebook etc... be sure that they expect your content to have a life beyond black and white copy. Colour, emojis, personality - shine!5️⃣"Pitch" the unsubscribeWhat does the unsubscribe footer in your mailers look like?Is it simply an invite to unsubscribe? Or have you pitched that if they do, they'll miss out on future helpful content, and life-changing jobs?I see way too many campaigns that look like the goal is to generate unsubscribes! Ironically the footer is often more engaging than the mailer itself."We're fixated on helping our teaching community stay up to speed with the best tips, tricks, and jobs. You can unsubscribe, but then you may miss your next best teaching hack, or career move"...is better than..."Unsubscribe".📍Final Thought: Create Recruitment Campaigns to Keep Your Community SubscribedYour data, message, design are crucial to keeping your community from opting out.By keeping your content relevant, valuable, and human—you’ll build a database that’s active, engaged, and ready to work with you.Want help building an automation and outreach strategy to keep your community of candidates and client opted in? Let’s talk.I offer free consultations to help leaders / recruiters / automators unlock the power of their Bullhorn database and create opportunities .BOOK YOUR FREE CONSULTATION
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Lisa Jones
Blog
How Recruiters Can Turn Bounces and Unsubscribes into $£€
Recruiters, marketers, automators... If you’re regularly emailing candidates or clients—especially using tools like Bullhorn Automation you’ve likely become familiar with two things: unsubscribes and hard bounces.At first glance, they can feel like a blow to your efforts—but they’re not always what they seem. In fact, how you respond to them is where the real sourcing and sales opportunities lie.Through the free consultation calls I have with recruiters who have Bullhorn, a hot topic is unsubscribes and hard bounces. Neither outcome gives a nice fuzzy feeling. If someone unsubscribes it limits your chances of reaching out to them again.If you get a hard bounce, their email has failed or the server has blocked you.But rather than get frustrated, slowing down your marketing / automation efforts, get active and turn these apparent dead ends into business opportunities. I've got some tips to help you monetise the "no"!💡Be sure to also read my other blog: Tired of Unsubscribes? 5 Email Tips Every Recruiter Should Knowhelp reduce the volume of unsubscribes.Unsubscribes and Hard Bounces Aren’t Always the EndTake it from someone who sends regular campaigns with Bullhorn/Automation/Sales/Sourcing tips. Here’s what I’ve learned:When you start poking around a database that hasn’t been touched in a while, you need to plan for:Inevitable bad, dirty dataLow trust due to radio silence / low communication volumeBounces and unsubscribesSo:1️⃣Stagger your outreach. A gradual send schedule helps you build a better picture of your data, keeps your sender reputation healthy, and gives you the time to review and action what’s coming back.2️⃣Use and A/B testing to tell you what works (and what bombs).3️⃣Then, and this bit is crucial, have a battle plan to turn what seems like a "no" into an opportunity.Not Every Unsubscribe or Hard Bounce is Final🏴What we often see—especially in recruitment—is that many unsubscribes are "false flags". It’s not the person opting out; it’s often their old email being shut down or a system admin / manager clearing mailboxes.Often, that person hasn’t gone—they’ve moved to another company.⛔Hard bounces should be an opportunity to follow the follow the leaver to their new company - and rekindle a relationship.Instead of blindly trusting your email system, build a workflow to monetise the "no".Here’s how I manage unsubscribes at Barclay Jones:Two months after each mailer, I check the unsubscribes.I investigate if they’ve left the company or simply moved jobs.If they’ve moved, I update their details in the CRM and re-engage them.I do the same with hard bounces by checking LinkedIn and updating records.Recruiters can recover valuable contacts this way—some of those “dead” leads could be placements waiting to happen! 🔥Don’t Burn Out Your Database (Or Recruiters)Another smart tip?Don’t hit your entire database all at once.A flood of bounces and unsubscribes is overwhelming—and tempting to ignore.💸Campaign the Clean ~ Create the Opps!Treat every email/automation campaign not just as marketing—but as a data quality (and data wealth) activity.Hard bounces? Check if the contact has left.Unsubscribes? Investigate the source.Build this into your CRM workflows—it doesn’t have to be hard or time-consuming.With the right process, they’re signals—not setbacks.Want help building an outreach and automation strategy to keep candidates and clients opted in?📅 Let’s talk!I offer free consultations to help leaders, recruiters, and automators unlock the power of their Bullhorn database.BOOK YOUR FREE CONSULTATION
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Downloads
Your Recruitment Training Playbook
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Lisa Jones
Webinar
Recruiter Productivity Series: Optimise Bullhorn Part 4 ~ Place Faster with Less Effort
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Wayne Barclay
Webinar
Automation RoI Webinar Series: Unlock Bullhorn Part 4 ~ Place Faster and Easier
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Wayne Barclay
Webinar
Automation RoI Webinar Series: Unlock Bullhorn Part 3 ~ Sell Faster and Easier
