In this episode of Recruiting Alchemy, Andy Simpson sits down with Ben Browning, founder and CEO of Resonant, sales strategist, and LinkedIn voice in the recruitment space, for a deep conversation on why recruitment sales is broken and how to fix it. They explore the shift from transactional placements to transformational sales strategies that build long-term client trust.Ben opens up about his early career in recruitment, the lessons he learned working both agency and in-house, and how those insights laid the foundation for Resonant. From common BD mistakes to his views on the state of modern recruitment, this is a must-listen for agency leaders and consultants looking to grow with purpose.Whether you're a founder, sales lead, or 360 recruiter. This conversation is packed with practical ideas for delivering real value to clients, standing out in a competitive market, and transforming how you approach business development.🎙 Key Topics:🔹 Why most recruiters are “transactional” and how to break that habit 🔹 The rookie vs. rainmaker dynamic in mid-sized agencies 🔹 Productizing your service as a recruiter 🔹 The importance of recurring revenue in agency growth 🔹 How tech, brand, and sales process intersect in modern BDShow Notes & Timestamps[00:00] – Intro & BackgroundAndy introduces Ben Browning, CEO of ResonantBen’s early exposure to business and entrepreneurshipFalling into recruitment and learning the hard way[06:00] – Ben’s Early Recruitment JourneyFirst jobs at Robert Half and Parker BridgeBuilding commercial skills on a perm deskLearning through failure and lack of process[10:00] – Transitioning to EY & Seeing the Other SideBen’s in-house recruitment project at EYSeeing BD from the client side and the rise of vendor fatigueThe flawed promises agencies make[14:00] – Moving Into L&D & Training PhilosophyWhat most recruiters lack: not skill, but sales strategyWhy messaging matters more than objection handlingHelping agencies create a sales process that scales[18:00] – The State of Recruitment BD TodayThe problem with “we’ve got great candidates”Why recruitment leaders confuse activity with effectivenessTech adoption, CRM gaps, and lack of methodology[25:00] – Recurring Revenue & Productization in RecruitmentWhy recruiters need to sell insight, not just candidatesThe power of low-ticket, high-impact advisory productsDifferentiating with data and strategic outcomes[33:00] – Brand, Video & The Modern Sales ToolkitWhy video, voice notes, and visual outreach matter nowCold email fatigue and the return of the phoneWhy founder-led branding gives agencies an edge[40:00] – The Myth of Exclusivity & Productizing the OfferHow recruiters bluff their way to exclusivityCreating real value vs. making hollow promisesBuilding a proposition your team can believe in[45:00] – Transformational Recruitment as a Competitive AdvantageUnderstanding the true cost of bad hiringHelping clients measure ROI from better recruitmentShifting from filling jobs to solving hiring problems[49:00] – Final TakeawaysWhy sales success comes from clarity, not just energyBen’s #1 tactical and strategic tip for recruitersBecoming a trusted advisor, not just a supplier

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