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So far Danny has created 77 blog entries.

That’s Just Cold

Hi Danny, I have a question specific to IT recruiting, especially developers. I did IT recruiting back in the day before job boards, LinkedIn, Twitter, etc. even existed. Back then if you wanted a good candidate you called them at their work and would have a conversation then or most likely, after hours. I left the IT world for a while (healthcare and hated it) and recently moved back to IT (never should have left). I am old school in that I still like to call these java developers at their desks to go along with LinkedIn, emails etc. However, it seems like nearly everybody I call at work gets angry. It is almost like they are shocked I am calling them at work. I am shocked that they are shocked! I know things have changed a lot in the past 15 years but is it now a faux pas to call these individuals while working? I don't seem to have issues with other IT folks, just these developers who tend to be short on personality anyways. Any ideas would be appreciated. My Response: A rookie we have is recruiting developers. In his first 10 sourcing calls, he was hung up on mid pitch twice. So you are [...]

Candidate Centric Market Best Practices

Case Studies, Scenarios, and the Best Practices of top producers in the current Candidate Centric Market. Candidates are Crazy: Final Closing in a Hot Market (A Three Part Series) Enroll This market won’t last forever. And some of you are saying, “Thank God!” Your candidates can stay where they are and get huge raises, or answer one of the many LinkedIn Inmails from internal HR, or from your competitors or you, or, sigh, simply play you all against each other and go to the highest bidder. Or not. In the best employment market since the Clinton era, search firms are struggling! And why? Because they have updated their CRM’s, their social media profiles, and check all their internet job sites on their Apple watch, but they still use clunky closing techniques formed in a bygone era for a different breed of candidate. These sessions are no fluff. Verbiage. Step by step methods and a strategy on what to employ on what type of candidate and when in the placement process to employ it. Some are brand new techniques, and some are universal selling principles you used to know but have disregarded for too long. A lot of you are making the calls, getting the jobs, finding the candidates and getting the send [...]

Zig Ziglar’s Worst Nightmare: 100 years of Sales Training and Pseudo Self Help in One Hour 

  I believe it is harder to get established as a recruiter now than it used to be “back in the day.” Once upon a time, you hadto learn how to sell, and then howto apply those sales skills tomethodology of making placements. Pounding the phone atoned for a lot of sins for the unskilled. You could fall into things with effort. But in the contemporary search firm you need to learn  How to Sell Anything How to apply those sales skills to our process How to use the SAS of the office (email, social networking, job boards, search engines, aggregators) How to converse in a niche you have ABSOLUTELY no training in or knowledge of… And by the way, you have 8 weeks to pull it off or you are in deep trouble. So we take shortcuts. Guess which step suffers? Most of the firms I visit assume the people have sales skills, and only teach steps 2-4 and then suffer the consequences. In this webcast I will take decades of “sales literature”, greats like Ziglar and Hopkins and JD Edwards, and distill what they have taught downto some timeless and powerful techniques that STILL separate the wheat from the chaff, the top producers from the mediocre, and still form the cornerstone of success. And I will do it all in just about an hour. Member Price: Meeting on DVD: $107.99 Webcast On-Demand: $34.99 (FREE for Premium Members)

The Millennial Way to Work

Video Vignette: The Millennial Way to Work When it comes to change in the workplace recruiters are the worst! It’s a little hypocritical when you think about it. We make our living by getting people to change their situation. But when we have to change the way we work, we want to hold on to the old ways forever! Let’s learn a little something from the Millennials and start to embrace the change.Video Duration - (6:28) Watch Video Now What is Video Vignette? We've taken the basic training we already have on the site and put it on steroids! Watch Danny break down all the pieces of the placement process, and add new takes on the same old processes.Recent Postings: Using Behavioral History to Assess Counter Offer Risk (4:16) - Watch Now The New Marketing Using BD Silos (4:47) - Watch Now I'm Not Looking...Really? (3:33) - Watch Now Counter Offers...Let's Go Retro (6:12) - Watch Now Dropping the Anchor with Fees (2:42) - Watch Now Raising the Rhetoric with Voicemails (3:48) - Watch Now Shoppers...Send 'Em or End 'Em? (4:36) - Watch Now What Makes Someone an MPC? (3:39) - Watch Now Working the Call (3:47) - Watch Now Check out our ALL NEW Website www.AccordingToDanny.com