In October, we featured a discussion of best practices from both sales professionals and recruiters. By learning from and adopting the mind sets behind these practices, either profession can reap significant improvements in their results.

For November, we will dive into two more key areas where recruiters and sales can learn from one another.

Observation: Gold is found below the surface– a best practice from Recruiters

Recruiters understand the value of research. In the process of sourcing candidate, they understand that the best information – the pieces that give you an edge on the competition – is typically not found on the surface. They know that if you are using a search engine to find information, the most highly ranked results may only mean something is popular, not valuable.

In sales, spending time to find the nuggets of gold (information) that are below the surface can give you the edge. Simply going to a few surface pages on a company's website or looking at the first ten results from a search engine will not necessarily bring you the information that you need to successfully execute a sales effort.

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The Challenge

In order to design, development, and deliver their solutions, Microsoft needs to have high quality personnel around the world. Microsoft has adopted a global sourcing strategy to identify and engage high quality passive candidates, creating relationship with them as they look for potential future employees.

Finding the right passive candidate without the right tools can be challenging enough. Given the nature and size of the organization, this means identifying and connecting with people on a mass, global scale which can be daunting and extremely time consuming.

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It is always great to see our clients taking full advantage of the resources we offer. A great way to measure the impact is to see the traffic that is generated from Webinars and video trainings.

We recently reviewed the traffic to the Broadlook Resources pages (http://www.broadlook.com/resources). Of all the resources at Broadlook.com, the highest traffic area is Video Clips, followed closely by case studies.

While our videos have seen a large number of visitors, one stood out among the others. If you have not seen it, the most viewed title is Enhancing Your Search Strings. It has the lead by a 3 to 1 margin to date.