Ep. 10: Ben Browning on Transforming Sales Strategy, Moving Beyond Transactions & Modern BD

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 BD

Show Notes & Timestamps

[00:00] – Intro & Background

• Andy introduces Ben Browning, CEO of Resonant
• Ben’s early exposure to business and entrepreneurship
• Falling into recruitment and learning the hard way

[06:00] – Ben’s Early Recruitment Journey

• First jobs at Robert Half and Parker Bridge
• Building commercial skills on a perm desk
• Learning through failure and lack of process

[10:00] – Transitioning to EY & Seeing the Other Side

• Ben’s in-house recruitment project at EY
• Seeing BD from the client side and the rise of vendor fatigue
• The flawed promises agencies make

[14:00] – Moving Into L&D & Training Philosophy

• What most recruiters lack: not skill, but sales strategy
• Why messaging matters more than objection handling
• Helping agencies create a sales process that scales

[18:00] – The State of Recruitment BD Today

• The problem with “we’ve got great candidates”
• Why recruitment leaders confuse activity with effectiveness
• Tech adoption, CRM gaps, and lack of methodology

[25:00] – Recurring Revenue & Productization in Recruitment

• Why recruiters need to sell insight, not just candidates
• The power of low-ticket, high-impact advisory products
• Differentiating with data and strategic outcomes

[33:00] – Brand, Video & The Modern Sales Toolkit

• Why video, voice notes, and visual outreach matter now
• Cold email fatigue and the return of the phone
• Why founder-led branding gives agencies an edge

[40:00] – The Myth of Exclusivity & Productizing the Offer

• How recruiters bluff their way to exclusivity
• Creating real value vs. making hollow promises
• Building a proposition your team can believe in

[45:00] – Transformational Recruitment as a Competitive Advantage

• Understanding the true cost of bad hiring
• Helping clients measure ROI from better recruitment
• Shifting from filling jobs to solving hiring problems

[49:00] – Final Takeaways

• Why sales success comes from clarity, not just energy
• Ben’s #1 tactical and strategic tip for recruiters
• Becoming a trusted advisor, not just a supplier