The Outbound & Discovery Playbook: How Elite Recruiters Close More Deals (with Conor Kline)

EPISODE SHOW NOTES — The Outbound & Discovery Playbook: How Elite Recruiters Close More Deals (with Conor Kline) (The Elite Recruiter Podcast with Benjamin Mena) 1. EPISODE HOOK Most recruiters think their problem is lead generation. Conor Kline reveals the truth: your real bottleneck is your sales process — and it’s costing you clients, deals, and revenue. 🔹 SPONSORS 🚀 Atlas – AI-first ATS & CRM Try it free → https://recruitwithatlas.com 🌐 Recruiters Websites (10% off) Mention Elite Recruiter Podcast → https://recruiterswebsites.com/ 2. WHY THIS EPISODE MATTERS This episode rewires how you approach BD. Learn the exact outbound, discovery, and closing frameworks top SaaS sales teams use — adapted for recruiters. Use them to increase reply rates, win better clients, and grow revenue fast. 3. WHAT YOU’LL LEARN • Why 90% of recruiters fail at outbound • How to build a high-converting ICP + targeting strategy • The 12–15 touch sequence Conor recommends • The discovery question that reveals real client pain • Why closing becomes easy when discovery is right • How MEDIC uncovers budget, decision makers & urgency • The AI workflow that got Ben a remarkable candidate reply 4. ABOUT THE GUEST Conor Kline, Head of Revenue at PIN.com, is a top sales operator in the recruiting tech space. Formerly with Interseller, he’s trained thousands of recruiters to improve outbound, discovery, and closing performance. 5. EXTENDED VALUE TEASE Imagine a desk with warm leads, clients who respect your process, and a pipeline full of searches you actually want. This episode gives you the systems, clarity, and structure to operate like a top 1% recruiter. 6. LISTEN NOW CTA Hit play — your 2026 billings will thank you. 7. TIMESTAMP HIGHLIGHTS 00:03 — Why recruiters are the hardest buyers 05:08 — What makes PIN different 07:57 — The #1 thing recruiters lack 10:31 — Building a laser-focused ICP 13:55 — The 20-target rule 17:45 — Why messaging fails 18:48 — The outbound stack 20:18 — AI vs. human personalization 22:19 — The 12–15 touch sequence 24:33 — Discovery explained 27:18 — MEDIC for recruiters 34:15 — Why closing should feel easy 41:02 — The future of recruiting tech 45:21 — Why point solutions win 49:26 — Ben’s AI outbound story 53:55 — The question Conor wishes recruiters asked 56:00 — Curiosity = elite performance 8. SUMMIT + COMMUNITY 🎯 2026 Sales and BD Recruiter Summit https://bd-sales-recruiter-2026.heysummit.com/ 💼 Join the Elite Recruiter Community All summits, replays, billers club + split space https://elite-recruiters.circle.so/checkout/elite-recruiter-community 9. TOOLS & LINKS PeopleGPT → https://juicebox.ai/?via=b6912d Talin AI → https://app.talin.ai/signup?via=recruiter Pin → https://www.pin.com/ Email List → https://eliterecruiterpodcast.beehiiv.com/subscribe YouTube: https://youtu.be/yG93v54M2Fk Conor LinkedIn: https://www.linkedin.com/in/conorkline/ Host: http://www.selectsourcesolutions.com/ Ben LinkedIn: https://www.linkedin.com/in/benjaminmena/ Instagram: https://www.instagram.com/benlmena/