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.

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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/