As AI becomes embedded across hiring, many firms are discovering that the old ways of selling no longer resonate with today’s buyers. In this episode of The Staffing Show, David Folwell is joined by Dan Mori, Founder and CEO of the Staffing Sales Summit and the Staffing Dashboard, for a wide-ranging conversation on how sales strategy must evolve in 2026 and beyond.
Dan shares how AI has altered the way clients source talent and evaluate partners, and why staffing firms are increasingly competing against in-house hiring teams rather than other agencies. He explains why firms that fail to adapt their value proposition risk becoming interchangeable, and why human-in-the-loop recruiting remains a critical differentiator when used correctly. The discussion also explores common misuses of AI, leadership constraints that stall growth, and why “more job orders” is often the wrong goal. Additionally, Dan shares a practical framework for improving profitability by focusing on better clients, stronger systems, and clearer intent.
Listen in for a candid look at where staffing sales are headed and what it will take to compete in a rapidly changing market.
