Episode 279 - What Job Seekers Can Learn from Sales Professionals
The modern job market has never been more paradoxical. On one hand, technological advancements have promised greater efficiency in hiring. On the other, job seekers—particularly experienced corporate professionals—are facing unprecedented challenges in positioning themselves for their next role. Throughout my latest podcast episode with Dan Fantasia, CEO of Treeline, we explored the realities of job searching today, and it’s clear that the landscape has shifted in ways that require deeper reflection and strategic action. Treeline is considered the top sales search firm in the US, which allowed me to ask Fantasia a range of questions that have been top of mind for my clients lately. In this article I summarize some of the key issues from the podcast interview.
The Technology Paradox in Recruitment
When job boards like Monster and Indeed emerged, many believed recruiters would become obsolete. Then came LinkedIn, and the same fears arose. Today, with the rise of AI and automation, we hear it again: hiring is becoming fully digitized. Yet, as Fantasia pointed out, the truth is quite the opposite—human connection remains central to recruitment.
This paradox is at the heart of what I see with my clients. While companies leverage technology to streamline hiring, the best candidates are still being placed through conversations, networking, and referrals. A resume parsed by an ATS can tell you a candidate’s credentials, but it cannot reveal their resilience, communication skills, or ability to thrive in a company’s culture.
If you’re an executive or experienced professional, this means that a passive, technology-dependent job search will likely lead to frustration. Applying online is a piece of the puzzle, but it’s not the strategy that will land you the right role.
The Fear of Non-Linear Careers
A recurring theme among my clients is the anxiety surrounding career trajectories that are not perfectly linear. Professionals worry that having made a transition—perhaps from accounting to sales, or from a corporate role to a startup—will hurt their future employability.
Fantasia made an important point that needs to be amplified: career shifts, gaps, and pivots should be spoken about with confidence. Every experience contributes to your value as a candidate, and framing these transitions as a strategic evolution rather than a deviation makes all the difference in an interview.
The pandemic has disrupted career paths for many. For some, it meant an unexpected break; for others, it led to multiple short-term roles. Employers understand this better than most candidates realize. The key is in how you present your narrative. If you apologize for your past decisions, employers will question them. If you frame them as learning experiences that have made you a stronger professional, they will see your adaptability and resilience.
Sales Techniques as Job Search Strategies
One of the most insightful moments in our conversation was Fantasia’s assertion that job searching should be approached the same way as sales. The best salespeople don’t just wait for customers to come to them—they build relationships, nurture leads, and follow up consistently. Job seekers should do the same.
Corporate professionals often tell me they feel uncomfortable ‘selling themselves.’ They’re confident when discussing their company’s products but hesitant when it comes to advocating for their own abilities. This is a mental block that must be overcome. Confidence in your own skills is not arrogance—it’s an essential ingredient for success.
The Market Outlook: A Mixed Bag
Fantasia noted that 2023 and 2024 were flat years for recruitment. Long-time listeners would already know that from our interviews with other recruitment experts. but 2025 is already showing signs of increased hiring. While this is good news, it also means increased competition. Companies that slowed down hiring are now looking for the best of the best.
Candidates who position themselves as adaptable, confident, and proactive will stand out.
For job seekers, the message is clear: don’t wait for opportunity to come to you. Build your network before you need it. Engage with recruiters long before you plan to make a move. Invest in your personal brand and online presence. And most importantly, craft your career story in a way that showcases your strengths, rather than your perceived weaknesses.
The Emotional Toll of Job Searching
Let’s be honest—job searching is exhausting, especially without knowledge and support. Fantasia made a crucial point about the importance of mindset. Frustration and negativity are palpable, even through an email or a LinkedIn message. If you approach your search with bitterness, that energy will come across.
One strategy I often recommend to my clients is to keep their job search private until they secure an offer. The reason? Job hunting is full of ups and downs, and constantly updating friends and family on progress can add an unnecessary emotional burden.
Final Thoughts
The way companies hire is changing, but the fundamentals remain the same. Employers still want confident, adaptable, and skilled professionals. Technology can help streamline the process, but it cannot replace the human connections that lead to great hires.
If you’re in the market for a new role, take control of your narrative. Seek out opportunities with intention. And most importantly, believe in your ability to secure the position that aligns with your expertise and career goals.
As always, I’ll be here to help guide you through it.
Resources Mentioned in this Episode
Episode 40 - How to Find a Job During the Pandemic, with Global Recruitment Expert Geoff Morgan Am
Episode 36 - Australia and Me: A Conversation With Top 50 CMO Mohit Bhargava
Other resources from RenataBernarde.com :
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