Podcasts about loxo

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreMost marketers are told: “Tie your plan to revenue.” But how?In this fast-paced live episode, Sam Kuehnle (VP of Marketing at Loxo) breaks down a practical, no-fluff process for building a marketing plan that earns buy-in from leadership, aligns with sales, and actually hits targets.No vanity metrics. No fake forecasts. Just real talk on what's working, what's not — and how to plan smarter.In this episode, you'll learn:How to calculate marketing's share of company revenue goalsWhat “bottoms-up” and “top-down” planning really look likeWhy most funnels leak at the demo-to-meeting stageHow to avoid wasting budget on channels you haven't proven yetThe spreadsheet Sam uses to model all of thisThis is your playbook if you're tired of MQL theater and want to lead with strategy, not guesswork.

In the third installment of our Ratio series, Sam and Vivien break down the critical Screening Call to Interview metric, exploring how recruiters can bridge the gap between rookie stats (10:1) and advanced benchmarks (5:1).This episode focuses on diagnosing the "why" behind your drop-offs—whether it's refining your initial sourcing strategy or understanding why interested candidates withdraw—to ensure you aren't wasting time on the wrong profiles. Vivien shares a practical three-step framework for vetting success, emphasizing the importance of validating competence, uncovering the true motivation behind a career move, and aligning on compensation early.Tune in to learn how to tighten your feedback loop and optimize your screening process for higher conversion rates. Explore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

It started innocently enough: you adopted one "perfect" tool....But then you needed another for sourcing, another for contact data, and one more for outreach.Before you knew it, you weren't running a recruiting firm — you were Dr. Frankenstein to a ghastly Frankenstack monster.The scary reality is that operational chaos is the #1 silent killer of growth for modern recruiting firms. Data silos make a single source of truth impossibleRecruiter frustration causes burnout and turnoverBudget drain from a dozen different, underutilized platform feesIn this episode (pulled from a recent webinar on the same subject) we walk you through how to put the Frankenstack to rest...for good. Explore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this Part 2 of our Ratios series, Sam and Vivien dive into the intricacies of job placement dynamics, focusing on the ratio of job orders to placements, the importance of managing these orders effectively, and strategies for overcoming challenges in recruitment.Don't worry—you don't have to remember middle-school math or statistics to follow along. Chapters:00:00 - Dive into job order to placement ratios02:01 - The critical job order to placement ratio08:40 - Actionable strategies to boost job order to placement ratioExplore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this conversation, Amarbir is joined by Will Grashoff, Founder and Managing Partner of Will's Talent.Will covers a lot of ground, referencing his wealth of experience running a rec-to-rec firm. One thing he's seen time and time again? Great—not just good—billers follow a consistent routine. Their days don't look wildly different from one to the next. In making this point, he highlights that, while personality traits can aid success, the key to high performance is actually a bit more fomulaic, with no "secret sauce." If that's the case: then anyone can become a top biller...which means you should probably listen in to learn how. Chapters:00:00 - Will's Talent Founder on the Consistent Routine to Recruitment Success06:10 - Strategies for Growing Your High-Impact Personal Brand as a Recruiter10:03 - The High-Biller's Routine for Continuously Growing Your Talent Network16:20 - How to Move From Good Performance to Outstanding Billings With Consistency28:10 - The Power of a Strong Company Brand in the Recruitment-to-Recruitment (Rec-to-Rec) SectorExplore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

We're talking about ratios today — but don't worry, you don't need to be a math whiz to follow along. Sam and Vivien chat through the importance of understanding recruiting ratios, for both rookie and expert recruiters. They break down key metrics that can help recruiters optimize their hiring processes — including the ratios of job orders to placements, screening calls to interviews, and interviews to placements. Chapters:00:00 - The recruiting KPIs that actually matter (and why)02:16 - Decoding your job-to-placement conversion rate03:35 - Ratio benchmarks for rookie recruiters05:05 - Moving from basic metrics to expert-level kpis06:10 - Actionable strategies to optimize your recruiting funnelExplore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Modernity has opened the door to a lot of new opportunities for recruiters — but it's also introduced some brand new nightmares. Things R.L. Stein's Goosebumps never could've prepared us for. On this spooky edition of the pod, Sam and Lex break down some of these modern recruitment nightmares, including: The Frankenstack, the Accidental Ghost, and the risk of going Zombie Mode. And of course, they give you actionable tips on how to make sure you don't fall prey to these monstrous beasts. There's also a very cute mention of Sam's daughter's pronounciation of "spooky," which is worth listening to in and of itself. Chapters:00:00 - What's haunting today's recruiters?03:30 - The horrors of a disjointed recruiting stack07:30 - Candidate ghosting: How to avoid becoming the ghost story10:56 - How to stay human in an automated recruiting worldExplore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Nurture campaigns are how you stay top of mind with both clients and candidates in the in-between — so that you're always the first to come to mind when the time is right. Listen to the audio from our recent webinar, The Fast and the Follow-Ups and learn how to build effective nurture campaigns that keep both clients and candidates engaged. This episode will focus more on the prospect side of things, helping you grow your business. You'll hear all about how to set up nurture stages in Loxo, move prospects into campaigns, and track them with statuses so nothing slips through the cracks. Whether you're just getting started or ready to take your outreach to the next level, you'll walk away with clear, actionable steps to strengthen your pipeline and stay top of mind.

Ah, a look ahead — and through the generational gap. In this episode, Sam sits down with Amarbir to explore the evolving expectations of Gen Z in the workforce as we look ahead to 2026 (because it'll be here before you know it).They discuss:The importance of transparency in compensationThe significance of work-life balance, andThe need for meaningful career progression At the end of the day, the conversation emphasizes how important it is to understand the unique values and preferences of Gen Z candidates in order to effectively connect them with the right job opportunities. But more than that? It's a reminder of the fact that, those each generation may have their own special interests or desires — we're really not that different. Explore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Nurture campaigns are how you stay top of mind with both clients and candidates in the in-between — so that you're always the first to come to mind when the time is right. Listen to the audio from our recent webinar, The Fast and the Follow-Ups and learn how to build effective nurture campaigns that keep both clients and candidates engaged.You'll hear all about how to set up nurture stages in Loxo, move prospects into campaigns, and track them with statuses so nothing slips through the cracks. Whether you're just getting started or ready to take your outreach to the next level, you'll walk away with clear, actionable steps to strengthen your pipeline and stay top of mind.Explore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this conversation, we're joined by Greg Fischer, founder of Well Oiled Machine — a direct hire recruitment firm specializing in recruiting "internal" offshore employees from every corner of the globe.Greg shares his journey from being a recruiter to becoming a successful agency owner, discussing the challenges and triumphs he faced along the way. Throughout, he emphasizes the importance of finding fulfillment in one's work, the power of niching down in recruitment, and the potential of offshoring as a strategy for growth.It's an inspiring episode on multiple levels — one that will have you thinking about your own path AND your agency's. A must-listen (I know; we always say that...but we really, really mean it!). Chapters:00:00 - From recruiter to global agency owner: The Greg Fischer journey03:20 - The two ingredients every recruitment agency needs for growth09:50 - Why global offshoring became the key to scaling14:50 - The mindset shift from recruiter to entrepreneur19:50 - The most unexpected lesson in scaling a recruitment agency25:20 - Defining your Ideal Client Profile (ICP) for your recruitment agency30:20 - The breaking point: Why he walked away from his recruiting job37:30 - Building a winning culture in a global, remote-first agency43:38 - The power of niching down: From generalist to industry authority51:45 - Reinventing recruitment with a global talent strategy56:50 - Greg's final advice for ambitious agency owners.Explore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this Tactical Tuesday episode, Sam and Vivien discuss five essential tips for successfully adopting new recruitment tools and platforms.Onboarding can make or break your team's experience using a new tool — and can be the biggest deciding factor between stellar user adoption and a tool no one actually uses.Throughout the conversation, Sam and Vivien emphasize the importance of conducting a discovery call, ensuring proper data migration, fostering team adoption through collaborative learning, maintaining a positive attitude, and understanding the onboarding timeline.One thing they all have in common? These strategies aim to simplify the change process and enhance user experience, ultimately leading to successful implementation.Chapters:00:00 - Mastering the switch to new recruitment tech01:50 - Defining your needs for the perfect recruitment software match04:48 - Your candidate data is gold: A guide to seamless data migration07:13 - From resistance to results: Driving recruiter adoption of new tech10:20 - The mindset for change: Leading your team through new tech adoption13:20 - Setting realistic expectations for your onboarding timelineExplore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Struggling to scale your recruiting desk, close bigger deals, or turn your agency into a powerhouse? This episode of The Elite Recruiter Podcast is your playbook for becoming a $500k+ biller and doubling down on the exact tactics powering the fastest-growing remote firms today. Host Benjamin Mena sits down with Dante Nino, co-founder of TLO, to unpack the uncompromising frameworks and high-conversion business development strategies behind his team's explosive growth (and their unstoppable recruiter mindset). If you want to make Q4 your best ever or simply operate at elite standards, don't miss Dante's systems, templates, and the proven deal box strategy that's redefining recruiting success.  

Loxo's Founder & CEO, Matt Chambers, hosted a recent webinar on Natural Language Search — and it was so good, we had to share it on the pod.So...What is Natural Language Search (NLS)? Basically: Instead of writing complex Boolean queries, you can type exactly what you need in plain English, e.g “senior software engineer with Python and AWS experience in Austin.” From there, Loxo's AI interprets your intent, searches your own database and our network of 1.2 billion professional profiles, and delivers the most relevant candidates — including hidden gems you might otherwise miss.Check out this episode to hear it from Matt directly — and listen as he conducts searches using NLS!Explore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co 

It's part 2 of our expert-level playbook on Account Based Prospecting, where Sam outlines a tactical approach based on a structured four-week sprint.This framework is designed to establish credibility and earn recruiters conversations with cold prospects. In this episode, Sam details specific actions for each week to build trust, identify challenges, and ultimately secure meetings with potential clients. Get out a pen and paper because this is literally everything you need to know to start actioning an Account Based Prospecting play for your recruitment business today. Chapters:00:00 - The four-week sprint to landing new recruitment clients01:50 - Week 103:28 - Week 204:40 - Week 308:46 - Week 4Explore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

We're all guilty of making generational assumptions... But in this episode, Lex has Loxo's Community Marketing Manager, Amarbir Sihota, on to debunk some of the common misconceptions about Gen Z in the workforce. Fans of Mythbusters (and of Gen Z) are sure to enjoy. Lex and Amarbir discuss myths such as Gen Z being lazy, not caring about company culture, and only wanting remote work — and then they have a good time debunking them, with Amarbir shedding a light on Gen Z's values and interests. The conversation also explores how recruiters can better engage with Gen Z by understanding their unique perspectives and needs.Chapters:00:00 - Unlocking the potential of Gen Z talent04:20 - The top Gen Z myths recruiters believe07:45 - Myth: Gen Z is lazy and unmotivated11:18 - The truth about Gen Z and company loyalty17:00 - Beyond remote: The new meaning of workplace flexibility21:18 - Is it job hopping or strategic career climbing?26:56 - How to successfully attract and engage Gen Z candidatesExplore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this episode, Sam dives deep into Account-Based Prospecting (ABP) to help recruitment agencies move beyond the reactive "feast or famine" business cycle.Sam argues that by shifting focus from the 5% of companies actively hiring to the 95% who are playing the long game, recruiters can build lasting trust and become the go-to partner for future hiring needs. Throughout the episode, he outlines the core philosophy of ABP and breaks down the guiding principles of ABP — including: providing proactive value, earning the call, and focusing on business outcomes.You'll walk away with a practical guide for building your own Ideal Client Profile (ICP) and a SPINE framework for crafting specific and insightful market intelligence. That's a LOT for a 17-minute episode, if you ask us. Sam wouldn't say this, because he's humble, but it's a MASTERCLASS — and it's just part one of a series, so stay tuned. Chapters:00:00 - The account-based prospecting masterclass for recruiters04:17 - The mindset shift that ends the feast or famine cycle07:10 - Building your agency's ideal client profile (ICP)09:30 - The SPINE framework for attracting your ideal clients13:10 - Building your ABP playbook for consistent revenueExplore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Ever felt like your perfectly crafted candidate email disappeared into a black hole? In this webinar, Loxo breaks down the real-world tips you need to make sure your emails actually get seen, opened, and replied to.Because when candidates engage with your messages, email providers take notice — and the more replies you earn, the more likely you are to land in inboxes instead of spam folders.Best of all, we don't just tell you the rules of deliverability, we play them. This interactive, game-style session guides you through scenarios where you'll guess the right answer, learn why it works, and walk away ready to put it into practice.Here's what you'll learn:✨ Subject lines that work. Stop writing throwaway lines that get ignored. Instead, discover how to create subject lines that spark curiosity and give recipients a reason to open.✨ The power of the hook. The first sentence of your email is prime real estate. Learn how to write openings that grab attention, set the right tone, and keep candidates reading.✨ Encouraging replies. Deliverability isn't just about getting into the inbox — it's also about engagement. We'll show you how to frame your outreach so candidates actually respond (and boost your sender reputation at the same time).✨ Finding the right sending rhythm. Too many emails too often? You'll end up in spam. Too few? You'll get forgotten. Learn how to strike the balance that keeps you visible without being overbearing.And that's just the start. Whether you're a seasoned sourcer or just getting your recruiting feet wet, these proven tactics will help you connect with candidates more consistently — and land more replies.

Loxo just unveiled Natural Language Search, which is already changing the way recruiters source top talent. In this Tactical Tuesday episode, Sam and Vivien dive into just how much of an impact NLS can have on how we search — especially when it comes to the distinction between hard and soft requirements.It all comes back to adaptability — and this conversation, like every Tactical Tuesday episode before it, will be another tool in your kit as you seek to adapt to the ever-changing world of modern talent acquisition.Chapters:00:00 - The future of AI sourcing: Loxo's Natural Language Search02:39 - Escaping the trap of the unicorn candidate search05:50 - Moving beyond boolean for your core requirements12:40 - How to find top talent despite inconsistent resumesExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

This week, we're diving into a viral LinkedIn post that challenges everything you thought you knew about recruiting. We'll break down five key principles, starting with the art of the email. It's not about you — it's about the candidate. We'll show you why "selling the conversation, not the job" is a non-negotiable rule and how to craft a message that actually gets a response. We also tackle the sheer volume of outreach needed to succeed, and why getting your email deliverability right is more critical now than ever.We'll explain why candidates are most honest at the outset and how you can use that to your advantage. Most importantly, we'll talk about the power of listening. We make the case for why a recruiter should be listening for 27 minutes out of a 30-minute call, and how asking "Hot Ones"-quality questions can help you connect on a deeper level. Finally, we'll discuss why clear communication, not just speed, is the ultimate superpower in a competitive hiring market.Chapters:00:00 - Five recruiting strategies you can't ignore for 202502:50 - Why you should sell the conversation, not the job08:59 - Why volume is your friend and deliverability is your superpower10:53 - The initial screening call: what candidates are really telling you13:28 - The 27/3 rule: why great recruiters barely speak19:06 - How to create momentum without sacrificing the candidate experienceExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Loxo just unveiled Natural Language Search, which is already changing the way recruiters source top talent. In this Tactical Tuesday episode, Sam and Vivien dive into just how much of an impact NLS can have on how we search — especially when it comes to the assumptions we make about "the right fit" and the distinction between hard and soft requirements.It all comes back to adaptability — and this conversation, like every Tactical Tuesday episode before it, will be another tool in your kit as you seek to adapt to the ever-changing world of modern talent acquisition. Chapters:00:00 - The AI search revolution that will redefine your sourcing strategy.02:59 - How to decode what a candidate truly wants.11:15 - Breaking your assumptions to find hidden talent.Explore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this episode, Sam chats with Loxo's CTO, Ilia Cheishvili, about something hyper-relevant: Natural Language Search. In case you missed it, Loxo just launched NLS — and it's already saving recruiters so much time and mental energy. Throughout the conversation, they explore how NLS allows recruiters to source candidates more intuitively, moving away from traditional Boolean searches that can exclude potential talent. The real kicker? It's becoming increasingly important for recruiters to acknowledge the importance of flexibility in candidate requirements — which leads to the need to cast a wider net in their initial sourcing efforts. As someone who has built the product from the ground up, Ilia shares insights on how NLS can surface the most relevant candidates and improve hiring outcomes — while also addressing common misconceptions about candidate filtering.Long story short: If you've been curious about all the buzz around NLS but need a bit of convincing before giving it a try yourself, you've come to the right place!  Explore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this Tactical Tuesday episode, Sam and Vivien dive into the art of crafting standout recruitment emails using the STAR Method. If you listen in, you'll discover how to capture attention and deliver value by structuring your candidate pitches around Situation, Task, Action, and Result. Whether you're a seasoned recruiter or new to the field, this episode offers actionable insights to elevate your email game and connect with hiring managers effectively. Tune in to learn how to make your emails not just seen, but impactful.Chapters:00:00 - Introducing the STAR method for recruiters02:55 - Breaking down the STAR method for email outreach10:00 - How to showcase impact and value in your email body Explore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

It's a bittersweet day as we wrap up our month-long series on Account Based Prospecting for recruiters — but we're closing it out strong with the one and only Jen Allen-Knuth, founder of Demand Jen and returning guest from episode 119.Sam and Jen dive deep into a pretty critical part of the sales cycle: closing the deal. Jen shares her expert insights on why most prospecting messages fall flat and how to approach outreach with a human-first mindset. We're talking about moving beyond the "copy-and-paste" cold email templates and focusing on relevance, not just personalization. Jen also explains how she stopped trying to "win" arguments with prospects and instead started competing against the status quo by seeking to understand the buyer's challenges.And in a "can't miss" moment, she shares a powerful, three-step framework for getting deals across the finish line by being genuinely curious and empathetic, not pushy. Explore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this Tactical Tuesday episode, Sam and Vivien continue to share the ABP wealth — this time outlining a four-week nurture sequence designed to build trust and establish credibility with potential clients (or candidates). The biggest takeaways? The importance of adding value at every touchpoint, engaging prospects with evidence, and making effective follow-up communications. As always, you'll walk away with actionable tips & tricks you can put into practice today. Chapters:00:00 - How to build a four-week client nurture sequence04:40 - The power of leading with insight, not a sales pitch08:42 - Bridging the gap between data and client pain points12:17 - How to leverage case studies and social proof effectively18:05 - From warm lead to booked meeting: Making the final ask20:15 - Beyond email: A multi-channel outreach strategy that gets responsesExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Today, we continue our Account Based Prospecting expert series — and this time, Sam interviews Morgan Ingram, founder and CEO of AMP Social. Anyone active on LinkedIn has probably come across Morgan's profile, and if you have, you'll understand why he's basically the unofficial king of social selling. In this episode, Morgan shares his 5 Cs of Social Selling — Clarity, Connection, Conversation, Comment, and Content — as a framework for building authentic relationships and driving business. Sam and Morgan also discuss how to prepare for and execute the first sales call, emphasizing the importance of doing thorough research and providing value to prospects. Morgan introduces us to his five-step process, including a "LinkedIn loop" to maintain engagement after the meeting.At the end of the day, the conversation highlights the value of personalized, human-centered outreach over generic, automated messages — demonstrating how a thoughtful approach can lead to better results in recruitment and sales.Another "can't miss" episode, filled with takeaways you can start implementing today. Chapters:00:00 - Meet Morgan Ingram: Social selling strategies for recruiters03:30 - The first C: Defining your Ideal Client Profile (ICP) for better targeting07:50 - Moving from a contact request to a meaningful connection10:25 - How to start sales conversations without being salesy21:33 - The power of LinkedIn comments for business development27:45 - A content strategy to attract high-value clients and candidates31:00 - How to execute personalized outreach that actually gets replies36:40 - A practical framework for closing more recruitment dealsExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Are you that person in meetings who always has their head hunched over, frantically scribbling notes down? Are you the person who relies on the meeting notes that other person took? Either way, there's a better way. One of the perks of living in the bright & shiny future? AI notetakers. In this Tactical Tuesday episode, Sam and Vivien discuss the transformative power of AI notetakers in the recruitment process — from candidate interviews to calls with potential clients. The conversation emphasizes the importance of being present during conversations, leveraging AI for deeper insights, and using technology to streamline the recruitment process. That's a big ROI, especially when the AI notetaker of choice is free. Wink wink. Hint hint. (Sorry, Loxo just released our own AI Notetaker and we had to take the opportunity to brag about it just a little.) Chapters:00:00 - How AI is transforming the modern recruiting workflow02:28 - Boosting candidate experience: Focus on the human, not the keyboard06:34 - Using AI to win clients: The business development advantage19:10 - The one simple step to get started with AI notetakersExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Continuing our Account Based Prospecting expert series, in this episode, Samis joined by Mason Cosby, founder and CEO of Scrappy ABM, to discuss the intricacies of account-based marketing (ABM) and its application in recruitment.Throughout the conversation, they cover a lot of ground:From exploriing the importance of niching down, to identifying the right audience, and some of the challenges organizations face when implementing ABM strategies. Mason shares tactical steps for building an effective ABM program, emphasizing his 4D approach. We're not being cheeky when we say these are assets and advice you'd typically have to pay someone to give you — so listen, take notes, and be well on your way to improving your marketing and prospecting efforts...just. like. that. Chapters:00:00 - Why ABM is the ultimate growth tool for modern recruiters06:12 - Beyond spray and pray: Evaluating your recruitment lead generation09:05 - Is your recruiting agency ready for account-based marketing?16:10 - How to build your ABM strategy for client acquisition35;01 - How to find and leverage data to build your ideal client profile41:50 - From data to deal: Activating your ABM client prospecting54:05 - Beyond placements: Calculating the ROI of your ABM strategyExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

It's another Tactical Tuesday episode — this time with a focus on the outreach side of Account Based Prospecting. Sam and Vivien walk us through effective outreach strategies, exploring the differences between proactive and reactive outreach, and emphasizing the importance of leveraging niche expertise to stand out in a competitive landscape. One of the biggest takeaways? How important it is to understand hiring managers' unique needs — and to tailor your communication to address those specific challenges. As always, you'll walk away with tips you implement today. So, what are you waiting for? Chapters:00:00 - Mastering account-based outreach for recruiters02:55 - The blueprint for outreach that hiring managers notice06:50 - Stop waiting for job ads: The proactive advantage in winning clientsExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Another insightful episode of our Account Based Prospecting series — this time, exploring the operational intricacies of ABP with Sidney Waterfall, VP of Marketing at OpenBrand.In this conversation, you'll discover how Sidney and her team meticulously design and implement ABP strategies — from building and segmenting target account lists to leveraging data for personalized outreach. You'll also learn about the importance of CRM integration, automation in tracking account engagement, and the balance between data-driven decisions and intuitive insights. The second episode in our series, this is a foundational building block for any recruiter looking to build & scale a prospecting function at their agency. Chapters:00:00 - The recruiter's playbook for winning high-value clients05:30 - Why ABP is key to predictable growth for your agency08:10 - Building your Ideal Client Profile (ICP) from scratch14:20 - Using buying signals to identify high-intent clients25:30 - Personalization at scale: Crafting outreach that converts32:33 - Launching your prospecting function: The first 90 days41:50 - Balancing automation and the human touch in sales prospecting45:40 - The multi-touch strategy for winning high-value clients49:00 - Sidney Waterfall's playbook: Lessons from the prospecting front linesExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this Tactical Tuesday episode, we continue on with our hiring manager series — this time, Sam and Natalia dive deeper into building trust with hiring managers. Understanding hiring managers — their needs, their communication styles, and success metrics — is how you build trust. But what does that all really look like in practice? Sam and Nat emphasize the importance of creating a 'greatest hits' list of successful candidates, using mirroring as a trust-building tactic, and establishing a recruitment wiki to streamline processes and knowledge sharing. Chapters:00:00 - The recruiter's playbook for winning hiring manager trust03:15 - How to use your track record to build hiring manager trust05:40 - Mastering communication styles for better hiring manager alignment09:11 - The art of calibrating on must-have candidate traits12:38 - Using recruitment metrics to prove your value and build trustExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

What if your job board wasn't just a place to post jobs—but the top of your sales funnel? In this episode of The Resilient Recruiter, Jordan Whilden shares how he scaled Ministry Hub, a faith-based executive search firm, by transforming a niche job board into a predictable lead generation machine. Fueled by a cold email campaign that delivers a 17% reply rate, Jordan's model shows how recruiters can generate clients consistently—without cold calling or high-pressure tactics. We dive into the exact steps Jordan took to build a multi-service recruitment business, from his transition out of pastoral ministry to launching a proprietary ATS (MinistryHire) and leading a fully remote team. If you're a recruitment agency owner looking to build smarter systems, offer tiered services, or grow recurring revenue, this episode is packed with actionable ideas and inspiration. Episode Highlights: From full-time ministry to launching a job board side hustle Evolving from job board to full-service search firm First-year lessons: underpricing, overwhelm, and early wins Why building a custom ATS was a game-changer Creating flexible, tiered service models How “serve first” creates long-term client wins Cold outreach strategy: 89% open rate, 17% replies The tools behind his tech stack: Loxo, Instantly, Hireflix, Asana, Scribe Scaling with a 3-person offshore team One-way video interviews and standout candidate presentation Recurring revenue through subscription-based ATS Leading with values while balancing family and business growth Key Takeaways: A job board can be more than a job board—it can be your client magnet Value-first cold emails build trust before selling Scaling is easier with systems, SOPs, and the right offshore support Serving your niche exceptionally well creates both impact and revenue About Jordan Whilden: Jordan is the founder and CEO of Ministry Hub, a faith-based executive search firm. With a Master's in Theology and an MBA, he brings a rare mix of pastoral insight and business acumen. Prior to launching Ministry Hub in 2021, Jordan served churches on both coasts, including leadership at one of America's largest congregations. He's also the creator of MinistryHire, a purpose-built ATS and job board platform serving mission-driven organizations. Today, Jordan helps churches and nonprofits build world-changing teams—and has grown Ministry Hub into a go-to talent partner in the faith sector. He lives in Chapel Hill, North Carolina, with his wife Brittany and their son. Outside work, they love kayaking, the beach, and traveling as a family. Connect with Jordan: Jordan on LinkedIn - https://www.linkedin.com/in/jordanwhilden/ Ministry Hub Website - https://ministryhub.org/ MinistryHire Website - https://ministryhire.com/ Connect with Mark Whitby: Get a FREE strategy call: recruitmentcoach.com/strategy-session Mark on LinkedIn - https://www.linkedin.com/in/mwhitby/ X: @MarkWhitby Instagram: @RecruitmentCoach Subscribe to The Resilient Recruiter - https://plinkhq.com/i/1489513354

In light of Loxo's recent Account Based Prospecting product release, we're bringing you a roundup of marketing, sales, and business development experts over the next few weeks. And when we say experts...these people are literally the best of the best. Throughout this series, you'll learn everything you need to know to grow your recruiting business — and we're starting off with a very important step, which is: Looking in the mirror and figuring out who, exactly, you are. In this episode, Anthony Pierri — co-founder of FletchPMM and haver of hot takes on Linkedin — joins us to share the significance of positioning, the benefits & challenges of niche marketing, and the frameworks that can help businesses articulate their unique value propositions. We start here because understanding your value and being able to articulate and repeat it to the market as much as you can is how you make a name for yourself — and how you become the first to come to mind when a hiring need in your niche strikes. Dive in here and then stay tuned for the rest of the series to come! You'll be a prospecting pro in no time. Chapters:00:00 - The foundation for growing your recruiting business05:30 - How to define your firm's unique market positioning16:05 - The common mistake of trying to be everything to everyone19:10 - From generalist to specialist: making the strategic move22:30 - A step-by-step guide to building your positioning statement34:00 - How to answer the critical question: why should clients choose you?43:30 - Your positioning action plan for smarter prospectingExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this Tactical Tuesday episode, Natalia Bullett (a CSM here at Loxo) joins us again to discuss more strategies for in-house and agency recruiters.Today, she walks Sam through some of the dynamics of working with multiple hiring managers — from the importance of creating customized templates and the value of pipeline review calls to the need for tools that enhance communication and collaboration. The biggest takeaway? As a recruiter, you're a strategic partner to hiring teams — and you can help set the tone for the collaboration and the overall success of the partnership. Chapters:00:00 - Becoming a strategic partner to your hiring managers02:35 - Tailoring your recruiting process for different departments05:55 - The value of pipeline review calls and candidate scorecards08:10 - The power of sharing recruiting metrics early and often11:05 - Improving your time-to-hire with the right communication12:59 - Translating team objectives into a winning recruiting strategyExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this Mic Drop episode, Loxo's Founder and CEO, Matt Chambers, joins us to discuss the importance of workflow in recruitment and how it can lead to better results. When it comes to a recruiter's competitive edge, workflow is everything — and the historical method of using multiple point solutions simply won't cut it anymore.In order to 50x your outputs, you need to 50x your workflow — and the technology exists now to make that change possible. Subtle (or not-so subtle) plug for Loxo: an all-in-one Talent Intelligence Platform that integrates sourcing, data, automation, and workflows is how modern recruiters will win.Chapters:00:00 - Podcast Intro02:05 - Why the talent intelligence workflow is a game-changer09:20 - Understanding recruiter operations and necessities16:40 - Navigating old vs. new recruitment methods36:33 - Five steps to revolutionize your workflow45:25 - Why some resist modern recruitment methods51:53 - Closing thoughts and farewell

In this Tactical Tuesday episode Sam is joined by Natalia Bullett, a Strategic Account Manager at Loxo, to discuss the evolving landscape of in-house recruitment. Throughout the conversation, they explore key success metrics for in-house recruiters, like time to fill, cost per hire, and candidate experience. Of course, we can't have this conversation without emphasizing the importance of leveraging technology and AI to streamline processes and ensure accurate reporting. The two also get into how diversity and inclusion come into play in in-house hiring practices, advocating for a more holistic approach to recruitment that considers both quantitative and qualitative metrics.If you're an in-house recruiter, this is a must-listen episode!Chapters:00:00 - The new rules for in-house recruiting success02:50 - Actionable strategies to slash your time to fill08:40 - Practical AI tools to streamline your recruiting process11:05 - The real story behind your cost per hire numbers15:50 - How to effectively measure and boost candidate experience20:00 - Inclusive hiring strategies that go beyond the metrics23:00 - Final thoughts on mastering your recruiting metricsExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Here's a little meta-hypothesis for ya:IF you conduct a flawed experiment, THEN you'll get biased/inaccurate results.Everyone talks about "AI experimentation" — but the reality is, most people don't know how to conduct an experiment that actually reveals valuable information. In this Trending Topics episode, we dive into how to conduct smarter AI experiments that will reveal where it makes sense to integrate AI into your specific hiring processes. Throughout the conversation, we emphasize the importance of data quality, the difference between correlation and causation, the necessity of structured experimentation when implementing AI tools, and the need for clear hypotheses and exit criteria in experiments to ensure meaningful results.Much of this episode was inspired by Laszlo Bock's fantastic “The Impact of AI on the Future of Work” slidedeck. Explore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this Tactical Tuesday episode, Sam and Vivien get real about the complexities of recruitment technology — focusing on the cost and benefits of a consolidated tech stack. Hint hint: Consolidation is worth it, every time.Throughout, they discuss the implications of data entry, the importance of having a single source of truth, and how automation can help streamline processes. The core question is this: Do you have tech that you can trust to scale with you? If not, your tech stack may be hurting more than it's helping. Chapters:    00:00 - The true cost of your disconnected recruiting tech stack03:16 - When your 'best-of-breed' tech creates more work07:44 - How a unified tech stack drives efficiency and ROI12:25 - Key questions to ask before you buy new recruiting techExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this Tactical Tuesday episode, Sam and Vivien shake things up a bit — bringing you some actually creative strategies for capturing the attention of both hiring managers and candidates.We've said it before, we've said it again: the recruitment landscape right now is highly competitive, and the same strategies that worked last year won't necessarily cut it anymore. With these 10 creative prospecting ideas, you'll be on your way to building stronger relationships, developing more engaging outreach, and standing out where it matters most. Chapters:00:00 - Creative prospecting strategies that actually work in 202502:10 - The high-impact strategy of in-person outreach02:54 - The strategic power of a well-timed invitation03:54 - The surprisingly high ROI of client prospecting gifts04:58 - Delivering a smile right to their desk06:04 - Why the handwritten note is your new recruiting superpower09:25 - Gamify your outreach with prospect bingo10:40 - Creative candidate submittals that get you noticed11:15 - How a curated playlist can showcase company culture12:18 - Why a well-placed joke can open doors13:06 - Streamline your submittal process to close deals fasterExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this Trending Topics episode, Sam and Lex discuss the rising trend of boomerang hires — AKA employees who return to their former employers after some time away.Throughout the conversation, they explore the benefits of these boomerang hires — including faster onboarding and fresh perspectives — while also addressing the challenges recruiters face in integrating boomerangs into their hiring strategies. Incorporating a boomerang play into your hiring strategy may or may not make sense depending on the industry you work in, the size of the companies you're hiring for, etc. — but with boomerangs becoming more common, it's certainly worth at least considering whether engaging former employees could be a good move.Chapters:00:00 - The rise of the boomerang employee: a recruiter's guide03:19 - Why boomerang hires are your best investment06:20 - The boomerang journey: why top talent leaves and returns10:20 - Build your winning boomerang hiring strategy24:25 - Fast-track your boomerang talent acquisitionExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

We've talked a lot about Account-Based Prospecting lately from the perspective of recruiters — but what about the candidate side of things? Today, Sam and Vivien discuss the importance of understanding the candidate market, building relationships, and employing creative outreach strategies to enhance the recruitment process. One major thing they touch on? The need for recruiters to leverage insights from both candidates and hiring managers to bridge gaps and improve the overall candidate experience. Building trust (through long-game relationship-building and personal branding) is another critical component. Just like it helps when building credibility with potential business prospects, the same goes for the candidate-side, as well. Chapters:00:00 - The other side of account-based prospecting: The candidate experience03:03 - The secret to increasing your candidate placement rate08:08 - The art of building trust and authority with top candidates14:50 - How to leverage your candidate pipeline for business development18:00 - Unlocking actionable insights from your hiring managersExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

We've gotten a ton of questions about Loxo's Account-Based Prospecting since launching the product — from the philosophy behind ABP in general to the nitty-gritty of how to conduct ABP efforts in Loxo. To answer these questions and help you on your way to the kind of bizdev success you see reflected in your bottom line, we hosted a webinar — link to the full video recording here — to cover all the bases. Now, we're sharing it via the podcast to make it easier than ever to master Account-Based Prospecting. Chapters:00:00 - The definitive guide to account-based prospecting for recruiters02:02 - The proactive approach to winning high-value clients06:50 - Why account-based prospecting is essential for agency growth10:45 - A step-by-step guide to executing ABP in Loxo23:58 - Your ABP questions answered: Insights from the live Q&AExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Dr. Vamsi Velcheti and Dr. Nate Pennell discuss novel treatment approaches in small cell and non-small cell lung cancer that were featured at the 2025 ASCO Annual Meeting. TRANSCRIPT Dr. Vamsi Velcheti: Hello, I'm Dr. Vamsi Velcheti, your guest host of the ASCO Daily News Podcast. I'm a professor of medicine and chief of hematology and oncology at the Mayo Clinic in Jacksonville, Florida. The 2025 ASCO Annual Meeting featured some exciting advancements in small cell lung cancer, targeted therapies for non-small cell lung cancer, and other novel [treatment] approaches. Today, I'm delighted to be joined by Dr. Nate Pennell to discuss some of the key abstracts that are advancing the lung cancer field. Dr. Pennell is the co-director of the Cleveland Clinic Lung Cancer Program and also the vice chair of clinical research at the Taussig Cancer Institute. Our full disclosures are available in the transcript of this episode. Nate, it's great to have you back on the podcast. Thanks so much for being here. Dr. Nate Pennell: Thanks, Vamsi. Always a pleasure. Dr. Vamsi Velcheti: Let's get started, and I think the first abstract that really caught my attention was Abstract 8516, “The Randomized Trial of Relevance of Time of Day of Immunotherapy for Progression-Free and Overall Survival in Patients With Non-Small Cell Lung Cancer.” What are your thoughts about this, Nate? Dr. Nate Pennell: I agree. I thought this was one of the most discussed abstracts, certainly in the lung cancer session, but I think even outside of lung cancer, it got some discussion. So, just to put this in perspective, there have been a number of publications that have all been remarkably consistent, and not just in lung cancer but across multiple cancer types, that immunotherapy, immune checkpoint inhibitors, are commonly used. And all of them have suggested, when looking at retrospective cohorts, that patients who receive immune checkpoint inhibitors earlier in the day – so in the morning or before the early afternoon – for whatever reason, appear to have better outcomes than those who get it later in the day, and this has been repeated. And I think many people just sort of assumed that this was some sort of strange association and that there was something fundamentally different from a prognostic standpoint in people who came in in the morning to get their treatment versus those who came later in the afternoon, and that was probably the explanation. The authors of this randomized trial actually decided to test this concept. And so, about 210 patients with previously untreated advanced non-small cell lung cancer were randomly assigned to get chemo and immune checkpoint inhibitor – either pembrolizumab or sintilimab – and half of them were randomly assigned to get the treatment before 3 PM in the afternoon, and half of them were assigned to get it after 3 PM in the afternoon. And it almost completely recapitulated what was seen in the retrospective cohorts. So, the median progression-free survival in those who got earlier treatment was 13.2 months versus only 6.5 months in those who got it later in the day. So, really enormous difference with a hazard ratio of 0.43, which was statistically significant. And perhaps even more striking, the median overall survival was not reached in the early group versus 17.8 months in the late group with a hazard ratio of 0.43, also highly statistically significant. Even the response rate was 20% higher in the early patients; 75% response rate compared to 56% in the late-time-of-day patients. So very consistent across all measures of efficacy with pretty good matched characteristics across the different groups. And so, I have to tell you, I don't know what to make of this. I certainly was a skeptic about the retrospective series, but now we have a prospective randomized trial that shows essentially the same thing. So, maybe there is a difference between getting treated in the morning, although I have yet to hear someone give a very good mechanistic explanation as to why this would be. What were your thoughts on this? Dr. Vamsi Velcheti: It's indeed fascinating, Nate, and I actually think this was a very interesting abstract. Really, I was caught off guard looking at the data. I mean, if it were a drug, we would be so excited, right? I mean, with those kind of survival benefits. I don't know. I think circadian rhythm probably has something to do with it, like different cytokine profiles at the time of administration. I mean, who knows? But I think it's a randomized trial, and I think I would expect to see a mad rush for treatment appointments early in the morning given this, and at least I want my patients to come in first thing in the morning. It'll be interesting to see. Dr. Nate Pennell: It's important to point out that in this study, everyone got chemo and immunotherapy. And, at least in our cancer center, most patients who are getting platinum-doublet chemotherapy and immunotherapy actually do get treated earlier in the day already, just because of the length of the infusion appointment that's needed. So it really is oftentimes people getting single-agent immunotherapy who are often getting the later, shorter visits. But if you have a choice, I think it would be very reasonable to have people treated earlier in the day. And I do think most of the impressions that I got from people about this is that they would like to see it reproduced but certainly well worth further investigation. And I personally would like to see more investigation into what the rationale would be for this because I still can't quite figure out, yes, if you got it at, say, you know, 5 PM, that's later in the day and I can understand that maybe your immune system is somewhat less receptive at that point than it would be in the morning. But because these checkpoint inhibitors have such long half-lives, it's still in your system the next morning when your immune system is supposedly more receptive. So I don't quite understand why that would be the case. Well, let's move on to the next study. I would like to hear your thoughts on Abstract 8515, “Plasma-Guided, Adaptive First-Line Chemoimmunotherapy for Non-Small Cell Lung Cancer.” Dr. Vamsi Velcheti: Yeah, this was another abstract that seems to be really interesting in my opinion. I think there's kind of a lot of emphasis lately on ctDNA and MRD-based assays to monitor disease. In the lung cancer space, we haven't had a lot of clinical trials looking at this prospectively, and this was one of those pilot studies where they looked at circulating free DNA (cfDNA)-based response-adaptive strategy for frontline patients who are PD-L1 positive. So, patients started with pembrolizumab monotherapy, and based on plasma molecular response after 2 cycles, those patients without response received early treatment intensification with a platinum doublet. So the approach essentially was to reduce the chemotherapy exposure in patients who respond to immunotherapy. And only about 17.5% of the patients on the trial received chemotherapy based on lack of molecular response. So, in this trial, what they found was patients with the cfDNA response had a markedly improved PFS of 16.4 months versus 4.8 months. So essentially, like, this is a really nice study to set a foundation on which we have to do larger studies to incorporate molecular markers trying to look at cfDNA response to inform treatment strategy, either escalation or de-escalation strategies. So, I thought it was a very interesting study. Dr. Nate Pennell: Yeah. I mean, we always have this question for patients, “Should they get immunotherapy alone or combined with chemo?” and I think this certainly is intriguing, suggesting that there may be ways you can monitor people and perhaps rescue those that aren't going to respond to single agent. I'd like to see a randomized trial against, you know, this strategy, perhaps against everyone getting, say, chemoimmunotherapy or make sure that you're not potentially harming people by doing this strategy. But I agree, it's time to move beyond just observing that cell-free DNA is prognostic and important and start using it to actually guide treatment. Dr. Vamsi Velcheti: Yeah, and I would just caution though, like, you know, I think we need more data, but, however, it's certainly a very interesting piece of data to kind of help inform future trials. So, there was another abstract that caught my attention, and I think this would be a very interesting abstract in the EGFR space. Abstract 8506, "Patritumab Deruxtecan (HER3-DXd) in Resistant EGFR-Mutant Advanced Non-Small Cell Lung Cancer Patients After Third-Generation EGFR TKI," it's the HERTHENA-Lung02 study. What do you think about the results of this study? Dr. Nate Pennell: Yeah, this was, I would say, very widely anticipated and ultimately a little disappointing, despite being a positive trial. So, these are patients with EGFR-mutant non-small cell lung cancer who have progressed after a third-generation EGFR TKI like osimertinib. This is really an area of major unmet need. We do have drugs like amivantamab in this space, but still definitely an area where essentially patients move from having a highly effective oral therapy to being in the realm of chemotherapy as their best option. So, this HER3 antibody-drug conjugate, patritumab deruxtecan, had some good single-arm data for this. And we're sort of hoping this would become an available option for patients. This trial was designed against platinum-doublet chemotherapy in this setting and with a primary endpoint of progression-free survival. And it actually was positive for improved progression-free survival compared to chemo with a hazard ratio of 0.77. But when you look at the medians, you can see that the median PFS was only 5.8 versus 5.4 months. It was really a modest difference between the two arms. And on the interim analysis, it appeared that there will not be a difference in overall survival between the two arms. In fact, the hazard ratio at the interim analysis was 0.98 for the two arms. So based on this, unfortunately, the company that developed the HER3-DXd has withdrawn their application to the FDA for approval of the drug, anticipating that they probably wouldn't get past approval without that overall survival endpoint. So, unfortunately, probably not, at least for the near future, going to be a new option for these patients. Dr. Vamsi Velcheti: Yeah, I think this is a space that's clearly an unmet need, and this was a big disappointment, I should say. I think all of us were going into the meeting anticipating some change in the standard of care here. Dr. Nate Pennell: Yeah, I agree. It was something that I was telling patients, honestly, that I was expecting this to be coming, and so now, definitely a bit of a disappointment. But it happens and, hopefully, it will still find perhaps a role or other drugs with a similar target. Certainly an active area. Well, let's leave the EGFR-mutant space and move into small cell. There were a couple of very impactful studies. And one of them was Abstract 8006, “Lurbinectedin Plus Atezolizumab as First-Line Maintenance Treatment in Patients With Extensive-Stage Small Cell Lung Cancer, Primary Results from the Phase III IMforte Trial.” So, what was your impression of this? Dr. Vamsi Velcheti: Yeah, I think this is definitely an interesting study, and small cell, I remember those days when we had barely any studies of small cell at ASCO, and now we have a lot of exciting developments in the small cell space. It's really good to see. The IMforte trial is essentially like a maintenance lurbinectedin trial with atezolizumab maintenance. And the study was a positive trial. The primary endpoint was a PFS, and the study showed improvement in both PFS and OS with the addition of lurbinectedin to atezolizumab maintenance. And definitely, it's a positive trial, met its primary endpoint, but I always am a little skeptical of adding maintenance cytotoxic therapies here in this setting. In my practice, and I'd like to hear your opinion, Nate, most patients with small cell after 4 cycles of a platinum doublet, they're kind of really beaten up. Adding more cytotoxic therapy in the maintenance space is going to be tough, I think, for a lot of patients. But also, most importantly, I think this rapidly evolving landscape for patients with small cell lung cancer with multiple new, exciting agents, actually like some FDA-approved like tarlatamab, also like a lot of these emerging therapeutics like I-DXd and other ADCs in this space. You kind of wonder, is it really optimal strategy to bring on like another cytotoxic agent right after induction chemotherapy, or do you kind of delay that? Or maybe have like a different strategy in terms of maintenance. I know that the tarlatamab maintenance trial is probably going to read out at some point too. I think it's a little challenging. The hazard ratio is also 0.73. As I said, it's a positive trial, but it's just incremental benefit of adding lurbi. And also on the trial, we need to also pay attention to the post-progression second-line treatments, number of patients who received tarlatamab or any other investigational agents.  So I think it's a lot of questions still. I'm not quite sure I'd be able to embrace this completely. I think a vast majority of my patients might not be eligible anyway for cytotoxic chemotherapy maintenance right away, but yeah, it's tough. Dr. Nate Pennell: Yeah. I would call this a single and not a home run. It definitely is real. It was a real overall survival benefit. Certainly not surprising that a maintenance therapy would improve progression-free survival. We've known that for a long time in small cell, but first to really show an overall survival benefit. But I completely agree with you. I mean, many people are not going to want to continue further cytotoxics after 4 cycles of platinum-doublet chemo. So I would say, for those that are young and healthy and fly through chemo without a lot of toxicity, I think certainly something worth mentioning. The problem with small cell, of course, is that so many people get sick so quickly while on that observation period after first-line chemo that they don't make it to second-line treatment. And so, giving everyone maintenance therapy essentially ensures everyone gets that second-line treatment. But they also lose that potentially precious few months where they feel good and normal and are able to be off of treatment. So, I would say this is something where we're really going to have to kind of sit and have that shared decision-making visit with patients and decide what's meaningful to them. Dr. Vamsi Velcheti: Yeah, I agree. The next abstract that was a Late-Breaking Abstract, 8000, “Overall Survival of Neoadjuvant Nivolumab Plus Chemotherapy in Patients With Resectable Non-Small Cell Lung Cancer in CheckMate-816.” This was a highly anticipated read-out of the OS data from 816. What did you make of this abstract? Dr. Nate Pennell: Yeah, I thought this was great. Of course, CheckMate-816 changed practice a number of years ago when it first reported out. So, this was the first of the neoadjuvant or perioperative chemoimmunotherapy studies in resectable non-small cell lung cancer. So, just to review, this was a phase 3 study for patients with what we would now consider stage II or stage IIIA resectable non-small cell lung cancer. And they received three cycles of either chemotherapy or chemotherapy plus nivolumab, and that was it. That was the whole treatment. No adjuvant treatment was given afterwards. They went to resection. And patients who received the chemoimmunotherapy had a much higher pathologic complete response rate and a much better event-free survival. And based on this, this regimen was approved and, I think, at least in the United States, widely adopted.  Now, since the first presentation of CheckMate 816, there have been a number of perioperative studies that have included an adjuvant component of immunotherapy – KEYNOTE-671, the AEGEAN study – and these also have shown improved outcomes. The KEYNOTE study with pembrolizumab also with an overall survival benefit. And I think people forgot a little bit about CheckMate-816. So, this was the 5-year overall survival final analysis. And it did show a statistically and, I think, clinically meaningful difference in overall survival with the 3 cycles of neoadjuvant chemo-nivo compared to chemo with a hazard ratio of 0.72. The 5-year overall survival of 65% in the chemo-IO group versus 55% with the chemo alone. So a meaningful improvement. And interestingly, that hazard ratio of 0.72 is very similar to what was seen in the peri-operative pembro study that included the adjuvant component. So, very much still relevant for people who think that perhaps the value of those neoadjuvant treatments might be really where most of the impact comes from this type of approach. They also gave us an update on those with pathologic complete response, showing really astronomically good outcomes. If you have a pathologic complete response, which was more than a quarter of patients, the long-term survival was just phenomenal. I mean, 95% alive at 5 years if they were in that group and suggesting that in those patients at least, the adjuvant treatment may not be all that important.  So, I think this was an exciting update and still leaves very much the open question about the importance of continuing immunotherapy after surgery after the neoadjuvant component. Dr. Vamsi Velcheti: Yeah, I completely agree, Nate. I think the million-dollar question is: “Is there like a population of patients who don't have complete response but like maybe close to complete response?” So, would you like still consider stopping adjuvant IO? I probably would not be comfortable, but I think sometimes, you know, we all have patients who are like very apprehensive of continuing treatments. So, I think that we really need more studies, especially for those patients who don't achieve a complete CR. I think trying to find strategies for like de-escalation based on MRD or other risk factors. But we need more trials in that space to inform not just de-escalation, but there are some patients who don't respond at all to a neoadjuvant IO. So, there may be an opportunity for escalating adjuvant therapies. So, it is an interesting space to watch out for. Dr. Nate Pennell: No, absolutely. Moving to KRAS-mutant space, so our very common situation in patients with non-small cell lung cancer, we had the results of Abstract 8500, “First-Line Adagrasib With Pembrolizumab in Patients With Advanced or Metastatic KRASG12C-Mutated Non-Small Cell Lung Cancer” from the phase 2 portion of the KRYSTAL-7 study. Why was this an interesting and important study? Dr. Vamsi Velcheti: First of all, there were attempts to kind of combine KRASG12C inhibitors in the past with immune checkpoint inhibitors, notably sotorasib with pembrolizumab. Unfortunately, those trials have led to like a lot of toxicity, with increased especially liver toxicity, which was a major issue. This is a phase 2 study of adagrasib in combination with pembrolizumab, and this is a study in the frontline setting in patients with the G12C-mutant metastatic non-small cell lung cancer. And across all the PD-L1 groups, the ORR was 44%, and the median PFS was 11 months, comparable to the previous data that we have seen with adagrasib in this setting. So it's not like a major improvement in clinical efficacy. However, I think the toxicity profile that we were seeing was slightly better than the previous trials in combination with sotorasib, but you still have a fair amount of transaminitis even in the study. At this point, this is not ready for clinical primetime. I don't think we should be using sotorasib or adagrasib in the frontline or even in the second line in combination with checkpoint inhibitors. Combining these drugs with checkpoint inhibitors in the clinical practice might lead to adverse outcomes. So, we need to wait for more data like newer-generation G12C inhibitors which are also being studied in combination, so we'll have to kind of wait for more data to emerge in this space. Dr. Nate Pennell: I agree, this is not immediately practice changing. This is really an attempt to try to combine targeted treatment with immune checkpoint inhibitor. And I agree with you that, you know, it does appear to be perhaps a little bit better tolerated than some of the prior combinations that have tried in this space. The outcomes overall were not that impressive, although in the PD-L1 greater than 50%, it did have a better response rate perhaps than you would expect with either drug alone. And I do think that the company is focusing on that population for a future randomized trial, which certainly would inform this question better. But in the meantime, I agree with you, there's a lot of newer drugs that are coming along that potentially may be more active and better tolerated. And so, I'd say for now, interesting but we'll wait and see. Dr. Vamsi Velcheti: Yeah, so now moving back again to small cell. So, there was a Late-Breaking Abstract, 8008. This is a study of tarlatamab versus chemotherapy as second-line treatment for small cell lung cancer. They presented the primary analysis of the phase III DeLLphi-304 study. What do you think about this? Dr. Nate Pennell: Yeah, I thought this was really exciting. This was, I would say, perhaps the most important lung study that was presented. Tarlatamab is, of course, the anti-DLL3 bispecific T-cell engager compound, which is already FDA approved based on a prior single-arm phase II study, which showed a very nice response rate as a single agent in previously treated small cell lung cancer and relatively manageable side effects, although somewhat unique to solid tumor docs in the use of these bispecific drugs in things like cytokine release syndrome and ICANS, the neurologic toxicities. So, this trial was important because tarlatamab was approved, but there were also other chemotherapy drugs approved in the previously treated space. And so, this was a head-to-head second-line competition comparison between tarlatamab and either topotecan, lurbinectedin, or amrubicin in previously treated small cell patients with a primary endpoint of overall survival. So, a very well-designed trial. And it did show, I think, a very impressive improvement in overall survival with a median overall survival in the tarlatamab group of 13.6 months compared to 8.3 months with chemotherapy, hazard ratio of 0.6. And progression-free survival was also longer at 4.2 months versus 3.2 months, hazard ratio of 0.72. In addition to showing improvements in cancer-related symptoms that were improved in tarlatamab compared to chemotherapy, there was actually also significantly lower rates of serious treatment-related adverse events with tarlatamab compared to chemotherapy. So, you do still see the cytokine release syndrome, which is seen in most people but is manageable because these patients are admitted to the hospital for the first two cycles, as well as a significant number of patients with neurologic side effects, the so-called ICANS, which also can be treated with steroids. And so, I think based upon the very significant improvement in outcomes, I would expect that this should become our kind of standard second-line treatment since it seems to be much better than chemo. However, tarlatamab is definitely a new drug that a lot of places are not used to using, and I think a lot of cancer centers, especially ones that aren't tied to a hospital, may have questions about how to deal with the CRS. So, I'm curious your thoughts on that. Dr. Vamsi Velcheti: Yeah, thank you, Nate. And I completely agree. I think the data looked really promising, and I've already been using tarlatamab in the second-line space. The durability of response and overall, having used tarlatamab quite a bit - like, I participated in some of the early trials and also used it as standard of care - tarlatamab has unique challenges in terms of like need for hospitalization for monitoring for the first few treatments and make sure, you know, we monitor those patients for CRS and ICANS. But once you get past that initial administration and monitoring of CRS, these patients have a much better quality of life, they're off chemotherapy, and I think it's really about the logistics of actually administering tarlatamab and coordination with the hospital and administration in the outpatient setting. It's definitely challenging, but I think it definitely can be done and should be done given what we are seeing in terms of clinical efficacy here. Dr. Nate Pennell: I agree. I think hospital systems now are just going to have to find a way to be able to get this on formulary and use it because it clearly seems to be more effective and generally better tolerated by patients. So, should move forward, I think. Finally, there's an abstract I wanted to ask you about, Abstract 8001, which is the “Neoadjuvant osimertinib with or without chemotherapy versus chemotherapy alone in resectable epidermal growth factor receptor-mutated non-small cell lung cancer: The NeoADAURA Study”. And this is one that I think was also fairly highly anticipated. So, what are your thoughts? Dr. Vamsi Velcheti: You know, I wasn't probably surprised with the results, and I believe we were all expecting a positive trial, and we certainly were handed a positive trial here. It's a phase III trial of osimertinib and chemotherapy or osimertinib in the neoadjuvant space followed by surgery, followed by osimertinib. It's a global phase 3 trial and very well conducted, and patients with stage II to stage IIIB were enrolled in the study. And in the trial, patients who had a neoadjuvant osimertinib with or without chemotherapy showed a significant improvement in major pathologic response rates over chemotherapy alone. And the EFS was also positive for osimertinib and chemotherapy, osimertinib monotherapy as well compared to chemotherapy alone. So overall, the study met its primary endpoint, and I think it sheds light on how we manage our patients with early-stage lung cancer. I think osimertinib, we know that osimertinib is already FDA approved in the adjuvant space, but what we didn't really know is how was osimertinib going to work in the neoadjuvant space. And there are always situations, especially for stage III patients, where we are on the fence about, are these patients already close to being metastatic? They have, like, almost all these patients have micrometastatic disease, even if they have stage III. As we saw in the LAURA data, when you look at the control arm, it was like a very short PFS. Chemoradiation does nothing for those patients, and I think these patients have systemic mets, either gross or micrometastatic disease at onset. So, it's really important to incorporate osimertinib early in the treatment course. And I think, especially for the locally advanced patients, I think it's even more important to kind of incorporate osimertinib in the neoadjuvant space and get effective local control with surgery and treat them with adjuvant. I'm curious to hear your thoughts, Nate. Dr. Nate Pennell: I am a believer and have long been a believer in targeted adjuvant treatments, and, you know, it has always bothered me somewhat that we're using our far and away most effective systemic therapy; we wait until after they go through all their pre-op treatments, they go through surgery, then they go through chemotherapy, and then finally months later, they get their osimertinib, and it still clearly improves survival in the adjuvant setting. Why not just start the osimertinib as soon as you know that the patient has EGFR-mutant non-small cell lung cancer, and then you can move on to surgery and adjuvant treatment afterwards? And I think what was remarkable about this study is that all of these patients almost - 90% in each arm - went to surgery. So, you weren't harming them with the neoadjuvant treatment. And clearly better major pathologic response, nodal downstaging, event-free survival was better. But I don't know that this trial is ever going to show an overall survival difference between neoadjuvant versus just surgery and adjuvant treatment, given how effective the drug is in the adjuvant setting. Nonetheless, I think the data is compelling enough to consider this, certainly for our N2-positive, stage IIIA patients or a IIIB who might be otherwise surgical candidates. I think based on this, I would certainly consider that. Dr. Vamsi Velcheti: Yeah, and especially for EGFR, like even for stage IIIB patients, in the light of the LAURA study, those patients who do not do too well with chemoradiation. So you're kind of delaying effective systemic therapy, as you said, waiting for the chemoradiation to finish. So I think probably time to revisit how we kind of manage these locally advanced EGFR patients. Dr. Nate Pennell: Yep, I agree. Dr. Vamsi Velcheti: Nate, thank you so much for sharing your fantastic insights today on the ASCO Daily News Podcast. It's been an exciting ASCO again. You know, we've seen a lot of positive trials impacting our care of non-small cell lung cancer and small cell lung cancer patients. Dr. Nate Pennell: Thanks for inviting me, Vamsi. Always a pleasure to discuss these with you. Dr. Vamsi Velcheti: And thanks to our listeners for your time today. You will find links to all of the abstracts discussed today in the transcript of the episode. Finally, if you value the insights that you hear from the ASCO Daily News Podcast, please take a moment to rate, review, subscribe wherever you get your podcast. Disclaimer: The purpose of this podcast is to educate and to inform. This is not a substitute for professional medical care and is not intended for use in the diagnosis or treatment of individual conditions. Guests on this podcast express their own opinions, experience, and conclusions. Guest statements on the podcast do not express the opinions of ASCO. The mention of any product, service, organization, activity, or therapy should not be construed as an ASCO endorsement. More on today's speakers:    Dr. Vamsi Velcheti   @VamsiVelcheti    Dr. Nathan Pennell   @n8pennell   Follow ASCO on social media:     @ASCO on Twitter     ASCO on Facebook     ASCO on LinkedIn   ASCO on BlueSky   Disclosures:   Dr. Vamsi Velcheti:   Honoraria: ITeos Therapeutics   Consulting or Advisory Role: Bristol-Myers Squibb, Merck, Foundation Medicine, AstraZeneca/MedImmune, Novartis, Lilly, EMD Serono, GSK, Amgen, Elevation Oncology, Taiho Oncology, Merus   Research Funding (Inst.): Genentech, Trovagene, Eisai, OncoPlex Diagnostics, Alkermes, NantOmics, Genoptix, Altor BioScience, Merck, Bristol-Myers Squibb, Atreca, Heat Biologics, Leap Therapeutics, RSIP Vision, GlaxoSmithKline   Dr. Nathan Pennell:     Consulting or Advisory Role: AstraZeneca, Lilly, Cota Healthcare, Merck, Bristol-Myers Squibb, Genentech, Amgen, G1 Therapeutics, Pfizer, Boehringer Ingelheim, Viosera, Xencor, Mirati Therapeutics, Janssen Oncology, Sanofi/Regeneron    Research Funding (Inst): Genentech, AstraZeneca, Merck, Loxo, Altor BioScience, Spectrum Pharmaceuticals, Bristol-Myers Squibb, Jounce Therapeutics, Mirati Therapeutics, Heat Biologics, WindMIL, Sanofi 

There's a lot of discourse about recruiters ghosting candidates out there. And for recruiters, there's an simple solution to that problem: set up automations that make it easy to never ghost again. Today, Sam and Vivien discuss the other side of this issue — when candidates ghost after receiving job offers. What do you do when the hiring manager loves a candidate, you extend an offer, and then...crickets? This epsidoe explores the reasons behind this behavior — from cold feet to moeny and other external motivators. And it wouldn't be a Tactical Tuesday episode if we didn't round things out by providing practical strategies for recruiters to begin managing the offer acceptance process more effectively.Chapters:00:00 - The rise of candidate ghosting02:06 - Decoding the post-offer silence07:20 - How to improve your offer acceptance rate11:04 - Your action plan for a ghost-proof hiring processExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this episode, Sam is joined by Dante Nino, managing partner at Tiello, a rapidly growing recruitment agency focused on the architecture, engineering, and construction (AEC) industries. Dante walks us through something he's personally passionate about: specialized recruiting. Niching down isn't just about staking your claim — it's also, Dante explains, about building trust and authority. Dante's team leverages subject matter expertise to develop deeper strategic partnerships with their clients — relationships in which their clients trust them to understand the nuances of their industry and the market. Have you been feeling the pull to niche down a bit? This conversation may just be what you need to hear to make the leap! Chapters:00:00 - Why niching down is the key to recruitment agency growth02:28 - How Tiello became an AEC recruiting powerhouse06:30 - The secret to building a high-performing recruiting team11:00 - How to onboard new recruiters into a niche market14:04 - The specialist strategy: From generalist recruiter to market leader22:24 - Actionable steps to build authority in your niche26:40 - How niching down leads to better clients and higher fees33:40 - Developing deep industry expertise to win better clients36:54 - Expert advice on scaling your recruiting agencyExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Feel like an Account-Based Prospecting expert yet? If not, you'll get there in no time.In this Tactical Tuesday episode, Sam and Vivien are back to dive a bit deeper on ABP — this time getting into advanced strategies like job-based prospecting tactics, tapping into niche markets, and leveraging CRM systems effectively in your bizdev efforts. Like in most things recruitment-wise, the conversation really comes back to just how important it is to build — and maintain — a warm approach. Building relationships > pitch-slapping, every time. Chapters:00:00 - Becoming an expert in account-based prospecting for recruitment02:50 - A practical guide to job-based business development06:08 - How to dominate your recruiting niche for better candidate sourcing09:10 - How account-based prospecting transforms your client pipelineExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this switch-up episode, Lex interviews Sam re: the topic on everyone's mind: Account-Based Prospecting. Proactive business development is the name of the game — but why should recruiters really care? And how can they actually get started? As VP of Marketing at Loxo, Sam knows a lot about Account-Based Marketing, Sales, and Prospecting. He walks us through:How recruiters can leverage this approach to systematically win more clientsDefining an ideal client profile (ICP)The role of AI in this processEffective outreach strategiesMeasuring successAnd more!It's your practical guide to getting started with ABP — and a must-listen for modern recruiters. Want to learn more about business development as a recruiter? Check out our playbook here. And be sure to listen to our Tactical Tuesday episodes on the topic (which bookend this episode) for even more tips. Chapters:00:00 - The ultimate account-based prospecting guide for recruiters03:48 - Why account-based prospecting is a game-changer for recruiters09:30 - How to define your ideal client profile (ICP) in recruitment15:50 - The recruiter's guide to effective client outreach strategies20:26 - The best outreach channels for connecting with new clients20:10 - Getting started with account-based marketing (ABM) for your agency29:50 - Measuring what matters: Recruitment KPIs for ABM success39:40 - Continuing your business development journeyExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this Tactical Tuesday episode, Sam and Vivien discuss the importance of proactive business development in recruitment, focusing on Account-Based Prospecting and how to effectively leverage Most Placeable Candidates (MPCs).Throughout the conversation, they explore strategies for identifying suitable companies for candidates — and emphasize the significance of tailored outreach to enhance engagement and build relationships. Are you currently doing any proactive bizdev? If not, this episode will give you a great overview of the basics and a good idea of where to start! Chapters:00:00 - The proactive playbook for recruitment business development03:10 - Marketing your MPCs: How to find the perfect companies for your top candidates06;00 - How to build your recruitment business development engine08:04 - The hidden goldmine: Building a talent pipeline from rejected candidatesExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this episode, we bring back Paul Stansik, Partner at ParkerGale Capital, to explore the critical distinction between what he calls Simplifiers and Complicators.Throughout the conversation, Paul and Sam discuss how to identify Simplifiers, the challenges of being a Simplifier (and what makes them truly special), and effective interview techniques to find candidates who embody this mindset. Paul dives into the nuances of hiring, focusing on the importance of enthusiasm, the right metrics for assessing business health, and the balance between micromanagement and excellence.We're not exaggerating when we say this is an episode that had both our audio and video editors picking up their pens to take notes. So don't be a Complicator — just give it a listen. Want to listen to Paul's first guest appearance on Becoming a Hiring Machine? Check that out here. You can also follow him on LinkedIn or subscribe to his newsletter, Hello Operator. Chapters:00:00 - Decoding talent: Insights for recruiters03:40 - Simplifiers vs. complicators: The critical hiring distinction12:12 - Unmasking complicators: Key behavioral indicators for recruiters17:00 - Strategic questioning: Identifying key candidate traits in interviews20:50 - The recruiter's guide to identifying and hiring simplifiers24:02 - Data-driven recruiting: Essential metrics for candidate assessment34:03 - From talk to action: Identifying candidates who execute and deliver results41:37 - Attracting top talent: Expert advice for recruiters and agenciesExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

In this Tactical Tuesday episode, Sam and Vivien dive deeper into the evolution of email deliverability and the importance of building genuine relationships in recruitment — through better content. They emphasize the need for recruiters to move away from checking boxes and instead focus on personal connections, networking, and understanding industry trends. The takeaways? More strategy, more intention. Less doing things just to do them. Chapters:00:00 - This week on Tactical Tuesday: Elevating recruiter outreach02:30 - Maximizing impact: The optimal length for recruiter outreach03:45 - Essential tips for recruiter content that drives candidate engagement05:20 - Beyond the job spec: Using valuable content for strategic talent attraction09:28 - Boost email deliverability: Critical words recruiters must avoid to beat spam filters12:56 - Final thoughts: Proactive strategies to elevate your recruitment resultsExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co