EP 73 - Old-School Sales, New-School Tech, What Actually Works? w/Rohit Kapoor
What if the biggest mistake recruiters are making right now isn’t the market, AI, or competition… but forgetting the fundamentals that actually drive sales?
In this episode, I’m joined by Rohit Kapoor to break down what really works when you combine old-school sales discipline with new-school recruitment technology. Rohit has spent his career across agency recruitment, tech sales, and building recruitment tech, giving him a rare, practical perspective on what helps recruiters win and what simply adds noise.
We dive into why recruitment will always remain a sales-led, people-first business, where automation genuinely adds value, where it distracts, and why broken processes can’t be fixed by better tools. This conversation is grounded in real-world experience, not buzzwords, hype, or “just buy more tech” thinking.
If you’re a recruiter, leader, or founder trying to balance automation with authenticity, improve consistency, and build a sustainable desk or business, this episode is essential listening.
We cover:
✅ Old-school sales fundamentals that still outperform today
✅ New-school recruitment tech, and how to use it properly
✅ Why recruitment is (and always will be) a sales game
✅ Process vs tech, and where agencies get this wrong
✅ The difference between being busy and being effective
✅ Why automation alone doesn’t create revenue
✅ Video, voice notes, and standing out in a crowded market
✅ Sales confidence, rejection, and building resilience
✅ Consistency, pipeline management, and future-proofing billings
✅ Human relationships in an AI-driven world
✅ Lessons from recruitment that apply to tech sales
✅ Rohit’s 1 Percent Better tip for recruiters and founders
⏱ Timestamps:
00:00 – Intro and Rohit’s background
03:00 – From recruitment to tech sales
08:00 – Old-school sales culture and recruitment floors
15:00 – Cold calling, rejection, and learning the hard way
22:00 – Why recruitment is still a sales-led business
30:00 – Video, voice notes, and modern BD
38:00 – Automation vs human selling
46:00 – Process, consistency, and pipeline discipline
54:00 – Relationships, trust, and long-term growth
01:02:00 – Sales lessons recruiters ignore
01:10:00 – Rohit’s 1 Percent Better tip
🔗 Connect with Rohit Kapoor💻 LinkedIn: https://www.linkedin.com/in/rohit-kapoor-/
🔗 Connect with Charles Kyriakou
💻 LinkedIn: https://www.linkedin.com/in/charleskyriakou1/📲 TikTok: https://www.tiktok.com/@charles.kyriakou🍏 Apple Podcasts: https://podcasts.apple.com/us/podcast/🎙️ Spotify: https://open.spotify.com/show/46LjJfw📰 LinkedIn Newsletter: https://www.linkedin.com/newsletters/7244346543967731712/🌐 Website: https://www.inf1nitelearning.com/
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