AI Recruiting Selling to the CHRO — 60-Min Training

Question

Pulse RevOps · The Machine · Accepted Answer

### Direct Answer

> **AI Recruiting Selling to the CHRO** is a 60-minute training for AEs running $40K–$500K ACV cycles against **Eightfold, HireVue, Paradox, Mercor, Phenom, Bullhorn AI, Iris by Olivia, Findem, Fetcher**. Qualify against **CHRO + Head of Talent + Compliance**, run discovery on **time-to-hire reduction + bias audit + ATS integration + sourced-to-hired conversion**. Built on **MEDDPICC**.

---

## Section 1 — Why AI Recruiting Selling Is Different (5 min)

Bias audit (NYC AEDT, EU AI Act) is the regulatory gate. Time-to-hire reduction is the value.

End with **Mark Roberge's** rule: *"Sell time-to-hire + bias audit defensibility."*

---

## Section 2 — The 60-Minute Discovery (15 min)

> 1. **Opening (3 min):** "Current TA stack + time-to-hire baseline?"
> 2. **Bias audit requirements (10 min):** "NYC AEDT, EU AI Act exposure?"
> 3. **ATS integration needs (10 min):** "Workday, Greenhouse, Lever, iCIMS?"
> 4. **Time-to-hire reduction target (10 min):** "25–50% best-in-class."
> 5. **Sourced-to-hired conversion (8 min):** "**4%+** best-in-class."
> 6. **Multilingual coverage (7 min):** "Global TA?"
> 7. **Renewal posture (5 min):** "Existing contracts?"

```mermaid
flowchart TD
    A[AE Discovery] --> B[Pre-Brief]
    B --> C{CHRO + Talent + Compliance?}
    C -->|No| D[Reschedule]
    C -->|Yes| E[Audit + ATS 20 min]
    E --> F[TTH + Conversion 18 min]
    F --> G[Multilingual + Renewal 12 min]
    G --> H[Trial 7 Days]
```

---

## Section 3 — The Trial That Wins (15 min)

Customer's open requisitions sourced. Bias audit demo. ATS integration live.

---

## Section 4 — Handling the Incumbent (10 min)

**Bias audit wedge.** **ATS integration wedge.** **TTH wedge.** **Conversion wedge.**

---

## Section 5 — Pricing Conversation (10 min)

Per-seat or per-hire, multi-year discount, no procurement-only.

```mermaid
flowchart TD
    A[Joint CHRO + Talent + Compliance] --> B[Per-Seat Proposal]
    B --> C{Discount?}
    C -->|Yes| D[MSA]
    D --> E{Procurement Solo?}
    E -->|Yes| F[Refuse]
    E -->|No| G[Joint Neg]
    F --> G
    G --> H[Onboarding 7 Days]
    H --> I[First Hire Live Month 1]
    I --> J[Quarterly Audit Review]
```

---

## Section 6 — Renewal Trap-Set Month 12 (5 min)

TTH 30%+ reduction. Bias audit clean. ATS integration deep. Joint CHRO dashboard.

---

## FAQ

**Eightfold or Paradox?** Eightfold talent intel; Paradox conversational.
**HireVue for video?** Yes — bias audit mandatory.
**Mercor for contract?** Yes.
**Bias audit who runs?** Holistic AI, BABL AI.
**ATS depth target?** 6+.

## Sources

- Eightfold — Reference
- Paradox — Reference
- HireVue — Reference
- Mercor — Reference
- Phenom — Reference
- Bullhorn — Reference
- Iris by Olivia — Reference
- Findem — Reference
- NYC — AEDT Bias Audit
- EU AI Act — Employment AI Requirements

AI Recruiting Selling to the CHRO — 60-Min Training

Direct Answer

Section 1 — Why AI Recruiting Selling Is Different (5 min)

Section 2 — The 60-Minute Discovery (15 min)

Section 3 — The Trial That Wins (15 min)

Section 4 — Handling the Incumbent (10 min)

Section 5 — Pricing Conversation (10 min)

Section 6 — Renewal Trap-Set Month 12 (5 min)

FAQ

Sources

What does the score mean?