In this episode we will be joined by Brynne Tillman, CEO of the LinkedIn Whisperer and Social Sales Link and we will explore how you can succeed with social selling even if your prospects are not actively engaging on LinkedIn.  1:04- Sponsored by Fist Bump 5:18- Byrnne’s background  8:02- Your Prospects may be a lurker 10:45- Mindset  12:46- Converting the Lurkers 16:39- You can do so much in LinkedIn 19:05- Looking into your shared connections  21:27- Company page in LinkedIn 23:54- Reach out 26:14- Bringing Value 29:13- It’s not an exact recipe  31:14- Pods 34:25- L ..read more

In this episode we will share a fresh new batch of amazing social selling statistics and metrics. This is not miss episode for sure! 00:50- Today’s Sponsor  5:44- Carson’s Statistics 9:07- Engagement in Social Media is a substitute for Face to Face  11:06- Brandon’s Statistics  14:22- How you show up 17:49- Tom’s Statistics  20:57- Hugs not Handshakes  23:53- Understanding the needs  26:16- Building a relationship  28:53- Working towards Inbounds 32:22- Practice makes Progress 35:40- Hesitation around Social  38:10- B2B and Social Selling  41:05- S ..read more

In this episode we will look at how Social Selling has evolved in 2023 including which strategies and tactics have proved successful and which have not. We will also look ahead to the rest of 2023 and what social selling strategies we believe will continue to move the needle over the next several months.  4:55- What we having learned about social selling in 2023 so far.  6:58- What Brandon has learned so far.  9:19- LinkedIn algorithm  12:46- Chat GPT and it’s echos  14:23- More new posts?  17:30- More personal but not just for the sake of business  19:44- M ..read more

In this episode we will examine how cold calling and cold emailing can be part of a social selling strategy and how to utilize these traditional methods with today's buyer expectations.  3:30- Today’s topic 6:20- But my KPI’s are all based around numbers  8:09- Communication around Social 10:40- Using Social for intel  13:33- Coming back to the Mindset 17:40- Being a Hard Cookie  20:52- Moving from cold to warm 23:23- Fist-bump  26:01- Commenting is the modern form of listening  28:32- Strategy of commenting  31:25- Your ultimate goal 33:27- Increasing proba ..read more

In this episode we are joined by Bethany Stachenfeld, the Co-founder and CEO of Sendspark and we will explore the role of video and other user-generated content as a key part of a successful social selling stratgey.  3:20- Introduction to Bethany  4:05- Sunspark 7:19- Episodic Content  9:10- More on Sunspark 10:58- Hybrid Approaches  11:48- Multiple videos  15:16- Screen-sharing 17:24- User generated content  19:24- Creating connections  23:10- Tip on coming up with content  25:10- Relevant content at the relevant time  27:18- Role of Modern conten ..read more

We frequently talk about the fact that the buyer's journey has changed and that the buyer is in control of the sales process. But what does that really mean? In this episode we will explore what buyers really want (and don't want) and how, as a seller, you can influence and facilitate the buter journey.  3:47- Tom’s Introduction 6:06- What do buyers don’t want? 8:25- Risks with buying 11:22- How do you find and asses the buyers problem? 13:35- Relationships and the company’s pulse  15:53- Relationship is the core  19:00- How do sellers show up for buyers better? 23:09- Looking ..read more

In this episode we are joined by special guest Marc Clausen who currently leads the Global Sales and Strategy Performance Coaching program at IBM. Marc works with thousands of sales professionals at IBM on improving their digital presence and strategy. We will explore the value and goals of your LinkedIn profile and what really matters on your profile. It is probably different than you think!  3:53- Marc Clausen background  6:04- What’s changing?  8:38- Buyers like their research  11:26- Carson’s three elements  14:15- Trust in your profile 16:01- What’s your role for ..read more

In this episode we will explore the different traditional sales models and why, in many cases, these sales motions are no longer effective. We will also explore how Social Selling utilizes the best parts of traditional models and how these can be applied in a modern, social selling strategy.  3:30- Traditional sales models are broken  6:48- Three buckets of Sales 9:01- Meetings aren’t as productive  11:44- Virtual meetings 14:32- Face to Face is harder now 17:48- What goes into the leads? 19:27- Fit old models into new environments  23:10- Reframing lead magnets  25:2 ..read more

In this episode we will explore options and strategies for building relationships and healthy connections with prospects and customers even if they are not active on LinkedIn.  4:50- My prospects aren’t on LinkedIn 7:45- Lurkers and Viewers 10:30- Doing your research  13:48- Your relationship with the Ecosystem 17:26- Looking at it holistically 20:33- Do you CC? 23:33- Your prospects can reach out to you 27:00- Find mutual interest 30:00- Don’t be creepy  32:53- It’s about the quality, not its delivery  37:56- Making deposits  41:08- Tracking deposits  45:04- How ..read more

You have a healthy connection with a prospect, now what? In this episode we will explore strategies and techniqnues for turning your connections into customers while building your reputation as a trusted guide with the buyer.  3:23- Connecting with Prospects  5:52- Nurture the Relationship  9:03- Healthy Connections  12:37- Capturing Attention  16:22- No preconceived notions  20:06- Connection to Community  23:19- Your Introduction  26:09- Conveying Value 28:13- Stereotypes and Titles  29:47- Looking from all lenses  32:38- Community within a ..read more