Mastering Modern Selling

Leave your comment In this episode we explore 10 key mindset shifts that together make up the foundation of a successful social and modern selling strategy and approach.  3:35- Who’s in control  6:54- You can influence the buyer 9:52- Making it obvious  13:06- Embracing the change 17:56- Earning vs Getting  22:33- Social Selling applies in large settings  28:01- 20 years ago 32:4– The buying exper...

Leave your comment In this episode we are joined by social selling expert Amelia Taylor and will explore out of the box, unorthodox strategies and tactics to find and build relationships with your ideal buyer.  4:51- Amelia Taylor’s background  7:15- Role of Evangelist  11:12- Amelia’s process 15:06- LinkedIn and Slack  19:42- Private conversations  24:16- Social Selling for Women  28:58- Building...

Leave your comment In this episode we will look at how AI can be used to turbo-charge and accelerate all aspects of social and modern selling from prospecting to forecasting.  1:25- Todays Sponsor  4:49- AI in Modern Seller HQ 6:56- AI being too generic  9:30- You can tell what’s AI 13:00- Analyzing Content  14:48- AI in different cultures  18:01- 2 pieces of AI 21:22- Repurpose old content  25:20...

Leave your comment In this episode we will look at unique social selling tactics that can be systematized to generate a predictable revenue flywheel and more accurate sales forecasts. 1:03- Todays Sponsor 4:35- Why are we talking about this? 7:15- Shift in Social Selling 9:28- Address the Unpredictability  13:20- Ring the LinkedIn Bell 15:44- Extremely buyer centric  18:30- Having fun in Selling 2...

Leave your comment In this episode we will welcome best-selling author Larry Levine where will we look at how to utlize social selling to successfully "sell from the heart".  0:45- Today’s Sponsor  5:59- Larry’s story 11:26- Learning and Growing  13:10- How you show up 15:22- Technology and Relationship 19:48- Older and Younger generations  23:48- Getting called out 25:36- Soft Skills  2...

Leave your comment In this episode we will explore 5 (and maybe more...) Social Selling hacks you can use with LinkedIn to get more hi-quality engagement and more heathy connections.  1:50- Jokes of the Episode  5:50- Hacks of AI 8:28- The Revenue Zone 11:42- Finding the Actives  12:30- An LinkedIn Example 16:30- Hacking the Commenting  19:42- Better version of 23:35- Content for your profile  26:...

Leave your comment 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...

Leave your comment In this episode we will be joined by Fist Bump Co-Founder Daniel Willems who will share his "newbie story" with LinkedIn, building a personal brand and the barriers he faced in feeling comfortable with posting, commenting and liking on LinkedIn. It is a super cool real-life story that you will not want to miss!  00:54- Our Sponsor today 6:15- Awakening in Social  8:40-...

Leave your comment 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 n...

Leave your comment 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- W...

Leave your comment 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 C...

Leave your comment 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...

Leave your comment 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- R...

Leave your comment 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 t...

Leave your comment 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...

Leave your comment In this episode we will be joined by Michael Cupps, Executive Vice President of Growth for ActiveOps. Michael is an expert in time management and productivity and we will explore strategies and best practices for maximing productivity and results with social selling and more!  4:28- Introduction  6:47- Time Bandits 9:50- Distractions, Habits, Priorities  12:30- Losing time 14:12...

Leave your comment 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 pros...

Leave your comment 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...

Leave your comment A common question we commonly hear ‘is "Does social selling really work or does social selling suck?". In this episode we will unpack that question by looking at the various aspects of social selling and how they come together to create a highly successful social selling strategy. 3:57- Does Social Selling really work? Carson’s perspective  6:48- Does Social Selling re...

Leave your comment In this episode we are joined by social selling expert Bill McCormick from Selling from the Heart where we will explore how "all sales are social" and what that means to your social selling strategy.  4:20- Bill McCormick background 9:34- Pitch Slap pre pandemic  10:49- Social elements in Sales 15:00- Showing up digitally  17:25- What’s after your profile set up 22:03-...

Leave your comment In this episode Tom, Brandon and Carson discuss what innovative tools and technologies they are using to support their social selling and marketing efforts.   2:17- Technology and Tools in Sales  4:40- Just Share what you’re learning  7:00- Personalize your Strategy  10:40- Enterprise Functions 13:25- Hashtag Research 16:44- LinkedIn comments  19:25- Post Examples  22:40- Linked...

Leave your comment In Episode #19 of Social Selling for Newbies we discuss with Karen Kelly about how women have historically avoided sales roles and sales leadership positions but that is changing slowly but surely. Join us with special guest and sales coach Karen Kelly and discover how women can use social to succeed in sales and have a long, rewarding career in sales and sales leadership.  2:30...

Leave your comment In Episode #18 of Social Selling for Newbies join us and social selling experts Morgan Smith and Nicholas Thicket from Alignd for a deep dive on how to use modern social prospecting to building healthy connections and strong business relationships that turn into sales and revenue.  1:40- Modern social prospecting  4:40- Morgan’s definition of trust in selling 7:52 - Research in...

Leave your comment In Episode #17 of Social Selling for Newbies Tom, Brandon and Carson (along with some help from the audience) explore a batch of new 2023 social selling statistics.   Key topics include:  00:33 - Today’s Topic  3:21 - Statistics and Demand  5:18 - Social Selling is modern selling.  9:14 - Statistics of 2023 12:34 - Viability of Social Selling  15:05 - Sales is about being known,...

Leave your comment In this episode our special guest is our own Carson Heady! Carson is a Managing Director and the #1 social seller at Microsoft. In this episode we are going to go deep on how Carson's manages his sales team and how they use social to develop and close 8 and 9 figure deals. Be sure to join live and get your questions answered!  2:25- Carson’s introduction. 5:50- Transition f...