In today’s episode of the ‘Sales Samurai’ podcast, host Sam Capra, who helps marketing leaders in the retail space go beyond the sale/transaction, talks with guest Brynne Tillman about 11 Linkedin tips for Sales Professionals. 

Episode Highlights

01:12 – Brynne is in the sales game for a while and he shares what got her into sales.

03:55 – Call centers became solution selling centers, says Brynne.

05:02 – Sam says about Brynne that she found joy, love, and the ability to help people with what she is offering.

08:11 – Brynne says that was the moment where she recognizes she is not an order taker and that's not her job. 

10:56 – We have to slow down the sales process to make sure that everything that we're doing is right for that client.

12:45 – Brynne never has to cold call again because she can search, filter, and identify.

14:16 - What has been the biggest evolution? Sam enquires.

16:35 – There's that stereotype of one shouldn't be sending a calendar link. But it all goes back to the framing, says Sam.

18:05 – Brynne explains to convert your profile from a resume to a resource.  

22:50 - Connect with everyone we meet, speak or engage and that would add value to our network.

24:36 – If it's someone relevant for our network and we're relevant to them then connect. 

26:30 - Use LinkedIn to learn about your buyer’s industry, clients, and their challenges. 

27:13 – Brynne points out, the biggest problem with sales on LinkedIn is that there's this mass, we can call enough people.

31:22 – We have to make sure that we're curating content that our buyers care about.

33:24 – They discuss that polls are a great way to engage and if used well, they are amazing discovery opportunities.

35:05 – Brynne shares, some people are attracting the people she wants to engage with. 

37:02 - One thing she loves about Sales Navigator is, there's a filter called Spotlight and in that spotlight, one can choose active and LinkedIn in the last 30 days. 

38:07 - Take inventory of your existing connections by exploring the list and categorizing them by client prospect and referral partner.

41:25 – If we come across someone that we don't remember, we can go to their profile and click on contact information.

43:03 – When starting conversations, share tailored insights to your targeted connections on an individual basis.

46:50 - As the author of the poll, Brynne says she gets to see who voted. So, she will target specific people who know that voted and she’ll say thank you for voting on the poll. 

Three Key Points

Sales Navigator is the most powerful sales tool available to us today, not just because of the incredible search ability but the ability for them to alert on triggers that can help start conversations and the ability to leverage the existing connections to map out how do we get into certain companies and decision-makers. 

A study said 74% of buyers chose the sales rep that was first to add value and insights.

We need to identify who in our network is connected to our targeted buyers. Ask for referrals or permission to name drops.

Tweetable Quotes

“I was a natural salesperson. My first job was a waitress at friendlies.” – Brynne Tillman

“We were solving problems that our clients didn't even know they had. “- Brynne Tillman

“I was able to take what they taught me and interpret that for a client that saved her business. “- Brynne Tillman

“When