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Episode 92: Interview With Brynne Tillman
Brynne Tillman, the LinkedIn Whisperer and CEO of Social Sales Link, joins Ashleigh and Ryan to discuss social listening, authenticity, and leaving no connections left behind.
The Rolodex
-When Brynne found LinkedIn over a decade ago, she quickly recognized that it solved her biggest sales struggle, cold calling.
-LinkedIn is a dynamic Rolodex, giving you access to not just your network, but the networks of all your connections.
Social Listening
-Go by the “two under two” rule. Find two things in under two minutes that you can use to connect with a prospect.
-Before you reach out you need to understand who their clients are, the issues they face, and what’s happening in their industry.
Automation
-Ashleigh and Brynne are split on this topic. Brynne advocates for never using automation while Ashleigh advocates for light and strategic use of automation.
Content
-Good content talks to your buyer before they know they need you. You need to know what they are searching for two steps before you come into the process.
Authenticity
-The biggest problem in sales is that there is a dollar amount placed on a prospect prior to the first conversation. And, this is noticeable to the prospect.
-You need to enter the conversation aware that you have to earn the right and add value. Think about what you are worth to the prospect not what the prospect is worth to you.
Connect and Forget
-There is no point in building a Rolodex of people who don’t know who you are. Slow it down, connect personally, and start real conversations.
-Before you do anything, export your connections into an Excel spreadsheet and analyze it. Who are you connected with who you should be leveraging?
Resources
-The Little Black Book of Networking by Jeffrey Gitomer
-Gap Selling by Keenan
-The Challenger Sale by Brent Adamson and Matthew Dixon
-The Challenger Customer by Brent Adamson
-Endless Referrals by Bob Burg
Connect With Brynne
-Making Sales Social
-Social Sales Link
Connect With Ashleigh
Connect With Ryan
Connect With OSoS
-Twitter
Send in a voice message: https://anchor.fm/
View all episodes
By Ashleigh EarlyBrynne Tillman, the LinkedIn Whisperer and CEO of Social Sales Link, joins Ashleigh and Ryan to discuss social listening, authenticity, and leaving no connections left behind.
The Rolodex
-When Brynne found LinkedIn over a decade ago, she quickly recognized that it solved her biggest sales struggle, cold calling.
-LinkedIn is a dynamic Rolodex, giving you access to not just your network, but the networks of all your connections.
Social Listening
-Go by the “two under two” rule. Find two things in under two minutes that you can use to connect with a prospect.
-Before you reach out you need to understand who their clients are, the issues they face, and what’s happening in their industry.
Automation
-Ashleigh and Brynne are split on this topic. Brynne advocates for never using automation while Ashleigh advocates for light and strategic use of automation.
Content
-Good content talks to your buyer before they know they need you. You need to know what they are searching for two steps before you come into the process.
Authenticity
-The biggest problem in sales is that there is a dollar amount placed on a prospect prior to the first conversation. And, this is noticeable to the prospect.
-You need to enter the conversation aware that you have to earn the right and add value. Think about what you are worth to the prospect not what the prospect is worth to you.
Connect and Forget
-There is no point in building a Rolodex of people who don’t know who you are. Slow it down, connect personally, and start real conversations.
-Before you do anything, export your connections into an Excel spreadsheet and analyze it. Who are you connected with who you should be leveraging?
Resources
-The Little Black Book of Networking by Jeffrey Gitomer
-Gap Selling by Keenan
-The Challenger Sale by Brent Adamson and Matthew Dixon
-The Challenger Customer by Brent Adamson
-Endless Referrals by Bob Burg
Connect With Brynne
-Making Sales Social
-Social Sales Link
Connect With Ashleigh
Connect With Ryan
Connect With OSoS
-Twitter
Send in a voice message: https://anchor.fm/