Making Sales Social Podcast

Preparing for a sales call goes beyond having a website tab open ninety seconds before jumping on a Zoom. Prospects immediately spot when a salesperson has put in the work, making thorough research a powerful sign of respect and trust. In this episode, hosts Bob Woods, Brynne Tillman, and Stan Robinson Jr. breakdown how to turn profile data, company sites, and AI tools into actionable pre-call insights. They share practical ways to validate research without sounding overly scripted, plan for secondary stakeholders, and apply the Chirp discovery framework. B2B sales professionals looking to stop winging their discovery calls will find immediate strategies to elevate their conversation prep.

Static lists inside LinkedIn Sales Navigator turn overwhelming search results into targeted outreach. In this episode, Brynne Tillman and Stan Robinson Jr. break down how to organize your prospects, current accounts, and campaign leads to stay top-of-mind without burning out. You will learn how to structure lead and account lists, build campaign-driven workflows, and avoid over-saving data that clutters your feed. It is an essential listen for B2B sellers who want a cleaner pipeline and predictable follow-up routine.

Likes and comments on LinkedIn feel great, but they do not pay the bills or guarantee long-term access to your network. Relying solely on a social platform leaves your audience vulnerable to algorithm shifts and contact decay, as ten to twenty percent of email addresses change annually due to job transitions. This episode breaks down how to turn daily LinkedIn activity and content into a steady pipeline of permission-based email opt-ins. You will learn how to earn the right to ask for contact information by giving real value up front rather than relying on hard pitches or automated tactics.

LinkedIn recently introduced a new feature allowing users to report content as "seems like AI slop" directly from the feed. Hosts Bob Woods, Brynne Tillman, and Stan Robinson Jr. discuss what this change means for sales professionals and explain why the new button functions as a training tool for LinkedIn's algorithm rather than a punishment system. They break down how to use artificial intelligence as a ghostwriting assistant without publishing lazy, generic posts that alienate buyers. B2B sales professionals, advisors, and consultants should listen to learn practical editing habits that protect their credibility on the platform.

Standard LinkedIn notifications like birthdays and job anniversaries create a lot of noise, but sending generic boilerplate messages rarely leads to real business conversations. This episode breaks down how sales professionals can turn routine LinkedIn triggers into meaningful opportunities by leading with insights and value instead of canned greetings. The hosts share concrete examples for using research, custom checklists, and tailored insights to start trust-based conversations that actually convert. B2B sales professionals, consultants, and advisors looking to stand out in a noisy inbox will find immediate tactics to improve their outreach.

Brynne Tillman sits down with referral selling expert Joanne Black to discuss building predictable sales pipelines through direct introductions. Outbound sales teams often rely on cold emails and automated messages that get ignored or land in spam folders. Joanne breaks down how sales leaders can shift their teams away from cold prospecting toward systematic referral routines. Listeners will learn specific wording for asking clients for introductions, key metrics to track success, and methods for embedding referral habits into team culture.

Brynne Tillman and Stan discuss how B2B sales professionals can move past high-volume cold outreach and build a intentional network on LinkedIn. They explain why having a smaller group of active, trusted connections creates better business opportunities than collecting thousands of random contacts. The hosts share practical tactics for securing warm introductions, offering real value before pitching, and shifting online chats into phone calls or meetings. This conversation provides a straightforward roadmap for treating digital connections as real professional relationships.

Bob Woods and Stan Robinson Jr. break down why sales professionals must update their LinkedIn profiles to align with recent algorithm updates. LinkedIn now prioritizes content relevance over broad reach, meaning your profile must clearly define who you help and the specific problems you solve. This episode walks through practical adjustments to your About section, Featured section, and Services tab to turn your profile into a value-driven resource for buyers. B2B sales representatives, consultants, and business development leaders will learn how to clean up outdated profile details and position their expertise effectively.

In this episode of Making Sales Social Live, hosts Brynne Tillman and Stan Robinson Jr. explain how to use LinkedIn notifications as natural conversation starters. They map out where to locate key alerts, including the Catch Up section under the My Network tab, which houses job updates, work anniversaries, and birthdays. B2B sales professionals and advisors will learn practical ways to move beyond generic automated replies by sharing valuable resources and personalizing every touchpoint. The hosts also cover tactical tips such as double-belling target prospects and messaging pending connection requests on desktop before accepting them.

Stan Robinson Jr. breaks down ten top business book recommendations curated alongside Brynne Tillman and Bob Woods to build your summer reading list. The discussion spans three core categories: modern consultative sales strategies, leadership and habits, and the evolving role of artificial intelligence in business. Sales professionals, advisors, and consultants will gain practical frameworks to uncover client needs, navigate buyer overwhelm, and work effectively with emerging technology. Listeners will walk away with a targeted list of reads that sharpen practical field execution and high-level strategy.