Mastering Modern Selling

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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- More permeation 
22:15- Using social increases probability 
25:50- Looking into the future of social selling 
29:03- Authenticity 
32:44- A big shift in efficiency 
35:30- Quality of your relationships 
37:28- What to feed the engine 
40:09- Building pipeline 

Subscribe to the audio podcast on your favorite channel: 
https://socialsellingfornewbies.buzzsprout.com/share

Follow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-for-newbies/

Join us in our FREE social selling community:  https://socialsellinghq.com1

Don't miss out, your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

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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 probability of success 
35:57- Sales isn’t easy
38:19- Sales requires thought and strategy 
41:42- You don’t know who you can reach- Fist-bump
44:33- More on Fist-bump

Subscribe to the audio podcast on your favorite channel: 
https://socialsellingfornewbies.buzzsprout.com/share

Follow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-for-newbies/

Join us in our FREE social selling community:  https://socialsellinghq.com1

Don't miss out, your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

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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 content 
30:32- Being Proactive 
33:05- Marketing Vs Sales in Sunspark 
35:12- Using video to confirm a meeting with an agenda
37:33- Modern Content uses 
40:23- Sunsparks Value
42:42- Wrapping up

Subscribe to the audio podcast on your favorite channel: 
https://socialsellingfornewbies.buzzsprout.com/share

Follow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-for-newbies/

Join us in our FREE social selling community:  https://socialsellinghq.com1

Don't miss out, your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

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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 through the lenses of the buyer 
26:26- Buyer vs Sales enablement 
30:12- It sounds like a lot of work
33:28- This is for Newbies 
36:54- Don’t substitute activity for outcomes 
39:52- Foundation of Relationships 
43:58- Connecting with Tom’s community

Subscribe to the audio podcast on your favorite channel: 
https://socialsellingfornewbies.buzzsprout.com/share

Follow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-for-newbies/

Join us in our FREE social selling community:  https://socialsellinghq.com1

Don't miss out, your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

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 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 your profile?
19:52- Headline and About section 
22:02- Your profile is like your resume 
24:53- What’s the first thing people look at on your profile
27:53- Telling your story through your profile 
30:15- Using LinkedIn for business or more? 
32:26- Creating your reputation 
36:27- Using all of your social medias 
38:48- Looking at your social holistically 
40:51- Swiss Army knife and LinkedIn
42:50- Deserted Island is like no LinkedIn profile 
45:57- Value of headline and commenting 

Subscribe to the audio podcast on your favorite channel: 
https://socialsellingfornewbies.buzzsprout.com/share

Follow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-for-newbies/

Join us in our FREE social selling community:  https://socialsellinghq.com1

Don't miss out, your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

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 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 
25:27- Conversion rates 
27:45- Advantages of Social 
30:36- Circle of Trust
32:58- Personal Brands
35:55- Advantages of Virtual meetings 
38:13- Referencing Episode 24 
41:14- The buyer is different 
43:07- Embrace a buyer centric culture 
45:38- Buyers and Community has changed

Subscribe to the audio podcast on your favorite channel: 
https://socialsellingfornewbies.buzzsprout.com/share

Follow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-for-newbies/

Join us in our FREE social selling community:  https://socialsellinghq.com1

Don't miss out, your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

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- Down the Rabbit Hole
17:26- You can’t do everything at once 
20:18- Big deals 
23:24- Mindset of Control 
24:43- Taking Charge 
27:49- Two types of avoiding tasks 
29:25- Identify the tasks you don’t like
31:58- Be disciplined 
34:30- Endorphins from the Wins 
36:23- Research from sales productivity 
39:14- Downtime and Rest
42:28- What did you do today? 
44:14- Think about the Positive 
46:34- Connecting with Michael Cupps

Subscribe to the audio podcast on your favorite channel: 
https://socialsellingfornewbies.buzzsprout.com/share

Follow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-for-newbies/

Join us in our FREE social selling community:  https://socialsellinghq.com1

Don't miss out, your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

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 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 to repurpose your content 
48:27- Finding your niche 

Subscribe to the audio podcast on your favorite channel: 
https://socialsellingfornewbies.buzzsprout.com/share

Follow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-for-newbies/

Join us in our FREE social selling community:  https://socialsellinghq.com1

Don't miss out, your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

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 
20:06- 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 Community 
35:04- Bringing experts together 
38:20- Old ways of selling 
40:20- Signs of Success 
42:58- Sticking with it
46:22- Snowball to Avalanche 
48:28- Statistics of Social Selling 
50:42- Connection to Community 

Subscribe to the audio podcast on your favorite channel: 
https://socialsellingfornewbies.buzzsprout.com/share

Follow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-for-newbies/

Join us in our FREE social selling community:  https://socialsellinghq.com1

Don't miss out, your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

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 really work? Tom’s perspective 
9:40- How much time is it going to take? 
12:48- What exactly do I do for Social selling? 
15:51- After the first step of Social Selling 
18:22- Personal brand familiarity 
22:48- A social selling story 
25:47- How to not be ghosted as a sales person 
28:40- Buyers are humans 
31:36- Find ways to stay top of mind 
35:54- Enhance sales results and your personal brand 
37:45- Publishing content and commenting 
39:43- Intentionality in posting 
42:10- Sales isn’t easy, it takes action 
44:35- You can go outside your normal style 

Subscribe to the audio podcast on your favorite channel: 
https://socialsellingfornewbies.buzzsprout.com/share

Follow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-for-newbies/

Join us in our FREE social selling community:  https://socialsellinghq.com1

Don't miss out, your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter