This conversation dives deep into the myth that picking up the phone and interrupting prospects (classic cold outreach) is the key to influencing deals early. You’ll benefit from the latest research—including exclusive highlights from the recent 6Sense buyer report—and hear why cold outreach often forces sellers to compete only at the end of the buyer’s journey, not the beginning. Discover why most buyers shortlist trusted brands or advisors long before they speak with a rep, and how this is transforming digital sales strategies across industries.

Gain practical advice on rebuilding your go-to-market approach for the digital era, including how to nurture buyer trust, leverage social selling, and position yourself or your company to get onto shortlists for major deals. The discussion also explores why frequent territory shifting hurts relationship building, the role of content and personal branding in sales engagement, and what metrics really matter for successful digital sales transformation.

Highlights - 

08:42 "Winning Deals Through Relationships"

22:27 Outdated Sales Strategies

38:15 Winning Team Decision Strategies

46:43 "Role Reversal in Sales Calls"

50:28 "Salespeople's Future in Automation"

The Digital Download broadcasts live on Fridays at 14:00 GMT/ 9:00 ET.

We strive to make The Digital Download an interactive experience. Bring your questions. Bring your insights. Audience participation is highly encouraged! 

You can find a link to our next scheduled live show at https://DigitalDownload.live 

#ColdOutreach #DigitalSalesTransformation #SalesEngagement #ModernB2BSales #TrustInSales #SocialSelling #DigitalSelling #SocialEnablement #LinkedInLive #Podcast

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit digitaldownload.substack.com