Join the conversation where the panel addresses common pitfalls of traditional sales KPIs and reveals why measuring activity alone — such as the number of cold calls or outbound emails — is no longer enough in today's virtual selling landscape. Drawing from personal stories and fresh industry data, including insights from the 2025 6Sense report, the hosts show how buyers now move through the majority of their purchase process before even engaging with a salesperson. This means your sales results depend on building trust and demonstrating value, not just staying busy.

The episode also highlights how traditional approaches — cadences, dashboards, activity quotas — can lead to burnout or even erode trust with potential clients. Discover how you can leverage digital tools to nurture leads at scale, stay front-of-mind with prospects, and position yourself as a trusted advisor in your niche. Whether you’re a sales leader looking for quick wins or a rep wanting to break free from ineffective routines, this podcast offers clear steps for adapting to how buyers operate in 2025.

Gain a clear understanding of the modern sales process, how to manage short-term pressure while shifting toward long-term relationship-building, and the simple but powerful tactics successful sales professionals use to create genuine, scalable trust. With relevant real-world examples and honest advice, this episode arms you with a value-based sales mindset for the digital marketplace.

Highlights -

07:21 "Strategic Selling Over Blind Marketing"

14:50 "Building Meaningful Business Connections"

34:58 "Engaging Connections Through Conversation"

39:03 "Build Influence Through Content"

49:35 "Sales Metrics and Engagement Strategy"

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

#SalesKPIs #DigitalTrustBuilding #VirtualSelling #LinkedInSalesStrategy #ModernSalesMetrics #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

Discover how the connector role in B2B sales is redefining success for sales professionals, as Brent Adamson and Karl Schmidt share research-backed strategies to increase customer confidence, differentiate in crowded markets, and navigate the shifting landscape of AI-driven buying behaviors. If you’re looking to future-proof your sales approach and unlock higher quality deals, this conversation will give you actionable methods and valuable perspective.

A major theme is the shift from the old sales process toward proactively guiding customers through their purchasing process—even when buyers themselves aren’t sure of the steps required. The discussion also covers the impact of AI-enabled buying, and why social proof, agency, and empathy remain essential in building customer confidence. If you’re facing AI-driven disruption, you’ll benefit from the way Brent Adamson and Karl Schmidt lay out how sales leaders and teams can leverage frame making, empathy, and expertise in guiding customers through information overload and organizational complexity.

Whether you’re a sales leader trying to coach your team, a frontline salesperson, or a marketing professional adjusting to the new world thesis that traditional roles are becoming obsolete, tuning into this episode will bring you new frameworks, tactical ideas, and proven approaches for thriving—regardless of category or product.

Highlights - 

06:32 "Rethinking Sales: Buyer Focus"

20:14 Mapping Customer Buying Challenges

40:20 "Building Confidence Amid Complexity"

46:14 Growth Driven by Confidence

55:10 "Frame-Making Simplifies Complex Processes"

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 

#ConnectorRole #B2BSales #FrameMakingSale #CustomerConfidence #SalesTransformation #AIInSales

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

The main keyword “sales pipeline management” comes front and center in this conversation, as the panelists examine why so many organizations have a pipeline full of dead deals—those zombie opportunities that linger quarter after quarter. You’ll discover the drivers behind inflated pipeline figures, uncover the truth behind collective lying at forecast reviews, and get practical ideas for building a healthier funnel. The team also weighs in on pipeline coverage, close rates, and how metrics can sometimes do more harm than good to genuine revenue results.

Key topics include the challenge of forecasting accuracy, how traditional command-and-control structures encourage pipeline inflation, and the need for honest qualification practices. Tim Hughes brings a marketing perspective, digging into how sales and marketing teams both fall into the trap of focusing on activity over outcomes—chasing KPIs like cold call numbers or marketing-qualified leads, even when they aren’t driving actual sales.

Whether you’re a sales leader, marketing professional, or anyone interested in business development, you’ll gain a fresh perspective on:

Redefining pipeline health to focus on qualified opportunities, not volume for volume’s sake

Creating future revenue through real relationship nurturing and tailored activity

Understanding the political dynamics that shape reporting, forecasts, and incentives

Leveraging technology and social selling without falling into the trap of “automated” nurture that goes nowhere

Building trust and alignment within sales teams for long-term performance

Tune in for a thoughtful mix of humor, expert debate, and practical advice—because every business needs to fight off those pipeline zombies and build a more transparent, effective approach to sales.

Highlights - 

05:53 Sales Expectations Fuel Inaccuracy

14:33 Quality Relationships over Quantity Deals

28:58 "Social Selling: Now or Later?"

37:55 Sales Tech: Help or Hinder?

47:57 Creating the Future, Not Predicting

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 

#SalesPipelineManagement #ForecastingAccuracy #ZombieDeals #SalesStrategy #PipelineCoverage

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

Discover how to build a social first brand and move beyond traditional social media marketing in this episode featuring Tom Miner, author of "Social First Brand" and former head of global social media at Crocs. If you want to understand why simply broadcasting your message is no longer enough, and how brands need to fundamentally rethink their relationship with social platforms, this episode is packed with actionable insights for marketers, business leaders, and brand builders.

Tom Miner shares stories and practical advice drawn from his experience helping organizations turn casual scrollers into superfans. Reflection on legacy brands versus newcomers, leadership roles in driving social transformation, and key mistakes brands make when approaching social media channels are at the core of this discussion. Listeners will get a candid look at why most company mentions happen outside their own channels, and why engaging with the broader conversation—rather than just your own audience—is essential.

Tom Miner addresses hot topics like the role of AI and automation in social media, especially for organizations seeking fast solutions. Hear a balanced take: while technology can help with efficiency, it can’t replace the human element of building meaningful customer connections over time.

Whether you’re part of a legacy organization or a new startup, this episode offers a clear roadmap for rethinking your approach to social media and staying relevant in a constantly evolving digital landscape. Expect examples from both large and small companies, actionable steps for evolving your strategy, and a no-nonsense conversation about the realities brands face today.

If you’re looking for a smarter way to navigate digital branding, build loyal communities, and adapt your business culture for the future of social platforms, don’t miss this episode of The Digital Download.

Highlights - 

05:16 Social Media Marketing Evolution

11:01 Marketers' Challenges with Social Data

21:12 "Marketing Beyond Metrics"

31:33 "Modern Leadership and Social Strategy"

47:17 "Relationships Over Shortcuts"

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 

#Sales #SocialSelling #SalesLeadership #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

Uncover why “emotional branding” is the missing link for business leaders and marketers facing forgettable brand experiences. Kevin Perlmutter, founder of Limbic Brand Evolution and author of Brand Desire, shares candid perspectives on what brands are getting wrong—and, more importantly, how they can do better. The panel tackles common industry pitfalls: the overuse of rational messaging, being stuck in a persuasion era, and why focusing only on unique selling propositions (USPs) is a dead end for building loyal relationships.

Throughout the episode, you’ll hear actionable advice on how to connect with customers’ emotions, shift from persuasion to invitation, and use behavioral science to unlock brand loyalty. You’ll gain an understanding of the limbic sparks methodology and why talking directly with customers—rather than guessing or relying on old marketing habits—leads to more authentic brand experiences. Whether you’re responsible for brand strategy, marketing campaigns, or leadership decisions, these insights reveal why emotional benefits matter most.

Highlights -

05:39 "Forgettable Brand Strategies Explained"

19:06 "Compelling Brand Language Importance"

33:22 "Emotional Insights Drive Strategy"

42:27 "Brands That Foster Loyalty"

50:02 "Values Shape Buying Choices"

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

#EmotionalBranding #BrandDesire #BehavioralScienceBranding #LimbicSparks #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

How can sales and marketing teams build genuine trust in prospect outreach and stand out in today’s digital world? In this episode of The Digital Download podcast, our panelists dig into the sales outreach debate and why trust-building techniques matter more than your choice of outreach method. Discover why focusing on connection and relationship-building—not just cold calls or email tactics—leads to better long-term results and stronger business outcomes.

Join hosts Bertrand Godillot, Tracy Borreson, Adam Gray, and Tim Hughes for a thoughtful panel discussion about trust in sales outreach. Hear stories and practical advice from the trenches: Why are tried-and-true outreach techniques so often ignored? Why does chasing the “perfect” outreach channel fail, and how can you turn cold interactions into authentic relationships? The team explores how personal connections, meaningful conversations, and an understanding of your “brand personality” can create warmer, more productive business engagements.

Whether you’re part of a sales team, a marketer working on outreach strategy, or a business leader looking to boost long-term engagement, this episode will help you rethink your outreach techniques and prioritize trust, relationship, and authentic engagement with every prospect.

Highlights -

03:47 No One Magic Outreach Method

13:25 "Building Connections, Not Sales"

30:37 "Building Trust to Drive Sales"

43:42 Jumping to Conclusions Defines Perceptions

47:24 "Approachable Expertise Over Entertainment"

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

#SalesOutreach #TrustBuildingTechniques #RelationshipFocusedSelling #DigitalDownloadPodcast #CommunityEngagement

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

Uncover the truth behind sales negotiation mistakes and learn strategies to avoid leaving money on the table in this episode of The Digital Download. Our conversation with negotiation expert Patrick Tinney breaks down what most professionals misunderstand about sales negotiation tactics and provides practical frameworks to improve your outcomes. Whether you consider yourself a negotiation pro or still feel like a novice, this episode brings a fresh perspective that moves beyond outdated haggling and bartering techniques.

Learn about the common traps sellers fall into—like over-discounting under pressure or misunderstanding the buyer’s motivations—and hear actionable advice on how to slow down negotiations, identify executive-level signals, and protect your margin. Patrick reveals why understanding the different types of negotiation (from bartering to mediation to sales negotiation) can keep you prepared for even the toughest buyer tactics. You’ll get practical tips on risk management, relationship-building, and how to walk away from a deal with confidence and peace of mind.

Whether you’re managing multimillion-dollar deals or trying to close a critical contract, the insights in this podcast will help you elevate your negotiation skills and avoid costly missteps. Gain a deeper understanding of buyer psychology and master the art of sales negotiation with techniques designed to help you achieve a fair deal without feeling pressured.

Listen for practical advice and wise anecdotes, plus a special look at Patrick’s Sales Guerrilla resource library, designed to give sellers the knowledge and confidence to negotiate at any level. If you’re ready to rethink your approach and improve your negotiation outcomes, this episode delivers the tools and mindset you need.

Highlights -

10:17 Misunderstanding Negotiation's True Scope

14:30 Sharp Negotiation Philosophy Blueprint

28:58 Negotiation Insights: Good Cop Technique

38:49 "Price Negotiation Chaos"

50:01 "Unlocking Vista with Sales-Gorilla"

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

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

In this episode of The Digital Download, uncover the real reason your sales pipeline is underperforming by looking at how outdated sales activity metrics—like counting calls and emails—just might be the root of the problem. Discover why modern social selling strategies are now shaping results for high-performing teams, and find out how you can shift away from vanity metrics towards real sales outcomes. If you want to redefine what “good” looks like in your sales organization, this discussion is packed with practical insights you can use.

This conversation spotlights social selling as a better sales generation method. Learn how connecting, sharing the right kind of content, and focusing on relationship-building—rather than mass cold outreach—move your deals and pipeline forward. The panel explains simple, actionable social selling techniques for B2B sales teams, including what types of digital activities and social KPIs genuinely predict sales success.

For sales leaders, managers, and business owners, this episode lays out a step-by-step plan to shift to a value-focused approach. Discover which digital activity metrics matter, how to support sales reps in building better customer relationships, and how to integrate social selling into your organization’s culture. Whether you’re dealing with pipeline stagnation, CRM fatigue, or want to adapt your team for today’s business development landscape, you’ll find direct, experience-based solutions here.

Get actionable advice, honest debate, and real-world sales stories from the longest running business talk show on LinkedIn Live.

Highlights - 

07:00 Challenges with Traditional Sales Inputs

21:37 Rethinking Sales Coverage Strategies

29:05 Capturing Total Market Beyond In-Market Buyers

37:26 Digital Sales Process Optimization

50:43 Frustration to Success via Networking

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 

#SalesMetrics #SocialSelling #SalesLeadership #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

In this episode, the hosts and Mark Cowieson unpack how a strong company culture provides businesses with a true competitive advantage. Drawing on Mark’s extensive leadership experience, including his journey from mechanical engineering apprentice to CEO, they discuss the importance of aligning core values with everyday behaviors and how this alignment impacts organizational performance. You'll learn how Mark implemented values like loyalty, honesty, and reliability to transform organizations, foster resilience, and ensure strategic consistency—even through periods of rapid growth and change.

Whether you’re a leader aiming to integrate culture into your business strategy, an HR professional, or a member of a fast-scaling team, you’ll find proven advice on making company culture tangible and linking it directly to business outcomes. Real-world stories—like how a values-driven approach helped a team successfully navigate an M&A merger, or why high-performing but toxic employees can derail your organization—ground the episode in day-to-day realities.

Join the Digital Download team and Mark Cowieson as they answer pressing audience questions on how to sustain culture during high growth, deal with culture misalignment, and win board-level buy-in for investing in people. Discover how living your values, rather than simply stating them, drives financial and operational results.

Highlights - 

08:36 "Culture: Key to Business Growth"

21:42 Leadership Communication on Performance Reviews

43:30 "Living Core Values in Leadership"

49:58 Culture Over Growth Priority

55:40 Community Commitment Secures Sponsorship

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 

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

Tired of feeling overwhelmed by the pressure to constantly churn out content? This episode of The Digital Download dives straight into the heart of content marketing strategy with guest expert Kate Llewellyn. If you want to discover how a focused, purpose-driven content strategy can drive better engagement and reduce marketing burnout, this episode will help you shift from just keeping up to actually making an impact.

Hear stories about real barriers to content success: it’s not a lack of ideas that holds you back, but often a lack of confidence. Kate explains how limiting beliefs, knowledge gaps, and perfectionism keep great ideas from reaching your audience, and she shares actionable tips to help you overcome these obstacles and create content you’re proud of.

The conversation also covers why audience engagement is more than just broadcasting posts—it’s about participating in discussions, curating your network, and understanding who your content is really for. Find out why commenting and genuinely connecting can be a powerful (and underused) part of your content marketing strategy.

Tune in for actionable insights on building a sustainable and effective content strategy, real-world examples, and a few laughs along the way.

Highlights - 

05:37 Balancing Content Publication Frequency

15:10 Content Creation: Quality Over Quantity

29:27 Analyzing Content Creation Challenges

39:58 Targeted Content Creation

46:23 Audience Engagement Through Feedback

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 

#PeopleRisk #Cybersecurity #ArtificialIntelligence #RiskManagement #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