Pre-show Important Note: Greg Hyer passed away suddenly in his sleep on the night of August 15, 2018, leaving a wife and five children. This show was recorded before Greg’s passing and we both were excited about having Liesl Mathis from Red Hat on the show for the second time. Something came up the day of the recording and Greg was unable to join us at Red Hat to record it but we talked before and after the show. I felt it was a good show and he was excited to both hear it and get it out....

Yes, Sales Pros need to be familiar with GDPR. Martin Brossman talks with Tim Hughes, author of “Social Selling: Techniques to Influence Buyers and Changemakers,” about GDPR (General Data Protection Regulation) and it’s impact on anyone doing international sales.  If you do any business international sales you need to understand how this can affect your business and the liability risk . Some questions relating to sales and marketing we discussed: * Is cold calling banned? What is the...

David Amerland joins us exploring the connection with what he learned over the last three years writing his book “The Sniper Mind: Eliminate Fear, Deal with Uncertainty, and Make Better Decisions”.  Join us on a journey about what David learned by interviewing and researching top military snipers and how that applies to business, social selling and personal success. As David explains the military sniper carries a great responsibility to make sure to hit the right target and only the right...

Liesel Mathis Towner leads the global Employee Advocacy and Social Selling program for Red Hat. In her role, she helps Sales understand the value social selling and the impact of social networking to scale their business. In this interview, Martin Brossman and Greg Hyer talk with Liesel Mathis Towner to understand how Red Hat has been using social selling techniques, including content curation and social networks, to scale their sales efforts and adapt to this new buying behavior. About Red...

“Put your money where your mouth is.” That’s how Brandon Ansel came up with the idea for pitch Me. This social platform helps connect providers and deciders. In exchange for 15 minutes of time with a decision maker, a sales rep donates to their non-profit of choice. Listen and found out how you can use this platform to improve your social proximity and help a charitable cause at the same time. About three and a half years ago, Brandon was asked to innovate for his insurance agency. One day a...

Convincing Someone to Hire You is Sales How should a sales professional sell themselves to a sales recruiter and get submitted for that six-figure sales opportunity? In this episode of the Social Selling Podcast, Martin Brossman talks with Tricia Lucas of Lucas Select, a sales, marketing, and tech recruiting agency based in Raleigh, NC. Tricia Lucas offers some great insights for sales professionals considering a transition. 1.  Understanding Market Value A strong sales candidate knows...

In this episode of the Social Selling Podcast by Linking into Sales, Martin Brossman talks with Jon Ferrara of Nimble.com and shows an example of connecting to someone on Twitter that lead to an important breakfast meeting. He also shows how we gain more information from text, to phone, to face to face. When you sit across the table and break bread, just listen and you will build a deep connection. Jon also talks about the process he uses to build relationships before going to a...

The Social Selling Podcast brings back Kevin Thomas Tully to discuss buyer intent and why is the new standard in sales data. It enables both the social and non-social sales professional to personalize and leverage real-time conversations wherever and whenever they occur. Kevin Thomas Tully is a globally-recognized Social Selling and Big Data strategist who employed the principles of Social Selling long before the term entered the popular business vernacular. A Johns Hopkins-trained...

On this show we take a deep dive in enhancing your customer’s experience that leads to greater sales with Barbara Giamanco. Her expertise includes Sales, Social Selling, Customer Experience. She is a best selling author, Speaker, Corp Webcast & Podcast Host. Be the curator of top information for your customer. You need to be always committed to learning. Some of the questions explored on this show: * What do you mean by the experience factor in sales? * Buyers have pretty high...

Guest Brandon Bornancin of Seamless.AI talks with Greg Hyer, Martin Brossman and Elyse Archer about social selling, AI, bots and things that make Elon Musk nervous. Some of the topic explored in this show include: If AI is not even as smart as an amoeba why is Elon Musk so concerned? What does he gain by feeding AI fears? Using AI and Machine Learning to help with building authentic connections with customers. How are tools like Seamless.AI helping support a sales professional’s...

Your reputation is on the line! Whether you’re paying attention to it or not. A powerful interview with reputation expert Andy Beal, on what sales professionals need to pay attention to in social selling for building and maintaining a result driven reputation. Andy Beal is the CEO of online reputation management firm Reputation Refinery and Trackur.com a social media monitoring tool. An expert in online reputation, Andy Beal is the author of Repped: 30 Days to a Better Online Reputation...

Nick Toman is the Head of Sales and Service Practice at CEB, now Gartner, and co-author of “The Challenger Customer” the follow up to the popular book “The Challenger Sale.” Nick and his team work with over 850 organizations worldwide delivering insightful sales effectiveness advice and support. He has been with CEB since 2004. CEB was acquired by Gartner in 2017. In this episode Martin Brossman, Greg Hyer and Elyse Archer discussed with Nick a number of key points made by the book. The...

As a Sales Professional, how do you know that you are sharing accurate content? How do you know the blog you paid to write is not plagiarized or references fake news? You can lose credibility by sharing or referring fake news in Social Selling. What is truthfulness, what is accurate content, what is real news? This show explores the topic of accurate content, fake news, enhancing or damaging your own credibility with inaccurate references and much more with international marketing expert and...

Sabrina Atienza of Qurious.io discusses how sales using A.I. to improve phone conversations and improve onboarding time for new sales reps. This takes social selling to a whole new level. Sabrina is the CEO of Qurious. She trained in Computer Science and Physics at UC Berkeley. Prior to Qurious, Sabrina was a software engineer at Tealeaf (acquired by IBM) and software development consultant for tech companies. The company was founded in 2016 and is based in San Francisco, CA. Sabrina shares...

Successful B2B social selling is personal. So why do so many sales pros forget this? We talk with Scott Ingram, Host of the Sales Success Stories Podcast talks with Martin Brossman and Greg Hyer about how to create a better first impression and get personal with B2B prospects. We apologize for some of the digital fading in and out in the audio and video recording of this episode. Here’s Scott’s LinkedIn update that went viral about the canned message that is sent when someone sends you an...

Koka Sexton is a US Army Veteran who last served in Iraq in 2004. He was previously the head of Global Social Media for LinkedIn’s Enterprise Sales division where he lead LinkedIn’s content and social media marketing strategy and helped evangelize social selling. Koka is now at Hootsuite where he continues to lead the transformation of organizations by helping them adopt social selling. Key take away: “Visibility leads to opportunity.” – Koka Sexton Topics Discussed: * How do you define...

Interview with Tim Hughes and Katie King Tim Hughes is the co-founder of Digital Leadership Associates, a Social-only agency based in the UK, that helps companies transfer with social. For example to increase revenue and competitive advantage. Tim is also the author of the best selling book “Social Selling – Influencing Buyers and Changemakers”. Katie King is Director of Transformation at Digital Leadership Associates, and Co-Founder of AI in FM. She has delivered two TEDx presentations and...

Crazy busy does not mean highly productive and Jill Konrath provides tips on how to minimize distractions in our social selling lives on this show. Martin Brossman and Elyse Archer interview Jill, a powerhouse sales speaker and trainer, about her new book “More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers”.  Jill shares her own experiences of successfully transitioning from being crazy busy to being more productive while working fewer hours. A number of the...

Social Selling shouldn’t be done alone. Gabe Larsen and Steve Eror of the Sales Acceleration Podcast talk with Martin Brossman, Greg Hyer and Elyse Archer about social selling, traditional sales and more. While we did discuss a number of different aspects of Social Selling, the main takeaway from this episode is that you cannot just use social in sales. You have to use all of the tools you have available to connect with prospects and help them through the buying process. One of the...

It’s time for a social selling tune up! Kick 2017 off right with Martin Brossman, Greg Hyer and Elyse Archer as they offer a number of suggestions to help you give your social selling routine a tune up. Some of these suggestions are practical while others ask you to take an introspective look at yourself. Martin * There’s real value in being authentic. But when you share your problems without a clear commitment it will sound like whining. Make sure your sharing is authentic with real...

Nimble.com CEO, Jon Ferrara joins Martin Brossman to discuss his outlook for social selling in 2017. They discuss Microsoft’s completed acquisition of LinkedIn and much more. Jon is the Founder and CEO of the Santa Monica, CA based CRM solution, Nimble.com. Jon has previously joined us in episodes 58 and 90. We wanted to bring Jon back to discuss what changes social sellers and marketers can expect in 2017 as it relates to the tools they use and the techniques they are using to prospect and...

Carlos Gil, a top 50 SnapChat influencer and Global Head of Global Social Media at BMC Software. While attending the Internet Summit in Raleigh, Greg had a chance to sit down with Carlos to talk about using SnapChat in Sales and how social sellers can use this social platform to nurture relationships with customers. Before we get to the interview, Martin, Elyse and Greg catch up and discuss a couple social selling news items. The main focus was about Salesforce stressing to the EU to look...

What are you thankful for? In this episode of the Social Selling Podcast, Martin Brossman, Greg Hyer and Elyse Archer share what they are thankful for in 2016 as it relates to social selling. Also hear about a special “engagement” that Elyse got herself into. Happy Thanksgiving! B2B Social Selling Training Online Check out our new course: Establishing a Social Selling Routine. Visit SocialSelling.Training to access the most comprehensive online social selling training available. Register...

Sales Enablement is more than just content and training Dr. Brian Lambert is the Founder of the Sales Enablement Society and Managing Director at Oxygen Learning in Washington D.C. Dr. Lambert has spent his career helping salespeople become better at their job through the creation of the Compendium of Sales and his work at Oxygen Training. In this episode of the Social Selling Podcast by Linking into Sales, we will talk with Dr. Lambert about sales enablement and how it’s critical to...

Buying Experiences are Important to Social Selling in Q4 In this episode of the Social Selling Podcast by Linking into Sales, we will be talking with Matt Ruedlinger of Triple R Marketing in Bloomington, Indiana. Matt’s experience in creating amazing customer experiences is a timely topic for Q4. Watch and listen as we invite him to share how social selling sales pros can create amazing buying experience in Q4. Social Selling News Twitter Opens “Moments” feature to all users How Snapchat...