Mastering Modern Selling MMS #121 - From LinkedIn Lurker to LinkedIn Leader: A Journey to Sales Success with Chris Dunn
In this episode of Mastering Modern Selling, Brandon Lee and Carson Heady host Chris Dunn, VP of Sales and Business Development at Blue Hive Exhibits.
Chris shares his transformation from a passive LinkedIn user to a recognized expert in his field, illustrating the power of authenticity, consistency, and relationship-building in the modern sales landscape.
This journey reveals key strategies for leveraging platforms like LinkedIn, adapting to market shifts, and fostering meaningful connections in a buyer-centric world.
- The Power of LinkedIn as a Relationship-Building Tool
Chris started leveraging LinkedIn during the pandemic when his traditional sales methods were disrupted.
He transitioned from casual posting to sharing industry insights, personal stories, and authentic content.
This approach helped him establish credibility and visibility in his network.
- Dark Social and Trust Building
Chris discussed the concept of “dark social,” referring to how interactions on social platforms often lead to offline conversions.
Prospects often feel like they "know" you through your online presence before initiating conversations, reducing barriers to trust.
- Balancing Authenticity and Professionalism
Chris emphasized the importance of being authentic while maintaining professionalism on platforms like LinkedIn.
Sharing personal stories, such as his morning walks with his dog, Barton, allowed him to humanize his brand and create relatable touchpoints with his audience.
- The Long Game in Modern Selling
Success in modern sales requires a commitment to the long game.
Instead of aggressive cold outreach, Chris focuses on nurturing relationships, offering value, and waiting for organic opportunities to emerge.
- Live Shows as a Trust-Building Tool
Chris emphasized the value of hosting live shows to establish authority and deepen connections.
By sharing expertise in a conversational format and engaging with audiences in real-time, live shows humanize the sales process, build trust, and position sales professionals as approachable thought leaders.
- Results Through Reputation and Consistency
Chris highlighted that 20% of his sales quota has been directly influenced by his LinkedIn activity.
Sharing visually engaging content from the trade show world and consistently engaging with his audience has led to meaningful business opportunities.
Chris Dunn’s story is a testament to the evolving nature of sales. His journey from “lurker” to LinkedIn influencer underscores the importance of authenticity, persistence, and a willingness to adapt.
As Chris pointed out, modern selling is about playing the long game, building relationships, and creating a trusted presence in the digital sphere.
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