Making Sales Social Podcast

Are your first sales meetings falling flat? In this episode of Making Sales Social, Brynne Tillman sits down with globally recognized sales strategist and best-selling author Lee Salz to reveal why traditional discovery meetings fail, and how to transform them into client-centric consultations that build trust, create momentum, and deliver meaningful value. Lee, known as a sales contrarian, shares his proven strategies for: Shifting from egocentric discovery to meaningful, value-driven consultations Crafting first meetings that engage emotions and spark curiosity Creating “consultation cliffhangers” that leave prospects eager for the next step Turning your questions and insights into a roadmap that resonates with your buyers If you’re ready to stop pitching and start consulting, this episode is packed with mic-drop insights, practical frameworks, and actionable tips to elevate your first meeting—and your sales results. Resources mentioned in this episode: Lee’s book: The First Meeting Differentiator (firstmeetingbook.com) Download Lee’s “10 Ways to Provide Meaningful Value in First Meetings” at meaningfulvalue.com

Sales leaders, a new year calls for a new plan. In this episode, the team walks you through the 8 stages of rolling out a successful social selling program. Miss even one stage and adoption drops, execution slips, and revenue targets are missed. Our goal is to make sure that does not happen to your team.

In this episode of Making Sales Social, Brynne Tillman sits down with Jamie Crosbie, founder of Proactivate, TEDx speaker, and author, to explore how authentic connection, mindset, and purpose drive sales success. Jamie shares her revolutionary approach to recruiting top sales talent—moving beyond reactive hiring to proactively identify candidates who thrive on grit, curiosity, and growth. Learn how her behavioral interview methods, focus on mindset, and integration of AI transform traditional recruitment while helping leaders inspire peak performance in their teams. Whether you’re a sales leader, recruiter, or aspiring professional, this conversation uncovers actionable strategies to hire better, reduce turnover, and lead with impact.

A practical conversation on how to use LinkedIn as a daily relationship-building system instead of a content treadmill. Stan and Bob share a simple, repeatable daily plan that helps professionals earn trust, start real conversations, and build momentum without pitching, posting every day, or chasing algorithms. This episode focuses on what to do each day to make LinkedIn work as a revenue and referral engine in 2026.

This episode breaks down the practical actions that move the needle on LinkedIn, inspired by the 12 Days of LinkedIn framework. Brynne and Stan walk through simple, relationship-focused strategies that help professionals grow visibility, spark conversations, and create business opportunities without pitching or pushing. Listeners will learn how to strengthen their profile, share insights that resonate, engage meaningfully with their network, and turn social proximity into real introductions. Each tip is grounded in trust-based outreach and practical steps anyone can implement immediately. If you want more resources that help you show up with value and create conversations that convert, visit socialsaleslink.com/library.

What if the fastest path to revenue growth isn’t more activity, but better leadership? In this episode of Making Sales Social, Brynne Tillman is joined by Kelley Hippler, Chief Revenue Officer at Briefly Legal and former Chief Sales Officer at Forrester Research. With more than 20 years of global commercial leadership experience, and a track record of driving over 50% revenue growth, Kelley shares why people-centered leadership is the foundation of sustainable sales success. Together, Brynne and Kelley explore what it really means to make sales social in today’s AI-driven world, where technology can scale outreach, but can’t replace trust, rapport, and human connection. Kelley breaks down the difference between managing and coaching, why focusing on outcomes beats managing activity, and which KPIs actually matter if you want to build meaningful pipeline. They also dive into aligning sales and marketing around the full buyer journey, creating content that supports buyers before they ever raise their hand, and building resilient teams that can thrive through economic ups and downs. From celebrating wins to removing “sand from the gears,” this conversation is packed with practical insights for revenue leaders who want engaged teams, loyal customers, and long-term growth. If you’re a sales or revenue leader looking to reduce burnout, improve performance, and create a culture of ownership, this is an episode you’ll want to listen to more than once.

In this episode of Making Sales Social, host Brynne Tillman sits down with sales veteran and author Wes Schaeffer to unpack what’s really holding sales teams back in today’s AI-driven world. Wes challenges the obsession with speed, automation, and shortcuts, arguing that most sales problems don’t come from a lack of tools but from a lack of clear thinking, discipline, and human connection. Together, Brynne and Wes explore why doing things faster often creates more friction, how “busy work” hides poor strategy, and where AI and automation can actually support, not replace, real sales conversations. You’ll hear practical insights on: Why sales success comes from being smarter, not faster The danger of over-automating trust-based conversations How AI should support thinking, not replace it What most sales teams misunderstand about productivity and pipelines Why human curiosity and follow-up still outperform any tech stack If you’re using AI, CRMs, or automation in sales, and wondering why results haven’t improved, this episode will help you reset your approach and refocus on what truly moves deals forward.

Brynne and Stan explore the 8 Miracles of LinkedIn inspired by the themes of Hanukkah and the miracle of lights. This conversation highlights how small, consistent actions on LinkedIn can create meaningful visibility, stronger relationships, and opportunities that feel almost miraculous. Listeners will walk away with practical ways to build trust, show up with value, and create momentum one conversation at a time.

What happens when bold LinkedIn insights outgrow the feed? In this episode of Making Sales Social, Brynne Tillman sits down with Liam Dharmody to explore the evolution of thought leadership—from short-form social posts to deeper, long-form storytelling. Liam shares why he chose Substack as the next chapter of his personal brand journey, how The FOLD (Friends of Liam Dharmody) became a space to blend brand, business, and technology, and why authenticity is the real growth strategy in today’s noisy digital world. Together, they unpack how social selling should feel more like socializing, the power of letting your personality lead your content, and why long-form writing creates stronger connections, more meaningful relationships, and long-tail impact. Liam also dives into Substack’s unique ecosystem, its algorithmic approach to discovery, and how creators can build community without chasing hacks or trends. If you’re ready to move beyond surface-level content, show up as a whole human, and turn thought leadership into real opportunity, this conversation will change how you think about personal branding, storytelling, and making sales truly social.

In this episode of Making Sales Social, Brynne Tillman sits down with Jeff Kirchick, VP of Sales at Zorro and author of Authentic Selling: How to Use the Principles of Sales in Everyday Life, for a powerful conversation on what it truly means to sell with integrity in today’s AI-driven world. Jeff shares his perspective on why authenticity isn’t just a personal trait—it’s a strategic advantage. From building trust without formal sales methodologies to leading high-performing sales teams with vulnerability, empathy, and honesty, this episode explores how real relationships drive long-term success. You’ll hear insights on: What “making sales social” really means beyond social selling How authenticity builds trust with buyers, teams, and partners Leading sales teams without fear-based pressure or burnout Using AI to enhance human connection—not replace it Hiring, coaching, and developing salespeople for values-driven cultures Why detaching from outcomes creates better conversations and results This conversation is packed with practical leadership wisdom, real-world sales examples, and thought-provoking moments that challenge traditional sales thinking. If you’re a sales professional or leader navigating AI, automation, and growth, without losing the human touch, this episode is a must-listen.