The Social Selling Podcast

In this episode of the "Social Selling Podcast," host Daniel Disney is joined by the legendary sales trainer and influencer John Barrows to discuss the art of social selling and how to effectively build an authentic brand on LinkedIn.=====================================================Best Moments:(01:23) Daniel welcomes John Barrows, one of the earliest LinkedIn members, who shares his experience of joining LinkedIn in its early days(04:39) John recounts the transition from traditional networking events to LinkedIn, emphasizing the importance of authenticity and building genuine connections(07:11) The impact of COVID-19 on sales training and the need for in-person experiences to develop essential interpersonal skills(10:53) John's approach to LinkedIn: focusing on providing valuable content, sharing personal journeys, and curating information rather than preaching(15:01) The importance of proactive networking and encouraging salespeople to attend events and build real-life connections(20:27) The potential impact of AI and ChatGPT on sales and social selling, and the need for transparency and authenticity(26:27) John's upcoming interview with Guy Kawasaki and the experiment of comparing Kawasaki's responses to those generated by a Kawasaki-trained ChatGPT(30:05) The importance of transparency and trust in the age of AI, and John's proposal for a "verified human" badge on LinkedIn=====================================================Guest Bio:John Barrows is a renowned sales trainer, speaker, and author with over two decades of experience in the sales industry. He was one of the first members of LinkedIn and has been actively sharing his insights and expertise on the platform since its early days. John's practical and engaging approach to sales training has made him a sought-after resource for sales professionals and organizations worldwide.=====================================================Mastering Guided Selling:Are you curious about what new tactics and strategies other companies are implementing with the help of AI? SugarCRM put together Mastering Guided Selling, a FREE, 16 page guide to give you an up-to-date perspective of how infusing AI into your sales process can help you reach your sales goals.I've read the guide and it has some incredible ideas that aren't mainstream sales tactics and strategies (for now). Guided Selling is the future, and this guide will take you from AI-aware to AI-enabled. To download this free guide, visit www.sugarcrm.com/socialsellingpodcast.

Learn how to create compelling content on LinkedIn by understanding what your customers want to see, including analyzing their engagement with different content formats and subjects. Tailor your content strategy to match customer preferences for higher engagement and success on the platform.

In this episode, host Daniel Disney gives you his best tips on how to use LinkedIn voice messages to stand out, connect with prospects, and build trust that leads to Closed Won.===============================================================================Best Moments:(01:10) LinkedIn voice notes are an untapped opportunity — 94% of people aren't consistently using them yet(04:52) Have a loose structure for voice notes, not a rigid script, to remain conversational(06:49) Pay attention to your tone, posture, and expressiveness to engage your target(08:34) Personalize that opening beyond their name, and close with a CLEAR call-to-action(10:24) Voice notes are an efficient way to batch record if you prepare messaging points(12:27) You can practice sending a voice message by sending one to me, Daniel Disney, on LinkedIn!

In this episode, host Daniel Disney shares a story about how he turned a simple LinkedIn profile view into a big sales opportunity. He explains why you should regularly check your LinkedIn profile views and proactively reach out to prospects who have viewed your profile.=================================================================Best Moments:(01:12) How messaging someone who viewed Daniel's LinkedIn profile led to a major deal(05:06) The LinkedIn profile view gold mine: There are many missed sales opportunities from people viewing your profile that you don't proactively act on(05:20) Benefits of checking profile views(07:14) Only message those who match your ideal customer profile (ICP)(08:31) Checking profile views consistently and sending friendly exploratory messages is key(08:50) Having an optimized LinkedIn profile that sells you and your offering is important(10:06) Put regular profile view check-in times in your calendar (e.g. morning, lunch, evening)(11:06) Your profile views are a goldmine of opportunities that many miss out on by not checking regularly

In this episode of the Social Selling Podcast, host Daniel Disney dives into the latest features of LinkedIn Sales Navigator. He highlights three new capabilities - Relationship Maps, Personas, and Account IQ - that can help salespeople be more effective.=================================================================Best Moments:(01:39) Relationship Maps — A visual representation of key decision makers and influencers within an account and who you're connected to within that web(04:32) Personas — Create profiles of your ideal customers. Sales Navigator will then automatically surface matching prospects to accelerate your selling(07:30) Account IQ — Insights on accounts to uncover challenges, opportunities, trends, etc. Gives you conversation starters and direction for your selling approach

In this episode, host Daniel Disney discusses legal issues arising from statements made on social media, using recent controversies involving Prime energy drinks and the B2B company, RB2B, as examples.You'll hear about the importance of being accountable for what you say online and avoiding overly negative comments about competitors.=================================================================Best Moments:(04:31) Logan Paul is suing boxer Ryan Garcia for $100 million over allegedly false claims he made about Prime drinks containing plastics and being unsafe(08:00) The founder of RB2B made viral LinkedIn posts sharply criticizing their main competitor(11:11) Don't trash talk competitors publicly - it looks bad long-term even if there's a short-term gain(12:46) Social media gives you an audience AND accountability for your words about other businesses and professionals

In this episode, the host Daniel Disney shares the 3 key secrets to growing your LinkedIn audience to 1 million followers and beyond. He draws from his own experience of growing his LinkedIn page to over 1 million followers and explains the core principles behind his success.=================================================================Best Moments:(02:26) Make sure the majority of your content provides some value to your target audience INDEPENDENT OF WHAT YOU SELL!(06:08) Show up consistently — Daniel went from posting 3-4 times a week to 6-7 posts per day as his audience grew(09:28) LinkedIn's algorithm and features change ALL THE TIME — be quick to capitalize on new changes and trends to ride waves of MOMENTUM

In this episode of the Social Selling Podcast, host Daniel Disney tackles the debate around sharing personal versus professional content on LinkedIn. He outlines the pros and cons of both types of content, and shares his perspective on finding the right balance to drive engagement and results.=================================================================Best Moments:(02:35) Pros and cons of personal and professional content on LinkedIn(05:13) Balancing personal and professional content for YOUR success(08:18) Balancing personal and professional content on LinkedIn company pages(10:13) Finding the right balance of personal and professional content on LinkedIn

In this episode of the Social Selling Podcast, host Daniel Disney shares his top 5 tips for sending better LinkedIn direct messages (DMs). He provides practical advice on how to craft personalized, compelling messages that get responses from prospects and customers.Best Moments: (02:24) The importance of hyper-personalization in LinkedIn messages. Using specific details about the recipient's company, content they've shared, etc. to show you care about them, not just making a sale(05:11) Sharing real ROI examples and results you've achieved for similar companies. This shows the tangible value you can provide(07:22) Trying out audio and video messages to add extra engagement and personality. People react well when they can see and hear your human side(11:02) Messaging outside of regular business hours like early mornings, evenings, and weekends. Decision makers are often more responsive at these times when not bogged down in back-to-back meetings

In this episode of the Social Selling Podcast, host Daniel Disney explores the controversial question of whether LinkedIn should pay content creators on its platform. He discusses the pros and cons of LinkedIn monetizing creators, drawing comparisons to how other platforms like YouTube and TikTok compensate top creators.Best Moments:(04:18) Fear that paying creators could encourage more low-quality, algorithmic-gaming content(05:55) Paying creators would attract more talent and incentivize better content(09:17) Both LinkedIn and creators would benefit from a pay model(10:13) Importance of rewarding creators based on real engagement and value provided