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The Social Selling Podcast

Latest episodes

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Apr 25, 2024 • 22min

S3 E12 - Breaking Through the Noise of LinkedIn with Benjamin Dennehy I Social Calls

In this controversial episode of the Social Selling Podcast, host Daniel Disney is joined by sales trainer Benjamin Dennehy, known as the "UK's most hated sales trainer," to discuss the good, the bad, and the ugly of LinkedIn. Despite a history of disagreements, Daniel and Benjamin find common ground on many issues facing the LinkedIn platform and sales professionals today.Key Discussion Points:- The importance of prospecting as a foundational sales skill- Why the goal of getting good at selling is to become an "order taker"- How LinkedIn has gone from a valuable resource to a "dumping ground for anybody with a thought now"- The saturation of low-quality sales advice from inexperienced "gurus" on LinkedIn- Strategies for cutting through the noise, like posting actual cold calls- The need to consistently provide value and prove your credibility over the long term
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Apr 18, 2024 • 19min

S3 E11 - The POWER Of Newsletters with Jay Schwedelson I Social Calls

Joining the Social Selling Podcast, Jay Schwedelson discusses the power of LinkedIn newsletters, their visibility and subscriber rates, AI tools like Gemini for content creation, and the importance of focusing on value over sales pitches.
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Apr 11, 2024 • 14min

S3 E10 - Social Selling is PERSONAL I Daniel's Digest

This episode of the social selling podcast focuses on the importance of personalization in sales outreach and how to effectively research prospects to enable more personalized messaging. Host Daniel provides a step-by-step guide on where to find personalized information about prospects on LinkedIn and how to turn that information into customized conversation starters that help build relationships.Key Discussion Points:- The majority of sales messages today are generic and not personalized, representing a huge missed opportunity- The amount of research time invested in a prospect should correlate with their potential deal value- LinkedIn profiles offer lots of personal details to enable custom messaging, especially the summary, work experience, skills, and content sections- Look at both prospect's personal LinkedIn activity and their company's LinkedIn activity for shareable content to comment on- Research other employees at the company to find conversational hooks if the decision maker has a limited LinkedIn presence- Supplement LinkedIn with website, social media, and external press research to build a 360-degree view- Personalized outreach boosts response rates and nurtures authentic relationships
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Apr 4, 2024 • 13min

S3 E9 - How To Get ANYONE To Connect With You On LinkedIn I Daniel’s Digest

In this episode of the Social Selling Podcast, host Daniel Disney provides tips on how salespeople and entrepreneurs can get more people to connect with them on LinkedIn. He explains why it's important to optimize your LinkedIn profile, establish relevance and shared connections, and personalize connection requests - especially for senior-level prospects. Listeners will learn strategies to boost their LinkedIn connections and build relationships.Key Discussion Points:- Optimize your LinkedIn profile to look as professional as possible so prospects view you as credible- Increase shared connections and connections within a prospect's company to establish relevance before sending a request- Personalize connection requests to senior leaders by referencing their content or demonstrating potential value- For most prospects, a personalized note may not be necessary and could deter them from connecting- Build your personal brand so prospects recognize you and see your value before connecting
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Mar 28, 2024 • 12min

S3 E8 - What’s The BEST Time to Post on LinkedIn? I Daniel’s Digest

In this episode of the Social Selling Podcast, host Daniel Disney tackles the common question of when is the best time to post on LinkedIn. He explains how the best times to post have evolved over the years as LinkedIn usage has changed. The focus is no longer on finding an optimal posting time, but rather on creating valuable content that resonates whenever it's shared.Key Discussion Points:- In the past, there were clear best times to post during regular business hours of Monday-Friday 9-5pm when LinkedIn usage was primarily desktop-based. This has changed as LinkedIn is now used constantly across devices.- Good content performs well at any time as long as you have built awareness and a quality network. Bad content will underperform regardless of when it's posted.- When locally focused, Monday-Friday 8-9am, 11:30am-1:30pm, and 4-6pm tend to see small spikes in engagement around typical work routines. But usage continues evenings and weekends too.- The focus should be on developing inspired, passionate content vs. trying to determine optimal posting times. Share when ideas feel fresh and you are excited to post.- Capture ideas to post later when you already have recent content actively posting. You can now schedule future posts natively in LinkedIn.
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Mar 21, 2024 • 31min

S3 E7 - Turning LinkedIn Into AUTHENTIC Community with Lea Turner I Social Calls

In this episode of the Social Selling Podcast, host Daniel Disney is joined by LinkedIn influencer and entrepreneur Lea Turner. They discuss Lea's journey from being a low-income single mom to building multiple successful businesses leveraging LinkedIn, as well as using her influence for good through charity work. Listeners can expect to learn how Lea built her personal brand and audience on LinkedIn through authenticity and consistency, transitioned her audience into a thriving business community called The Halt, and has made an impact supporting charities helping refugees.Main Discussion Points:- Lea's early days on LinkedIn and initial doubts about belonging on the platform- How Lea built her audience quickly through consistency and authenticity- Helping professionals strip away their corporate persona to attract ideal clients- Developing The Halt membership community to combat solopreneur loneliness- Using her influence and audience to fundraise over $1 million for Hope 4 charity
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Mar 14, 2024 • 12min

S3 E6 - Generating Leads From YOUR LinkedIn Profile | Daniel's Digest

In this episode of the Social Selling Podcast, host Daniel, the Social Selling King, focuses on how to optimize your LinkedIn profile to generate more leads. He covers the key areas like banner images, headlines, profile buttons, and profile summaries.Key Discussion Points:- Optimize your LinkedIn banner with your logo, product image, or description of what you do to attract the right prospects (00:01:49)- Use your LinkedIn headline to include keywords reinforcing what you do to inform visitors (00:04:13)- Add a customizable profile button to drive traffic to your site or services (Premium accounts only) (00:05:28)- Focus your LinkedIn summary on your ideal customer, the problems you solve, and how you can help them (00:07:39)
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Mar 7, 2024 • 13min

S3 E5 - The 3 BIGGEST Social Selling FAILS I Daniel's Digest

In this episode, host Daniel Disney digs into the 3 biggest social selling fails that salespeople and LinkedIn users often fall into. He covers common traps to avoid and how you can learn from these fails to improve your own social selling strategy.Main Discussion Points:- Ego (letting likes, comments and followers go to your head)- Lack of consistency (taking long breaks from posting)- Focusing too much on vanity metrics vs. tangible business results
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Feb 29, 2024 • 14min

S3 E4 - Sales Nav Secrets LinkedIN DOESN'T WANT YOU TO KNOW! I Daniel's Digest

In this episode of the Social Selling Podcast, host Daniel Disney shares the top secrets of LinkedIn Sales Navigator to help listeners unlock more success from this powerful social selling tool. Listeners can expect to learn key features and functionalities of Sales Navigator that most users overlook or underutilize.Main Discussion Points:- Powerful prospect insights - Sales Navigator surfaces helpful intel on prospects such as new hires, anniversaries, content sharing activity, etc. This allows sellers to better prioritize and personalize outreach/- Smart Links - Trackable links for collateral that provide visibility into content consumption like time spent on pages. This enables better follow up conversations.- InMails - Typically have low response rates but can be very effective if highly personalized with valuable, non-salesy information tailored specifically to the recipient.- Lists - Allow saving target account and contact searches which improves efficiency over manual searching every day.- Account IQ - AI-powered suggestions and insights coming soon to Sales Navigator to recommend high-impact account-based strategies.
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Feb 22, 2024 • 11min

S3 E3 - Metrics and Strategies that DRIVE YOUR REVENUE I Daniel's Digest

In this episode, the KING of Social Selling, Daniel Disney, digs into the important but often challenging topic of how to measure the effectiveness of social selling activities. He provides tangible strategies for tracking revenue and opportunities generated via social selling platforms like LinkedIn.Key Discussion Points:- The most critical metric to track is total sales revenue originating from social selling activities (00:02:14). Capture this data in your CRM by customizing lead source fields.- Also track the number of new opportunities generated via social platforms over time (00:04:03). Again, leverage your CRM to capture this.- Use LinkedIn's built-in Social Selling Index (SSI) as an additional tracking metric for social selling success. This index rates your overall social selling effectiveness on LinkedIn on a score out of 100 (00:05:40).- Try to track specifics beyond general social selling metrics where possible, e.g. opportunities from LinkedIn messages vs posts, inbound vs outbound opportunities (00:08:26). This allows you to dig deeper into what social selling tactics work best.

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