The Social Selling Podcast (Daniel Disney)

Season 2, Ep 1

It’s a real meeting of minds in this, the 9th episode of The Social Selling Podcast! 

Host Daniel Disney covers some social selling truths with Chief Energy Officer - Larry Long Jr!

Larry brings the energy and drive to reenergise sales professionals and leaders. Lessons include the value of giving and building rapport, demonstrating through actions that you care, before you ask for something yourself. If you only lurk and never engage, then you’re a spectator on the sidelines who’s more than likely going to miss the big game!

Daniel and Larry also proclaim their faith in the quote; ‘your network is your net worth' and that the key to producing engaging content lies in authenticity.

Larry Long Jr can be found here: https://www.linkedin.com/in/longjr7/

If you haven't already make sure you check out Gong.io, the biggest revenue intelligence platform out there and one of our amazing sponsors of the podcast. They help your sales teams sell better and sell more. Please also take some time to check out Outreach.io, the world's biggest sales engagement platform, giving your salespeople more time to do what you need and want them doing, selling. Daniel Disney's best-selling book "The Ultimate LinkedIn Sales Guide" is available on Amazon in hardback and Kindle. For information or to enquire about Daniel's international keynote talks, corporate training packages or consultancy, please check out danieldisney.online or email contact@thedailysales.net.

Host Daniel Disney is joined by one of the true masters of social media & all things social selling - It’s the legend that is Ian Moyes! 

Ian has a comprehensive grasp on what's happening right now in social selling arena, and where he thinks things are headed.  If you’re looking for some top advice for sales leaders, and deep insight into what the future has in store for social media, then this episode is well and truly for you!

If you haven't already make sure you check out Gong.io, the biggest revenue intelligence platform out there and one of our amazing sponsors of the podcast. They help your sales teams sell better and sell more. Please also take some time to check out Outreach.io, the world's biggest sales engagement platform, giving your salespeople more time to do what you need and want them doing, selling. Daniel Disney's best-selling book "The Ultimate LinkedIn Sales Guide" is available on Amazon in hardback and Kindle. For information or to enquire about Daniel's international keynote talks, corporate training packages or consultancy, please check out danieldisney.online or email contact@thedailysales.net.

Daniel Disney has a frank and open conservation with LinkedIn guru Niraj Kapur as they discuss the value of sharing personal difficulties, and how personal posts can actually help to boost your brand.

Learn why you should surround yourself with brilliant people, and why you should be open to every opportunity at all times, even when at your lowest.

If you haven't already make sure you check out Gong.io, the biggest revenue intelligence platform out there and one of our amazing sponsors of the podcast. They help your sales teams sell better and sell more. Please also take some time to check out Outreach.io, the world's biggest sales engagement platform, giving your salespeople more time to do what you need and want them doing, selling. Daniel Disney's best-selling book "The Ultimate LinkedIn Sales Guide" is available on Amazon in hardback and Kindle. For information or to enquire about Daniel's international keynote talks, corporate training packages or consultancy, please check out danieldisney.online or email contact@thedailysales.net.

In this episode, social selling expert Daniel Disney shares his top 8 social selling trends for 2024. He provides tips for sales professionals to help them maximize opportunities on LinkedIn as it continues to grow in popularity and noise.

Key Discussion Points:

- The importance of crafting an engaging "hook" in the first 2-3 lines of LinkedIn posts to capture attention (00:00:47)
- Creating micro-communities through smaller niche groups and conversations (00:03:13)
- Overcoming common sales objections proactively through your content (00:05:00)
- Leveraging the new LinkedIn Profile Button premium feature to drive traffic (00:06:32)
- Focusing on providing value and personalization in your content and outreach (00:07:59)

In this episode of the Social Selling Podcast, host Daniel Disney shares how salespeople and businesses can leverage social selling on LinkedIn in as little as 15 minutes per day. He outlines three key activities - growing your network, engaging through comments, and posting valuable content - that listeners can focus on to build their personal brand and generate results.

Main Discussion Points:

- Growing your network: Spend 5+ minutes per day connecting with 5-10 new people to rapidly expand your reach (00:02:08)
- Engaging through comments: Take 5+ minutes to like and thoughtfully comment on 3-5 posts to boost your visibility (00:07:05)
- Posting valuable content: Share 1-2 pieces of helpful content per week, focusing on your audience vs. products (00:09:02)

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.

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.

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

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)

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

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.

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

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

In this episode of the Social Selling Podcast, host Daniel Disney is joined by Jay Schwedelson, founder of Subjectline.com and Guru Media Hub, to discuss LinkedIn newsletters. They explore how LinkedIn newsletters work, why they beat the algorithm, tips for creating compelling newsletters, and more. Listeners can expect to learn best practices for leveraging LinkedIn newsletters to grow their audience and engage their connections.

Main Discussion Points:

- How LinkedIn newsletters differ from regular posts and why they have higher visibility and subscriber rates

- Tips for creating an attention-grabbing newsletter name and compelling subject lines

- Using AI tools like Gemini to easily create newsletter content from existing assets like videos

- Ideas for developing newsletter content like surveying your audience and repurposing existing posts and comments

- The importance of avoiding a hard sales pitch and focusing on value and relationship building

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

In this episode, host Daniel Disney interviews Tom Boston about using humor in LinkedIn social selling and personal branding. Tom shares his journey from starting as an SDR to building a personal brand around humor and comedy sketch videos. They discuss how humor helps create rapport in sales, how anyone can tap into problems their customers face to create entertaining yet relatable content, and tips for getting started with posting creative content on LinkedIn.

Key Discussion Points:

- Why Tom started posting humorous content on LinkedIn to build familiarity as an SDR cold calling prospects

- How using your existing interests and skills can lead to unique and engaging content

- Overcoming objections that "my industry is boring" or "my prospects won't like silly content"

- Humor being an integral part of building relationships in sales, not just for social media

- Learning through practice - start simple and persist to improve over time

- Focusing on value for the viewer rather than overly slick production

- The importance of believing in yourself and having confidence to start

Guest Bio:
Tom Boston is a LinkedIn Top Voice and Brand Manager at Salesloft. "Making Sales Fun," he creates entertaining videos that highlight sales problems and frustrations. His content entertains over 300,000 followers.

In this episode of the Social Selling Podcast, host Daniel Disney is joined again by sales expert Benjamin Dennehy, commonly known as "The UK's Most Hated Sales Trainer." They have an in-depth discussion about how artificial intelligence and automation are impacting sales roles, especially cold calling. They talk about the future of AI potentially replacing certain sales functions and how salespeople need to focus on continuously developing their skills to stay competitive.


Main Discussion Points:

- How AI and automation will impact sales roles, especially cold calling
- AI's potential to fully replace certain sales functions in the future
- The need for salespeople to continuously develop their skills to stay competitive
- Issues with how some sales teams focus too much on activity metrics rather than having quality conversations
- The importance of finding and qualifying the right prospects instead of trying to sell to anyone
- How the perception and professionalization of sales needs to evolve to attract top talent


Guest Bios:
Benjamin Dennehy - A sales trainer and LinkedIn expert. Known for his telephone prospecting programs. Founder of the Sales Matrix for sales training courses.

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

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 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.

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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, 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.

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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 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.

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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.

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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, 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.

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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, 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.

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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 discusses how to create content on LinkedIn that resonates with YOUR target customers! He emphasizes the importance of understanding what types of content and topics your prospects and customers are interested in, instead of guessing or assuming.

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Best Moments:

(01:01) What do your customers actually want you to post on LinkedIn?

(02:03) How to find out what your customers want: Analyze their LinkedIn activity

(02:46) Look for 1) the formats of content they engage with, and 2) the subjects they're interested in

(04:24) Example: If customers prefer video content about AI's impact on your industry

(05:22) Ways to create content based on customer preferences (share expert content, interviews, etc.)

(06:23) Look at other social networks and company content for additional insights

(07:02) Build a content strategy tailored to customer preferences

(08:50) Changing your mindset about content on LinkedIn will impact engagement

(09:51) Don't guess what customers want; find out through research.

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.

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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

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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.

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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.

In this episode, host Daniel Disney discusses whether LinkedIn's Sales Navigator tool is ACTUALLY worth the money. He also provides insights on how to determine if it's the right investment for you or your team.

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Best Moments:

(02:36) How your LinkedIn Sales Navigator is like a gym membership

(04:44) The importance of learning how to properly use Sales Navigator

(06:38) Committing to using Sales Navigator consistently and building it into your system

(07:40) Considering what you are selling and who your target customers are

(08:15) Evaluating how your team is currently using LinkedIn

(09:24) Earning the opportunity to use Sales Navigator by being active on LinkedIn first

(10:29) Individuals investing in Sales Navigator themselves to prove ROI

(11:36) Sales Navigator is worth the money if you use it to its full potential — if you have questions about it, DM Daniel on LinkedIn to get his help!

In this episode, host Daniel Disney interviews Brandon Bornancin, the CEO of Seamless.AI and a 5-time best-selling author.

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Best Moments:

(02:36) Brandon shares his sales journey and the inspiration behind Seamless.AI

(07:57) The impact of social media on Brandon's sales approach

(15:07) Advice on investing in studio space and camera equipment for content creation

(19:04) The importance of creating hooks to stand out on social media

(23:36) Brandon discusses his new book "The Power of Going All In"

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Guest Bio:

Brandon Bornancin is the CEO of Seamless.AI, a 5-time best-selling author, and one of the most impactful and influential people in sales.

He has helped over 1 million salespeople book 28 million appointments and sell over $1 billion in revenue through his company's AI-powered sales lead generation platform. Brandon is also the author of the recently released book "The Power of Going All In," which teaches leaders and entrepreneurs the secrets to achieving their goals and becoming unstoppable.

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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.

In this episode, host Daniel Disney discusses a controversial topic — who owns your LinkedIn profile. Is it you as an individual, your company, or LinkedIn itself?

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Best Moments:

(01:31) Companies sometimes ask or tell employees what to do on LinkedIn — do they have the right?

(04:50) Daniel's advice: Companies shouldn't dictate but guide, support, and coach employees on using LinkedIn beneficially

(05:17) Some leaders worry about training employees who might then leave, but not training risks missed opportunities

(06:03) Technically, LinkedIn owns the platform and your profile data

(07:16) As an individual, you should have control over your profile, not your company

(08:10) But it's in your interest to optimize your profile per company guidance for mutual benefit

(09:22) Using LinkedIn productively helps you build your brand and potentially opens future doors

(10:01) You should be open-minded to your company's guidance on getting the most out of LinkedIn

(10:21) Successful social sellers find success under their company's umbrella, not by going solo

In this episode, host Daniel Disney sits down with Morgan J Ingram, a true legend in the sales space and an absolute expert in social selling and LinkedIn.

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Best Moments:

(01:53) Morgan shares how he got started creating content on YouTube after being inspired by Ralph Barsi and Gary Vaynerchuk

(06:53) Advice for salespeople who might not feel comfortable recording videos or creating content

(08:56) The importance of companies providing resources and space for their salespeople to create content

(11:48) Morgan's thoughts on the booming B2B influencer marketing space and the different stages of influencers

(19:25) The need for education and transparency in influencer marketing to ensure success

(23:23) The evolution of influencer marketing from single posts to long-term partnerships and subject matter experts

(29:25) Morgan's perspective on influencer marketplaces and the potential risks and opportunities they present

(35:45) Daniel and Morgan discuss their journey as early adopters of social selling content and the importance of longevity and authenticity

(39:24) Staying humble and grounded despite the success and attention that comes with creating content

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Guest Bio:

Morgan J Ingram is a true sales legend, genuine sales navigator expert, and B2B sales influencer. With a long-standing career in sales and social selling, Morgan has trained thousands of sales professionals worldwide. He is at the forefront of the B2B influencer marketing space, working with leading brands to create effective influencer campaigns.

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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.

In this episode, host Daniel Disney dives deep into the world of social selling on LinkedIn with Mason Cosby,  Founder of Scrappy ABM. They share real insights and strategies that are working successfully for generating revenue through LinkedIn.

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Best Moments:

(03:01) Mason shares how he got started on LinkedIn by connecting with his target accounts and engaging with their content

(06:11) He emphasizes the importance of adding value through comments and building relationships

(11:41) Mason's strategy is to be helpful and present, so when prospects have a problem, they naturally reach out to him

(13:11) He recommends creating interesting conversations online and taking them "offline" to build deeper connections

(14:11) Mason shares how he ran a marketing careers podcast to establish himself as a valuable resource for his target accounts

(17:03) He spends about 30 minutes a day commenting on 15-20 people's content, focusing on prospects, pipeline opportunities, and customers

(19:02) Consistency is key, and Mason acknowledges the challenges of maintaining it through job transitions

(24:14) He advises treating social selling as a side hustle initially, as it may take 6-9 months to see results

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Guest Bio:

Mason Cosby is a successful social seller who has generated over $3 million in revenue in 3 years exclusively through LinkedIn. Despite not having viral content or a massive following, his strategic approach of building relationships and providing value has proven to be highly effective.

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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.

In this episode of "The Social Selling Podcast," host Daniel Disney dives into the magic of LinkedIn posts that convert the most sales leads and revenue. He shares insights, tips, and techniques that are sure to elevate your social selling game on LinkedIn.

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Best Moments:

(00:29) Understanding the power of a LinkedIn job announcement

(02:03) Leveraging LinkedIn’s native templates for job announcements

(02:21) Three big tips for crafting engaging job announcements

(03:18) Step 2: Messaging your likers and commenters

(03:50) Automating your out-of-office responses on LinkedIn

(05:37) The limitations of scaling job announcements

(05:48) The highest ROI content type: Articles and Newsletters

(06:34) Why articles and newsletters convert so well

(08:05) Example of a high-converting article format

(09:07) Best practices for writing articles and newsletters

(09:45) Consistent results from various LinkedIn content types

In this episode, host Daniel Disney discusses what to do if your target customers are not active on LinkedIn.

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Best Moments:

(01:13) Addressing the common objection of "What if my customers aren't on LinkedIn?"

(02:20) If customers are truly not on LinkedIn, explore other channels

(02:50) Using the example of CFOs in the pharmaceutical industry

(04:20) Looking at the teams and other departments, even if the decision-maker is not active

(06:04) A story of using LinkedIn to reach a CTO through a salesperson's engagement

(08:13) Exploring other social networks or channels where customers may be more active

(09:24) Avoiding personal channels like Facebook/Instagram for prospecting

(10:08) Conducting a test to assess the activity levels of prospects and customers

(11:06) Adapting your content strategy based on who is more active on LinkedIn

In this episode, host Daniel Disney dives into the strategies and techniques for creating viral content on LinkedIn.

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Best Moments:

(00:40) Defining what classifies as viral content on LinkedIn

(01:43) Explaining the different levels of virality on LinkedIn

(05:23) The importance of creating relevant viral content that translates to results

(08:20) The key components of viral content: relevancy and quality

(09:03) The single most important component of viral content: timing

(11:20) Tips for creating viral content on LinkedIn

In this episode, host Daniel Disney interviews Richard van der Blom, an expert in the social selling space and known for his algorithm reports on LinkedIn.

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Best Moments:

(02:04) Discussing the noisy LinkedIn training space and finding the best experts

(04:50) Understanding the LinkedIn algorithm and the importance of Richard's algorithm reports

(14:33) The trend of influencers getting challenged by business experts on bold statements

(18:48) The impact of content trends and the community's response to overused tactics

(24:05) The difference between LinkedIn training and social selling training

(27:35) Closing thoughts on building trust and credibility for effective social selling

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Guest Bio:

Richard van der Blom is a renowned expert in the social selling space, recognized for his extensive research and insights into the LinkedIn algorithm. He publishes annual algorithm reports that provide data-driven analysis and guidance for optimizing content and engagement on the platform. With a deep understanding of social selling strategies, Richard is highly respected in the industry for his valuable contributions and thought leadership.

=====================================================

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.

In this episode, host Daniel Disney is joined by fellow creator and sales meme extraordinaire, Will Aitken. They dive deep into the power of humor and memes as part of an overall social selling strategy, discuss the importance of creating diverse content, and share tips for building confidence in video creation.

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Best Moments:

(02:15) The importance of having a sense of humor in sales and understanding customer pain points

(03:37) Exploring the strategy of using varied content types, including memes, skits, educational pieces, and more

(05:33) Will's journey into video content creation, starting with phone-recorded videos and progressing to studio equipment

(07:54) Tips for building confidence and overcoming fear when creating video content

(10:22) The power of commenting on others' content as a way to hone your voice and perspective

(12:09) Balancing personal and professional content, showing your human side while maintaining credibility

(14:17) Daniel's approach to consistently creating content without burnout by treating it as a hobby initially

(16:07) Advice for those hesitant to create video content, emphasizing practice and learning from others

(19:43) The importance of enjoying the content creation process rather than forcing it for external rewards

(22:01) Discussion around Daniel's recent experiment inviting people to cold call him and the creative approaches some took

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Guest Bio:

Will Aitken is a fellow sales meme creator, content creator, and social seller. Known for his consistent and engaging presence on LinkedIn, Will has proven to be one of the best at creating relatable and humorous meme content for the sales community.

=====================================================

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.

In this episode, host Daniel Disney dives into the secrets of crafting InMail templates that get you replies and generate sales opportunities!

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Best Moments:

(00:40) Daniel introduces the episode's topic: InMail templates that get replies and generate sales opportunities

(01:10) Explaining why most InMails don't work - they're not personalized and are often spammy sales pitches

(05:41) Daniel offers to share the physical copies of the templates with listeners

(06:01) Template 1: The Article Template - Positioning yourself as an industry expert and seeking insights for an article

(10:03) Template 2: The ROI Template - Highlighting a specific ROI or success story achieved for a client

(11:34) Template 3: The Referral Template - Leveraging a referral or mutual connection to initiate the conversation

(12:47) Summarizing the three templates and emphasizing the importance of personalization

In this episode, host Daniel Disney reveals the untapped potential of leveraging LinkedIn on weekends to boost your social selling efforts.

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Best Moments:

(01:45) Focusing on content and messaging for weekend LinkedIn efforts

(02:14) Highlighting that 70% of people use LinkedIn on weekends and reply to messages

(05:13) Messaging on weekends can be effective for reaching prospects

(10:23) Scheduling content in advance for weekends is a no-brainer strategy

(12:01) Encouraging listeners to test out weekend LinkedIn strategies and see what works

In this episode, host Daniel Disney is joined by marketing expert Brianna Doe, founder of Verbatim, to explore the transformative power of storytelling in sales and marketing. Together, they discuss actionable strategies for crafting engaging stories that resonate with audiences and drive business success.

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Best Moments:

(00:53) Why Storytelling Matters: Daniel and Brianna delve into why storytelling is crucial for effective sales and marketing

(02:18) Brianna's Journey: Finding her voice on LinkedIn and how storytelling shaped her career

(03:34) Storytelling Tips: How to keep your narrative focused and engaging

(07:04) Generating Content Ideas: Brianna shares her process and the importance of easing the pressure in personal branding

(12:53) Cross-Functional Understanding: The benefits of sales and marketing teams experiencing each other's roles for better alignment

(15:50) Balancing Content: Finding the right mix of personal and professional content in building a personal brand

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Guest Bio:

Brianna Doe is the founder of Verbatim, a marketing agency dedicated to storytelling and content creation. With a rich background in film and screenwriting, Brianna helps brands and individuals discover their authentic voices and connect with their audiences through powerful narratives.

=====================================================

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.

In this episode, host Daniel Disney is joined by David Walsh, the founder and creator of Limelight, a pioneering B2B influencer marketplace. Together, they open the hood to explore the evolving world of B2B influencer marketing and how companies can effectively partner with LinkedIn creators to boost brand visibility and drive growth.

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Best Moments:

(02:22) David explains how Limelight connects companies with micro-influencers for impactful business partnerships

(05:49) Discussing the risks of B2B influencer marketing and the importance of identifying genuine influencers

(09:01) Why storytelling and authenticity in influencer content lead to more successful campaigns

(14:31) The trend of companies encouraging employees to build personal brands as internal influencers

(19:33) Practical advice for companies new to influencer marketing, including research, setting expectations, and trial periods

(25:24) The benefits of giving influencers creative freedom while ensuring alignment with brand goals

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Guest Bio:

David Walsh is the founder and creator of Limelight, a leading B2B influencer marketplace that connects companies with LinkedIn creators for strategic partnerships. With a focus on authentic content and storytelling, Limelight helps brands enhance their presence and reach through influencer collaborations.

=====================================================

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.

In this episode, host Daniel Disney is joined by the innovative marketer Mark Jung to explore creative strategies for engaging prospects and building meaningful connections on LinkedIn. Mark shares his unique approaches to social selling, including how he uses humor, personalization, and AI to stand out in the crowded digital landscape.

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Best Moments:

(03:22) Mark shares how he initially connected with Daniel using humor and memes, demonstrating the power of creative outreach

(05:54) A discussion on the importance of being authentic and personalized in sales interactions

(09:56) Mark explains the concept behind the "Hot Sauce Sales Show" and how it engages prospects in a fun, memorable way

(14:02) The duo discusses the impact of putting in extra effort to create meaningful connections with prospects

(18:41) Using AI to enhance research and personalization in social selling

(21:48) Leveraging competitor reviews as a unique angle for outreach

(23:31) The importance of aligning sales and marketing efforts for more effective social selling

(24:26) The story behind the "safe word" during their hot sauce show

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Guest Bio:

Mark Jung is a marketing expert and creative strategist with a background in management consulting and tech startups. He has built some of the fastest-growing media arms, scaled two startups to hypergrowth, and co-founded AuthorityB2B with Daniel Murray, where they help clients grow on LinkedIn.

Known for his innovative social selling tactics, Mark is passionate about creating engaging content and building authentic connections in the B2B space.

=====================================================

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.

In this episode, host Daniel Disney dives into the world of AI and its transformative impact on LinkedIn and social selling. He introduces four essential AI tools that can help salespeople save time, personalize their approach, and boost their results.

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Best Moments:

(01:02) Daniel sets the stage for the discussion on how AI is revolutionizing social selling

(02:39) How Twain enhances LinkedIn messaging and connection requests with personalized touches

(06:13) Taplio's content creation and scheduling capabilities

(07:41) How ChatGPT generates content ideas and streamlines your creative process

(09:06) LinkedIn's own AI offering through Sales Navigator and how it can aid in account intelligence

(10:36) AI is a tool to enhance, not replace, human efforts in social selling

In this episode, host Daniel Disney sits down with Laura Erdem to talk about the crucial alignment between sales and marketing, data-driven strategies, and the importance of effective team collaboration.

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Best Moments:

(02:33) Taking digital relationships offline and navigating the world of in-person meetups

(04:40) Managing perceptions in social selling

(11:35) Challenges around sales and marketing alignment, with a special focus on data sharing

(14:39) The role of technology in data tracking and measurement, and how it's changing the landscape

(19:56) How communication between sales and marketing teams is essential for overall success

(23:01) Leadership in fostering alignment and transparency across teams

(24:50) The mutual dependence of sales and marketing for achieving business success

=====================================================

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.

In this episode, host Daniel Disney dives into three common practices on LinkedIn that he finds frustrating and potentially harmful to the user experience. He explains why these behaviors could negatively affect both personal branding and the platform's credibility.

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Best Moments:

(02:29) The downside of engagement pods and how they distort genuine interaction on the platform

(06:42) The trend of using personal struggles, health issues, or victim stories for engagement, and why it's problematic

(09:50) How users sharing inflated success stories or fake figures can undermine trust and authenticity on LinkedIn

In this episode of The Social Selling Podcast, host Daniel Disney interviews Lauren Langstaff-Roberts about leveraging LinkedIn for recruitment and personal branding. They discuss strategies for building a personal brand, the importance of LinkedIn profiles for job seekers, and how companies can use social media to attract talent.

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Key Discussion Points:

(05:02) Lauren's journey of building her personal brand on LinkedIn.

(07:58) The importance of personal branding for job seekers.

(14:49) How companies use LinkedIn to evaluate candidates.

(19:05) The competitive job market and standing out as a candidate.

(22:36) Wiser's approach to building a company brand on LinkedIn.

(25:49) Tips for getting started with personal branding.

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Guest Bio:
Lauren Langstaff-Roberts is a recruitment professional with extensive experience in leveraging LinkedIn for talent acquisition. She works at Wiser Elite, a company known for its strong brand presence and community-building initiatives in the sales industry. Lauren has successfully built her personal brand on LinkedIn, combining her background in acting with her recruitment expertise to create engaging content and build meaningful connections in the professional world.

=====================================================

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.

In this episode of The Social Selling Podcast, host Daniel Disney shares insights on how to make serious money as a LinkedIn influencer. He draws from his 8 years of experience in influencer marketing on LinkedIn to provide valuable advice for those looking to monetize their LinkedIn presence.

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Key Discussion Points:

(01:04) Introduction to making money as a LinkedIn influencer.

(02:28) Determining if your audience is valuable.

(03:28) The importance of promoting products you believe in or have experience with.

(05:48) The significance of audience engagement.

(07:02) How to approach companies for influencer partnerships.

(09:06) Pricing strategies for influencer content.

(11:37) Tracking and measuring results from influencer marketing.

(13:06) Leveraging your influence within your own company.

In this episode of The Social Selling Podcast, host Daniel Disney discusses the differences between influencers and thought leaders on LinkedIn, breaking down the journey of personal branding into three distinct levels.

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Key Discussion Points:

(01:06) Introduction to the debate between influencers and thought leaders.

(01:35) Historical context of thought leaders and influencers on LinkedIn.

(03:24) Three levels of personal branding on LinkedIn.

(04:05) Definition and characteristics of an influencer (Level 2).

(05:15) Explanation of thought leadership (Level 3) and its requirements.

(07:52) Breakdown of the three stages: personal brand, influencer, and thought leader.

(08:39) Importance of having a roadmap for personal branding growth.

(09:44) Daniel's personal journey through the three stages.

(10:33) Emphasis on long-term strategy and continuous growth.

=====================================================

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.

In this episode of The Social Selling Podcast, host Daniel Disney welcomes John Maguire to discuss the evolution of sales, LinkedIn strategies, and the importance of video content in social selling.

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Best Moments:

(03:01) John's journey in sales and the evolution of the industry

(06:26) The importance of personal branding on LinkedIn

(08:24) Balancing professional and personal content on LinkedIn

(12:03) Leadership strategies for supporting sales teams

(15:52) John's experience with creating video content for LinkedIn

(20:59) Tips for building confidence in video creation

(24:11) The power of social selling through personal content

(25:29) Exploring equipment options for team video content

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Guest Bio:
John Maguire is a seasoned sales leader with extensive experience in the IT sector. He currently serves as a sales executive at SugarCRM, where he leads the EMEA team. John is passionate about embracing new technologies and strategies in sales, including social selling and video content creation. He advocates for a balanced approach to work and life, encouraging his team to prioritize well-being alongside professional growth.

=====================================================

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.

In this episode of The Social Selling Podcast, host Daniel Disney explores the rising trend of B2B influencer marketing on LinkedIn. He discusses the potential benefits for companies and provides insights on how to effectively implement an influencer marketing strategy.

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Best Moments:

(01:00) Introduction to the topic of hiring LinkedIn influencers for product promotion

(02:35) Identifying the right influencers to work with

(04:50) The importance of finding influencers with relevant experience and audience

(06:45) Collaborating with influencers on content creation

(08:20) Measuring and tracking the success of influencer campaigns

(09:34) Researching and finding potential influencers in your industry

(10:40) The long-term approach to influencer partnerships

(11:48) The current state of B2B influencer marketing and its future potential

In this episode of The Social Selling Podcast, host Daniel Disney interviews Vin Matano, a successful B2B influencer who recently launched his own business. They discuss the journey of becoming a B2B influencer, building a personal brand, and the future of B2B influencer marketing.

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Best Moments:

(00:58) Vin's journey from sales to influencer to entrepreneur

(03:27) The power of building in public and accountability

(05:53) Lessons learned in building a community on LinkedIn

(10:06) The rise of B2B influencer marketing

(16:11) How to become a B2B influencer

(21:26) Tips for starting to build a personal brand on LinkedIn

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Guest Bio: Vin Matano is a successful B2B influencer who has transitioned from a sales career to launching his own business. He has built a strong personal brand by sharing content about his professional journey, particularly in sales and tech sales. Vin is now focusing on B2B influencer marketing and building his business in public, sharing his experiences and insights along the way.

=====================================================

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.

In this episode of The Social Selling Podcast, host Daniel Disney shares three effective strategies to boost engagement on LinkedIn. He also discusses general factors that influence engagement and provides additional tips for long-term success on the platform.

Best Moments:

(01:04) Introduction to the topic of boosting LinkedIn engagement

(01:39) Explanation of how the LinkedIn algorithm affects engagement

(01:53) Discussion on the importance of dwell time for content visibility

(02:30) The impact of audience size on engagement potential

(04:42) First tip: Comment on other people's posts before, during, and after sharing content

(06:06) Second tip: Reply to comments within your post quickly to keep the conversation going

(08:33) Third tip: Find and connect with the most active LinkedIn users (for Sales Navigator users)

(10:24) Additional factors for boosting engagement: consistency and growing your network

(10:41) Recommendations for posting frequency and network growth

In this episode of The Social Selling Podcast, host Daniel Disney discusses the growing concern of AI taking over LinkedIn. He explores the potential challenges and implications of increased AI-generated content and engagement on the platform.

Best Moments:

(01:37) Problem 1: Increasing AI-generated content on LinkedIn

(02:05) Problem 2: AI-generated comments and engagement

(02:58) The difficulty for LinkedIn to police AI-generated content

(04:18) Potential solutions: Declaring AI-generated content and platform monitoring

(05:54) Challenges with AI-generated comments and LinkedIn's AI message prompts

(07:03) The need for transparency in AI-generated content and engagement

(07:43) Proper use of AI tools for content creation

(09:10) The importance of maintaining authenticity and personal brands

(10:29) Call for ongoing discussion about AI's role on LinkedIn

In this episode of The Social Selling Podcast, host Daniel Disney dives into the ongoing debate between cold calling and social selling in the sales industry. Drawing from his personal experience and a case study comparing cold calling and LinkedIn InMails, Daniel offers valuable insights on the effectiveness of both approaches.

Best Moments:

(00:55) Introduction to the "biggest fight in sales": cold calling vs. social selling

(01:15) Daniel's background in traditional selling and transition to social selling

(02:26) Initial resistance to social selling from traditional salespeople

(03:06) A study comparing 100 cold calls to 100 LinkedIn InMails

(05:04) Importance of proper social selling techniques vs. spammy InMails

(07:23) The value of using multiple sales approaches, including both cold calling and social selling

(08:08) The irony of former social selling critics now relying on LinkedIn for business

(09:28) Effectiveness of various sales methods when done correctly

In this episode of The Social Selling Podcast, host Daniel Disney discusses the future of social selling, based on his extensive experience in the field since its early days. He shares insights, predictions, and actionable recommendations for staying ahead as social selling continues to evolve.

Best Moments:

(00:58) Introduction to the topic of the future of social selling

(01:14) Brief history of social selling and Daniel's early involvement

(03:46) The impact of AI on social selling

(05:59) The growing importance of video content in social selling

(09:16) The trend towards 24/7 activeness on LinkedIn

(10:39) The increasing value of personal branding and B2B influencer marketing

In this episode of The Social Selling Podcast, host Daniel Disney shares the story behind the LinkedIn message that won him a £1,000,000 (approximately $1,200,000) sale. He breaks down the key components of effective LinkedIn messaging and provides insights into his successful approach to social selling.

Best Moments:

(01:30) Overview of Daniel's books on LinkedIn messaging

(02:25) The importance of messaging the right people

(03:53) Being confident in articulating your value proposition

(05:04) The significance of connecting with prospects on LinkedIn

(06:30) Providing value before sending a sales message

(07:24) Breakdown of the million-pound LinkedIn message

(08:37) The prospect's response and follow-up process

(09:24) Winning the deal against larger competitors

(10:39) Comparison to typical spammy LinkedIn messages

(11:16) Promotion of "The Ultimate LinkedIn Messaging Guide" book

In this episode of The Social Selling Podcast, host Daniel Disney makes a compelling case for why CEOs and senior leaders should be actively building their personal brands on LinkedIn. He addresses common objections, outlines the benefits, and provides practical steps for getting started.

Best Moments:

(01:00) The importance of CEOs and senior leaders being active on LinkedIn

(02:08) Addressing the "too busy" objection

(03:14) Options for building a personal brand: outsourcing vs. doing it yourself

(06:11) Benefits of building a personal brand on LinkedIn

(10:22) Three key activities for building a personal brand

(11:58) The growing importance of LinkedIn for influencer marketing

In this episode of The Social Selling Podcast, host Daniel Disney discusses the best times to send LinkedIn messages to increase the chances of getting positive responses. He explores how LinkedIn has evolved from a Monday-to-Friday, 9-to-5 platform to a 24/7 platform, and provides insights into three core message time zones for effective communication.

Best Moments:

(01:51) Evolution of LinkedIn from a 9-to-5 platform to a 24/7 platform

(03:57) Core working week messaging (Monday to Friday, 9-to-5)

(06:35) Messaging outside of working hours during the corporate week

(09:25) Weekend messaging effectiveness

(10:44) Balancing work hours and testing different messaging times

(12:29) Importance of testing and adapting messaging strategies

In this episode of The Social Selling Podcast, host Daniel Disney tackles the controversial topic of LinkedIn pods. He explains what LinkedIn pods are, how they work, and discusses their potential benefits and drawbacks. Daniel provides his insights on whether using pods is a good strategy for growing your presence on LinkedIn and encourages listeners to share their thoughts.

Best Moments:

(00:55) Introduction to the topic of LinkedIn pods

(01:18) Definition and explanation of LinkedIn pods

(02:06) The potential price of using pods: reputation damage

(02:35) LinkedIn’s efforts to combat artificial engagement

(03:25) Understanding the temptation to use pods

(04:01) The potential drawbacks of using pods for business growth

(05:38) The lack of long-term benefits from using pods

(06:16) How pods discourage creativity and content improvement

(07:57) Daniel’s thoughts on pods and invitation for listener feedback

(08:56) Comparison to AI-generated content disclosure

(10:31) Call for continued conversation on the topic of LinkedIn pods

In this episode of The Social Selling Podcast, host Daniel Disney discusses the upcoming trends for LinkedIn in 2025, focusing on the resurgence of video content on the platform. He explores LinkedIn's renewed emphasis on video, including the introduction of a new video tab on the mobile app and the shift towards short-form, portrait-style videos similar to TikTok. Daniel provides insights on how salespeople and businesses can leverage these developments to enhance their LinkedIn presence.

Best Moments:

(00:58) Introduction to the topic of LinkedIn trends for 2025

(01:13) The first wave of video content on LinkedIn 5-6 years ago

(01:55) Introduction of the new video tab on LinkedIn's mobile app

(02:34) Emphasis on portrait-style videos similar to TikTok

(03:57) LinkedIn's focus on short-form video content

(04:34) Insider information on LinkedIn's plans for video in 2025

(05:45) The opportunity for salespeople and businesses to leverage video content

(06:33) Encouragement for those hesitant to create video content

(08:04) Tips for preparing and practicing video content creation

(09:33) The importance of consistency in video content

(10:31) Recap of the potential for video content on LinkedIn in 2025

In a recent episode of The Social Selling Podcast, host Daniel Disney dives into the significant change on LinkedIn—the removal of the platform's yellow top voice badges. This episode sheds light on the evolution of LinkedIn's recognition system, discusses the value and credibility issues associated with these badges, and what their removal means for users.

Key Discussion Points:

(01:05) Detailed explanation of the original blue LinkedIn top voice badge

(02:36) Introduction and explanation of the newer yellow top voice badges

(03:40) Insight into the process and criteria for obtaining a yellow top voice badge

(04:38) Discussion on the credibility issues associated with the yellow badges

(06:05) LinkedIn's official announcement regarding the removal of yellow badges

(06:35) Daniel's personal opinions on the impact and implications of this change

(08:22) Consideration of potential improvements for the remaining blue logo badges

(09:16) Suggestions for alternative systems of recognition that LinkedIn could consider

(10:44) Closing thoughts on the farewell to yellow top voice badges and what's next

In a particularly insightful episode of The Social Selling Podcast, host Daniel Disney tackles a common concern among salespeople: what to do when your customers aren't active or present on LinkedIn. Daniel outlines practical strategies for engaging potential customers through alternative routes and enhancing one's presence on LinkedIn.

Key Discussion Points:

(01:25) Understanding the two types of prospects not on LinkedIn: those who are physically absent and those who are inactive.

(02:46) The importance of considering future possibilities, such as prospects eventually joining LinkedIn.

(03:46) Hypothetical scenario where the target is a VP of Sales who isn’t on LinkedIn.

(04:15) Strategy 1: Targeting other team members of the prospect who might be active on LinkedIn.

(05:41) Strategy 2: Broadening the search to other departments within the company to find connectable points.

(06:31) Strategy 3: Exploring other social networks where the prospect may be more active.

(08:19) Strategy 4: Utilizing introductions and referrals through mutual connections to reach the prospect.

(09:03) Strategy 5: Continually building and refining your personal brand on LinkedIn to attract prospects indirectly.

In this episode of The Social Selling Podcast, host Daniel Disney shares three valuable LinkedIn hacks to generate new sales opportunities that many salespeople and businesses are missing out on. Originally discussed during a private coaching session, these strategies are now being shared with a wider audience to help you leverage LinkedIn more effectively for sales success.

Best Moments:

(01:49) Outstanding Connection Requests: How to find and leverage them

(07:46) No Replies: The importance of follow-ups and different approaches

(09:39) Referrals: Tapping into existing customers for new opportunities

In this insightful episode of The Social Selling Podcast, host Daniel Disney, a renowned expert in LinkedIn and social selling, unveils part one of his two-part series on the top social selling trends for 2025. Leveraging his history of accurate trend predictions, Daniel outlines what sales professionals and businesses can expect in the near future and how to prepare for these changes on LinkedIn and other platforms.

Key Highlights:

(01:07) Introduction to Daniel's Proven Predictions: A look back at his track record for foresight in social selling.

(02:26) Year of Video: A nod to the increasing dominance of video content on LinkedIn, briefly mentioned as a continuing trend from previous discussions.

(02:54) Credibility in Personal Branding: The critical importance of building and maintaining a credible personal brand on social platforms.

(06:03) Emergence of Social Selling Tech Stacks: How technology is increasingly integrated into social selling strategies.

(07:36) The Art of the Hook in Content: Techniques for crafting engaging hooks that capture attention and enhance engagement on LinkedIn.

(08:38) Ethical and Effective Use of AI in Social Selling: Guidelines for integrating AI tools into social selling to enhance, not replace, the human touch.

In this engaging second part of a two-part series on The Social Selling Podcast, host Daniel Disney, continues exploring the evolving landscape of LinkedIn and its implications for social selling in 2025. Building on the foundational trends discussed in the first episode, Daniel focuses on four specific developments that sales professionals should leverage for success.

Key Highlights:

(01:38) Rise of Influencer Marketing on LinkedIn: Insight into how influencer marketing is expected to grow on LinkedIn, and strategies for either becoming an influencer or leveraging existing influencers in the industry.

(04:41) Value of Commenting: The increasing importance of commenting on posts as a critical engagement tool and its impact on visibility and network growth.

(05:59) Elevated Standards for Direct Messages: How the quality of direct messaging on LinkedIn needs to evolve to cut through the noise, focusing on personalization and value-driven communication.

(07:49) Reduced Organic Reach: A strategic discussion on the anticipated decrease in free organic reach on LinkedIn, urging a shift towards more paid and targeted strategies to maintain visibility and network growth.

In this episode of The Social Selling Podcast, host Daniel Disney explores how marketers can collaborate with sales teams to enhance social selling results, especially on LinkedIn. He highlights strategies for bridging the gap between marketing and sales through effective social selling approaches.

Best Moments:

(00:57) Introduction to the topic of marketing and sales collaboration for social selling
(01:33) LinkedIn as a bridge between marketing and sales
(02:35) Ways marketers can help sales teams leverage LinkedIn
(03:04) Content creation training for salespeople
(04:11) The importance of marketers being skilled in LinkedIn content creation
(05:14) Copywriting skills and their application to social selling
(06:16) Unlocking creativity in salespeople
(07:21) Conversion messaging techniques for LinkedIn profiles and content
(08:42) Encouraging marketing departments to upskill in LinkedIn if necessary
(09:38) The benefits of sales and marketing collaboration through social selling

In this episode of The Social Selling Podcast, host Daniel Disney discusses the three essential things to do before investing in LinkedIn Sales Navigator. He emphasizes the importance of leveraging LinkedIn's free features to their full potential before committing to the paid tool.

Best Moments:

(01:24) The importance of building a personal brand before using Sales Navigator
(04:05) Sharing valuable content as a key strategy for LinkedIn success
(05:59) Growing a valuable network on LinkedIn
(07:22) The limitations and potential drawbacks of InMails
(08:35) The benefits of direct messaging on LinkedIn versus using InMails
(09:41) Leveraging LinkedIn's full potential before investing in Sales Navigator

In this episode of The Social Selling Podcast, host Daniel Disney shares three key priorities for achieving LinkedIn success in 2025. He emphasizes taking advantage of LinkedIn’s organic growth opportunities before the platform shifts further toward pay-to-play.

Best Moments:

(01:20) Priority 1: Growing your network
(04:43) Priority 2: Becoming visible by posting content
(06:56) Priority 3: Commenting on posts
(09:39) Breaking down the three activities into a 15-minute daily routine
(10:58) Final tip: Scheduling LinkedIn activities in your calendar

In this episode of The Social Selling Podcast, host Daniel Disney tackles a common LinkedIn question: how often should you post? Daniel shares actionable advice for individual profiles and company pages, focusing on the balance between consistency and quality in content creation.

Best Moments:

(01:10) The importance of posting frequency on LinkedIn
(02:03) Recommendations for individual profile posting frequency
(03:46) Increasing posting frequency as confidence grows
(04:14) The optimal posting frequency for individual profiles
(07:17) Posting recommendations for company pages
(08:25) Increasing content volume as company page followers grow
(09:37) Examples of content ideas for company pages
(12:08) Mention of Daniel Disney's book with 500 LinkedIn content ideas

In this episode of The Social Selling Podcast, host Daniel Disney uncovers the untapped potential of LinkedIn video messages. He provides a step-by-step guide on how to use this powerful tool to stand out, engage prospects, and build stronger connections in a world dominated by text-based communication.

Best Moments:

(01:01) Introduction to the underutilized power of LinkedIn video messages
(02:33) Addressing the confidence barrier in recording video messages
(03:50) Tips on professional appearance and attire for video messages
(04:59) Importance of background and lighting in video messages
(06:09) Soft skills for recording effective video messages (eye contact, body language)
(07:16) Crafting personalized and valuable message content
(08:39) Follow-up strategies if video messages don't receive a response
(09:26) The potential impact of video messages in 2025 and beyond

Joining Daniel Disney in the first episode of The Social Selling Podcast is the personal branding queen, Sarah Brazier, former SDR at Gong.io and now AE at Gong.io. Sarah has built one of the biggest names for herself within the sales industry on LinkedIn, starting from scratch as a new SDR with no sales experience. In this episode Sarah shares her journey from her very first post, to growing her brand, network and generating business from LinkedIn.

If you haven't already make sure you check out Gong.io, the biggest revenue intelligence platform out there and one of our amazing sponsors of the podcast. They help your sales teams sell better and sell more. Please also take some time to check out Outreach.io, the world's biggest sales engagement platform, giving your salespeople more time to do what you need and want them doing, selling.

Daniel Disney's best-selling book "The Ultimate LinkedIn Sales Guide" is available on Amazon in hardback and Kindle.

For information or to enquire about Daniel's international keynote talks, corporate training packages or consultancy, please check out danieldisney.online or email contact@thedailysales.net.

Joining Daniel Disney in the second episode of The Social Selling Podcast is the audio voice note queen, Holly Allen, BDR at G2. Holly has been at G2 for just over a year yet has built a huge personal brand on LinkedIn, getting recognised at events and growing her engagement on posts into the hundreds. Holly has also learned how to master audio voice notes on LinkedIn, using them to fill her pipeline month after month.

If you haven't already make sure you check out our podcast sponsors, Gong.io, the biggest revenue intelligence platform out there and one of our amazing sponsors of the podcast. They help your sales teams sell better and sell more. Please also take some time to check out Outreach.io, the world's biggest sales engagement platform, giving your salespeople more time to do what you need and want them doing, selling.

Daniel Disney's best-selling book "The Ultimate LinkedIn Sales Guide" is available on Amazon in hardback and Kindle.

For information or to enquire about Daniel's international keynote talks, corporate training packages or consultancy, please check out danieldisney.online or email contact@thedailysales.net.

Joining Daniel Disney in the latest episode of The Social Selling Podcast is the king of sales rapping and sales music, Ryan Scalera! Now when the episode was recorded Ryan was working at GAP Selling, however he has recently joined the powerhouse sales platform, Dooly (make sure you check them out).

If you haven't already make sure you check out Gong.io, the biggest revenue intelligence platform out there and one of our amazing sponsors of the podcast. They help your sales teams sell better and sell more. Please also take some time to check out Outreach.io, the world's biggest sales engagement platform, giving your salespeople more time to do what you need and want them doing, selling. Daniel Disney's best-selling book "The Ultimate LinkedIn Sales Guide" is available on Amazon in hardback and Kindle. For information or to enquire about Daniel's international keynote talks, corporate training packages or consultancy, please check out danieldisney.online or email contact@thedailysales.net.

Joining Daniel Disney in this episode of The Social Selling Podcast is the leader of the sales rebellion, the copier warrior himself, Dale Dupree. Dale was just a copier salesman, but by leveraging LinkedIn, became the most well-known copier sales professionals across the globe. In this episode they dive into creating a long lasting personal brand, the importance of authenticity and how social selling is key for salespeople.

If you haven't already make sure you check out Gong.io, the biggest revenue intelligence platform out there and one of our amazing sponsors of the podcast. They help your sales teams sell better and sell more. Please also take some time to check out Outreach.io, the world's biggest sales engagement platform, giving your salespeople more time to do what you need and want them doing, selling. Daniel Disney's best-selling book "The Ultimate LinkedIn Sales Guide" is available on Amazon in hardback and Kindle. For information or to enquire about Daniel's international keynote talks, corporate training packages or consultancy, please check out danieldisney.online or email contact@thedailysales.net.

Joining Daniel Disney in this episode of The Social Selling Podcast is the super successful Senior AE William Gay from Cognism. Along with being an incredibly hardworking sales professional, William has built a very strong personal brand on LinkedIn, with nearly 7,000 followers and his most successful post getting over 900 likes! This episode is packed with not just amazing social selling tips, but amazing sales tips as well. You'll enjoy this one! 

If you haven't already make sure you check out Gong.io, the biggest revenue intelligence platform out there and one of our amazing sponsors of the podcast. They help your sales teams sell better and sell more. Please also take some time to check out Outreach.io, the world's biggest sales engagement platform, giving your salespeople more time to do what you need and want them doing, selling. Daniel Disney's best-selling book "The Ultimate LinkedIn Sales Guide" is available on Amazon in hardback and Kindle. For information or to enquire about Daniel's international keynote talks, corporate training packages or consultancy, please check out danieldisney.online or email contact@thedailysales.net.

Joining Daniel Disney in this episode of The Social Selling Podcast is LinkedIn recruitment star Tara Jackson from Venatrix. Tara has helped place some of the best sales talent into companies and has achieved a huge amount of success by leveraging LinkedIn to do it. In this episode you'll hear Tara's story coming into sales for the first time, and her experience in using LinkedIn to create great results. You'll enjoy this one! 

If you haven't already make sure you check out Gong.io, the biggest revenue intelligence platform out there and one of our amazing sponsors of the podcast. They help your sales teams sell better and sell more. Please also take some time to check out Outreach.io, the world's biggest sales engagement platform, giving your salespeople more time to do what you need and want them doing, selling. Daniel Disney's best-selling book "The Ultimate LinkedIn Sales Guide" is available on Amazon in hardback and Kindle. For information or to enquire about Daniel's international keynote talks, corporate training packages or consultancy, please check out danieldisney.online or email contact@thedailysales.net.

Joining Daniel Disney in this episode of The Social Selling Podcast is the personal branding superstar who is working at LinkedIn, Wendy Van Gilst! Wendy has been building her personal brand on LinkedIn (whilst working there) and using it to help her sell and provide an even better experience and service to her customers. Wendy shares the key steps required to building a successful personal brand on LinkedIn and how you can do the same. You'll enjoy this one! 

If you haven't already make sure you check out Gong.io, the biggest revenue intelligence platform out there and one of our amazing sponsors of the podcast. They help your sales teams sell better and sell more. Please also take some time to check out Outreach.io, the world's biggest sales engagement platform, giving your salespeople more time to do what you need and want them doing, selling. Daniel Disney's best-selling book "The Ultimate LinkedIn Sales Guide" is available on Amazon in hardback and Kindle. For information or to enquire about Daniel's international keynote talks, corporate training packages or consultancy, please check out danieldisney.online or email contact@thedailysales.net.

Joining Daniel Disney in this episode of The Social Selling Podcast is the legendary Jarrod Best-Mitchell! Jarrod embraced LinkedIn a long time ago and has used it to achieve HUGE results. Not only has he embraced LinkedIn, but he embraces all changes that come to the platform, including video. Sharing amazing video content and send amazing video messages, there is a lot you can learn from Jarrod. You'll enjoy this one! 

If you haven't already make sure you check out Gong.io, the biggest revenue intelligence platform out there and one of our amazing sponsors of the podcast. They help your sales teams sell better and sell more. Please also take some time to check out Outreach.io, the world's biggest sales engagement platform, giving your salespeople more time to do what you need and want them doing, selling. Daniel Disney's best-selling book "The Ultimate LinkedIn Sales Guide" is available on Amazon in hardback and Kindle. For information or to enquire about Daniel's international keynote talks, corporate training packages or consultancy, please check out danieldisney.online or email contact@thedailysales.net.