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The Social Selling Podcast by Linking into Sales

Martin Brossman and Greg Hyer

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The Social Selling Podcast by Linking into Sales
The Social Selling Podcast by Linking into Sales

The Social Selling Podcast by Linking into Sales

Martin Brossman and Greg Hyer

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Followers
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About Us

Martin Brossman and Greg Hyer help sales and marketing professionals understand social selling and digital sales strategies they can use in their sales and marketing efforts. Discover cutting edge social listening, engagement, proximity, and capital building techniques you can use on LinkedIn, Twitter, Facebook and other platforms to prospect for, support, and grow your business.

Latest Episodes

Keeping Your Sales Process Real, Authentic and Connected to your Customer with Liesl Mathis Towner - Red Hat Ep 125 - The Social Selling Podcast by Linking into Sales

Pre-show Important Note: Greg Hyer passed away suddenly in his sleep on the night of August 15, 2018, leaving a wife and five children. This show was recorded before Greg’s passing and we both were excited about having Liesl Mathis from Red Hat on the show for the second time. Something came up the day of the recording and Greg was unable to join us at Red Hat to record it but we talked before and after the show. I felt it was a good show and he was excited to both hear it and get it out. After Greg passed I chose to release the show with an intro explaining what occurred and asking people that have enjoyed the show to contribute to his family’s Go-Fund-Me site: https://gf.me/u/kq62pa . I also plan on doing a tribute show and welcome people that gained value from Greg or the show that want to contribute, to please contact me at martin@martinbrossman.com I hope you enjoy this show and reflect on the contribution Greg Hyer made in our lives. The way we are selling is changing! You c...

37 MIN2018 SEP 20
Comments
Keeping Your Sales Process Real, Authentic and Connected to your Customer with Liesl Mathis Towner - Red Hat Ep 125 - The Social Selling Podcast by Linking into Sales

GDPR’s Impact on Cold Calling and International Sales – Guest: Tim Hughes – Ep 124 - The Social Selling Podcast by Linking into Sales

Yes, Sales Pros need to be familiar with GDPR. Martin Brossman talks with Tim Hughes, author of “Social Selling: Techniques to Influence Buyers and Changemakers,” about GDPR (General Data Protection Regulation) and it’simpact on anyone doing international sales. If you do any business internationalsales you need to understandhow this can affect your business and the liabilityrisk . Some questions relating to sales and marketing we discussed: * Is cold calling banned? What is the impact on cold calling? * Is cold outreach (emails, letters, DMP, email marketing, etc) banned? * What is the impact on Linkedin? Teamlink? Sales Navigator? * What is the impact of using subcontractors? * What about the data in a CRM or the data a salesperson may hold on a spreadsheet on their PC? * What is the impact of GDPR on social selling? We will discuss how this is a fundamentally changes sales and marketing. Learn more aboutTim Hughes, an expert on Social Selling, at: LinkedIn:https://www.linkedin...

57 MIN2018 MAY 9
Comments
GDPR’s Impact on Cold Calling and International Sales – Guest: Tim Hughes – Ep 124 - The Social Selling Podcast by Linking into Sales

What do a Trained Military Sniper and Social Selling Have in Common? Interview with David Amerland – EP. 123 - The Social Selling Podcast by Linking into Sales

David Amerland joins us exploring the connection with what he learned over the last three years writing his book “The Sniper Mind: Eliminate Fear, Deal with Uncertainty, and Make Better Decisions”. Join us on a journey about what David learned by interviewing and researching top military snipers and how that applies to business, social selling and personal success. As David explains the military sniper carries a great responsibility to make sure to hit the right target and only the right target. These people have nothing biologically over the rest of us but have to get results with massively challenging and changing environments. Topics explored include: How over the years military analogies have been used in business but few business people have live bullets shooting back at them. But their are dynamic similarity that can be useful to understand. The competitive advantage of borrowing the right strategies. What are real things David learned in his 3 year research that we all can ...

60 MIN2018 APR 8
Comments
What do a Trained Military Sniper and Social Selling Have in Common? Interview with David Amerland – EP. 123 - The Social Selling Podcast by Linking into Sales

Social Selling at Red Hat – Interview with Liesl Mathis Towner – EP. 122 - The Social Selling Podcast by Linking into Sales

Liesel Mathis Towner leads the global Employee Advocacy and Social Selling program for Red Hat. In her role, she helps Sales understand the value social selling and the impact of social networking to scale their business. In this interview, Martin Brossman and Greg Hyer talk with Liesel Mathis Towner to understand how Red Hat has been using social selling techniques, including content curation and social networks, to scale their sales efforts and adapt to this new buying behavior. About Red Hat As of June 2017, Red Hat helps more than 90% of Fortune 500 companies solve business challenges, align their IT and business strategies, and prepare for the future of technology. Social Selling News Instagram releases new direct messaging app for iOS and Android:https://www.producthunt.com/posts/direct-by-instagram * SnapChat separates the social and the media feeds:https://www.recode.net/2017/11/29/16712406/snapchat-redesign-app-personal-evan-spiegel LinkedIn Falls Foul of the Electronic Fro...

50 MIN2017 DEC 27
Comments
Social Selling at Red Hat – Interview with Liesl Mathis Towner – EP. 122 - The Social Selling Podcast by Linking into Sales

Interview with pitch.Me Founder, Brandon Ansel – EP. 121 - The Social Selling Podcast by Linking into Sales

“Put your money where your mouth is.” That’s how Brandon Ansel came up with the idea for pitch Me. This social platform helps connect providers and deciders. In exchange for 15 minutes of time with a decision maker, a sales rep donates to their non-profit of choice. Listen and found out how you can use this platform to improve your social proximity and help a charitable cause at the same time. About three and a half years ago, Brandon was asked to innovate for his insurance agency. One day a sales rep got a hold of him after lying to his assistant. In that conversation, Brandon asked the sales rep to make a $50 donation to a his preferred charity and he would give him an hour. The sales rep gladly said yes. The problem was how to facilitate the transaction. This is how pitch.Me was conceived. In this episode you will discover how respectful commerce showing sales reps and decision makers how they can connect to do business while helping non-profit organizations with funding their...

44 MIN2017 DEC 5
Comments
Interview with pitch.Me Founder, Brandon Ansel – EP. 121 - The Social Selling Podcast by Linking into Sales

How Sales Pros Sell Themselves with Tricia Lucas EP. 120 - The Social Selling Podcast by Linking into Sales

Convincing Someone to Hire You is Sales How should a sales professional sell themselves to a sales recruiter and get submitted for that six-figure sales opportunity? In this episode of the Social Selling Podcast, Martin Brossman talks with Tricia Lucas of Lucas Select, a sales, marketing, and tech recruiting agency based in Raleigh, NC. Tricia Lucas offers some great insights for sales professionals considering a transition. 1. Understanding Market Value A strong sales candidate knows how to converge passion, strengths, and market value when selling a product or service as well as their own career. They can’t be successful at sales if they don’t. I look for this convergence when I explore the social profile of sales candidates. 2. Demonstration of Thought Leadership I also continue to emphasize the value of Thought Leadership. Sales experts maximize their strengths by staying relevant to mentors, thought leaders, and others that are successful in their field. They connect with the...

74 MIN2017 NOV 24
Comments
How Sales Pros Sell Themselves with Tricia Lucas EP. 120 - The Social Selling Podcast by Linking into Sales

How to Prospect Smarter with Jon Ferrara of Nimble.com – EP 119 - The Social Selling Podcast by Linking into Sales

In this episode of the Social Selling Podcast by Linking into Sales, Martin Brossman talks with Jon Ferrara of Nimble.com and shows an example of connecting to someone on Twitter that lead to an important breakfast meeting. He also shows how we gain more information from text, to phone, to face to face. When you sit across the table and break bread, just listen and you will build a deep connection. Jon also talks about the process he uses to build relationships before going to a conference. Also hear how Jon scaled Goldmine to $100 Million in revenue without taking any venture capital. A few quotes from the show. “The more digital we get the more human we need to be.” – Jon “It’s the basics that wins games.” “If you teach people to fish they will figure out you sell fishing poles!” “Contact info is like a loaded gun and you just don’t go shooting people.” Tip: Don’t send generic invites, responses or replies if you are serious about building lasting business relationship...

56 MIN2017 OCT 23
Comments
How to Prospect Smarter with Jon Ferrara of Nimble.com – EP 119 - The Social Selling Podcast by Linking into Sales

Buyer Intent: The New Standard in Sales Data with Kevin Thomas Tully – Ep 118 - The Social Selling Podcast by Linking into Sales

The Social Selling Podcast brings back Kevin Thomas Tully to discuss buyer intent and why is the new standard in sales data. It enables both the social and non-social sales professional to personalize and leverage real-time conversations wherever and whenever they occur. Kevin Thomas Tully is a globally-recognized Social Selling and Big Data strategist who employed the principles of Social Selling long before the term entered the popular business vernacular. A Johns Hopkins-trained scientist, Kevin has applied predictive analytics and data mining to the sales process for more than a decade to gain a strategic marketplace advantage for leading brands worldwide. In his current role as Global Director of Social Selling Operations at Creation Agency, Kevin drives sales and marketing enablement strategies and revenue growth throughout digitally-savvy organizations. 5 Buyer Intent Data Behaviors to Avoid: * IP or Cookie-Based “Intent Data” Providers. If you ever hear the word “surging...

51 MIN2017 OCT 10
Comments
Buyer Intent: The New Standard in Sales Data with Kevin Thomas Tully – Ep 118 - The Social Selling Podcast by Linking into Sales

The Experience Factor in Sales with Barbara Giamanco – Ep. 117 - The Social Selling Podcast by Linking into Sales

On this show we take a deep dive in enhancing your customer’s experience that leads to greater sales with Barbara Giamanco.Her expertise includes Sales, Social Selling, Customer Experience. She is a best selling author, Speaker, Corp Webcast & Podcast Host.Be the curator of top information for your customer. You need to be always committed to learning. Some of the questions explored on this show: * What do you mean by the experience factor in sales? * Buyers have pretty high expectations of sales people these days. What do buyers expect sellers to bring to the table? * One of the most crucial elements of creating great sales experiences is that first interaction and beyond. Why does message matter so much? * What is the right way to put together a message that will pique buyers interest? * If there was one piece of advice you would offer salespeople today, what would it be. * What about the customers that only care about price? One of the tools mentioned was InsideView. One of the ...

55 MIN2017 SEP 25
Comments
The Experience Factor in Sales with Barbara Giamanco – Ep. 117 - The Social Selling Podcast by Linking into Sales

Social Selling, AI Bots, and more with Brandon Bornancin of Seamless.ai – Ep. 116 - The Social Selling Podcast by Linking into Sales

Guest Brandon Bornancin of Seamless.AI talks with Greg Hyer, Martin Brossman and Elyse Archer about social selling, AI, bots and things that make Elon Musk nervous. Some of the topic explored in this show include: If AI is not even as smart as an amoeba why is Elon Musk so concerned? What does he gain by feeding AI fears? Using AI and Machine Learning to help with building authentic connections with customers. How are tools like Seamless.AI helping support a sales professional’s success? Using thousands of data points to get you the info you need, like a “google for sales information” How can sales professionals stay relevant with more and more AI taking over part of their roles? What’s our competitive advantage 5 or 10 years down the road? How do you know if an AI or Machine Learning product is the real deal or not? How the commonly accepted auto pitch on LinkedIn is NOT Social Selling! The three areas that sales professionals should be focusing to stay competitive. Connect wit...

51 MIN2017 AUG 25
Comments
Social Selling, AI Bots, and more with Brandon Bornancin of Seamless.ai – Ep. 116 - The Social Selling Podcast by Linking into Sales

Latest Episodes

Keeping Your Sales Process Real, Authentic and Connected to your Customer with Liesl Mathis Towner - Red Hat Ep 125 - The Social Selling Podcast by Linking into Sales

Pre-show Important Note: Greg Hyer passed away suddenly in his sleep on the night of August 15, 2018, leaving a wife and five children. This show was recorded before Greg’s passing and we both were excited about having Liesl Mathis from Red Hat on the show for the second time. Something came up the day of the recording and Greg was unable to join us at Red Hat to record it but we talked before and after the show. I felt it was a good show and he was excited to both hear it and get it out. After Greg passed I chose to release the show with an intro explaining what occurred and asking people that have enjoyed the show to contribute to his family’s Go-Fund-Me site: https://gf.me/u/kq62pa . I also plan on doing a tribute show and welcome people that gained value from Greg or the show that want to contribute, to please contact me at martin@martinbrossman.com I hope you enjoy this show and reflect on the contribution Greg Hyer made in our lives. The way we are selling is changing! You c...

37 MIN2018 SEP 20
Comments
Keeping Your Sales Process Real, Authentic and Connected to your Customer with Liesl Mathis Towner - Red Hat Ep 125 - The Social Selling Podcast by Linking into Sales

GDPR’s Impact on Cold Calling and International Sales – Guest: Tim Hughes – Ep 124 - The Social Selling Podcast by Linking into Sales

Yes, Sales Pros need to be familiar with GDPR. Martin Brossman talks with Tim Hughes, author of “Social Selling: Techniques to Influence Buyers and Changemakers,” about GDPR (General Data Protection Regulation) and it’simpact on anyone doing international sales. If you do any business internationalsales you need to understandhow this can affect your business and the liabilityrisk . Some questions relating to sales and marketing we discussed: * Is cold calling banned? What is the impact on cold calling? * Is cold outreach (emails, letters, DMP, email marketing, etc) banned? * What is the impact on Linkedin? Teamlink? Sales Navigator? * What is the impact of using subcontractors? * What about the data in a CRM or the data a salesperson may hold on a spreadsheet on their PC? * What is the impact of GDPR on social selling? We will discuss how this is a fundamentally changes sales and marketing. Learn more aboutTim Hughes, an expert on Social Selling, at: LinkedIn:https://www.linkedin...

57 MIN2018 MAY 9
Comments
GDPR’s Impact on Cold Calling and International Sales – Guest: Tim Hughes – Ep 124 - The Social Selling Podcast by Linking into Sales

What do a Trained Military Sniper and Social Selling Have in Common? Interview with David Amerland – EP. 123 - The Social Selling Podcast by Linking into Sales

David Amerland joins us exploring the connection with what he learned over the last three years writing his book “The Sniper Mind: Eliminate Fear, Deal with Uncertainty, and Make Better Decisions”. Join us on a journey about what David learned by interviewing and researching top military snipers and how that applies to business, social selling and personal success. As David explains the military sniper carries a great responsibility to make sure to hit the right target and only the right target. These people have nothing biologically over the rest of us but have to get results with massively challenging and changing environments. Topics explored include: How over the years military analogies have been used in business but few business people have live bullets shooting back at them. But their are dynamic similarity that can be useful to understand. The competitive advantage of borrowing the right strategies. What are real things David learned in his 3 year research that we all can ...

60 MIN2018 APR 8
Comments
What do a Trained Military Sniper and Social Selling Have in Common? Interview with David Amerland – EP. 123 - The Social Selling Podcast by Linking into Sales

Social Selling at Red Hat – Interview with Liesl Mathis Towner – EP. 122 - The Social Selling Podcast by Linking into Sales

Liesel Mathis Towner leads the global Employee Advocacy and Social Selling program for Red Hat. In her role, she helps Sales understand the value social selling and the impact of social networking to scale their business. In this interview, Martin Brossman and Greg Hyer talk with Liesel Mathis Towner to understand how Red Hat has been using social selling techniques, including content curation and social networks, to scale their sales efforts and adapt to this new buying behavior. About Red Hat As of June 2017, Red Hat helps more than 90% of Fortune 500 companies solve business challenges, align their IT and business strategies, and prepare for the future of technology. Social Selling News Instagram releases new direct messaging app for iOS and Android:https://www.producthunt.com/posts/direct-by-instagram * SnapChat separates the social and the media feeds:https://www.recode.net/2017/11/29/16712406/snapchat-redesign-app-personal-evan-spiegel LinkedIn Falls Foul of the Electronic Fro...

50 MIN2017 DEC 27
Comments
Social Selling at Red Hat – Interview with Liesl Mathis Towner – EP. 122 - The Social Selling Podcast by Linking into Sales

Interview with pitch.Me Founder, Brandon Ansel – EP. 121 - The Social Selling Podcast by Linking into Sales

“Put your money where your mouth is.” That’s how Brandon Ansel came up with the idea for pitch Me. This social platform helps connect providers and deciders. In exchange for 15 minutes of time with a decision maker, a sales rep donates to their non-profit of choice. Listen and found out how you can use this platform to improve your social proximity and help a charitable cause at the same time. About three and a half years ago, Brandon was asked to innovate for his insurance agency. One day a sales rep got a hold of him after lying to his assistant. In that conversation, Brandon asked the sales rep to make a $50 donation to a his preferred charity and he would give him an hour. The sales rep gladly said yes. The problem was how to facilitate the transaction. This is how pitch.Me was conceived. In this episode you will discover how respectful commerce showing sales reps and decision makers how they can connect to do business while helping non-profit organizations with funding their...

44 MIN2017 DEC 5
Comments
Interview with pitch.Me Founder, Brandon Ansel – EP. 121 - The Social Selling Podcast by Linking into Sales

How Sales Pros Sell Themselves with Tricia Lucas EP. 120 - The Social Selling Podcast by Linking into Sales

Convincing Someone to Hire You is Sales How should a sales professional sell themselves to a sales recruiter and get submitted for that six-figure sales opportunity? In this episode of the Social Selling Podcast, Martin Brossman talks with Tricia Lucas of Lucas Select, a sales, marketing, and tech recruiting agency based in Raleigh, NC. Tricia Lucas offers some great insights for sales professionals considering a transition. 1. Understanding Market Value A strong sales candidate knows how to converge passion, strengths, and market value when selling a product or service as well as their own career. They can’t be successful at sales if they don’t. I look for this convergence when I explore the social profile of sales candidates. 2. Demonstration of Thought Leadership I also continue to emphasize the value of Thought Leadership. Sales experts maximize their strengths by staying relevant to mentors, thought leaders, and others that are successful in their field. They connect with the...

74 MIN2017 NOV 24
Comments
How Sales Pros Sell Themselves with Tricia Lucas EP. 120 - The Social Selling Podcast by Linking into Sales

How to Prospect Smarter with Jon Ferrara of Nimble.com – EP 119 - The Social Selling Podcast by Linking into Sales

In this episode of the Social Selling Podcast by Linking into Sales, Martin Brossman talks with Jon Ferrara of Nimble.com and shows an example of connecting to someone on Twitter that lead to an important breakfast meeting. He also shows how we gain more information from text, to phone, to face to face. When you sit across the table and break bread, just listen and you will build a deep connection. Jon also talks about the process he uses to build relationships before going to a conference. Also hear how Jon scaled Goldmine to $100 Million in revenue without taking any venture capital. A few quotes from the show. “The more digital we get the more human we need to be.” – Jon “It’s the basics that wins games.” “If you teach people to fish they will figure out you sell fishing poles!” “Contact info is like a loaded gun and you just don’t go shooting people.” Tip: Don’t send generic invites, responses or replies if you are serious about building lasting business relationship...

56 MIN2017 OCT 23
Comments
How to Prospect Smarter with Jon Ferrara of Nimble.com – EP 119 - The Social Selling Podcast by Linking into Sales

Buyer Intent: The New Standard in Sales Data with Kevin Thomas Tully – Ep 118 - The Social Selling Podcast by Linking into Sales

The Social Selling Podcast brings back Kevin Thomas Tully to discuss buyer intent and why is the new standard in sales data. It enables both the social and non-social sales professional to personalize and leverage real-time conversations wherever and whenever they occur. Kevin Thomas Tully is a globally-recognized Social Selling and Big Data strategist who employed the principles of Social Selling long before the term entered the popular business vernacular. A Johns Hopkins-trained scientist, Kevin has applied predictive analytics and data mining to the sales process for more than a decade to gain a strategic marketplace advantage for leading brands worldwide. In his current role as Global Director of Social Selling Operations at Creation Agency, Kevin drives sales and marketing enablement strategies and revenue growth throughout digitally-savvy organizations. 5 Buyer Intent Data Behaviors to Avoid: * IP or Cookie-Based “Intent Data” Providers. If you ever hear the word “surging...

51 MIN2017 OCT 10
Comments
Buyer Intent: The New Standard in Sales Data with Kevin Thomas Tully – Ep 118 - The Social Selling Podcast by Linking into Sales

The Experience Factor in Sales with Barbara Giamanco – Ep. 117 - The Social Selling Podcast by Linking into Sales

On this show we take a deep dive in enhancing your customer’s experience that leads to greater sales with Barbara Giamanco.Her expertise includes Sales, Social Selling, Customer Experience. She is a best selling author, Speaker, Corp Webcast & Podcast Host.Be the curator of top information for your customer. You need to be always committed to learning. Some of the questions explored on this show: * What do you mean by the experience factor in sales? * Buyers have pretty high expectations of sales people these days. What do buyers expect sellers to bring to the table? * One of the most crucial elements of creating great sales experiences is that first interaction and beyond. Why does message matter so much? * What is the right way to put together a message that will pique buyers interest? * If there was one piece of advice you would offer salespeople today, what would it be. * What about the customers that only care about price? One of the tools mentioned was InsideView. One of the ...

55 MIN2017 SEP 25
Comments
The Experience Factor in Sales with Barbara Giamanco – Ep. 117 - The Social Selling Podcast by Linking into Sales

Social Selling, AI Bots, and more with Brandon Bornancin of Seamless.ai – Ep. 116 - The Social Selling Podcast by Linking into Sales

Guest Brandon Bornancin of Seamless.AI talks with Greg Hyer, Martin Brossman and Elyse Archer about social selling, AI, bots and things that make Elon Musk nervous. Some of the topic explored in this show include: If AI is not even as smart as an amoeba why is Elon Musk so concerned? What does he gain by feeding AI fears? Using AI and Machine Learning to help with building authentic connections with customers. How are tools like Seamless.AI helping support a sales professional’s success? Using thousands of data points to get you the info you need, like a “google for sales information” How can sales professionals stay relevant with more and more AI taking over part of their roles? What’s our competitive advantage 5 or 10 years down the road? How do you know if an AI or Machine Learning product is the real deal or not? How the commonly accepted auto pitch on LinkedIn is NOT Social Selling! The three areas that sales professionals should be focusing to stay competitive. Connect wit...

51 MIN2017 AUG 25
Comments
Social Selling, AI Bots, and more with Brandon Bornancin of Seamless.ai – Ep. 116 - The Social Selling Podcast by Linking into Sales

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