Afleveringen
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Traditional SEO is dead, and it has been replaced by an approach that requires businesses to show up across search engines, social media, and artificial intelligence models. In this episode, Brynne Tillman sits down with marketing strategist Sean Garner to break down how service-based professionals can adapt to this shifting landscape. Sean explains why modern marketing requires a blend of clear, customer-first messaging and technical digital authority. Listeners will discover how AI tools like ChatGPT find information and how to structure a digital footprint so these platforms recommend your business.
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B2B buying is broken, and customers are struggling with decision complexity and information overload more than ever. Brent Adamson joins the show to explain why 75% of buyers now prefer a rep-free experience and how to become the one salesperson they actually want to call. This conversation reveals why your biggest competitor is your customer's memory and how shifting from "challenging" to "frame making" builds the self-confidence buyers need to move forward.
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Zijn er afleveringen die ontbreken?
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Episode Summary
In this episode, Brynne Tillman sits down with Emmy Award-winning television executive Steven Lewis to bridge the gap between broadcast storytelling and B2B social selling. They discuss why many executives fail to connect with their audience by over-prioritizing their "role" over their actual personality. Steven shares a roadmap for using vulnerability as a tool for credibility and explains how to treat social media as a personal broadcast channel that lives in your prospect's pocket.
Guest Bio
Steven Lewis is an Emmy Award-winning television executive and communications strategist who has spent decades coaching celebrities and CEOs to be more compelling on camera. He is the founder of Audience Genomics and the co-author of Incredible Communications, a guide to applying professional storytelling to the business world.
Key Takeaways
Shift from selling to being bought. True social selling happens when your communication and credibility are so strong that people want to buy from you before you ever make a formal pitch.
Start your stories with the lesson in mind. Before sharing a personal anecdote or case study, identify the specific "moral" or takeaway you want the audience to remember when they leave the room. Build the beginning and middle of your narrative specifically to support that end goal.
Use vulnerability to build a bridge. Authenticity often becomes a manufactured buzzword, but true credibility comes from taking responsibility for mistakes. Sharing what didn't go well can often land better than a highlight reel because it creates a human connection.
Treat social media as a personal medium, not wallpaper. Social media is unique because you aren't just in a prospect's living room; you are in their pocket. Avoid "corporate speak" that acts as background noise and focus on high-personality, high-engagement content that justifies the personal nature of the platform.
Leverage the "new informality" of the post-COVID era. The shift to remote work has lowered the barrier for executives to show their real selves. You can reach the "essence" of a brand or person much faster now because audiences have a higher acceptance for less rigid, less staged communication.
Notable Quotes
"All sales are social because it is all based on your credibility and your communication."
"Social media is the world's largest focus group."
"If you can instill some level of personal credibility in with your vulnerability, that's a home run."
Resources and Links Mentioned
Let Aggie Do It: An AI-powered social media amplification and storytelling tool.
Audience Genomics: Steven’s data analytics platform for brand perception.
Incredible Communications: The book co-authored by Steven Lewis and a USC Annenberg professor.
Connect with Steven Lewis
LinkedIn: Steve Lewis
Website: LetAggieDoIt.com -
In this conversation, Brynne Tillman talks with Lauren Bailey about the critical human element in an increasingly automated sales landscape. They discuss why traditional onboarding often fails and how to build rep confidence through mastery of small, tactical skills rather than product dumping. The episode provides a roadmap for balancing AI efficiency with the authentic personality needed to actually convert prospects on the phone.
Guest Bio
Lauren Bailey, often known as LB, is a three-time founder and the leader of Factor 8, where she has spent nearly two decades helping sales teams hit quota faster. She also founded Girls Club to help women move into sales leadership and hosts the podcast After the Title, which focuses on executive impact beyond the metrics.
Resources and Links Mentioned
Factor 8: Sales training for BDRs and AEs.
Girls Club: Management training and community for women in sales.
Legacy Executive Club: A community for high-achieving leaders focused on impact.
After the Title: Lauren’s podcast featuring unfiltered conversations with executives.
SWIFT Intro: A specific framework for opening sales calls.
Connect with Lauren Bailey
LinkedIn: Lauren Bailey
Website: Factor8.com
Free Monthly Webinars: Factor 8 Shots
Executive Community: Legacy.vip -
The frustration is real: reach feels lower, engagement feels unreliable, and the ""old ways"" of posting aren't working. But LinkedIn hasn't stopped working; visibility is simply earned in a different way now.
We are witnessing a shift away from passive exposure and toward intentional interaction. LinkedIn no longer rewards volume or broadcasting. It rewards relevance, engagement, and behavior that signals real interest between humans. Once you understand this shift, you regain control. -
In this powerful episode of Making Sales Social, Brynne Tillman sits down with sales powerhouse Lauren Bailey—three-time founder, CEO of Factor 8, and creator of Girls Club—to unpack what’s really broken in modern sales… and how to fix it.
Lauren shares why most companies fail their reps in the first 90 days, how outdated training kills confidence, and what it actually takes to ramp faster, sell smarter, and retain top talent. From her signature “SWIFT” intro framework to the truth about AI vs. human connection, this conversation is packed with actionable insights for sales leaders and reps alike.
You’ll also hear how Lauren is transforming the future of leadership through Girls Club—helping women step into sales leadership roles—and her newest venture exploring what success really means after you’ve climbed the corporate ladder.
If you want to build stronger teams, create real connections, and make sales more human again—this episode is a must-listen. -
In this episode of Making Sales Social, Brynne Tillman welcomes Colleen Stanley, President and Chief Selling Officer of Sales Leadership, Inc., and one of the world’s leading experts on emotional intelligence in sales.
Colleen shares why traditional sales training often falls short and how developing emotional intelligence skills—like empathy, self-awareness, delayed gratification, and assertiveness—can dramatically improve sales conversations and outcomes. She explains how sales professionals can learn to “see the elephant in the room,” uncover unspoken objections, and build deeper trust with prospects.
The conversation also explores why curiosity and preparation matter more than speed, how sales leaders can model the right behaviors, and what it takes to build a mentorship-driven culture where everyone contributes to each other’s growth. -
The ""Prospect by Interview"" campaign is a strategic approach designed to build relationships, gather insights, and create valuable content by conducting interviews with key prospects. By engaging buyers through personalized interviews, you can tap into the knowledge and experiences of these individuals, building rapport while simultaneously gathering vital data about local markets, challenges, and trends. This method is designed to build rapport with your connections based on meaningful conversations that deliver value to both parties
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In this episode of Making Sales Social, Brynne Tillman sits down with Jason Band, an operations executive with a track record of scaling global organizations in tech, media, healthcare, and consulting. Jason shares his people-first, results-driven approach to building high-functioning leadership teams and creating operational frameworks that drive accountability without slowing momentum.
From defining what truly makes a team high-performing to hiring for diverse skills, fostering trust, and cultivating collaboration, Jason dives deep into the strategies that transform groups of talented individuals into cohesive, high-output teams. Whether you’re a sales leader or part of a fast-scaling organization, this conversation is packed with actionable insights for building culture, empowering people, and achieving sustainable results. -
Brynne Tillman welcomes award-winning author and book launch strategist Robbie Samuels to Making Sales Social. Robbie shares how entrepreneurs, coaches, and speakers can stop treating their book as a trophy and start using it as a powerful tool to generate leads, build credibility, and spark meaningful sales conversations. From creating intentional launch teams to generating reviews that drive revenue, this episode dives into actionable strategies for turning your book into a business asset not just a shelf decoration.
Whether you’re writing your first book or trying to revitalize an old one, Robbie shows how to identify your audience, validate your ideas, and execute a launch that truly delivers results. -
Join Brynne Tillman on Making Sales Social as she sits down with Wesleyne Whittaker, founder of Transform Sales and author of The Sales Reset. Wesleyan reveals why inconsistent sales results are rarely about talent—they’re about misaligned strategy, systems, and execution. Discover her groundbreaking Belief Selling framework, the role of mindset in sales performance, and how leaders can move teams from “random acts of selling” to structured, human-centered success. Packed with actionable insights for CEOs and sales leaders alike, this episode shows how to turn self-limiting beliefs into confidence, align leadership with execution, and transform your sales outcomes for the long term.
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Most professionals accept connection requests on LinkedIn with the assumption that the other person wants to build a relationship, share insights, or at the very least, get to know them. It’s a professional handshake, an open door to a potential conversation. But when the next message is a cold pitch, it feels like a bait and switch. You're not showing up to connect. You're showing up to convert. Here’s what actually happens when you lead with a pitch right after someone accepts your connection:
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In this heartfelt and practical episode of Making Sales Social, Brynne Tillman welcomes career coach and former brand leader Jodi Murnick to explore how relationships, resilience, and AI are reshaping the way emerging professionals launch their careers.
Jodi shares her philosophy that making sales social means leading with curiosity, not pressure. She opens up about how she uses AI as a thought partner not a replacement for her voice to refine messaging, analyze LinkedIn data, and deepen insights. From batching content with intention to teaching students how to workshop resumes and cover letters using AI without sounding generic, Jodi offers a refreshingly human approach to modern career strategy.
This episode is packed with practical takeaways for entrepreneurs, job seekers, and parents alike proving that whether you’re building a business or launching a career, authenticity, dialogue, and data-driven curiosity will always win. -
SWIFT (Sales – What's in It for Them) is Social Sales Link’s play on WIIFM except that it delivers personalized and value-driven content tailored to the buyer's specific needs and pain points. Instead of focusing on the features of a product or service, SWIFT centers on the benefits and outcomes that matter most to the prospect. The goal is to answer the buyer’s primary question, "What's in it for me?" by clearly communicating how the offering will solve their problems, improve their operations, or achieve their objectives.
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Join Brynne Tillman on Making Sales Social as she talks with Geoffrey Klein, MIT certified AI consultant, TEDx speaker, Wharton instructor, and best-selling author of The Content Beast about using AI intentionally to amplify human connection in business. From understanding the difference between AI assistants and AI agents to practical strategies for integrating AI without losing the human touch, Jeffrey shares how AI can make us faster, smarter, and more human in our work. Discover how businesses can embrace AI responsibly while keeping creativity, curiosity, and connection at the center.
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In this episode of Making Sales Social, Brynne Tillman sits down with inside sales consultant, mastermind facilitator, and author Lynn Hidy to unpack what actually drives consistent performance on inside and remote sales teams.
Lynn shares the thinking behind her Salesperson Value Calculator and explains why measuring everything is the fastest way to overwhelm reps and derail results. Instead, she breaks down how leaders should separate result factors from effort factors, focus only on metrics reps can control, and build dashboards that drive clarity not noise.
The conversation also explores Lynn’s practical coaching framework inspired by the “can’t, won’t, don’t-know-how” model developed by Hannah Rudstrom. Leaders will learn how to identify organizational roadblocks, skill gaps, seat mismatches, and motivation issues before defaulting to more training.
If you lead an inside sales team and want fewer vanity metrics, better coaching conversations, and performance systems that truly move the needle, this episode delivers actionable insight you can implement immediately. -
LinkedIn is a treasure trove of opportunities for sales professionals, account managers, and anyone looking to expand their network and build meaningful business relationships.
By leveraging LinkedIn's tools strategically, you can identify the right people, expand your reach within organizations, and even prepare for potential turnover.
Below are actionable insights and techniques to make LinkedIn an indispensable part of your workflow. -
In this powerful episode, Brynne Tillman sits down with licensed psychologist and founder of Insight Onsite Mental Wellness, Dr. Elyse Dub, to explore what it really takes to create connected, resilient workplaces.
Dr. Dub shares her transformative I, Me, You, We framework—an approach that helps leaders align personal authenticity with team needs and organizational values. Together, they unpack how psychological safety, intentional relationship-building, and ongoing dialogue—not one-off workshops—drive retention, innovation, and engagement.
From navigating stress and work-life integration to fostering apolitical, values-based conversations that unite rather than divide, this conversation offers leaders practical tools to move beyond surface-level culture initiatives and build workplaces where people feel seen, heard, and supported.
If you care about retention, real connection, and making work a place where people want to stay, this episode delivers actionable insight you can use immediately. -
Can you lead with heart and still drive a massive profit? In this episode of Making Sales Social, host Brynne Tillman sits down with Tom Jackobs, a sales growth coach and creator of the "Selling with Heart" methodology.
Tom shares his powerful origin story, from the brink of bankruptcy in the fitness industry to developing a consultative approach that skyrocketed his closing rate to 90%. Together, they explore why storytelling is the ultimate "pattern interrupt" in a boardroom, the shift from outdated sales tactics like BANT to heart-centered frameworks, and how to build radical trust by being willing to tell a prospect "no." - Laat meer zien
