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 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 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 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 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 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, 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 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