Explore every episode of the podcast Making Sales Social Podcast

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.

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.

Most teams only use a fraction of what Sales Navigator can do. Not because it’s hidden, but because they were never taught to think beyond the search bar. Here are five strategies that turn Sales Navigator from a contact database into a deal-driving engine.

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

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.

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:

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.

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.

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."

How you craft prompts for AI significantly influences the effectiveness of your sales and marketing initiatives. While simple prompts serve a purpose, they often lack the detailed specificity and depth required to generate actionable insights.

On this episode of Making Sales Social, Adam Rosen shares how relationship-driven email not spammy tactics helped him land enterprise clients like Amazon, Apple, Goldman Sachs, and The Walt Disney Company, scale to 100,000+ users, and successfully exit multiple ventures. From product-market fit to scalable systems, Adam breaks down why cold email still works in 2026. when it’s short, value-driven, personalized, and human. He shares what most companies get wrong (weak follow-ups, fake personalization, poor CRM execution) and how to turn email into a predictable revenue engine. If you want inbox messages that build real relationships and book real meetings this episode delivers the playbook.

In this episode of Making Sales Social, Brynne Tillman sits down with Tom Langan, the Chief Legendeer at Talex Media and a two-time Emmy-nominated Director of Photography. Tom challenges the traditional, transactional view of selling, arguing that sales, especially for high-ticket items, are fundamentally built on human relationships. Tom introduces his "Legendeering" framework, a strategy designed to help brands move past the noise by creating "handshake content". Rather than pushing products, this approach focuses on leading with value and building trust through episodic, story-driven video. Key highlights from this conversation include: - The Power of Handshake Content: Why your first video interaction should mirror a first real-life meeting, focused on introduction and connection rather than the hard sell. - The Red Bull Case Study: How the world’s leading energy drink uses adventure-based content to build emotional resonance without ever mentioning its product's ingredients. - The Rule of Reciprocation: Using episodic content to "stack value" for your audience, naturally leading them to return that value through a business relationship. Humanizing the Sales Team: How marketing departments can highlight the individual stories of salespeople to create authentic human-to-human connections. - The "Why" Behind the Strategy: Addressing the widespread dissatisfaction with dehumanized, data-driven business interactions and how to build a more sustainable, relationship-focused brand. Tom also shares how his methodology adapts 1920s "soap opera" sponsorship tactics for the modern digital ecosystem to ensure your brand remains top-of-mind when your customer is ready to buy. About Our Guest: Tom Langan helps founders and mission-driven teams use story-driven video as a real business asset. Through Talex Media and Media Gym, he teaches leaders how to communicate with clarity and conviction to strengthen real relationships.

Leveraging AI LLM tools like ChatGPT or askSSL.ai can greatly enhance sales communication. Writing effective prompts is essential for optimizing interactions and achieving desired outcomes. Well-structured prompts improve engagement and streamline efforts, making them a key part of the sales process.

With 73% of B2B buyers now preferring a "rep-free" experience, the traditional sales playbook isn't just outdated, it’s a barrier to entry. In this episode, Karen Kelly, CEO of K2 Performance Consulting and a fractional sales leader, joins Brynne Tillman to discuss how to break through the digital noise and build genuine relationships in a hybrid world. Karen shares her insights on moving from a "push" system to a "pull" system by leveraging humanity and curiosity. She explains why the secret to a motivated sales team isn't slamming the "more" button on activities, but rather focusing on connection, mindset, and clear expectations. Whether you are a sales leader struggling with a disconnected remote team or a rep looking to master the art of the 15-minute "discovery dance," this episode provides the tactical shifts needed to succeed in 2026.

Shari Begun, VP of Sales at GlobalFoundries, shares how trust, teamwork, and long-term thinking power billion-dollar enterprise deals. From global culture lessons to selling years into the future, this episode breaks down what it really takes to win complex, high-stakes sales.

Anthony Blatner, founder of Speedwork, breaks down how B2B SaaS companies are using LinkedIn thought leader ads to drive engagement, lower costs, and support social selling. Learn what content converts, how to target the right audience, and how sales and marketing can work together to turn boosted posts into real pipeline.

Dive into the pulse of LinkedIn's algorithm changes, fueled by Richard van der Blom's groundbreaking report. Uncover 20 game-changing tips distilled from analyzing 9,500 posts across 30 countries. Crack the code to algorithmic success and watch your content shine for your prospects!

What happens when sales, presales, and client success actually work as one team? In this episode of Making Sales Social, Brynne Tillman and Bob Woods sit down with Art Fromm, founder of Team Sales Development and author of Making SEAMless Sales, to unpack why misalignment between sales and pre-sales quietly kills deals, and what high-performing teams do differently. Art shares how trust-based social selling fuels relationships before the first conversation, why the business close and technical close must work in tandem, and how collaboration across roles dramatically improves win rates, adoption, and long-term customer success. He also explains why sales shouldn’t end at the signature, how Client Success must be integrated earlier in the process, and how his Sales Opportunity Snapshot turns CRM from a reporting burden into a deal-winning asset.

Sales has never had more tools or felt more complicated. In this episode of Making Sales Social, Brynne Tillman and Bob Woods sit down with Donald C. Kelly, The Sales Evangelist, to unpack why modern sellers are overcomplicating the process and how simplification leads to better habits, stronger conversations, and a real pipeline. Donald shares how bloated tech stacks, speed-driven outreach, and automation overload are hurting performance, and why focusing on meaningful conversations changes everything. From LinkedIn engagement strategies to embracing vulnerability, consistency, and learning from loss, this conversation is a masterclass in doing less, but doing it better. If you want to slow down your outreach, humanize your selling, and speed up your results, this episode is for you.

In almost every opportunity there are more. Beyond your first sales, continue conversations about your client's needs and lead them to additional solutions that add even more value.

On this episode of Making Sales Social, Brynne Tillman sits down with branding expert and keynote speaker Cher Jones, the creator of the Performance-Driven Personal Branding system. Cher shares how professionals, especially in tech and corporate environments, can turn credibility into influence, get recognized for their contributions, and build trust across teams and clients. They dive deep into why highly capable people often get overlooked, how to communicate your value without sounding boastful, and the difference between reputation and intentional branding. Cher breaks down her “value wrapping” framework, showing listeners how to present their expertise in context, connect with the right audience, and make every interaction a branding moment, whether in meetings, networking, or online. If you’ve ever wondered how to get invited to the right meetings, lead projects confidently, and be seen as a strategic partner rather than just an order taker, this episode is packed with actionable insights and mic-drop moments you won’t want to miss.

Are your first sales meetings falling flat? In this episode of Making Sales Social, Brynne Tillman sits down with globally recognized sales strategist and best-selling author Lee Salz to reveal why traditional discovery meetings fail, and how to transform them into client-centric consultations that build trust, create momentum, and deliver meaningful value. Lee, known as a sales contrarian, shares his proven strategies for: Shifting from egocentric discovery to meaningful, value-driven consultations Crafting first meetings that engage emotions and spark curiosity Creating “consultation cliffhangers” that leave prospects eager for the next step Turning your questions and insights into a roadmap that resonates with your buyers If you’re ready to stop pitching and start consulting, this episode is packed with mic-drop insights, practical frameworks, and actionable tips to elevate your first meeting—and your sales results. Resources mentioned in this episode: Lee’s book: The First Meeting Differentiator (firstmeetingbook.com) Download Lee’s “10 Ways to Provide Meaningful Value in First Meetings” at meaningfulvalue.com

Sales leaders, a new year calls for a new plan. In this episode, the team walks you through the 8 stages of rolling out a successful social selling program. Miss even one stage and adoption drops, execution slips, and revenue targets are missed. Our goal is to make sure that does not happen to your team.

In this episode of Making Sales Social, Brynne Tillman sits down with Jamie Crosbie, founder of Proactivate, TEDx speaker, and author, to explore how authentic connection, mindset, and purpose drive sales success. Jamie shares her revolutionary approach to recruiting top sales talent—moving beyond reactive hiring to proactively identify candidates who thrive on grit, curiosity, and growth. Learn how her behavioral interview methods, focus on mindset, and integration of AI transform traditional recruitment while helping leaders inspire peak performance in their teams. Whether you’re a sales leader, recruiter, or aspiring professional, this conversation uncovers actionable strategies to hire better, reduce turnover, and lead with impact.

A practical conversation on how to use LinkedIn as a daily relationship-building system instead of a content treadmill. Stan and Bob share a simple, repeatable daily plan that helps professionals earn trust, start real conversations, and build momentum without pitching, posting every day, or chasing algorithms. This episode focuses on what to do each day to make LinkedIn work as a revenue and referral engine in 2026.

This episode breaks down the practical actions that move the needle on LinkedIn, inspired by the 12 Days of LinkedIn framework. Brynne and Stan walk through simple, relationship-focused strategies that help professionals grow visibility, spark conversations, and create business opportunities without pitching or pushing. Listeners will learn how to strengthen their profile, share insights that resonate, engage meaningfully with their network, and turn social proximity into real introductions. Each tip is grounded in trust-based outreach and practical steps anyone can implement immediately. If you want more resources that help you show up with value and create conversations that convert, visit socialsaleslink.com/library.

What if the fastest path to revenue growth isn’t more activity, but better leadership? In this episode of Making Sales Social, Brynne Tillman is joined by Kelley Hippler, Chief Revenue Officer at Briefly Legal and former Chief Sales Officer at Forrester Research. With more than 20 years of global commercial leadership experience, and a track record of driving over 50% revenue growth, Kelley shares why people-centered leadership is the foundation of sustainable sales success. Together, Brynne and Kelley explore what it really means to make sales social in today’s AI-driven world, where technology can scale outreach, but can’t replace trust, rapport, and human connection. Kelley breaks down the difference between managing and coaching, why focusing on outcomes beats managing activity, and which KPIs actually matter if you want to build meaningful pipeline. They also dive into aligning sales and marketing around the full buyer journey, creating content that supports buyers before they ever raise their hand, and building resilient teams that can thrive through economic ups and downs. From celebrating wins to removing “sand from the gears,” this conversation is packed with practical insights for revenue leaders who want engaged teams, loyal customers, and long-term growth. If you’re a sales or revenue leader looking to reduce burnout, improve performance, and create a culture of ownership, this is an episode you’ll want to listen to more than once.

In this episode of Making Sales Social, host Brynne Tillman sits down with sales veteran and author Wes Schaeffer to unpack what’s really holding sales teams back in today’s AI-driven world. Wes challenges the obsession with speed, automation, and shortcuts, arguing that most sales problems don’t come from a lack of tools but from a lack of clear thinking, discipline, and human connection. Together, Brynne and Wes explore why doing things faster often creates more friction, how “busy work” hides poor strategy, and where AI and automation can actually support, not replace, real sales conversations. You’ll hear practical insights on: Why sales success comes from being smarter, not faster The danger of over-automating trust-based conversations How AI should support thinking, not replace it What most sales teams misunderstand about productivity and pipelines Why human curiosity and follow-up still outperform any tech stack If you’re using AI, CRMs, or automation in sales, and wondering why results haven’t improved, this episode will help you reset your approach and refocus on what truly moves deals forward.

Brynne and Stan explore the 8 Miracles of LinkedIn inspired by the themes of Hanukkah and the miracle of lights. This conversation highlights how small, consistent actions on LinkedIn can create meaningful visibility, stronger relationships, and opportunities that feel almost miraculous. Listeners will walk away with practical ways to build trust, show up with value, and create momentum one conversation at a time.

What happens when bold LinkedIn insights outgrow the feed? In this episode of Making Sales Social, Brynne Tillman sits down with Liam Dharmody to explore the evolution of thought leadership—from short-form social posts to deeper, long-form storytelling. Liam shares why he chose Substack as the next chapter of his personal brand journey, how The FOLD (Friends of Liam Dharmody) became a space to blend brand, business, and technology, and why authenticity is the real growth strategy in today’s noisy digital world. Together, they unpack how social selling should feel more like socializing, the power of letting your personality lead your content, and why long-form writing creates stronger connections, more meaningful relationships, and long-tail impact. Liam also dives into Substack’s unique ecosystem, its algorithmic approach to discovery, and how creators can build community without chasing hacks or trends. If you’re ready to move beyond surface-level content, show up as a whole human, and turn thought leadership into real opportunity, this conversation will change how you think about personal branding, storytelling, and making sales truly social.

In this episode of Making Sales Social, Brynne Tillman sits down with Jeff Kirchick, VP of Sales at Zorro and author of Authentic Selling: How to Use the Principles of Sales in Everyday Life, for a powerful conversation on what it truly means to sell with integrity in today’s AI-driven world. Jeff shares his perspective on why authenticity isn’t just a personal trait—it’s a strategic advantage. From building trust without formal sales methodologies to leading high-performing sales teams with vulnerability, empathy, and honesty, this episode explores how real relationships drive long-term success. You’ll hear insights on: What “making sales social” really means beyond social selling How authenticity builds trust with buyers, teams, and partners Leading sales teams without fear-based pressure or burnout Using AI to enhance human connection—not replace it Hiring, coaching, and developing salespeople for values-driven cultures Why detaching from outcomes creates better conversations and results This conversation is packed with practical leadership wisdom, real-world sales examples, and thought-provoking moments that challenge traditional sales thinking. If you’re a sales professional or leader navigating AI, automation, and growth, without losing the human touch, this episode is a must-listen.

In this episode of Making Sales Social, host Stan Robinson welcomes Joe Dwyer, Vice President of Sales at Dynatech Systems and a seasoned enterprise sales leader with more than 20 years of experience across Microsoft, Dynamics 365, and modern sales technology stacks. Joe shares a grounded, practical perspective on how social selling starts with relevance, strong connections, and clear alignment, not automation for automation’s sake. Together, Stan and Joe explore how digital sales transformation has evolved, why a clearly defined Ideal Customer Profile (ICP) is the foundation for every successful tech stack, and how AI tools like Copilot and ChatGPT can support faster research, better messaging, and more focused conversations when used intentionally. Joe also dives into the leadership challenges of AI adoption, the importance of cross-functional feedback loops between sales, marketing, delivery, and customer success, and why upskilling sellers must be a deliberate strategy, not an afterthought. If you’re a sales leader or seller navigating the “AI firehose” and looking for clarity, focus, and practical guidance on building relevance at scale, this conversation delivers insights you can act on right away.

As a social seller on LinkedIn, your goal is to start trust-based conversations with your target audience without being salesy. But what if your content is being consumed without engagement? We'll teach you 5 steps you can take to turn those spectators into engagers and build a loyal following on LinkedIn. Maximize your reach and start seeing real results.

In this episode of the Making Sales Social Podcast, host Stan Robinson Jr., Chief Coaching Officer at Social Sales Link, sits down with Bill Dwoinen, Chief Revenue Officer at Mural, to unpack a modern, human-centered approach to social selling, leadership, and revenue growth. With over 20 years of experience leading high-performance go-to-market teams at companies like Salesforce, Slack, and LinkedIn, Bill shares why social selling starts with an intentional personal brand, how leaders can create mutually beneficial relationships with their networks, and why “showing up only when you need something” is the fastest way to lose trust. The conversation also dives deep into Mural’s research on the alignment gap, why sales, marketing, product, and customer success teams so often work in silos, how misalignment drives burnout and poor customer experiences, and what collaborative, visual selling can do to fix it. Bill explains how visual collaboration creates clarity, accelerates deal cycles, and helps teams move together toward shared outcomes.

In this episode of Making Sales Social, Brynne Tillman sits down with Marcus Smith, CEO of Cloud Trails, a Salesforce consultancy helping companies transform Salesforce from a stagnant database into a true revenue-generating engine. Marcus brings more than a decade of consulting experience along with a background in industrial and systems engineering. His specialty? Designing scalable, system-driven Salesforce environments that empower sales teams, streamline processes, and eliminate the chaos that keeps companies from realizing ROI on their Salesforce investment.

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 insightful episode of Making Sales Social, hosts Brynne Tillman and Bob Woods sit down with Brian Beedenbender, VP of Sales at Tech, whose leadership approach and human-first sales philosophy have transformed teams and outcomes across the K–12 technology space. Brian reveals why the foundation of modern selling isn’t personalization, it’s being a real person, even behind the screen. He shares powerful stories, including the infamous “bunt cake outreach,” and breaks down where relationship-building goes wrong (and how to do it right). From servant leadership to coaching reps through uncertainty, Brian dissects what makes a great sales leader, trust, transparency, process, and proving you can do the work you ask of others.

In this episode of Making Sales Social, Brynne Tillman sits down with real-life friend and revenue leader Shawn Sandy—nationally respected sales strategist, keynote speaker, and Chief Revenue Officer of ProTech Services Group. With deep Memphis roots and decades of experience across the business development ecosystem, Shawn brings a uniquely practical, human-first perspective to what it really takes to align sales, marketing, and service today. Shawn reveals why the traditional linear model of “marketing → sales → service” no longer works—and how she rebuilt ProTech’s revenue motions around a self-sustaining RevOps ecosystem that closes silos, strengthens communication, and drives scalable growth. Shawn also shares her personal journey into the CRO role, her philosophy on leadership, and even her next big adventure (hint: glaciers, Patagonia, and a much-needed break from Memphis heat). If you want a grounded, human, strategic look at where revenue leadership is heading—and how caring, curiosity, and AI together shape the future of selling—this episode delivers nonstop insight.

This Thanksgiving, the Social Sales Link team—Brynne Tillman, Bob Woods, and Stan Robinson Jr.—gathers around the virtual table to reflect on what they’re most thankful for in their professional lives. It’s a moment to pause, appreciate, and celebrate the people, platforms, and progress that make trust-based selling so rewarding.

Christina DiGiacomo returns to the Making Sales Social podcast to explore a topic that’s both timely and transformative: AI through a philosophical lens. Known as an AI philosopher and the creator of the “10 + 1 Commandments of Human-AI Coexistence,” Christina shares why leaders must consider not just the technical, but also the ethical and human dimensions of AI. In this episode, you’ll learn: Why philosophical thinking is essential for AI innovation. How sales professionals are naturally philosophers in their practice. The importance of keeping humans in the AI loop. How to approach AI responsibly and avoid fear-driven paralysis. Real-world examples of upskilling and thriving in an AI-driven marketplace. Whether you’re a leader, a salesperson, or simply curious about AI’s impact on human behavior and decision-making, this conversation offers practical wisdom and a mindset shift for navigating the AI revolution.