In this episode of "The All Selling Is Social Podcast," Bill McCormick interviews Carson Heady, Microsoft's top global social seller. Carson shares his accidental entry into sales, his experience selling early internet services, and how he leveraged social selling to close a nine-figure deal. They discuss the importance of quality messaging, consistent outreach, relationship building, and the strategic use of AI in modern sales. Three top takeaways: 1. Social selling is about relationships and consistent effort: Carson emphasizes the importance of building genuine relationships, maintaining consistent outreach, and focusing on the quality of messaging over sheer volume. This long-term approach, maintained over a significant period (like two years for a major deal), leads to success. 2. AI can enhance, but not replace, human connection in sales: While AI tools can provide research, talking points, and efficiency, they must be used to enhance, not replace, the personal touch. AI is most effective when used to personalize outreach and support human interaction, not as a substitute for it. 3. Focus on value and solving problems: Success in sales comes from identifying the customer's needs, understanding their challenges, and offering valuable resources and solutions rather than just pushing products. This problem-solving approach earns trust and builds stronger client relationships. Follow Carson on LinkedIn: https://www.linkedin.com/in/carsonvheady/ Carson's books: https://carsonvheady.wordpress.com/the-home-of-birth-of-a-salesman-2010-published-by-world-audience-inc-and-the-salesman-against-the-world-2014/

In this short solo episode, Bill dives into how you can track and improve your LinkedIn performance to drive better social selling outcomes. He breaks down the value of profile views, compares Free vs. Premium features, and shares practical tips for engaging with potential connections. From managing connection requests to categorizing your network, Bill lays out a simple framework to make your LinkedIn time more strategic.

This episode is much better watched on YouTube!

Here's the link: https://youtu.be/HaPN0C_slHU

🎙️ Podcast Summary: "Mastering the Art of Consultative Sales" In this episode of All Selling is Social, we welcome sales expert Mark Hunter, aka “The Sales Hunter.” Mark shares his unconventional path into sales, emphasizing the power of relationships, authenticity, and purposeful outreach in today’s AI-driven world. He breaks down the evolution from cold calling to warm calling, explaining how modern sales success hinges on trust, customer understanding, and personalized engagement—not product pitches.

Links: Mark’s LinkedIn Profile: https://www.linkedin.com/in/markhunter/ Mark’s Website: https://thesaleshunter.com/

In this episode, Liz takes us on a journey through her 30-year career in sales, starting in fitness sales, where she quickly realized that traditional pushy tactics didn’t align with her approach.

We dive into the modern challenges of sales messaging, especially the flood of impersonal LinkedIn DMs and emails that peak after the New Year. Liz breaks down common sales communication missteps, including problematic phrases like "I would love to" and why creating invitations rather than issuing commands leads to better engagement. We also discuss how AI is amplifying outdated sales messaging issues instead of solving them. From 'phrase grenades' like "Hope you had a great weekend" to 'language landmines' like "Just following up,"

Liz shares how these small yet impactful phrases affect sales interactions. Plus, she reveals her approach to wrapping up meetings collaboratively—without forcing calendar commitments—and the importance of personalizing follow-ups based on relationship status. If you’re in sales (or just tired of bad sales outreach), this episode is packed with insights to help you communicate more effectively and build genuine connections.

Follow Liz on LinkedIn

Visit Liz's website

When we scale our outreach we risk being seen as inauthentic and sometimes, when we miss the mark we can actually end up lying to our prospect! In today's bonus Social 911 episode Bill talks about the dangers of this.

Erin Hatzikostas is the author of "You Do You-Ish" and "The 50% Rule"- she became the CEO of a 9-figure company at the age of 42 and led a massive financial and cultural turnaround. Connect with her on LinkedIn: https://www.linkedin.com/in/erin-hatzikostas/ Discover more about Erin here: https://www.bauthenticinc.com/

Welcome to the first bonus Social 911 episode of The All Selling is social podcast/ For 13 years I was a 911 dispatcher in upstate NY answering calls for help on people’s worst days. Now, you know me as a sales and social selling trainer who specializes in helping sales people and business owners better leverage LinkedIn to start more sales conversations. Social 911 is my small attempt at pointing out the often anti-social behavior that we in the sales world act out, all in an attempt to connect with people we think might be possible customers. We take these anti social actions and then wonder why people aren’t accepting our calls or responding to our emails. Today’s episode is courtesy of a friend of mine- all names have been changed- my purpose here is not to shame or embarrass people, but to shine a light on these practices from the prospects POV so we can be MORE SOCIAL in our interactions. Are you approaching cold contacts with the idea that you want to “HELP”?

Larry Levine, the author of Selling from the Heart and founder of the Selling from the Heart movement, shares his journey of success and the importance of having conversations. Larry’s background includes working in the office technology sector for almost 30 years, where he learned how to smash relationships and process together. He believes that investing in relationships leads to sales sustainability and longevity, which he believes is crucial for success in the sales world. He believes that by passing on his collective knowledge to the sales world, success happens when one contributes to a greater cause. Larry’s commitment to selling from the heart is to raise the sales profession based on his wish to create a more sustainable and effective sales environment. For more on Larry visit: Follow Larry on LinkedIn: https://www.linkedin.com/in/larrylevine1992/ Get your own autographed copy of his books: https://sellingfromtheheart.net/books Watch the Selling From the Heart Podcast: https://www.youtube.com/@SellingFromtheHeart

Episode 1 introduces the podcast and its mission to promote social selling. McCormick shares his own journey and emphasizes the importance of authenticity and building relationships in sales.