Recommended Reading
Ever wondered how to navigate the declining efficacy of traditional methods in the sales world? Brynne Tillman, CEO of Social Sales Link shares her strategies, honed over 15 years of leveraging LinkedIn, to build authentic, relationship-driven networks. Her insights promise to reshape your perspective on digital selling by aligning advanced technology with genuine human interaction.
Sales professionals today face a major shift as traditional methods like cold calling and inbound referrals become less effective. Many struggle to secure the first conversation with prospects who no longer answer unknown calls. Brynne emphasizes LinkedIn and AI as key tools for overcoming this challenge—LinkedIn enables trust-based social selling, while AI helps create authentic, targeted messaging. Having once relied on strategic introductions rather than cold calls, she now teaches salespeople to adapt by leveraging these modern tools to build credibility, engage prospects, and start meaningful conversations.
Brynne emphasizes the importance of leveraging LinkedIn for trust-based relationship-building rather than transactional sales. She advocates for three key mindset shifts: detaching from a prospect’s monetary value and focusing on the value you bring, treating online interactions like real-life conversations, and slowing down outreach to build genuine connections. Instead of using a "connect and pitch" approach, sales professionals should engage prospects through meaningful conversations and relevant content, ultimately leading to stronger relationships and better sales outcomes.
While AI promises speed and efficiency, Brynne highlights the challenge of maintaining authenticity and personalization in sales. Early AI tools were flawed—generating misleading content, citing competitors, and lacking a structured approach. To address this, her team built a platform that organizes prompts, tailors messaging to different clients, and enforces brand-specific guidelines. She introduces the CRISP+ model for effective AI prompts: Context, Role, Inspiration, Scope, Prohibitions, and the key addition—asking AI to clarify uncertainties before generating responses. This structured approach helps sales teams harness AI responsibly, ensuring consistency, compliance, and genuine engagement.
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.
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