Episode Transcript
WEBVTT
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Even if it was sort of once
or twice a week at the bare minimum,
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but you did that consistently for a
couple of months, you'll start building
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a personal brand. It's about showing
up. You were listening to be to
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be revenue acceleration, a podcast dedicated
to helping software executive stay on the cutting
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edge of sales and marketing in their
industry. Let's give in the show.
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Hi, welcome to the B to
Bureau of a new acceleration. My name
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is Alia Mutier and I'm here today
with Daniel Disney, best setting, linkedin
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and social setting, author and founder
of the daily sales how are you doing
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today then? I'm really, really
so great to be here and I think
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we've got some some good topics to
cover today. Absolutely, as I was
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saying to you in the preparation,
I think we've got a fair few of
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our guys in the team at are
fun of of what you you putting online.
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Some of them I've been making reference
to to what you've wrote as well
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and the putting that in practice on
the daily basis. So your main on
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name was coming up so far in
conversation. That was like, look,
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we need to invite Dan in one
of our podcast. Let's have the conversation
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with you, because you you again. You seem to be inspiring quite a
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fair few of the team. So
thank you very much for coming today.
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Pleasure. Today we will be talking
about social setting. Of course you know
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as your tea shot is a Janneys
like social selling. But before we get
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into that conversation you be warned of
fully. You can tell us a little
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bit more about yourself that and your
background and your career in in such or
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selling. Yeah, no, so
I'm a salesperson through and through. My
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first job at sixteen years older,
working in sales and I climbed the sales
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ladder. So I'm literally sales through
and through. And about eight years ago
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Linkedin just started to become a sort
of more prominent figure, especially here in
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the UK, and I just fell
in love with it straight away. I
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saw this amazing platform, saw it
had so many opportunities that I could use
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to sell more and to sell better
and through using it a lot and being
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able to achieve a lot, it
put me in a position where people are
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asking me questions and asking for me
to help their sales teams learn how to
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leverage it and that sort of helped
me progress to writing books about it,
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you know, delivering training courses and
things like that, but my passion is
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obviously heavily focused around sales and how
sales people can leverage linked into it its
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full potential. Thanks, fad damn. Yeah, I think such linkedin is
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just a great, great, great
social platform for me to be definitely something
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that will ever edge alert. We
spend a lot of money with them and
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it's been very it's been very good
to us. It's a great tool,
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almost like a great weapon, but
not everybody gets the must out of of
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it. And in fact, for
myself, you know, I'm I used
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to be the game with Targettos,
are people and I am the gain it
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byals, our people, and something
that's impressed with Zerfi that some are making.
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You know, you can tell at
you out your little bit of a
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sequence and there is a too much
method into it. But we are talking
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a lot off my own exponents.
I want you to have from you which
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you think, I'm the biggest mistakes
that people are making in using Linkedin as
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a as a social listening to it. Yeah, there are a few right
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now. I think that a most
prominent across salespeople on Linkedin. Number one,
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they have a self focused linkedin profile. So they're linked in profile is
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all about them and the reality in
sales is your customers and prospects. They
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don't really care about that. They
want to know what can you do for
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them? And so you know that
big mistake is holding a lot of salespeople
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back. So you've got sort of
not optimized profiles. Then you've got no
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personal brands. They're just not active. That's probably one of the most common
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ones. They're not using linkedin on
a regular or consistent basis, so no
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one knows who they are, no
one knows where they work or what they
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what they offer. It's like going
to a networking event, standing in the
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corner and not talking to anyone.
You know, there's this room full of
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people and a lot of salespeople you
know aren't aren't talking to them and then
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they guess. The last component,
which I think is going to be a
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big one for next year, is
not using things like audio and video messaging,
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so new, more engaging forms of
outreach. That's right there on your
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laptop and mobile phone, but sales
people just aren't using them. Yeah,
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I did. I'll about going to
an event and just staying in the corner.
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But what I've seen with my team
in the person in got me a
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little bit hungry with we go to
an event and we just stay amongst our
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self and have a good time,
all drinks and we don't speak to any
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prospect, only one that's got.
That's quite funny. I know what you're
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saying and I think it takes preparation. You know, you need to think
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about it. And now what we
are doing, what you are what we
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are doing now. Sorry, what
we were doing up until March two thousand
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and twenty was almost like having a
profile of who we want to engage with
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that at an event, like the
picture where they look like a couple of
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things, and what we're going to
say to them to start that conversation.
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And when you prepare that, you
can oft remove the I guess you remove
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the break that you would normally have
of Oh, I saw that guy,
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I want to speak to that day, but I don't know what to say
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to it. Okay, today,
I appreciate the comment that you're making.
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So that's the bad. Now how
do we make the bad good? So
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three things that you mentioned. Number
one is my profile is about me,
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me, me, me, me. What I've done. Number two is
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I've got no personal brands, so
you know I probably don't make an effort
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of giving to people so they know
what I'm doing why I am a number
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three is I may not be using
the new stuff that linkedin is really good
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at around voice notes and the profile
things where you can present yourself, etc.
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Etc. So if we take all
the first one and we speak about
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best practices around the first one,
how would you I would you suggest to
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audience what's a good way to truly
turned, to run and and present a
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properties open to the what? There
are two big areas that will do that
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and the third that it doesn't do
that problem, but it is really important.
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So the to you've got your linkedin
banner, the background image, the
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big long thing that sits behind your
photo. A lot of people just have
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a plane image or something really bland, and that's that's your own mini billboard
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that should tell people straight away what
it is you do. Your product,
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service solution should be laid bare in
that banner so as soon as people land
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on your profile they know exactly what
you do. That's that first sort of
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planting the seed, leaving a good
first impression. The second area attached to
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that is your summary or about you
section. There is a lot of space
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there that you can use. Most
people have a single sentence or a single
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paragraph and there are so much space
for you to tell people. Who Do
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you help? What do you help
them achieve? What problems do you solve?
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What companies have you worked with?
You know, really take them through
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that journey so they know in as
crystal clear away as possible the type of
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people you work with, the type
of problems you solve and, more importantly,
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how can they get in touch with
you? The third sort of slightly
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less attached area is your profile photo. So obviously that doesn't have a lot
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to contribute to a customer facing part, but it should still be professional.
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It needs to make you look professional. You know, people do judge books
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by their cover and they will look
at your photo and it will have influence.
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So good photo, good background image, good summary, those three things
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can totally transform your profile. I
need to change my summary. I don't
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think we seem very still like probably
a summary from like early two thousand,
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but we use someone speaking, someone's
writing it for you. Let technically at
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the SELB person you know all in
your is that that e used to do
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that. The probably need to pimp
that up a little bit. I'm gonna
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make a note of that. Pimp
up my summary. That's cool, and
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we're getting personal branding. I'll do
you. I'll do you develop that.
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We see you've been doing a fantastic
job at it. You know you've got
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that brand, you've got you know
he's recognizable, you've got all those things
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going on around you. But for
someone that is less active than you,
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than and obviously let's use the platform. I guess the platform is so important
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for you that you need to be
there all the time, but for someone
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who's just use it as one of
their tool, indie arsenal, how do
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you suggest to get branding done efficiently? The biggest thing is consistency. So
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you don't have to have tons of
time. You don't have to be on
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it every single day, but even
if it was sort of once or twice
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a week, at the bare minimum, but you did that consistently for a
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couple of months, you'll start building
a personal brand. It's about showing up
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and when you do show up,
not standing in the corner being quiet,
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but talk so share content, right
comments on other people's posts. Get Your
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name out there. You want people
to log in on a weekly basis and
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see your name popping up. The
more they see of you, the more
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they'll get to know you. And
as long as you mix that with a
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value giving mentality. So you're trying
to you're not trying to sell something,
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you just trying to help people and
contribute and, you know, give value
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to your prospects. Consistency and value
come together. That creates a personal brand
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and it can be from as little
as once or twice a week. Some
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people will do a bit more,
but and a bare minimum. Any less
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than that and you'll struggle. Okay, so, and doesn't need to be
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only with the prospect that you are
targeting. I could, he'd be absolutely
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everyone, so could. You'd be, you know, I don't know,
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responding, participating, commending to to
absolutely anybody, because I guess that's one
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of the thing that we see the
must in our busy eyes, the eyes
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that they are quite good at commenting
on each others puss and say hey,
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yes, thank you very much,
yeah, well done. The end is
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dad and commenting. But I think
there is a little bit of a reserve
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when it comes to like a prospect
bust, maybe because maybe because they don't
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want to those songs to bit and
you know, there is a bit of
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relectance down because I I don't know
if it's appropriate to put that so,
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but I guess in the branding,
do you think the branding is is purely
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should be prospect for custreally be open
to absolutely everyone. Should be a nice
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mix all around. I think the
biggest focus should be on the industry.
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I think supporting your colleagues is fine. I think, you know, engaging
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on your prospects post is fine in
a small area, but the bulk of
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it needs to be in the industry
where your prospects are going to be.
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It's not about necessarily talking to them, but letting them see you talk in
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that space so that they see that
you're relevant in in, you know,
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in the industry. You're immersed in
that industry. So the biggest part needs
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to be thought leaders in that industry. So if you're selling into software,
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you know commenting on big thought leader
posts or articles or content that's really relevant
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so that your prospects will see you. Then on the side, definitely support
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your colleagues because you should will be
supporting each other and with some of your
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prospects posts. Not for everyone,
but if you feel like you've got something
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to contribute, then contribute. If
you don't, don't do it just for
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the sake of it, because you'll
end up sounding like a salesperson. But
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if you feel like you've got a
story or something to add to it,
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absolutely do it. You know that
one l's question under brending thing only if
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you've seen that yourself. I have
seen some of my pust obviously we are
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quite that Tiva on Linkedin with the
podcast, with some of the other things,
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but some of the buzz that are
truly getting the most traction are the
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Buzzitt are actually quite outside of the
industry, but most big mob person on.
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In a way, when I put
something like this in it, I
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can't remember I add one like a
few maybe a few months ago, I
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just posted so Phi, just like
you know, just writing out of what
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was in my mind, and I
can remember exactly what he was, but
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I remember that was going absolutely crazy, like people liking it, sharing lots
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of comments and everything, and it's
interesting because sometimes you trade to be very
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fucus, very proficiental, very serious, but get very little intruction and sometimes
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you just open up and say hey, this is why I am and then
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you get to a lot of traction. So what's your opinion on that?
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I mean, do you think it's
the right place to do it? On
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linkedin? Out You think you should
have a little bit of kind of this
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is personal areas, my strawback cells, the picture or whatever, you know,
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a bit of a bit of few
as well. So you are versus
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I am not just a professional,
I'm also someone who's got dead value,
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that value, that value. Here's
the thing. It's all about balance and
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that's really tough because, like you, people will share something personal. It
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will do lots more engagement than any
other post. So they think, right,
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that's all I should do. It's
a balancing act. If you go
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to personal, you'll get lots of
engagement and you'll make lots of friends,
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but no one's going to feel confident
buying from you because you're just sharing your
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personal stories. If you go to
professional, you're going to struggle to get
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engagement, it will be boring,
it'll probably be sales e and you're not
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going to generate business. It's that
sweet spot in the middle where you're sharing
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professional content to build credibility, but
you're sharing personal content to build connections so
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that people believe in you, they
trust you, they see you credible within
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your industry, but they also build
a digital relationship with you because people buy
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from people. So it's, yeah, not one or the other, but
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it's that sweet spot in the middle
of you can get that balance right in
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the mixture of both. That's where
the ultimate salesperson's personal brand is built.
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But you're absolutely right, personal professional
together is the is the secret. I
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make it. I make it.
Last point the technology. So a new
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thing is that linkedin is coming up
with. So we actually had some great
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results with the the linkedin voice messages. Probably we really got hide around that
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because a good, good friend of
us were again, called Mike Colens and
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which you may have other across Jenny, kind of give us a Collin say
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guys, you've got to try that. We're getting good traction. Put that
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in your sequences and you see you
get. You get some resorts and we
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didn't get a fir amount of resorts
and I think it is because you know
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what you receive. A voice note
on Linkedin is the first voice that you're
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received. You get that notification and
your email. You get a notification on
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your for yourself. What's that thing? And you're going to listen to it.
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Is that your experience as well?
Of the voice note? I mean,
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how useful do you think they are? And also, I'll do you
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use them appropriately, because I received
some voice not that we like, shot
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to the point. This is what
I want, and that's here receives a
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most well less good like maybe you're
lit a bit too long, maybe not
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to the point, maybe kind of
not telling me what they were really contacting
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me for, and I think you
just leave a bad past. So I'd
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like to get your feedback on all
that and and I'll do you think,
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possibly if you find them useful,
which I think you probably will say ys,
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because you see, there's going to
be big this year out, and
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I'll do you use them appropriately,
really good point. So yes, I
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do like them and they will be
a big thing. I think there's two
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things with voice notes. You're right. The novelty is making them more effective.
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Like imagine being the first salespeople to
make cold calls. Like it would
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have been so successful back then if
you were the first like year, couple
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of years of making cold calls and
no one had received phone calls before from
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sales peak. You know, it
worked a lot better than it. It's
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the same with voice notes and video
messages. Now the novelty is providing some
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acceleration. The other thing to remember
is for some people that's their preferred way
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of communicating, like outside of Linkedin
and outside of work, they're sending voice
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notes to their friends, their family. That's how they like to communicate.
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So for a lot of people,
when you send that voice note, you're
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speaking their language, you're using the
methods they like to use, and that
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percentage of people is ever growing as
we continue to be more connected with our
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phones and, you know, watches
and technology. So from that side of
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things, yes, voice notes are
effective and they will continue to become more
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and more effective. You are right, some people are doing it well,
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some people are doing it whatso well, and I was laughing when you were
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saying that because I got a voice
note yesterday from someone and they were literally
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just saying, Oh, it's nice
to connect, but there was no laugh
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I think who was like, I
got bored halfway through listening to other't you're
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not going anywhere with this, like
it's it's nice. But you know we're
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sort of there's no purpose. And
you're right. When salespeople, and I've
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had some great ones, there to
the point, their personal that you know
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they make it relevant to you.
There's a real nice call to action at
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the end. Great on for a
winner. I think you're right. Short
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and sweet, you know, make
sure you personalizing it. Again, like
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your profile, it's less about you
and more about them. Don't tell them
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what you're selling, tell them how
you're going to help them or what you're
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going to solve for them. But
short and sweet, to the point and
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just keep them nice and engaging.
But going into next year more and more
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salespeople will be sending them. So
this window of novelty is is closing and
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by the end of next year it's
going to be really small. So January
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you really want to be on the
boat because by December next year more and
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more sales people be doing it in
that novelty would have worn away. Yeah,
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I it's it's so true and I
think linkedin's been like that and I've
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hopefully they will come up with something
else after I almost compel their like when
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you speak to a marketer, but
too seos and the Google Algorithm. You
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know, they're just you can to
find up to something and when everybody's using
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it, the change it. But
so you always need to be on the
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forefront of trying the new things.
You to be the pay in the yards
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and you technology that they are bringing
out to really make the most of it
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and the new feature. But it
was the same with in Mames. I
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remember receiving, like, you know, people did not have a lot of
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creed for emails and back in the
day's Linkedine was free. You just pay
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like when you get too many emails
or whatever, and then emails. You
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couldn't send emails anymore to people.
So you had to find another way.
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And you know it did they increase
that course, etc. Etcch for etc.
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But now one now receive an email
and just kind of less pay,
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less attention, and it's yeah,
it's about being on the new stuff free
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and I think you absolutely right on
that. And Yeah, probably December next
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your people will be fed up with
all those voices and not listen to them
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anymore. But you know what frustrate
me the most with with Linkedin? I
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speaking to some of my guys,
but that last week is and I think
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it's similar with the voice note is
people send me a connection, they want
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to they want to connect with me
again. I tend to check them like
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once, twice a week maybe,
and I do make a point of connecting
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to people I know or connecting to
people that I think we can share something
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with or help or I can get
help from. But you know, it
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is you've got all sort lots of
people at are trying to sell you stuff,
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like the software house in Ukraine,
which are probably don't need at the
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moment. They are telling me that
they want to coach me and coach my
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business, but they never really work
in my industry and you know it's would
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not be very lever me. In
fact, they've never had a job like
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mine before. But they still want
to coach me and you've got to do
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things, and I think these things
are automate it right. So I don't
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think they are really smart. But
you know what on knows me the most
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with them that, first of all, they don't say what that job is,
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as like pioneering the field of cells
development for whatever. So okay,
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so well, what does that mean? This is beautiful, but what does
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that mean? They need to go
onto that profile and you need to go
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the extramail to work out if that
connection is actually valid for you or not,
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when in fact, what they should
say. So I myself person I
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would like to pitch you my product, because I believe that this is what
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I owner, some of your companion
whatever it is. But you know,
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in the shots, just in look, I myself course. I'd like to
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have tend utes of your time discuss
things. Can we please connect and if
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you're not connect, you be good
to get the connection. I'm reading your
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content or something like that. Play
with my ego and I probably will.
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Okay, and you don't do that. They just say there is nothing in
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that is just like let's connect on
Linkedin or people say the usual. I
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came across your profile and I just
tale you. Okay, but for what?
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What's the reasons, the purpose?
Why would I get you and you
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end up with lots of connection?
But there are it. They are use
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less. I mean for me,
is like, what's the point of a
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thing? I would rather have a
hundred connections that are genuinely people I interact
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with, like on my whatsapp or
on my instagram or on my facebook.
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I don't really use facebook anymore,
but you really interact with people, you
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put things for them, you know
that they will see it. You want
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to keep them posting on what you're
doing or whatever, versus having things with
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people at actually random people at I
don't know anything about. So what are
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your thoughts on all that? And
because I think it's being is really being
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abused in a way. Yeah,
it's the small mirrors that sells people use
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anywhere. It's not just link.
Then they do it at networking events,
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they do it on the phone.
It's all these tricks they try to play
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to try and manipulate people to buy
for it is. It's the bad side
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of selling and I'm with you.
Just be open and honest. Cards on
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the table beat transparent. This is
what I'm selling, but this is why
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I think it's relevant to you.
This is what I've done, this is
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the research and homework I've done and
it's made me believe. I think I
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can help you achieve this with our
product. You know, just be honest
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about it. And it is lacking. I think we must put some of
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that on the salespeople, but it
also boils down to sales leadership. Too
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much pressure being put on, not
Enough Training being given or coaching and unfortunately
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we do have this large percentage of
sales people out there that, unfortunately,
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that's kind of how they're taught to
sell. Their taught to be mysterious.
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They're taught are were the so that
it doesn't isn't quite clear and I think
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as we move through the next few
years, the need for that transparency and
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honesty and that need for personalization is
going to be crucial because you're right,
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a percentage is automated, but unfortunately
a percentage isn't automated, like a lot
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of those messages. They are people
that people sending it thinking that's the right
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thing to do. And you know, I think as software advances and education
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increases, sales people need to go
the extra mile, otherwise they will sink.
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And also, I believe he could
be doom. He could be a
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result of people training to it to
make that scale and trying to must play
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in on bar game. So what
are your swords on automation on an engine?
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Have you seen some sequences that walk
whenever seen some product that all your
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proper tryingly founder off that you think
are better than those are for the automation,
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because it's all good to do automation, but if I need very difficult
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to believe that you can do automation
at n be not only personal eyes,
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because personal as I can probably grab
with foot, bride tea, your supporting
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or whatever on your profit, but
relevant. I'll can you do renevance at
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scane if you're to mate that?
That's what I'm not shot to on or
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some but maybe maybe I'm wrong and
maybe there is Automatian I can win.
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No, you're not wrong. I
feel like I'm only using scales as a
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way of putting a mess through,
but it's the same thing. If you
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automate too much you will lose personalization
and relevance, and obviously personal is a
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reason. It takes too much time, which is why company's scale is very
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hard to achieve if you put too
much. Why I am seeing is software
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get better at it. So the
software is being developed and it's getting smarter.
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I've seen some APPs recently that are
scraping profiles. You're able to put
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in better templates and it kind of
creates a better merge, so you actually
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get some decent messaging. So the
technology is advancing, but companies have to
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realize it is a balancing act and
if you go too heavy in the scale
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automation route, your conversions are going
to drop significantly and you need to accept
358
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that. Your salespeople will need time, and you want them to need time
359
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to personalized, to dig deeper,
to find more relevant information, that software
360
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just isn't going to be able to
do for quite some time. So,
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yeah, it's a balancing act and
I think companies need to appreciate their salespeople
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will need time to research. Yeah, that's time invested, that's time we'll
363
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spent because it will increase conversions.
Yeah, you've been mentioning a couple of
364
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fender pressure on swers people are actually
completely agree with. Is You on that
365
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one? And if I had,
when you put pressure on people sometimes you
366
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get do wrong attitude. So if
you were to what would be your message
367
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for sens leader there or trying to
manage judds on our to use that powerful
368
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tool that is linkedin and and and
drive the right attitude from from their reps.
369
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but what would you say to them? Number one, lead by example.
370
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You know, if you're telling your
sales people to be active on Linkedin,
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then you should be doing it as
well, and not just for the
372
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reason of leading by example. But
there are so many benefits for a sales
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leader by being active on linked into, attracting the best talent, you know,
374
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motivating the team. So there are
separate benefits, but I absolutely lead
375
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by example and understand it. Again, if you're going to be instructing them
376
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and coaching or supporting them through,
you need to have an understanding of it
377
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as well, or otherwise they are
going to pull the wall over your eyes
378
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and they'll tell you things. They'll
tell you SSI scores and metrics and if
379
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you don't know what that means,
you don't know if it's good or not,
380
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and you'll soon. You know,
they could go down some of the
381
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common traps on Linkedin. So understand
it, lead by example and be on
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the front line, be out there
using it with them, you know,
383
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prospect with them, so that you
understand it for its true potential and you
384
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can give them the right support.
Yeah, we trying something with our with
385
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our insight sells team, own inside
sells team. It's still in the still
386
00:25:33.650 --> 00:25:37.359
in working progress, but but with
our with our chief revenue of his are
387
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done. We trying to see how
we can change the way we measure people,
388
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because we think that getting a meeting
is really a me, me,
389
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me, me, me, metrix, you know I care about me.
390
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I want my meeting with you,
and we trying to find a nice balance
391
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in time of saying well, actually, a quality conversation with someone saying no
392
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to you is as good as a
meeting, because you know this is what
393
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you want to establish in a meeting, if it's a yes or no.
394
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So how can we bring the small, qualityy feedback in the process? And
395
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and again, this is another ideas
you gave me to the we need to
396
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do the same with any team message. And and to your point about speaking
397
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to sell this leader. I definitely
am not doing it myself, but I
398
00:26:19.569 --> 00:26:22.809
don't know I've done with leading.
The team is also looking in everything,
399
00:26:22.970 --> 00:26:26.369
not every single message that team is
sending, but at least driving them to
400
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say look, it's not about the
number of connection you get, it's not
401
00:26:29.890 --> 00:26:34.079
about connecting with people. It's about
building a real relationship and having a really
402
00:26:34.200 --> 00:26:37.960
conversation, not trying to push them
into cold to action that we want to
403
00:26:38.039 --> 00:26:41.279
push them. It's not about pushing
them in our net. It's about saying,
404
00:26:41.359 --> 00:26:44.240
do you want to come to our
net? And this is why I
405
00:26:44.319 --> 00:26:47.079
think you should come into it and
if it's so no, it's as good
406
00:26:47.079 --> 00:26:49.069
as a yes. So kind of
refraining the whole service process and saying well,
407
00:26:49.750 --> 00:26:55.509
it's about the conversation with the prospect
versus facing something down that strout.
408
00:26:55.910 --> 00:27:00.549
So you're very interesting that. You
you you also raise that point about sometimes
409
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serious leadership is that. I don't
think he's even being under pressure. It's
410
00:27:03.180 --> 00:27:06.819
about it's about the metrix, you
know, it's about the COM plans,
411
00:27:06.819 --> 00:27:08.579
it's about all that sort of thing
that I'm behind it. Yeah, it's
412
00:27:08.619 --> 00:27:14.539
the difference between measuring and focusing on
activity versus measuring or focusing on a result.
413
00:27:14.619 --> 00:27:18.609
You can tell any salesperson to send
a hundred linkedin messages and they'll send
414
00:27:18.769 --> 00:27:22.009
a hundred linkedin messages, whether they're
good or bad, or effective or not.
415
00:27:22.089 --> 00:27:23.529
Effective as a different thing. But
if you say I want you to
416
00:27:23.650 --> 00:27:29.809
have twenty five conversations with people,
that tends to trigger a different type of
417
00:27:29.890 --> 00:27:33.920
mentality and that tends to trigger the
right mentality in sale. So I'm with
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00:27:33.039 --> 00:27:37.359
you and it's not an easy thing. You know, traditional sales models are
419
00:27:37.400 --> 00:27:41.480
built on numbers and actually changing that
is is is difficult, but that's how
420
00:27:41.599 --> 00:27:47.430
sales is evolving and that's about quality. My last question to you Dan,
421
00:27:47.549 --> 00:27:51.230
it's around tools. There is a
ton of tools that come on top of
422
00:27:51.430 --> 00:27:52.950
linked in. Again, there is
some new one and some of them walk
423
00:27:52.990 --> 00:27:56.069
better and those, etc. Etc. You know, is there any?
424
00:27:57.430 --> 00:28:02.539
Is there any tools in particular that
you see on network or your customers or
425
00:28:02.579 --> 00:28:07.940
the people around you that you know
give them great results? Are Things are
426
00:28:07.140 --> 00:28:11.259
you know, our gent should be
looking at him time of getting the must
427
00:28:11.259 --> 00:28:14.730
off Linkedin. Yeah, I think
it's important to us suggest this one.
428
00:28:14.849 --> 00:28:18.410
First, sales navigator, because it's
a separate thing to linkedin. A lot
429
00:28:18.450 --> 00:28:19.529
of people kind of think it's that, but it's not. The say it's
430
00:28:19.569 --> 00:28:23.329
a totally external, separate platform,
and sales navigator, when used right,
431
00:28:23.369 --> 00:28:29.440
as a phenomenal tool. So I'm
all for that. Up like Jim Membership,
432
00:28:29.480 --> 00:28:30.960
if you buy it and don't teach
your sales people how to use it,
433
00:28:32.279 --> 00:28:34.559
they're not going to the just they'll
struggle to get anything from it.
434
00:28:34.680 --> 00:28:37.799
So make sure they understand how to
use it. So sales navigated is one
435
00:28:37.799 --> 00:28:41.150
of my favorites. To other tools, are recommend three others, sorry,
436
00:28:41.150 --> 00:28:45.710
that I'm using at the moment,
and I recommend people use also scheduling tools
437
00:28:45.750 --> 00:28:49.430
like buffer or hoop sweet, where
you can schedule content in advance. We've
438
00:28:49.630 --> 00:28:53.829
about consistency today. That doesn't mean
you have to live on Linkedin. I
439
00:28:53.910 --> 00:28:56.859
mean you've been traveling, people are
traveling, they've got days off, we've
440
00:28:56.859 --> 00:29:02.779
got Christmas. You can schedule content
whilst you're busy so that you keep that
441
00:29:02.940 --> 00:29:07.579
consistency which is crucial for personal brand
building. So who sweet or buffer?
442
00:29:07.819 --> 00:29:11.849
There's others out there as well.
They're really important. Platforms like vide art
443
00:29:11.930 --> 00:29:17.049
or video works, video platforms where
you can record and send super engaging videos
444
00:29:17.210 --> 00:29:22.410
through linkedin and email. Additionally,
they're really, really helpful as well.
445
00:29:22.450 --> 00:29:26.160
And the last one is a platform
called one shot dot AI. It's a
446
00:29:26.240 --> 00:29:30.200
new tool and it personalizes your connection
requests to sort of our earlier point.
447
00:29:30.640 --> 00:29:36.960
But again it's it's good. Like
my standards of messaging in personalization on Linkedin
448
00:29:37.039 --> 00:29:41.589
a pretty high. The templates and
the scanning create these really, really good
449
00:29:41.750 --> 00:29:45.869
automated messages, but it prompts you
to tweak it so you can add your
450
00:29:45.869 --> 00:29:48.990
own bits as well. So for
me, those are the three things that
451
00:29:48.269 --> 00:29:53.539
I'm using and I'm always keeping my
eyes out for new and exciting technology that's
452
00:29:53.539 --> 00:29:56.779
going to help the social selling.
I'm show you our one should that day
453
00:29:56.859 --> 00:30:00.619
I didn't know about them. I'm
going to check them out straighter for this
454
00:30:00.740 --> 00:30:04.460
conversation. The question I'd asked at
that in that part of the towards the
455
00:30:04.500 --> 00:30:10.089
end of the interview is, well, should people how do we find you,
456
00:30:10.690 --> 00:30:15.049
and so exactly I'm going to ask
you to you anyway. I know
457
00:30:15.089 --> 00:30:17.970
it's a bit of a naive one, but what's the best way to find
458
00:30:18.009 --> 00:30:21.210
you that? Well, ironically it
is on Linkedin. I spend most of
459
00:30:21.329 --> 00:30:26.119
my time on Linkedin, but Daniel
Disney dot online is my website that tons
460
00:30:26.160 --> 00:30:29.480
of resources on there, and I
am on other social channels, but Linkedin
461
00:30:29.599 --> 00:30:33.039
is definitely my home and my profile
is full of content that I've been writing
462
00:30:33.079 --> 00:30:37.109
for the last eight years, blogs, articles, newsletters, tips, videos,
463
00:30:37.150 --> 00:30:41.309
etc. And I'm on Youtube as
well, pretty much anywhere. I
464
00:30:41.390 --> 00:30:45.630
think if you just Google Daniel Disney
you'll find some social selling content. Yeah,
465
00:30:45.630 --> 00:30:48.990
I think people should definitely get on
you on your contact contribute much.
466
00:30:48.269 --> 00:30:52.140
The team has been a been pushing
for us to have yonder for today and
467
00:30:52.859 --> 00:30:56.380
they really have put some of the
some of the things that you. You've
468
00:30:56.420 --> 00:30:59.859
been showing out and, to be
fair, it texts on lot, you
469
00:30:59.900 --> 00:31:02.819
know. So we should be appreciative
in that in the industry to have people
470
00:31:02.940 --> 00:31:04.609
like you. Weren't real these an
a lot of time giving, giving,
471
00:31:04.690 --> 00:31:08.369
giving, and there is lots of
contacts already. Anyone listening to to to
472
00:31:08.490 --> 00:31:12.170
this podcast, even if you are
managing a team and you're not someone weren't
473
00:31:12.329 --> 00:31:18.559
running your own linkedin prospection, please
direct your team towards Daniels content because you'll
474
00:31:18.559 --> 00:31:22.039
find some amazing stuff and you know, again, thanks for sharing that much
475
00:31:22.079 --> 00:31:26.400
because you know, lots of people
don't appreciate the value dig justus use it
476
00:31:26.519 --> 00:31:29.359
and probably, you know, never
never thank you for it, but I
477
00:31:29.400 --> 00:31:32.559
think we should. We should thank
you all the contributor. Thanks all the
478
00:31:32.599 --> 00:31:34.630
contributor, I like you, for
the job they are doing, because it
479
00:31:34.710 --> 00:31:37.509
Teks then together. It takes time. You know, it's not easy.
480
00:31:38.029 --> 00:31:41.630
So thanks for your time. than
he was an absolute pleasure to have you
481
00:31:41.710 --> 00:31:44.109
on the show today and I think
we should don those sessions soon. We're
482
00:31:44.150 --> 00:31:45.269
going to think about some of o's
our topic, but you know, as
483
00:31:45.309 --> 00:31:51.500
sooner maybe we should speak again when
the video are becoming upselets and speak about
484
00:31:51.779 --> 00:31:53.500
what we'd be the new stuff.
Oh, definitely. I'd love to do
485
00:31:53.660 --> 00:31:56.980
lots of these. I think we've
done into some topics, but there are
486
00:31:56.019 --> 00:32:00.980
so many out there. I really
enjoyed this conversation and you know Linkedin as
487
00:32:00.980 --> 00:32:04.849
a gold mine. So for everyone
who listens or watches this, two thousand
488
00:32:04.849 --> 00:32:07.250
and twenty two is a big opportunity. I would be looking at the different
489
00:32:07.289 --> 00:32:10.849
ways you can use linkedin in January
to make next year a huge year's a
490
00:32:12.089 --> 00:32:14.849
gold mine of opportunity out there.
It's just on you to go and start
491
00:32:14.890 --> 00:32:16.559
using it. There you go.
Why it was a pleasure to have you.
492
00:32:16.640 --> 00:32:20.599
Thank you so much. Done I
have a great deal. You've been
493
00:32:20.680 --> 00:32:23.359
listening to be to be read the
new acceleration. To ensure that you never
494
00:32:23.400 --> 00:32:28.680
miss an episode, subscribe to the
show in your favorite podcast player. Thank
495
00:32:28.720 --> 00:32:30.789
you so much for listening. Until
next time,
