The article emphasizes the evolution of social selling as a critical aspect of sales strategy, merging outbound and inbound approaches. The author recounts two significant deals that were influenced by their content on LinkedIn rather than traditional sales tactics like cold emailing or calls. It highlights the importance of consistently sharing thoughtful content to build trust and recognition among potential clients. Additionally, the article encourages transparency in discussing competitors, as buyers are already informed about available options, which can enhance credibility and trustworthiness.
People don't respond to outreach because of what you send. They respond because of who they think you are.
Social isn't a side channel-it's the new front door. You just need to keep showing up consistently, with something real to say.
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