Brynne Tillman sits down with Tom Stearns and Peter Cleary, co-authors of Graphic Sales: How to Build a Prospecting Playbook, to discuss why traditional sales tracking fails and how visual narratives fix it. The conversation breaks down the common pitfalls in outbound prospecting, from poorly defined buyer personas to inaccurate pipeline forecasting. The guests share how mixing data-driven strategy with comic-strip storytelling helps sales teams cut through noise and retain concepts better. This episode delivers a practical look at simplifying your top-of-funnel activities so a smaller team can work smarter.

Traditional SEO is dead, and it has been replaced by an approach that requires businesses to show up across search engines, social media, and artificial intelligence models. In this episode, Brynne Tillman sits down with marketing strategist Sean Garner to break down how service-based professionals can adapt to this shifting landscape. Sean explains why modern marketing requires a blend of clear, customer-first messaging and technical digital authority. Listeners will discover how AI tools like ChatGPT find information and how to structure a digital footprint so these platforms recommend your business.

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