Welcome to Walking Digital Corridors, the essential podcast for those navigating the evolving world of B2B sales and digital transformation. Hosted by Alex Abbott, known as the Bearded Sales Guy, alongside Jensen and Jordan Abbott, each episode delves into modern sales strategies, social selling techniques, and the digital landscape’s changing dynamics.

About the Hosts:

• Alex Abbott: Co-founder of Critical Convo and founder of Supero, Alex brings a wealth of insight into conversation systems in B2B sales and the importance of a digital-first approach.
• Jensen Abbott: A Senior BDR at Kontent.AI, Jensen shares his perspective from both tech and hands-on experience in B2B sales.
• Jordan Abbott: Known as the Sales Poet, Jordan, Business Development Manager at the Institute of Sales Professionals, presents fresh, accessible views on sales strategies.

Special Guest – Steven Morell:

In this episode, Alex welcomes Steven Morell, founder of Teamfluence and a leading figure in B2B social selling and team-based social media strategies. Steven’s journey from Madison Avenue to software development and digital innovation has equipped him with a vast knowledge of go-to-market and sales strategy.

Episode Highlights:

1. LinkedIn Strategy: Steven encourages adding 25 new LinkedIn connections each day, transforming networking into meaningful opportunities. Beyond amassing numbers, he advocates for building genuine relationships that lead to real outcomes.

2. Engagement over Posting: Rather than focusing solely on posting, Steven discusses the power of engaging through comments on LinkedIn to boost visibility and drive conversions—a tactic supported by Alex’s benchmark studies.

3. Prospect Research: Jordan shares techniques for using LinkedIn’s “show all posts” and “comments” features to track prospect activity and connect with the right audience.

4. Content Generation Tips: Steven’s “hack” for content ideas includes revisiting past conference topics and speakers to tap into issues that resonate with industry audiences.

5. AI in Sales: The discussion touches on tools like Peel AI for pre-qualifying leads and the potential of “AI Wingman” tools to help sustain engagement with buyers who aren’t immediately ready to purchase.

6. Trust and Social Selling: Steven and Jensen reflect on the importance of respectful, permission-based interactions as the foundation of trust-building in sales.

7. Balancing Automation and Authenticity: Steven cautions against excessive automation in sales, warning that it can erode trust, and highlights the irreplaceable value of genuine human connection.

Key Takeaways:

• Building Trust: Steven outlines the journey from stranger to trusted advisor, emphasising the need for consistent, valuable engagement.
• Shifting Sales Techniques: Moving away from cold calling to network-driven strategies, Steven and the Abbotts stress the growing importance of relationship-based sales.
• Future Trends: They explore effective social selling techniques, focusing on authenticity and engagement over volume.

Tune into Walking Digital Corridors to learn from Steven Morell and the Abbotts as they reveal the secrets to succeeding in the B2B world today. Discover the future of social selling, digital tools, and relationship-based sales.

Find Steven Morell on LinkedIn or at myteamfluence.com, and stay ahead in B2B social selling by joining our journey.