How CS Leaders Can Build Relationships Between Meetings to Drive Retention & Expansion ft.Darren McKee (531 Social)

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Customer Success is changing fast, and many CS leaders are realizing that staying visible to customers between meetings is becoming essential.

In this episode of Unchurned, host Josh Schachter sits down with social selling expert Darren McKee to explore how LinkedIn can become a powerful engine for building relationships, staying top of mind with customers, and driving revenue growth.

Darren shares how he went from traditional sales to building a massive LinkedIn following through consistent posting and authentic storytelling — and how companies can turn employees into a distributed marketing and relationship engine.

The conversation dives into why CS leaders must become teachers in their industry, how social presence builds customer trust, and why authentic content often drives more business than traditional outreach.

If you're in Customer Success, Sales, or GTM leadership, this episode will give you a practical playbook for building relationships and staying relevant in an increasingly digital world.

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Timestamps

0:00 - Preview & Introduction

1:23 - Meet Darren McKee

3:40 - Growing a LinkedIn audience through daily posting

7:00 - Why CS leaders should be active on LinkedIn

9:23 - Why human connection matters more than ever online

11:00 - How social selling drives real revenue (for startups & even billion-dollar companies)

16:00 - The 4 pillars of LinkedIn content (with examples)

28:21 - The Power of “Dwell Time”

29:30 - Authentic posts vs polished marketing posts

34:05 - Should employees be paid for posting on LinkedIn?

38:12 - The 5-3-1 LinkedIn engagement framework

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What You’ll Learn

• Why Customer Success leaders should be active on LinkedIn

• How social visibility can help drive retention, expansion, and stronger relationships

• Why authentic storytelling outperforms polished marketing posts

• Darren McKee’s 5-3-1 daily engagement framework for building relationships on LinkedIn

• How companies can turn employees into a distributed marketing and relationship engine

• How to engage customers online between QBRs and formal meetings to stay relevant

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Where to Find Darren McKee

LinkedIn: https://www.linkedin.com/in/darrenmckeesales/

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Where to Find Josh:

LinkedIn: https://www.linkedin.com/in/jschachter/

Unchurned Substack: https://unchurned.substack.com/