Making Sales Social Podcast

In this episode of Making Sales Social, Brynne Tillman sits down with inside sales consultant, mastermind facilitator, and author Lynn Hidy to unpack what actually drives consistent performance on inside and remote sales teams. Lynn shares the thinking behind her Salesperson Value Calculator and explains why measuring everything is the fastest way to overwhelm reps and derail results. Instead, she breaks down how leaders should separate result factors from effort factors, focus only on metrics reps can control, and build dashboards that drive clarity not noise. The conversation also explores Lynn’s practical coaching framework inspired by the “can’t, won’t, don’t-know-how” model developed by Hannah Rudstrom. Leaders will learn how to identify organizational roadblocks, skill gaps, seat mismatches, and motivation issues before defaulting to more training. If you lead an inside sales team and want fewer vanity metrics, better coaching conversations, and performance systems that truly move the needle, this episode delivers actionable insight you can implement immediately.

LinkedIn is a treasure trove of opportunities for sales professionals, account managers, and anyone looking to expand their network and build meaningful business relationships. By leveraging LinkedIn's tools strategically, you can identify the right people, expand your reach within organizations, and even prepare for potential turnover. Below are actionable insights and techniques to make LinkedIn an indispensable part of your workflow.

In this powerful episode, Brynne Tillman sits down with licensed psychologist and founder of Insight Onsite Mental Wellness, Dr. Elyse Dub, to explore what it really takes to create connected, resilient workplaces. Dr. Dub shares her transformative I, Me, You, We framework—an approach that helps leaders align personal authenticity with team needs and organizational values. Together, they unpack how psychological safety, intentional relationship-building, and ongoing dialogue—not one-off workshops—drive retention, innovation, and engagement. From navigating stress and work-life integration to fostering apolitical, values-based conversations that unite rather than divide, this conversation offers leaders practical tools to move beyond surface-level culture initiatives and build workplaces where people feel seen, heard, and supported. If you care about retention, real connection, and making work a place where people want to stay, this episode delivers actionable insight you can use immediately.

Can you lead with heart and still drive a massive profit? In this episode of Making Sales Social, host Brynne Tillman sits down with Tom Jackobs, a sales growth coach and creator of the "Selling with Heart" methodology. Tom shares his powerful origin story, from the brink of bankruptcy in the fitness industry to developing a consultative approach that skyrocketed his closing rate to 90%. Together, they explore why storytelling is the ultimate "pattern interrupt" in a boardroom, the shift from outdated sales tactics like BANT to heart-centered frameworks, and how to build radical trust by being willing to tell a prospect "no."

How you craft prompts for AI significantly influences the effectiveness of your sales and marketing initiatives. While simple prompts serve a purpose, they often lack the detailed specificity and depth required to generate actionable insights.

On this episode of Making Sales Social, Adam Rosen shares how relationship-driven email not spammy tactics helped him land enterprise clients like Amazon, Apple, Goldman Sachs, and The Walt Disney Company, scale to 100,000+ users, and successfully exit multiple ventures. From product-market fit to scalable systems, Adam breaks down why cold email still works in 2026. when it’s short, value-driven, personalized, and human. He shares what most companies get wrong (weak follow-ups, fake personalization, poor CRM execution) and how to turn email into a predictable revenue engine. If you want inbox messages that build real relationships and book real meetings this episode delivers the playbook.

In this episode of Making Sales Social, Brynne Tillman sits down with Tom Langan, the Chief Legendeer at Talex Media and a two-time Emmy-nominated Director of Photography. Tom challenges the traditional, transactional view of selling, arguing that sales, especially for high-ticket items, are fundamentally built on human relationships. Tom introduces his "Legendeering" framework, a strategy designed to help brands move past the noise by creating "handshake content". Rather than pushing products, this approach focuses on leading with value and building trust through episodic, story-driven video. Key highlights from this conversation include: - The Power of Handshake Content: Why your first video interaction should mirror a first real-life meeting, focused on introduction and connection rather than the hard sell. - The Red Bull Case Study: How the world’s leading energy drink uses adventure-based content to build emotional resonance without ever mentioning its product's ingredients. - The Rule of Reciprocation: Using episodic content to "stack value" for your audience, naturally leading them to return that value through a business relationship. Humanizing the Sales Team: How marketing departments can highlight the individual stories of salespeople to create authentic human-to-human connections. - The "Why" Behind the Strategy: Addressing the widespread dissatisfaction with dehumanized, data-driven business interactions and how to build a more sustainable, relationship-focused brand. Tom also shares how his methodology adapts 1920s "soap opera" sponsorship tactics for the modern digital ecosystem to ensure your brand remains top-of-mind when your customer is ready to buy. About Our Guest: Tom Langan helps founders and mission-driven teams use story-driven video as a real business asset. Through Talex Media and Media Gym, he teaches leaders how to communicate with clarity and conviction to strengthen real relationships.

Leveraging AI LLM tools like ChatGPT or askSSL.ai can greatly enhance sales communication. Writing effective prompts is essential for optimizing interactions and achieving desired outcomes. Well-structured prompts improve engagement and streamline efforts, making them a key part of the sales process.

With 73% of B2B buyers now preferring a "rep-free" experience, the traditional sales playbook isn't just outdated, it’s a barrier to entry. In this episode, Karen Kelly, CEO of K2 Performance Consulting and a fractional sales leader, joins Brynne Tillman to discuss how to break through the digital noise and build genuine relationships in a hybrid world. Karen shares her insights on moving from a "push" system to a "pull" system by leveraging humanity and curiosity. She explains why the secret to a motivated sales team isn't slamming the "more" button on activities, but rather focusing on connection, mindset, and clear expectations. Whether you are a sales leader struggling with a disconnected remote team or a rep looking to master the art of the 15-minute "discovery dance," this episode provides the tactical shifts needed to succeed in 2026.

Shari Begun, VP of Sales at GlobalFoundries, shares how trust, teamwork, and long-term thinking power billion-dollar enterprise deals. From global culture lessons to selling years into the future, this episode breaks down what it really takes to win complex, high-stakes sales.