Welcome to another insightful episode of "Walking Digital Corridors." Hosted by the dynamic trio of Alex Abbott, Jordan Abbott, and Jensen Abbott, this episode delves deep into the strategic intricacies of leveraging social media to grow influence within your sales territory.

Alex, often referred to as "the bearded sales guy," Jordan, who goes by "the sales poet," and Jensen, the razor-sharp yet easygoing strategist, come together to impart their collective wisdom, sharing actionable insights and engaging anecdotes.

Episode Highlights

The episode kicks off with Alex and Jordan indulging in light-hearted banter about beards and personal grooming. This casual start sets a relatable tone and eases the audience into the discussion about the day's topic—a clever technique for immediately capturing listener interest. Jensen joins them with his characteristic wit, setting the stage for a robust discussion on social selling and storytelling.

The Importance of Social Selling

Alex introduces the primary thematic focus: how to successfully leverage social media for sales. He highlights questions that often arise in training sessions:

1. What does your territory look like?

2. How well connected are you within those accounts on LinkedIn?

These questions serve as the foundational pillars for the ensuing discussion. Alex emphasises the significance of being visible within your target accounts and the potency of having a strategic network.

Flipping the Funnel and Strategic Networking

Jordan elaborates on the concept of "flipping the funnel," arguing that traditional sales approaches are becoming increasingly obsolete. Instead, by leveraging one's strategic network, sales professionals can broaden their reach and improve engagement. This reframing isn't just about making a call; it’s about cultivating a comprehensive, multi-layered strategy to engage multiple stakeholders.

They discuss three core questions that help define this strategic network:

1. Who within your territory could influence purchasing decisions?

2. Who are the partners that already have a foot in the door?

3. Who are the influencers and micro-influencers within your industry?

This comprehensive episode provides an invaluable roadmap for sales professionals looking to navigate the complexities of modern digital selling, making it a must-listen for anyone aiming to elevate their social selling strategy.