#620: LinkedIn Social Selling Masterclass: Everything You Need to Book Meetings

0:00If you need to book meetings and build pipeline now, but you don't want a cold call, you are in luck because in this masterclass, we are going to teach you everything that you need to know to use LinkedIn to fill up your calendar with warm, easy meetings. We are going to teach you how to get warm introductions using LinkedIn sales nav to mine your network's network. We're going to show you how to get alerted by LinkedIn anytime there is a new easy referral path that you can take advantage of. We're going to show you how to outbound on LinkedIn without the cringe, and Sam is going to show how she outbounded the CRO of Equifax and ended up closing a six-figure deal because of it.

0:35And then we are also going to teach how to use LinkedIn social selling to move your deals faster by creating inside molds with your buyers off of company email and get access to stakeholders higher up in the org that you can't otherwise get to. I'm sitting here with the world-class Sam McKenna, who is the CEO of Hashtag Sam Sales. She has broken, I think, 17, 13, 13 company records in her sales career. She has used everything you are going to learn in this video to bootstrap a multi-million dollar business. So Sam, let's start with referrals. Going to your buyers one by one and saying, hey, do you know anyone looking for a building system is a waste of your time.

1:12Instead, we are about to cover the LinkedIn referral prospecting system. We are going to show you our three favorite LinkedIn reports that show you the people that you know who have access to the people that you want to get meetings with. Once you run these reports, you will go to each of these people that you know, and you will look through their networks and ask them for multiple referrals. So Sam, if you're somebody that I used to work for, which is one of the reports we're going to talk about, I will go look through your network and I'll say, great, you are connected to six different people that I want to sell to i'm going to go to you and not just ask for one referral i'm going to say hey you know these six people would you be open to making an introduction to any of them and we'll talk about the perfect eq way to ask you that so that i'm not coming across transactional you might not know all six of them but you might be able to get me to three that is three way easier meetings than hitting the phone for hours trying to cold call one important note to make for all of these searches

2:08Sam McKenna: is you're going to want to lay your territory over them to make sure that we're getting results that are specific to your territory versus broader. Now there's three ways to do that. First and foremost, you can go down to the workflow section as I've done here and pull it under account lists and say, I want to pull up anybody with this criteria that works in my territory. And second, you can set your filters for company HQ. If you oversee a particular territory, or you can do that against company headcount and select the size of employees that you want to go after. What's the first report. You got it.

2:35Sam McKenna: So first report is we want to look for people who previously worked for our company and now work in our territory. For example, let's say I still work at LinkedIn. And so what you'll see is I'm pulling a report of anybody who identifies as being a past employee of LinkedIn. You can see it here. And I'm measuring that against my territory for all accounts. Now, I would also suggest that we can drive this down by seniority if you'd like to. First, I'd like to look at the initial results to see what kind of volume I'm dealing with. As you can see, I only have five results of people who previously worked for LinkedIn and now currently work within the territory I'm trying to target.

3:08What I'm looking at, Sam, are all of the people that used to work at your company. In this case, we're pretending you work at LinkedIn and now are in your territory. And I can go two routes here. I could go outbound all of these people. They are meetings that I want to get. But I can also go ask them for referrals. Steve here is a first degree connection of yours. You're going to go ask him for referrals. Show me how to mine his network to see anyone who he could introduce you to that is in your territory.

3:33Sam McKenna: You bet. So I pulled it up in this report here. And what you can see is a couple of things at the bottom. Number one, it says connections of Steve. So I'm filtering by saying, tell me anyone that is connected by first degree to Steve. And then I am comparing that against all my accounts. So not only, as you said, do I have an in with Steve because Seismic is in my territory, but on top of that, he knows 32 people that I might want to get in front of within my territory. Some of that is also going to be Seismic, but we can filter this out by actually clicking on Seismic here, removing it so we don't have it in.

4:04Sam McKenna: And now we can see the two other people that he knows at companies I want to target. So we've looked at Steve's connections. He used to work at my company and there are two people that he knows that I want to get referrals to. What do I say when I reach out to him to get intro'd? Now, because Steve and I are first degree connected and we have a personal relationship, my message is going to be a little bit different. I might text him. I might send him a LinkedIn DM, but I'm going to say, Steve, I was looking at my territory and I saw that, you know, two people that I would love to get in front of who both happen to work at SalesLoft.

4:31Sam McKenna: I wonder for me specifically, I'll focus on Leah and I'll say, I wonder if you know Leah well enough and would you be willing to make an introduction to us? This is an awesome opportunity where you can come in and offer to ghostwrite the note. In fact, even before you make the ask to Steve, you can say, I'm happy to give you additional context or to ghostwrite the email for you. I love doing that in the ask because then it gives me an opportunity to say, I know you're probably going to ask. You're probably protective of the introduction. You don't know what to say. And if I simply say that in advance, I set myself up to look like a better seller.

5:01When I ghostwrite that message, what should that look like?

5:03Sam McKenna: So I'm going to say something specific on behalf of Steve that he can send to Leah that solves a challenge for Leah. I don't want to say we're a sales training company or we do this for executive communications. I want to think about a challenge that I solve for her that I know she's probably dealing with because I sell to people like her every single day. So when you ghostwrite that email, write something along the lines of this. Hi, Leah. Sam McKenna recently reached out to me to see if I'd be willing to broker an introduction to you. Her company does tangible specific thing, and she would love to talk to you to see if it's something that she could do for SalesLoft.

5:37Sam McKenna: I always want to ask permission before making these introductions. No pressure. If you'd be up for taking a meeting, we'd be so grateful. Depending on how busy your leadership is, you might also offer to ghostwrite the message for them because you have more intel about the account than they do, and this allows them to ship these off really, really easy. You can do this not just with your direct leader, but you can do it with your skip levels. You can do this with product leaders. You can do this with engineering leaders on your team. You can literally use any of your executives who have big networks to get direct access to your buyers.

6:07Not only is this going to fill your calendar up, it also makes you look really good with your executive team.

6:12Sam McKenna: Exactly. And you can even go to your boss's peers, the people that are also on their team. And then they're going to say, why isn't my team doing this? This is genius. Great. Awesome. So that's report number one is people that used to work at my company, but are no longer there. If they left on good terms, they're likely willing to help their old company out. What is the next report? So next report that we want to think about is who do our leaders know in our territory? And the thing that's interesting about this is it might seem 101. Of course, we're going to look. And yet most reps that we talk to have never bothered to check this.

6:43Sam McKenna: Easiest way to do that is pull up this report. Nick, I'm going to pretend that you are my leader. Thank you so much for being a great boss and giving me a raise. And And then I'm going to compare your connections of again, against my account list. So I'm just using the example every time that I've got named accounts and this is my territory, and now I can see that there are 13 people that you know. And as my leader, the only thing you want me to do is book meetings, build pipeline and close deals. So I'm going to ask you frankly for all 13 and see who, you know, amazing. Let's move to the last search.

7:13Sam McKenna: Last thing that we're looking at here is leveraging who used to work for my previous companies and is now in my territory that I can ask for referrals from everybody that used to work for my company may not be somebody that i used to know but there's good odds that we also have mutual connections of our former co-workers who can vouch for me so i'm going to go in and pull a search that looks like this for past company i used to work for a company called on 24 and i've got that listed here i've done a play on our territory as well and said okay instead of my entire territory i'm going to make this a little bit more narrow and go after a few key accounts that i'm targeting that have been impossible to crack into i've selected g2 customer and salesforce and then you're going to find down here that have also set the seniority level to be vice president and director now what you can see is six results that can help me get into this account i have a few first degree connections but the second degree connections are where i want to go in after i've exhausted my first those referrals if i can just say we previously worked at the same company we're trying to target yours i wonder if you might help me with some introductions to these key people in your organization that I'd love to get introduced to.

8:20So you're looking at Alexander here. Exactly. You might sell into engineering, but this person is the director of channel partnerships. You can't sell to channel partnerships, but this person used to work for your alma mater. They likely know their engineering team. If you can give them a ghostwritten note, they are likely to introduce you to engineering and at least get your message in front of them, which you absolutely are not going to be able to guarantee with cold prospecting.

8:45Sam McKenna: Exactly. And then think about if you do sell into a sales role, I've got Michelle here, who's head of demand generation, and she is a cross-functional partner to sales leaders. So I'm also going to look for those connections who might be more likely to know one over the other based on their job function. So the key to referral selling is not about your network. It is about your network's network. We covered our three favorite paths, but there are dozens more. These are your coworkers, your customers, your CS team, your inner circle, your family, your friends. And when you do these reports, you're not going to ask one at a time.

9:17Again, you batch ask knowing that you can get multiple introductions all in one shot. But next, let's move on to how to create your social inbound engine. And why this is cool is your network and your network's network are constantly changing. People start and leave jobs. They meet at events. They meet online. And we are going to show you how to get alerted anytime a new, easy referral path gets created without you having to keep track of it. Today's show is brought to you by Unify. Top SDRs don't work every account the same. They tier by intent, and then they work the hottest signals first. So Unify actually builds that list for you.

9:53If you just describe who you're targeting in plain English or connect to your CRM, it will literally search over 40 different sources to surface the tier one accounts automatically and then draft the outreach in your voice. So it's basically like Claude for outbound sellers. Grab our guide on how top SDRs hit quota every year in the show notes or sign up for free at UnifyGTM.com. Today's show is brought to you by Pipedrive's easy-to-use and customizable CRM with built-in meeting intelligence. My favorite discovery question is the multiple-choice question, which sounds like, typically, when I'm talking with folks like you, they're focused on A, B, or C.

10:27Which is it for you? Now, A, B, and C have to be problems that you can solve, because that's how you steer the conversation in the direction of places you can help them. Now, Pipedrive's built-in meeting intelligence helps you focus on your follow-up question, not on scrambling to take live notes. and we built a full discovery toolkit with them free in the 30MPC closers hub. There's a link in the show notes. Today's show is brought to you by Outreach, the agentic AI platform for driving execution across every stage of your deal. Great sellers drive velocity at every stage of their sale, and one thing that's worked well for me is assigning redline deadlines to my prospects when we kick off vendor review.

11:01Even artificial micro-deadlines for things like first cut of redlines and security review helps my prospects get their internal team moving. We built a guide on how to help you drive six and seven figure deals with our friends at Outreach. Get it free in the show notes.

11:16Sam McKenna: For all the searches that we're talking about, one of the most important things is that you hit save on these searches. We want to set them up one time and then forget them so they just turn into an automatic notification system for ourselves. Now, let's take a look at this one. So I think this is so interesting. We're actually setting a search to tell us any time a new executive joins our company. If I work for a company still like the size of LinkedIn, which we're using in this example, I don't know any time a new executive is joining because there's a lot of them joining our organization every single week.

11:46Sam McKenna: But what I want to do is I want to set an alert for when they do come in and be able to look at their networks of who they know. So let's first look and see how to pull this search. So in current company field, we're going to set LinkedIn where I work. Then for past company, we're going to exclude LinkedIn. This is going to give us an opportunity to say, just tell me people who net new joined our company, not who have been promoted. Because when you get promoted, it triggers LinkedIn to say, well, they used to work for LinkedIn, but they also work for LinkedIn now, so we're going to send this to you.

12:15Sam McKenna: Instead, we want to exclude that. So this is only somebody net new joining. Then you're going to go down here and see seniority level. I'm going to set this to CXO and VP. Now, the results are good. And if you've got the time, you should go through them and you should run the same exercise. But the real important part, again, is saving the search so that every single time a new exec comes, you know. Now, I would look and see what's the proximity of this executive to your sales function. What's the proximity to your region that you sell into? Obviously, if I sell to California only and I have somebody that's joining in our Middle East office, odds are less likely that they're going to know somebody that's going to impact me.

12:52Sam McKenna: But if they're joining from California, they're stationed in our Palo Alto office and that's where they're based. and I can see they joined, they're probably going to know people I want to get in front of. So what do I do with that when they join? I send them a connection request and I'll send a connection request to simply say, welcome to the organization. So excited to have you, wanted to say hello. And as soon as they accept, it's my Trojan horse to be able to look at their network. So this next one blew my mind when you taught it to me. This is a alert anytime an executive at your company, makes new friends, and connects with someone that you want to sell to.

13:28The reason this one is powerful is if one of your executives goes and speaks at a conference and they're on a panel with one of your buyers, they're likely going to shake hands and connect after that event. But unless you are actively monitoring the calendars of every single executive on your team, you're not going to know about that unless you set this search up. So when you get alerted, you can say, Hey, I saw you just connected with this person. I want to sell to. Did you guys actually meet, or I saw you were on this panel. You get triggered to look, how did they actually meet? And now you can get a super timely, warm introduction.

14:02So how do I set this up in sales now?

14:04Sam McKenna: So what you're going to want to do to set up the search is do this connections of in this field. You're going to want to put in your executive. You can only do one person at a time and I'll tell you how to select them in a minute, but you put them in here. And then in the workflow section, again, looking at, as if we have a named territory, I'm going to hit my account list. Now I can see again, who my executive already knows within my accounts. If I haven't gone after those introductions, I want to do that first. And then the second thing I want to do is save this search. Every time they add a connection on LinkedIn, that's in my named accounts that I care about, I'm going to get notified and I can go in for this kill.

14:38Sam McKenna: You might be listening to Nick and I also in saying, well, I have hundreds of executives and if I'm supposed to do one at a time, how am I going to pick? Here's two things I would tell you. First, look at who the executives are in your organization that speak often. That's usually your top brass, or you might have somebody that's on stages a lot, your head of demand generation, your head of communication, perhaps even your CFO. But we want to look at those people that are already out in the limelight. The second thing is, think about who is an over-networker and probably adds to their LinkedIn connections quite a bit.

15:09Sam McKenna: It may not be an executive that's on stage, but it may be somebody who really values already the power of building your network on linkedin and we want to use somebody like that as our example so this last one is gold these are people who you are first degree connected with who move into your territory if you know someone and they change jobs and started a company that you want to sell to yeah you kind of want to know about that this is such a simple search so you pop into connections of it's your first degree connections. Then we're going to toggle change jobs. And we're going to add again, the account lists and our workflow, our territory.

15:48Sam McKenna: Now, one quick caveat, this will also give you people who change jobs within that same account. So if they were a director and they got promoted to senior director within the same account, it'll kind of give you that false positive there. So you have to weed through some of the noise there, but every single time you have somebody that is in your first degree connections and changes into your territory, you get notified about it. you can do a quick search and then reach out to them and ask for an introduction or ask for a meeting directly there so when you take this approach to referral selling when you set up these alerts you are going to fill your pipeline up for a long time but you are going to have some dream prospects some whale prospects who you're not going to be able to get a referral into and who are never going to respond to your coal outreach next up let's talk about how to whale hunt on social you literally booked a social outbound meeting with the cro of equifax yeah so i had a dream prospect and it was the chief revenue officer of equifax her name is joy wilder liber and when i was thinking about how do i get in front of her there's a ton of avenues i can take direct referrals direct outbound cold outbound show me you know me or i can do what we call expand the sandbox which is exactly what i did when i went to joy's profile i found that she was posting content on LinkedIn and pretty regularly.

17:03Sam McKenna: Plus it not only looked like it was Equifax driven, but it was personal driven. She had the human touches in there as well. So here's what I did. I commented on one of her posts. I commented on a second post about a week later, and then I immediately sent her a connection request. I said something along the lines of joy. I keep coming across your content. I would love to see more of it. Just wanted to say hello. Now we're connected and I've hit the first barrier because she's accepted because I've also sent a custom connection request that makes me look different than everybody else reaching out to her.

17:33Sam McKenna: I did the same thing again. I sent one more comment on her post, and then I went in for the kill and I asked for a meeting. Great. So just to recap what I've heard so far, the strategy was you found a dream prospect and we're going to show how to pull this list, but you were looking for dream prospects who were also moderately active on LinkedIn. Yeah. Instead of immediately sending a connect request or looking at their profile and sending them an email saying, I saw you posted this, want to book a meeting. You went a little bit slower. You went comment, thoughtful comment, comment. And then after two comments to show, hey, I'm thoughtful, I'm engaging.

18:09Then you sent a custom connection request. You got it. From there, you still didn't say you've accepted, let me hit you with the pitch lap. You did one or maybe two more thoughtful comments. And then you sent your, hey, would you like to meet message?

18:22Sam McKenna: Exactly right. I'm trying to earn the right to ask for the meeting and you might say well can't I just shortcut can I do one comment connection request one comment going for the kill You can but I think a lot of buyers will see right through that And I think this is a place where a little bit of less speed will pay off because you are really putting in the time And you're trying to make an effort for them in a very different way Great, exactly right. How do I actually find these people? How do I operationalize this? This sounds great, but I don't know how I'm going to do it Great question. So in here, again, I'm going to go to my territory.

18:55Sam McKenna: I'll go to all account lists and include that. And then in terms of the seniority level, I'm going to say, tell me anybody who is that again, that VP level and that CXO level. This takes some work. I don't want to reserve this for every single manager or director prospect out there. These are for my dream prospects. Exactly right. And after I have my account filters, my CXO level, the other thing that I'm going to go do is look for who posted on LinkedIn in the last 30 days. Now that's 12 people. Look at this. The CEO of Seismic, the CMO of Seismic, tons of people are posting content on LinkedIn.

19:29Sam McKenna: It's not all easy content to engage with, but this is worth the effort because if 13 minutes of prospecting, which is what it took to get Joy's attention, will work to get the CEO of Seismic and other key CXO titles, I'm going to do that all day long. I get how to find these people. Mm-hmm. I get the high level strategy. What am I saying in these comments? And what am I saying when I send that bend your ear? Do you want a meet message? Because I feel like this is where I could screw up the language. So what we want to think about is we want to relate to the post that the person wrote. You may still be nervous doing that.

20:04Sam McKenna: This is where AI is fantastic. Take the post, drop it in AI, tell them what you do and ask for something thoughtful that you can write. Make sure to humanize it if you do that. We do not want it to look like AI wrote it. So it's not just, wow, that must be fun. I'm adding some actual thoughtfulness to that comment. Now, when I go in and I ask for the meeting, I'm going to say something along the lines of joy. I keep seeing your content. I really love it. I especially appreciated your last post, yada, yada, yada. I'm coming into that to say, don't forget, I've been commenting. I've been watching.

20:34Sam McKenna: I've been engaging. Hopefully you remember my name or recognize me. One, I'm going to close that message by saying, I think there are some places where we can help you. Here's a challenge you have as a CRO, which I know because I talk to CROs all day long. And here's a very specific and tangible way we can solve it. I wonder if I might bend your ear on how we could help you and hit your goals at Equifax. If you've got some time over the next week or two, please let me know and I'll send a calendar invite along accordingly. Again, you want to find places where you're also replacing language with non-salesy language.

21:06Sam McKenna: So it's not, I'd love to, can we schedule 20 minutes? It's, can I bend your ear? I'd love to offer you some value. Be grateful for some time to spend with you. Today's show is brought to you by Unify. Top SDRs don't work every account the same. They tier by intent, and then they work the hottest signals first. So Unify actually builds that list for you. If you just describe who you're targeting in plain English or connect to your CRM, it will literally search over 40 different sources to surface the tier one accounts automatically and then draft the outreach in your voice. So it's basically like Claude for outbound sellers.

21:38Grab our guide on how top SDRs hit quota every year in the show notes or sign up for free at UnifyGTM.com.

22:08on your follow-up question, not on scrambling to take live notes. And we built a full discovery toolkit with them free in the 30MPC closers hub. There's a link in the show notes. Today's show was brought to you by Outreach, the agentic AI platform for driving execution across every stage of your deal. Great sellers drive velocity at every stage of their sale. And one thing that's worked well for me is assigning redline deadlines to my prospects when we kick off vendor review. Even artificial micro deadlines for things like first cut of Redlines and Security Review helps my prospects get their internal team moving.

22:41We built a guide on how to help you drive six and seven figure deals with our friends at Outreach. Get it free in the show notes. So when you do all this, you are going to be stacking your calendar up with some outbound booked meetings, which means you're going to have some deals. And if you thought using social and using LinkedIn was just a prospecting approach, you're wrong. So let's talk about how to use social in deals. Let's talk about what we do pre-meeting. Let's talk about what we do post-meeting to create molds. And then let's talk about just like the broader driving your deal faster things that we can do on social.

23:13Sam McKenna: So we find that people are on average, they're connected only to 6 % of their customers. And this is how we can avoid just that. Using social pre-meeting is one of the easiest things that you can do to not only up that number, but to make sure that you're building your network systematically day after day for your long-term career success. What I want you to think about when you set a meeting is this every single time you set a meeting if you set a meeting then you send a connection request on linkedin so this connection request again is going to be custom and it's going to say nick thanks for responding to my note really looking forward to our meeting on friday wanted to say hello here thanks sam super clean very easy now nick if you are nice enough to include other people you add your colleagues to that meeting invite what am i going to do?

23:58Sam McKenna: I'm going to send them a connection request, of course, as well. Make sure you add this context to those because people might be added to your meeting who have absolutely no idea who you are. So when I send that connection request, let's say to Jesse on your team, I'm going to say, Jesse, really excited that Nick included you in our meeting invite for Friday. Looking forward to seeing how Sam Sales can help 30 Minutes to President's Club. Take care, Sam. Something simple like that. So that when Jesse sees my note, he's like, who is this meeting on Friday. Oh, that's right. Sam sales. Okay. Yes.

24:28Sam McKenna: Good. I'll accept one after the other, you are using social to increase your network, to build that up and to hopefully drive the deals after that first meeting. So that's what I'm doing. Pre-meeting. Yeah. Post meeting, I get put on what you call the 24 hour shot clock where I need to hit them with the one, two punch punch. One is a pretty straightforward group recap email. So you were there with one to three people, you're going to send a recap email. And so that recap email should look something like this. Sam, in my experience, when you send a group recap email, it's not like every single person is responding, adding thoughts, et cetera.

25:01But the second part of the one-two punch is going to be your one-to-one follow-up on LinkedIn

25:08Sam McKenna: with each person who joined the meeting. So this is what I love to do. Let's say it's Nick and Jesse that's in my meeting. I'm going to send the recap email, and then I'm just going to send them a note directly after DM on LinkedIn to say, Nick, just wanted to say thanks again for the time. I know I just sent you the email, but I really appreciate you taking this meeting and introducing me to Jesse. Now, maybe Jesse reports to Nick. And so I want to start to work that angle also to turn Jesse into my mole or to give me additional information maybe that wasn't shared on LinkedIn. When I reach out to Jesse, I'm going to say the same thing, but I might also say, if there's anything else you can think of or if there's anything you forgot to mention that would be useful as I think about our next steps, all ears, happy to also jump on a call anytime.

25:48Sam McKenna: Thanks in advance. Just that dialogue might spark either one of them to say, oh, on second thought, there's something else. And you know what? I was talking to Claire in this division. You should talk to her as well. Let me tee up that introduction. So I'm really killing two birds with one stone. So there's a million things that you could do to start to move your deals faster on social. I'm going to give you one strategy. We cover way more in our social selling course. It is one thing for you to connect one to one to one with all of the different stakeholders in the deal. It is another for you to play Cupid and match your team with their team on social.

26:21The reality is, especially if you sell a technical solution, the technical people on the buyer's side probably don't want to be building a relationship with the AE as much as they would be interested in building a relationship with your technical people. So what you want to do is play Cupid and task your CEO to connect with their CEO, your head of sales to connect with their head of sales, your engineering or tech folks to connect with their engineering tech folks. And what I typically recommend is task each person on your team with one person on theirs and say, your job is to go try to build a relationship with that person on social.

26:59Send them a connection request. Try to start a conversation with them. It won't happen for every person and every prospect. But when you do this right, you are matchmaking your org and their org. And it's like you're already working together before the deal even happens.

27:12Sam McKenna: Exactly. Three things that are really important here. So one, you can also offer to give your executive the ghostwritten text. And it does not have to be complicated. It can be something simply like, hey, I know our teams are working together. I know our teams recently met. I simply wanted to say hello. If I can be a resource to you, if I can answer any questions, or gosh, if you'd ever like to get together for a one-on-one, please let me know. So you're giving them the language to use without them having to think. Two, as lovely as your leaders are, they may not do what you asked them to do by when you said you would do it.

27:42Sam McKenna: So set a reminder for yourself and follow up. You can self-check yourself by seeing if there's a common connection between the two of them and they're first degree connected now. Or you can simply say, thanks in advance for sending that connection request two or three days later. And then they'll say, oh gosh, I forgot. I'm going to go do that now. And you're going to say, thanks so much all without having to follow up. And the final thing to think about is your competition. Are they doing this? Probably not. So what does it do to set yourself apart and your organization apart by you guys doing this and showing that everybody's in on the excitement about this when your competition isn't doing that.

28:16Man, that was so fun. Let's recap what we covered. So we talked about how to get warm intros using LinkedIn sales nav to look at your network and your network's network to batch ask for referrals to all of these different people. Then we talked about setting up your social inbound engine. So anytime there is a new referral path, you get alerted right when it happens so you can go in for that timely ask. From there, we talked about whale hunting on social and we covered the comment, comment, connect, comment, bend your ear approach that Sam used to book a meeting with the CRO of Equifax and is used to book meetings with countless executives at high diamond quality accounts.

28:56Finally, we talked about using social in your deals. We talked about thoughtfully connecting before your meeting to go into a warmer first meeting. We talked about the one-two punch in the 24 hours after your meeting, your recap email, and then your one-to-one connections on LinkedIn. And then we talked about playing Cupid, getting your team to connect with their team on social. So it's not just you doing all of the social networking. We covered a lot in this video. There is so much more. And so I've got two gifts for you. Gift number one, in the description of this video, we actually put together the complete list of our favorite referral reports that you can run in LinkedIn SalesNav and the entire social inbound engine.

29:35We only covered a couple in this video, We didn't have time to do all of them. The full list is in the description of this video. We also have been in the studio for what feels like weeks filming our 30 MPC hashtag Sam Sales social selling course. And so if you like what you got today, there is so much more in the social selling course. Check it out. There's a link to it in the description. We appreciate you watching and we'll see you next week on 30 MPC.

30:10Today's show is brought to you by Unify. Top SDRs don't work every account the same. They tier by intent, and then they work the hottest signals first. So Unify actually builds that list for you. If you just describe who you're targeting in plain English or connect to your CRM, it will literally search over 40 different sources to surface the tier one accounts automatically and then draft the outreach in your voice. So it's basically like Claude for outbound sellers. Grab our guide on how top SDRs hit quota every year in the show notes or sign up for free at UnifyGTM.com.

31:04on your follow-up question, not on scrambling to take live notes. And we built a full discovery toolkit with them free in the 30MPC closers hub. There's a link in the show notes. Today's show was brought to you by Outreach, the agentic AI platform for driving execution across every stage of your deal. Great sellers drive velocity at every stage of their sale. And one thing that's worked well for me is assigning redline deadlines to my prospects when we kick off vendor review. Even artificial micro deadlines for things like first cut of Redlines and Security Review helps my prospects get their internal team moving.

31:37We built a guide on how to help you drive six and seven figure deals with our friends at Outreach. Get it free in the show notes.