Introducing: The Warm Pipeline Machine (Social Selling Course)

0:00What's going on folks, it's Nick from 30MPC and we've got a really big month with an exciting announcement coming up, so I wanted to take you through the quick 30 MPC roadmap. Spoiler alert! The big announcement is we are launching our social selling course in collaboration with Sam McKenna, the CEO over at Sam Sales. And so to celebrate, over the next four weeks, every single drop from 30 MPC across our YouTube, across our podcast, across our newsletter, is going to be related to social selling, or it will be some of the best content that we have done with Sam in the past. The reason that we're doing this is most salespeople know that they should be using LinkedIn to prospect in book meetings, but there are a lot of myths out there that are really dangerous about how to social sell and not.

0:43One of the biggest things that I learned is like, social selling has nothing to do with you trying to become an influencer and posting content. That doesn't work. And honestly, that distracts from real prospecting. I used to be really anti-social selling. But when I sat down with Sam, she showed me exactly how to engage with buyers, how to use your network's network to get introductions, dozens of different sales reports and alerts to literally fill your calendar up with warm, easy meetings that don't make you feel uncomfortable, like cold calling or cold emailing might. It is a really powerful system.

1:19And so we're going to be dripping some of this content over the next month to give you a taste of what is in the social selling course. So over the next month, we are going to be dropping a YouTube episode with Sam where she's going to take us through all of the best LinkedIn sales nav alerts to tell you exactly who to prospect and when and the easiest path into an account. We are also going to be publishing some of Sam's best podcast episodes where she talks about parallel processing deals, how to show up on a first discovery call in a way that is totally different than the average seller. We also have some of our best social selling episodes that don't have Sam on the show.

1:57So we have one with Charlie Johnson, who is one of the top performing AEs over at Rubrik. We've got one with Morgan Ingram, where he's going through his favorite sales nav filters. All of this is meant to help you master social selling. The biggest thing on our roadmap this month is our live social selling launch event. And that is where we are going to break down everything that we cover in the course. We're going to walk through the social selling system. We're going to walk through all of the reports and alerts to use. We're going to give you step-by-step guidance on what to say when you reach out, not only to your referrers, but also the people you are asking to get access to.

2:32And so if you're remotely interested in the course, the one thing that I want you to do is go sign up for the launch event. The link to do that is in the description of this episode, and you will get the live training. Sam and I are going to be there live answering questions, both in the chat as well as live. You will get the full preview of what is in the course, and you will also be able to see exactly what we are teaching before you need to make the decision to buy. Now, if you're like, Nick, I love Sam. I love 30 MPC. I'm already sold. Well, you're in luck. We have a pre-order offer for you.

3:03So during pre-order period, you will get $100 off the course. During launch week, if you wait, you will get$50 off. And so if you want the best price, get it during the pre-order period. But again, if you're not sure, I would start by signing up for the launch event just so you can see what this thing actually entails. Then if you feel like the course makes sense for you and this is something you actually want to embark upon, you can still take advantage of that pre-order launch week price. And just to be clear about what this is and what this is not, this is not a course about screwing around on LinkedIn, trying to become a LinkedIn influencer, posting every day, hoping that the leads are going to come rolling in.

3:40That's a waste of your time. And the people giving you that advice are leading you down a really dangerous road. This course is also not some generic motivational crap that sounds good in theory, but is not actually practical in practice. This is about building a repeatable, sustainable, simple system that gets you in front of the right buyers, gets you direct introductions from the people that you already know, and shocker, people that you might not, but who are still willing to help you out, starting conversations with your customers, and building some pipeline without having to hammer the phone.

4:16And so that's the roadmap. Over the next four weeks, expect a lot of social selling content from 30 MPC. Expect to see Sam McKenna's face all over the 30 MPC feed. Now, if you wanna check the course out now, there's a pre-order link in the notes of this episode, but we're gonna play the course trailer now, which is gonna give you a sneak piece of everything that is inside the course. Cold prospecting sucks. It's tough for you and it's tough for your prospect. It takes an unbelievable amount of time and it's what everyone else is doing. But what if we could teach you in this course how to get into accounts that you would never be able to get into cold.

4:47What if we could teach you a methodology to stack your calendar with meetings all without having to cold call on top of that, and to build a system that delivers warm leads and referrals to you every single day in a way that few other reps are doing. I'm Sam McKenna, and I've spent nearly 20 years in enterprise sales. I've broken over 13 sales records, and I was personally recruited by LinkedIn because of my use of Navigator and my ability to social sell. So Sam, let's actually talk about the genesis of this social selling strategy that you have because it is really, really powerful. You were telling me about one of your first ever sales jobs and you were given the typical prospecting mandate from your leadership where it was, you've got to send X number of cold emails a day, make Y number of cold calls a day.

5:29And then you had a meeting with a prospect, a CMO, and it changed the way that you thought about prospecting. Cold calling and cold outreach never felt comfortable to me. So I wanted to figure out a way, how can I hit my targets without ever having to do any of that? And one of the very first super scary meetings I had was with a chief marketing officer named Jim Durham. And after our meeting, he said, listen, I want to help you in any way that I can. And if you want to expand in law firms, I can do that. Here's what I want you to do. Feel free to look at my network and anyone that I'm connected to that you want to meet with, just reach out to them.

6:00With a super smart subject line that says hello from a friend of Jim Durham's, not only did my open rates go through the roof, but the meeting acceptance rates also went through the roof. And for me, that's when the light bulb turned on of exactly what social selling and referral selling can do. Most salespeople have been completely lied to about what social selling is and what social selling isn't. Social selling is not screwing around on LinkedIn, posting a bunch of content, hoping that you're going to get a bunch of inbound from law firm CIOs. Social selling is also not putting your prospect in a 17 step LinkedIn outbound in-mail sequence.

6:36Most salespeople think that they can't social sell because they don't directly know their prospect on social. And so they think they have to resort to go cold. That is not true. What I have learned from you over the past months of building this course together is that social selling is not about your direct access to your prospects. It is about all of the weak ties, the people in your network, people that you work for today, people that you used to work for, people that have left your company, people that sell products that integrate with whatever you sell. And so they're invested in your success.

7:11There are people that you know, who have direct access to the people that you want to meet with. And what we're going to teach you in this course is exactly how to use that network of yours to get access to their network and their ties to literally rack up the meetings in a way that actually feels good in your stomach and soul. And so we have split this course into three major sections. Section one teaches you how to build the warm intro machine. So we're going to teach you how to go to your direct network, figure out who those people know that you want to get meetings with, and how to go to those people and ask for introductions so you can get meetings the easy way.

7:51From there, once you're addicted to that, we're going to show you how to build your social inbound engine. So as your network evolves and their networks evolve, there are going to be more warm referrals that you can be asking for. And we are going to show you how to set up alerts so that you never miss an opportunity to take advantage of a new referral path the second that it is made. And then we're going to show you once you're getting all of these warm intros, how to build your network systematically so you get even more opportunities for referrals. In section two, we're going to teach you how to work your accounts directly.

8:20There is so much data available between job changes, relationships, and people expanding the relationships. And we're going to teach you how to DM and how to engage with your buyer's content, all without the cringe, and how to whale hunt for the CXO titles that would never give you the time of day without the methodologies we're going to teach you. And then in section three, if you thought that social selling was just outbound, Sam, you are going to learn how to social sell in your deals to create molds, to get inside intel that people would never share on company email. You are going to learn how to use social selling as a way to get access to executive level stakeholders before your competition does in your deals.

9:01You are going to learn how to optimize your profile in a way that when buyers hit your profile, they realize, holy smokes, this is somebody who is legit and I should be giving the time of day and respect to. So Sam, why don't we give folks a taste of what to expect in this course? We're gonna give you one piece of one module, which is the warm social inbound engine. So Sam, one of the things you taught me is there are dozens of reports and alerts that alert me anytime there is a change in my network or my network's network that would create an opportunity for a warm introduction. One of my favorite searches to run is being able to see anytime a new executive joins my company.

9:41That executive is trying to make positive impact to the organization as quickly as possible, right? And they're bringing with them a network full of people that I probably want to get in front of, except there's no way to systemize that, right so maybe seven months after somebody joins i go and look and i say oh this vp of product happens to know somebody in my account that's great what if i had known seven months before and that is exactly what this search does so in sales navigator you're going to be able to see every single time a vp plus an evp and svp whatever you'd like to set joins your organization let's say the chief revenue officer of one of your divisions joins today you get the notification you connect with them on LinkedIn, you say, welcome to the organization.

10:22We're so excited to have you. And yet they don't know you secretly have ulterior motives, which is to look at their network and figure out who they know in the accounts you're trying to target. What I love about this search is you have the opportunity to not only get visibility cross-functionally to those executives, but immediately go and look at their network and ask them for help. And again, when new executives are joining, they're trying to make as much positive impact as they possibly can. But while they're learning the ins and outs of the business and building their cross-functional relationships, they now have the opportunity to positively impact revenue by introducing you to their key contacts.

10:56So with this search, you not only get alerted every time somebody joins, but then you have the opportunity to look at their network, compare it to your territory and your buyer persona to get you warm introductions to your hottest prospects. So I mentioned it earlier, but there are a lot of false beliefs and frankly lies about what social selling is and what it isn't. I used to dump on social selling for years because a lot of what is passed off as social selling advice hurts more than it helps. And it's a waste of your time. So let's talk about some of the FAQs here, Sam. So isn't social selling just posting content and fake prospecting while I scroll social media?

11:31This is the thing. It is not. So first of all, it is all about first, the data utilization that you have, leveraging all the data and intelligence that LinkedIn has against your territory and your network. The opportunity to see job changes, who knows who, whose network is expanding, how people are getting promoted internally, your customers that are leaving and even offering you an opportunity to capture churn risk before you even see it. There is so much that's really about the data and not about just screwing around on LinkedIn all day as Nick said earlier in the course. So Sam, a common misconception is if my buyers are not actively posting on LinkedIn, that means it's not really possible to social sell to them.

12:08This is the best part though. Nobody has to actually be posting on LinkedIn in order for this course to be helpful to you. What matters is that they're on LinkedIn, they have a profile, and they have a network. As long as we have that, you're in good shape. That said, if they do post content, if their direct reports do, if their channel partners do, if their cross-functional partners do, you have an opportunity to engage with that and capitalize on that. But it's not a critical part of the success of this course. Well, that all sounds great, Sam, but I know another concern folks have around social selling is like, what if I don't have a strong network?

12:38What if I'm a newer SDR or I'm an AE who recently moved industries? Am I able to use this stuff? Totally. And it totally doesn't matter if you don't have a strong network because we're actually leveraging the network of your executives, your partners, your clients, your board members. We want to look at everybody who already has a deep network and leverage that, particularly focusing on the executives that will be able to get those really challenging meetings for us just by the power of their title and the strength of their relationships that said it doesn't mean that we don't want you to build a strong network if you are an sdr and this is your second day in seat and you are just watching this to figure out how to kill it we're going to help you figure out how to build your network in a systematic way so that years from now you are that executive that another sdr is asking for introductions from so doesn't that mean this might just be for beginners or or is this also applicable to people who have management experience?

13:32Who is this for? Every single person is going to get value out of this. And the reason for that is, is you have people who have leveraged LinkedIn or LinkedIn Sales Navigator, but not optimally, or have said, I've had this license for a very long time. I just don't know how to use it effectively. What am I supposed to do in it? So if you say I have a LinkedIn Sales Navigator license, my team does, my 700 person team does, and I know we're not leveraging it the right way. This course is for you. Sam, I've got numbers to hit now. And I've previously been told that social selling, it takes a little while to get the engine moving.

14:02And so maybe this is for people that if they have like a little bit of buffer, there's not pressure to hit numbers right now, right? Absolutely not. This is one of the fastest ways for you to book meetings. In fact, because everybody else is doing things exactly how other social gurus tell you to do it, you doing this is going to help set you apart. In fact, it's cutting through the noise of what other executives are getting every day and doing things a little bit differently. Plus, when you get these introductions, that speed to lead and that speed to trust is there, which means you can stack yourself with 20 meetings in the next month.

14:32And frankly, you'll be a little pissed that you didn't know how to do this sooner. So I don't think I've told you this before, but we have been using what you taught in this course at 30MPC. And literally last week, we closed a$62 ,000 deal with an account that we got a meeting with three weeks ago from one of these warm referrals. And because the meeting was so high trust, it came from a direct introduction. We closed it way faster than we would have closed a deal of that size. So we are using this stuff and I am telling you it works. And my AEs are so much less stressed because now it's like 70 % of their prospecting time is these warm referrals and the rest they are supplementing with the colder stuff.

15:12At the end of this course, you're going to be kicking yourself for not knowing these tactics sooner. You are also going to set yourself up with a year's worth of meetings in just a month or two. Yes, we are literally going to give you step-by-step guidance. And Sam is going to be sharing her screen and showing you the exact searches and reports, the exact messages that she sends when she asks for referrals, the exact messages that she sends when she outbounds directly on social. We're going to teach you how to 80-20 your LinkedIn profile. This is not this like deep, dramatic, total body recomp makeover.

15:44These are the quick fixes that are going to help you fill up your calendar with warm meetings, forever fill them up with a warm social engine, and get your profile looking in a way that like your buyers are going to say, okay, this person is legit. This is a good one. So if you're ready, we would love you to join the course, Sam, let's dive in. Let's do it. Alrighty, folks, that's it for today. Go sign up for that launch event. Sam and I would love to see you there. I'm really grateful for Sam's time, effort, energy. She's spent building this with us. She's taken away time from her business, from her family.

16:15She's had to hang out with me for months, but seriously, we would love to see you on the launch event. And I look forward to answering your questions there. Peace. Today's show is brought to you by ConsenSys, which helps your demo keep selling even when you're not in the room. Before I show a demo, I set it up like it might have to work without me. I include these three slides before I drop in. Number one, the biggest problems I learned in discovery. Number two, how we solve those problems. And number three, a what does success look like today slide. You can steal that exact 30 MPC demo deck template powered by ConsenSys.

16:47Go check it out in the show notes. 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. Which 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.

17:15and we built a full discovery toolkit with them free in the 30MPC closers hub. There's a link in the show notes.