AI-Enhanced Social Selling and LinkedIn Strategies with Brynne Tillman

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Hi, I'm Warren Zenna, founder and CEO of the CRO Collective and welcome to the CRO Spotlight Podcast. This show is focused exclusively on the success of Chief Revenue Officers. Each week we have an open, frank and freeform conversation with top experts in the revenue space about the CRO role and its critical impact on B2B businesses. This podcast is the place to be for CROs, sales and marketing leaders who aspire to become CROs and founders who are looking to appoint the CRO or want to support their CRO to succeed. Thanks for listening. Now let's go mix it up. So welcome to the CRO Spotlight Podcast. This is Warren Zen. I'm the CEO and founder of the Cross Sierra Collective. Today I'm really excited to welcome my guest, Bryn Tillman, who's the founder of Social Sales Link. And I'll tell you a little bit about. I should do a more of an intro, but Bryn is the LinkedIn whisperer and CEO of Social Sales Link. For over a decade she's been teaching entrepreneurs, sales teams and business leaders how to leverage LinkedIn for social selling. Thanks for being here.

Thank you, Warren. It's great to see you again.

So Bryn, if you could expound on that a bit, I'd love to hear a bit more about your background. And you know, LinkedIn is like this big monstrous beast that everyone's playing around with all day. How did you kind of your evolution to getting into this business?

So thanks for asking. I was actually a sales trainer who did not love cold calling. And I remember actually 1992, sitting across from a client, staring at his overflowing Rolodex, thinking if I could get my hands that for 20 minutes, I could identify who he knew that I wanted to meet, ask for introductions and I wouldn't have to cold call anymore. But it wasn't exactly politically correct to say, hey Mr. Klein, can I thumb through your address book? Two decades later, or maybe even a little bit longer than that, I found LinkedIn that solved this problem. LinkedIn allows us to filter and search our connections connections and leverage our social proximity, our relationships to gain access to key decision makers at a much higher level of credibility. Now, while it takes a little bit average to bad content fast, people can create content not in their own voice. So there's some negative there. The positive is when used well can be an incredible. It's like, you know, if you remember the old Reese's peanut butter cup, chocolate and peanut butter perfect together. So AI and used well with LinkedIn is incredible. Now LinkedIn has rolled out some of their own AI tools inside of Sales Navigator that are fabulous, but even coming up with your own messaging. And we work with CROs and sales leaders and marketing leaders to help them create their own prompts so that the AI that they're enabling their sales reps to use have, you know, guidelines. Right. And they're specific so that they are leveraging their own voice without coming across as spammy. Right. So there's this balance, and I think that that's the future of leveraging any tool is balancing the human aspect and the AI aspect.

So it's interesting to me because, you know, I think about something you said, which is, you look at the music industry, it used to be it was pretty easy to determine if somebody had talent or not because there wasn't a lot of technology to hide, you know, whether you were bad or not. You know, you sang in front of a microphone, either you sounded good or you didn't, you know.

Yep.

But now, you know, almost all the songs that come out today are all manufactured by tools, you know, pro tools that essentially change your voice. And there's no such thing as real talent anymore. You know, people go on stage, they don't really sing. That's all lip syncing and stuff. And then, you know, you still have people that are amazing and they go out and they can just pick up a microphone and sing. But they're rare. You know, there's just too much enablement for people to become superstars today because these technologies close the gap on people's talent and make them maybe believe that they're really talented when they're not. And I think the same thing goes with salespeople. I see this a lot. I think AI has sort of given people a false sense of confidence that these tools can sort of get me to the next level. When in fact, you're correct. You need to know how to use them in a way that augments what makes you useful and valuable. And I think it could create some laziness, you know, in the marketplace because it's just, it's too easy, you know, to do certain things. But I'm interested in knowing more about the tools that their LinkedIn is implementing. Because I, I see on LinkedIn itself, I don't really use them. I see things where, like I'm typing something and it says, you know, let us write, write this for you and stuff like that. I write it myself, I don't need that. And then I see other things too, where, you know, something interesting that happened recently. I thought it's really neat. When I look at someone's name, it has little suggestions underneath it like this person, you know, here's a sales opportunity for you at this person or this person does this or this person, you know. Posted recently like you get a little bit more insight from the profile than you used to from AI. What are some other things that are recent or interesting that you're seeing developed in the tool that are being utilized in your world?

Well, so I'm absolutely loving the Sales Navigator enhancements. So there's a few things. There's account IQ which has been out for maybe nine months or so, which really is your pre call planning. When you get to a company page, if it's a mid sized company or larger, the smaller companies are not enabled yet but it will pull in content from the Internet in 30 seconds or less and it'll summarize everything you need to know of what's going on with that company in their industry. If there have been press releases, if there have been job changes like, like instantly, you'll get a summary. So that can help you truly pre call plan from the company side, what's going on there. What they've recently launched is called Lead iq and I'm obsessed with this because it's pre call planning based on the person's profile and, and although I think this will evolve over time. So if you're listening to this a year from the time we're doing this, it may be slightly different.

I'm sure it will be.

But you can add your solutions, tell Sales Navigator here's what I solve and it will help you build a pre call planning summary based on that person, their company and your solutions.

I see. So it's a pre call planning tool. It is able to link your offerings with the prospect and help determine ways in which you could approach that prospect based on their profile and their needs and their habits and their title, et cetera. And it matches against what you're doing. I assume that you probably still have to edit it a little bit. It's not perfect, right. It's probably comes out of there a little ready to go. But you sort of look at it and I, I would imagine, I mean, I imagine probably get to a point, maybe it will be really amazing. But is this still like in the experimental phase? How good is it, you think?

Yeah, it's pretty amazing. It's pulling from public information. So the only break would be if there's something that's out there publicly that's incorrect but it's way better than if you were Googling. Like, I used to take 45 minutes before every prospect call, and now I take about three.

Hmm. I can see that.

That's amazing.

Yeah, it is. It is amazing. It also sort of. I could see how that would negate the need to have some sort of like research assistant or something like that who you'd pay to do that for you. You don't need that anymore. Like, I don't know if that job was really around, but I know, like, when I was working for a long time in sales roles, we did have people who, you know, we would say, look at these accounts and put together some stuff for me, because we wanted to create some efficiencies. That person's job would be gone right now. Yeah, I mean, I probably just go in there and just click a couple buttons and it would get me at least close enough that I wouldn't need that. That's incredible. So, you know, earlier in the conversation, you mentioned this slow to fast thing. I just kind of wanted to address that. So, you know, this is an interesting notion because you're right. I mean, it does take more time to sell through a relationship. But you said it perfectly. It's better. Right. And you get a better outcome almost all the time. I think invariably, I think anybody argued that point. But yet the time it takes to build that rapport is never looked upon favorably because it's never fast enough. And that's because the marketplace goes faster than it should. And I think that that's. I'm seeing. Interestingly, this is a really interesting kind of a. I'm interested in your opinion on this. So on one hand, I'm seeing that the marketplace is eschewing this sort of notion of speed. It's no longer really works. Right. It sort of became like a bad thing because that speed created a lot of problems that don't really work anymore. And I think we're realizing that relationships matter and all that kind of stuff. That being said, relationships do still take time. But then you and I just talked about how AI makes things faster. So where's the convergence, you think, between the amount of time it takes to build rapport and how new technologies can maybe make it happen faster? Is that something that you think is going to happen or is it still just take time to make getting in touch with people anyway?

Yeah, so I love that question. What I would say is AI is going to get us to the first conversation faster, but the relationship will still take.

Yeah, Humans are humans. You can't speed people up.

You know, yeah, so. So I love the combination of the two. For example, one of the campaigns that will roll out with a CRO inside of an organization might be Prospect by Interview. And there are many steps in prospect by Interview, but we roll this out when we're looking to talk with decision makers, and that just will not take a call. They just won't. So we start with interviewing them for their insights. So a salesperson gets on a call and they want to jump into, Let me tell you how we can help you. But they're not taking those calls anymore. So there are clever ways to do this. So we can create questions very quickly to interview them. We can get them on a call, we can record the interview, take the transcript, and turn that into a blog post very quickly with their exact quotes. We can publish that. And then now we, you know, now we've started that relationship. We've built rapport. We don't have a relationship yet. Let's be really clear. Relationships take a long time, but I've earned the right to talk to them again.

Yep.

So now I reach out. Thank you so much. The blog post is great. I appreciate your time. And obviously, if the CRO is heading this, there's some marketing that takes place in this and some sales. So it's bringing the two together. But we now publish this. We get it in front of them. We socially surround everyone inside of their organization. So if it's CEO, just want to tell you all the things the CEO said. Read this blog post. And now you've been vetted in the eyes of all those other co workers that will take your call later because you're the CEO, had a conversation with you, so that's pretty cool. But we can reach back out to the CEO and I go and thank you so much for your insights. I truly appreciate the value that you're bringing to my audience. I hope you don't mind, but, you know, when we were talking, I heard you say this, and I've been thinking about it, and I've got some ideas for you. Are you open to another call? Most of the time they say, sure, you've built value. You didn't bait and switch them. You published the content you've got, you know, you've amplified their voice, and now you have an idea for them. And so we're not saying you can't sell sell to them. You just need to slow down your outreach to speed up the outcome. So that's really where it all comes together. So when we go into organizations and we put campaigns in place, we have to re look at what are the KPIs that we're measuring. Are we looking at the right activity and are we rewarding the right activity? Because if we are rewarding number of dials as the number one KPI, we're probably not going to make our revenue goals. It's just the way that things have, have turned. Do I believe in the phone 100%. I will call someone, I'll pick up and dial after they know who I am. So for me it's about warming it up, having the first zoom conversation or teams conversation, getting to know them. And now I've built that rapport and absolutely I'll pick up the call. But for me it's about earning the right so that I'm not dialing for dollars, I'm dialing for. Oh, great to hear from you, Bryn.

Yeah, no, it's great. Makes perfect sense to me. So earlier in the conversation you also mentioned this kind of eight step process. I'd love to, if you don't mind walking through that. We'd love to hear that. If you don't mind. What is it and how, how is it implemented and all that stuff.

Yeah, so often, you know, the, the gap currently inside of sales organizations is a robust, complete, scalable, repeatable social selling program. Particularly with new AI. It's how are we bringing them together? So when we look at organizations, even organizations that have invested an enormous amount of money into selling sales Navigator, they're still in random acts of social. They kind of, here's some training here, the feature function, go at it. But what we've recognized is having a process just like anything else inside of our organization is what drives success. So the first thing, and I kind of alluded to this, is we've got to establish our goals and our KPIs. We've got to take a look at what are we looking to achieve, what is success and what are the KPIs that back into that success. That is literally the first thing we have to do and that's stage number one, step number one.

Okay.

We've got to identify what do we want to achieve. Because if you are rolling out a software program or anything without knowing what you want to achieve, we're never going to be able to measure success.

Okay.

And the right KPIs. So if this is what we're looking to achieve, what are the KPIs that will ensure if we are meeting those, we're working toward that goal, the next thing we need to do and most CROs have this down is really identifying that ICP clearly. And it may be different for each sales team or whatever that might look like. But if we know our ICP, we now need to convert that ICP into LinkedIn filters. Buyer mapping on LinkedIn. They may not all go exactly as planned. Your ICP might be 45 to 70 year olds. Well, that's not a filter on LinkedIn. So how do we take that ICP and best match that to filter? So we call that Buyer Mapping.

Then you do that through the Sales Navigator interface when you're doing your list building. Is that where that takes place?

So we do. I will say it is possible to do this in LinkedIn.com and for smaller companies we do. But for sales organizations we strongly recommend Sales Navigator for many reasons. It also helps in that if we're going to do campaigns and we're going to have process, it also can sync up into your CRM. So you've got seamless communication between what's going on in the CRM and what's going on inside of Sales Navigator. So as an organization, you're capturing all that activity.

Got it.

Really important, the next one is selecting your tool stack. So Sales Navigator being one of those. But are you using a membrane or a gong or a sales loft? Are you using what are we going to use use, or are we using your CRM to take them through whatever campaign we're going to launch? And, and all of those tools work beautifully. But it's what tools are we going to use that will make the sales professional's life easier? And for example, let's say we go, we're doing a prospect by interview. What is the communication tool? The interview is done, it's recorded on teams, it goes to marketing to become the blog post and then the rep is notified when that's up. Like that is, you know, very, very process driven. And that's really important in this tool stack that we've got that in place. Otherwise, I mean, it's amazing how, you know, the, you know, one, you know, loose thread can break the whole rope. Right. Like it's crazy. So you've got to make sure as an organization that that process is tested and ready before we roll out the program.

Sorry, interrupt. This particular stage you're talking about, is this a stage that you think is more of a marketing effort or a sales effort?

So it's both. Right, It's. So this stage is sales leadership and marketing saying, okay, here's the process. What's the communication line? You know, here are the tools that we're going to use. Is it an email? Do we have the, you know, is it part of the CRM where I now the rep assigns a task to marketing. So it's really just, you know, I, I'm a big fan of the E myth, which is Michael Gerber's book, which is like very, very process driven. And for any of these sales organizations to move from random acts of social, they need a very strict process, easy to follow process like the eth. Right. So that anyone can plug in and they know exactly what the next step is.

Got it.

So that's that. The next one is your content strategy. So this is going to be a combination of sales leadership, marketing and even the sales professionals. So there's a lot. And I'm not going to go deep into the content strategy, but I will say social selling content needs to do five things. Not all content, but content that sales people use to start sales conversations needs to hit five points. Number one, it needs to resonate with their buyer. So if you sell to CFOs in manufacturing, their content needs to say in the first line, CFOs in manufacturing, there's too much noise out there. They have to go, oh, that's for me. The second thing that first line has to do is create enough curiosity that they're willing to stop, stop scrolling and invest the time to read it. So it could be three mistakes CFOs in manufacturing are making with their banking relationship. Okay, what mistake am I making? I don't know, whatever that might be. The next three points are what? So the first two points, the resonate, create curiosity, get them to read. The next three points are what get you to know they're there and care. So you need to teach them something new that they did not know prior to reading this. If it is the same regurgitated simple AI, Give me a list of five things that they could have done. If they said give me a list of five things when they went to AI, it will not convert. It. It will not convert. So you need to teach them something new. Number four is what they just learned needs to trigger in their brain how this would work inside of my organization. So what they just learned, they need to go wonder how that would work with us. So t. So it's resonate, create curiosity, teach them something new that gets them thinking differently about the way they're doing things today. And number five is it needs to create a compelling moment. You need to have a call to action that gets them to do something in the moment or they Move on. And they forgot about you.

Got it.

So marketing needs to understand that they can reframe a ton of their content in this way specifically for their. Their sales professionals to start those conversations. It's really important. The other thing that marketing needs to do is start to interview the sales professionals and have content with their thought leadership because that will elevate their expertise in the eyes of the prospect. If they go, oh, my gosh, they. The company. Even if they've interviewed every single sales or account rep or sales professional, if that blog post is highlighted on the profile of that sales rep and the prospect gets there and they click through and go, wow, there's a whole blog post where the company is highlighting the brilliance of the sales rep. I want to work with that sales rep. Got it. So, okay. I said I wasn't gonna go deep into that.

No, that's okay. I love it. It's good. I mean, it's really helpful. This is the sort of detail that I think would be helpful for someone to think about, because already when you're saying these things, I'm thinking about stuff too. I was thinking about those five steps, right? Those five things that the post needs to have. And I obviously, I agree with all of them, but I'm asking myself, I'm doing the math to do all mine. Do all those things. I'm sort of like going through the thing. And here's what I think. I think to the thing that people miss is two things. Of those five, maybe you can give me a different opinion, but one is you're correct in that many times posts don't say anything new or different. And number two is the call to action isn't compelling enough. It's not. Doesn't motivate me. That's a tough one. You know, it's hard to get. I think you sort of have to have all them in place and that then the call to action is easier because you piqued my interest and you've stimulated my need to learn more. So I'm gonna. I'm gonna take a next step sort of thing, you know.

Yeah. And a simple one. And this isn't the call to action in all of them. A lot of times the call to action is, you know, you've earned the right to now get their email for a report or something like that. But my favorite call to action from a sales perspective is if you're exploring how this can work in your organization, I'm happy to have a conversation whether or not we decide to work together. You know, I Promise to bring some insights and valuable tactics that you can use right away.

Yep. I guess that tends to be my. My approach. I'm very. I just help people, but I understand. I mean, organizations can be tough around that. Like we said before, you know, if I'm. I know the CRO would be probably the one who's banging the drum on this, but CROs still have a board and a CEO they have to report to. And so many times, even though the CRO may have insights about moving too fast, moving too slow, or moving too fast, they still may be managed that way anyway, even though they're an executive. And I think these things help to create a case of, you know, hey, look, if we roll these things out in the right cadence, in the right way, you know, you could see how effective it would be. It just. It just might take a bit longer than me hiring 20 SDRs. Just get people on the phone all day long, which I think is not a good solution. But it's an interesting idea because I do think that what you're saying here, the big message I'm getting from this is what you say, again, you said social. Random acts of social. That's awesome. So that's exactly what it mostly is. I mean, I'm that way. I mean, I think that I have a lot of people ask me, like, how do you put together your editorial calendar? How do you know what to post? I'm like, I have no plan. I just write stuff, you know, none. Like, I have no plan. And I'm not saying that's a good thing. All I'm saying is that I'm. I'm doing okay despite it. However, I know that if I had a better process, it would be just better anyway. So I do think that a lack of a process is a huge disadvantage, that even if people adopt one, it can't help but be better. So I think what you're talking about makes a lot of sense, because once you've turned this particular channel into more of, like, a machine or a factory, you're going to get more optimization and you're going to get better results out of it. I don't see a lot of companies doing that as well as they could have.

Yeah. And actually that leads to number five, which is a customized playbook.

Got it.

So what are the steps that the rep should be doing every day? Now, I have, like, a day in the life of a social seller, and it's very generic, but we take that and we customize that and say, what do we want our reps doing every day little things like take a look at who viewed your profile. You don't have to act on it every day. But don't you want to know who's showing up and is there a prospect that's showing up or someone in the company that, that you just had a conversation with the champion and now two people from that company are looking like there's a lot of information in there. So you know, in the playbook we, we have guided like you, they can click a link and it could be in their CRM, it could be in their tasks and it goes right to their who's viewed your profile every day. So you can do it in 30 seconds, look at your notifications, look at. So there are activities that if you go, okay, ten minutes every day, I'm just going to take a look at these things and only act if it makes sense. So in the playbook it's. And then in the Playbook we might have the full cadence of prospect by interview and templates. And I say playbook. Most of the time the playbook ends up in a sales loft or a gong or a membrane. Right? Like that's. The playbook is a digital playbook. It used to be though that it was literally a physical playbook where people would copy and paste their templates 10 years ago. And then what we need to do before we roll out that playbook in a training is, is create value centric profiles. And this is where marketing should be meeting one on one with the reps. And you've got, you should have custom GPTs, so custom prompts that are the formula that your marketing would like their headlines to be the formula they'd like the about summary to be the formula they'd like the experience to be. And then that prompt should ask questions. So based on this framework, ask the user, right? Ask these seven questions and then once they answer that their profile is developed in their voice in the company's framework. So we do that, we help them write that GPT. They can use it in copilot. I mean it's just, they can use it anywhere. But now it's scalable and you can send that out to all of the sales reps and say take 15 minutes and update your profile. They feel like their voice is heard. It is custom to them. But you can have prohibitions in there. Do not use these words like for me I have 50 prohibitions. Do not use delve, do not use like you know, there are certain very clear chat GPT phrases. But then I have 21 phrases like detach from what the prospect is worth to you and attach to what you're worth to the prospect. I have 21 phrases that are in the social sales link voice. That's all in there. So when the rep builds it out, it's the rep's voice aligned with the company voice. So that is vital. And that's where AI is, is amazing because you can scale that based on your framework.

Got it.

The next one is the training or social selling enablement where we roll this out and we truly believe that coaching is some of the biggest piece of this. The training is 10% and coaching is 90. So we will either have private coaching once a month where unlimited reps can come on and ask their questions. We also have public coaching that's twice a week where they can send their reps to get so they can say, hey, I'm stuck here. I'm trying to get into this company. What can I do? I, I, my shared connection is a competitor. I can't ask them for a referral. Right. And so gaining access now for a company, for a CRO, you want to have, if you're, if you're doing this internally and you're rolling this out internally, you have to have at least a monthly coaching call where all your reps can get on and ask their questions because they're going to get stuck or even a Slack channel. Right. But you've got to have a place where the moment they're stuck or that they have a place to go, a coach internally that can answer those questions. Otherwise, just like every other tool, they're going to use it and then as soon as it's difficult, they're going to abandon it.

Mm. All makes sense. It's really great. So, you know, I wanted to ask you a couple of questions about this and pertaining to the way the multiple disciplines in an organization work together. Right. So you and I have talked about before, the CRO sort of oversees all these different revenue functions. And, you know, it's interesting how this sort of backs around between being a sales or a marketing effort. Are you seeing a lot of marketing people now inside of Sales Navigator? Is it a platform that marketing people are using or is it really more still exclusively a sales platform?

Yeah, it's it. So it's a sales platform, but their marketing is often admin, so they're not using the platform for outreach, but they are leveraging the intelligence that they're learning from. Who are, you know, what kinds of people are the sales reps saving? What kind of accounts like There's a lot of insight that marketing can gain from Sales Navigator. There's also a feature called smart links in Sales Navigator, which is a very powerful hub where you can see who's clicking, how long are they there. And so marketing often will play a big part in helping the sales reps build out those landing pages, pages in smart links with content that converts. So marketing is very much involved, but they're not actually. They don't actually have a license.

I understand that's. I was asking. I was wondering, like, because it does seem like, you know, the LinkedIn is almost like a marketing tool for salespeople. You know, in a way, you're building. You're. It's. It's both. But, you know, look, people are. Salespeople are now more and more creating content, right? They're writing things. They're trying to build some thought leadership. They're, they're. They're not just writing nice emails. You know, they're using social channels, which is a form of. In my view, it's a form of marketing. I mean, you're putting out content to people, to a wide audience, and there's a marketing component to it. I think really good salespeople understand that, and they sort of. They can play those two roles in a way. You gotta be like an independent business in a way. When I was selling for companies, I looked at myself as like a small business. I mean, they gave me a seat, they gave me a phone, they gave me something to sell. They paid me, but they would fulfill on something if I got a customer to buy it. So I had to go out and market myself, and I had to create stuff and get people's attention. And so I was sort of a combination of a marketer and a salesperson, I think. Sounds to me like these AI tools are making that even more the case.

Yeah, but, you know, let's go back to those relationships again. You know, everything that we teach. I shouldn't say everything. A significant portion of what we teach is about leveraging our social proximity. So, for example, I had. I was working with 1, 1 CRO, who they, they were new into the organization and they wanted to restructure territory mat their territories across the board. Because, you know, this post Covid, you don't have to be physically located near your clients anymore. It's just not, you know, and they were physically broken out into territories and there had been some turnover, and they go, okay, so our Northeast is open. Do we have to hire someone in the Northeast? And they really didn't. So what when we went through, how do we hire for that position, we're like, well, why don't we look at social proximity? Do they know the right people in the Northeast that we want to know on LinkedIn? And that now becomes part of the hiring, like, who is in their network? So if they spent their whole career in the Northeast, but they're in New Mexico right now, but they have all the right relationships, great, maybe that's the right person for the role. So there's a whole new way of looking at time in territory, management time in that I'm going to be there. Let me look at the 72 other people I know in the area. Like, there's so much that, that CROs need to start weaving into the fabric of how we look at, at our. How we go to market strategy completely. Right. Like, it's so important. And, you know, it's interesting. There are so many companies that are stuck in the way we did it 10 years ago and it worked 10 years ago. But they have to look at, well, you know, oh, the economy is slow. There's money in the economy. Of course it's moving. So if your pipeline is down, it probably means that you're, you know, the horse that keeps drinking that boiling water. Like, stop. Make a change.

Yep. True.

Yeah. Yeah.

Well, great. This is really, really insightful. It's helpful. I like the practicality of all this. I'm sure that, I mean, I'm taking notes here as you're talking about things I could be doing differently. So I appreciate it. So what is. What's typical client? Like, what's the kind of clients you're working with? What's the, like, the optimal client for you?

Really? The. I mean, the optimal client we have, we work with lots of folks. If you said, like, okay, build out your perfect icp. It's a team that has Sales Navigator that has smart, hungry salespeople that are looking to grow their pipeline if they're comfortable. You know, they make presence club every year doing the same thing, same thing. They don't want to learn new things and new ways to do things. But if you have a hungry sales team that's like, I want to make more money, I want to have more conversations, I want more client referrals, you know, and they're, and they're, they're excited to not just learn, but implement new things, that's my perfect client and that's willing to invest in Sales Navigator because it really, that's a commitment across the board to using social selling the right way.

Yeah.

So, I mean, now it's will. I take clients that are like, we have a sales team. We don't use Sales Navigator. We used to use Sales Navigator and didn't work, so we canceled it. I would love to work with them, but they still need hungry salespeople. If they. That. That's really. If it really comes down to it, that's what it is. I want to work with people that want to do this. I don't like to take prisoners.

I understand. I agree. I totally. You need to have someone who's a willing partner and has the right motivation, and those are the ones who work out best for you. I advocate the same. I don't like trying to change.

And they get the most for their investments.

Exactly. I agree. I'm with you 100% there. Well, great. So you're not your social sales link, but at the beginning of the conversation, you told me you, you changed the name of the company recently.

Oh, no, no, no. We're launching. By the time this is out. We launched December 2, 2024. We're launching our AI platform called Ask SSL. AI. And it is an AI platform where we've got hundreds of prompts, GPTs, but it also allows companies. We talked about customizing GPTs and rolling those out.

Okay.

To their sales teams.

I see. So that's going to be an AI platform that you. You've created.

Yeah. So social sales link is ssl. So it's Ask ssl.

Yeah. All makes sense. Well, that's really great. Well, this has really been exciting, really insightful. Like, I. This is really helpful. I mean, there's a lot of things here. I realize now I'm like, boy, I could be doing a help a lot more than I am. So I appreciate all the insights here. So what, what's. How can everybody get a hold of you? What's the best way for people to find you?

So the good news is I'm still the only Bryn Tillman on LinkedIn, so you can definitely find me there. But you can also. I mentioned a day in the life of a social seller. If you really just kind of want to take a look at what that might look like, go to social sales link.com day. And that's just a great way to learn more.

Great. And I too, I'm the only Warren Zen on LinkedIn, so I know what it's like to have like that.

Great.

You know, you and I, we're not. We're not John Smith, you know, so. Well, thank you so much for being here. I really appreciate it. It was really interesting and I know, really useful. I think that this is an interesting area. We're going to see some changes in the way that some of these tools are being developed and it's fascinating how this stuff happens. And I see, I launch a platform on my computer or my phone, all of a sudden I see a new feature in there that all of a sudden it asks me a question or it's. It's just wild how this is all just kind of happening in real time.

Yeah. I feel very grateful to be alive right now.

Yeah, agreed. I mean, it's amazing. We're at the beginning of this whole boom, you know, so. Well, thanks. I mean, Brandon, it was really great having you and I really appreciate you reaching out and suggesting we talk because it was really useful. So I'm sure that we'll talk it again soon. I'll see you around.

I love it. Thanks, Warren.

Thank you for listening to the CRO Spotlight Podcast. The CRO Collective's mission is to help CRO succeed and help founders and CEOs build CRO ready organizations. You can find out more information about our services@thecrocollective.com that's thecrocollective.com and we look forward to having you join us next time. Sam.