#592 S2 Episode 461 - SOCIALIZE THE RIGHT WAY: The Problem with Outdated Playbooks, and What To Do Instead

IT’S TIME FOR SOME NEW TRICKS

In today’s episode, Collin welcomes Mike Montague, Director of Community Engagement at Sandler, a podcast host, and author of LinkedIn the Sandler Way. Mike talks about his experience in reading outdated playbooks on social selling and the problems he saw with what they are teaching. This led him to write his own book, and you will learn more about it in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

MIKE: THE PROBLEM WITH THE OLD PLAYBOOKS

“I realized that social media was blowing up. But all of the books said like, you build this huge audience, you joined 50 groups, you blast messages and post three times, seven times a day, and hopefully, someday somebody will buy it from you, or the book ended on and now you engage the audience, and I kept thinking like, that's exactly why I'm reading this book, I wanted to learn how do I use this as a salesperson to start a sales conversation, get something into my pipeline.”

MIKE: THE DIFFERENCE BETWEEN MARKETING AND SALES

“If you're marketing for a company, you want that brand and brand awareness as wide as possible. If you're in sales, you want your target audience to be as small and qualified as possible.”

Connect with Mike

Mike Montague | Sandler | LinkedIn the Sandler Way

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