Episode 227: LinkedIn: What’s Next!
Imagine being one of only 37 global Sales Insiders handpicked by LinkedIn for an exclusive peek behind the scenes. In this episode of Making Sales Social Live, Our LinkedIn Whisperer, Brynne Tillman, spills the beans on her recent visit to LinkedIn’s San Francisco headquarters, where she was honored as one of the 16 new official LinkedIn Sales Insiders. During Dreamforce week, she had the opportunity to dine with marketing experts and enjoy stunning city views. But the real fun began at the happy hour. While Brynne enjoys networking with her peers, she also spent a significant amount of time talking to the product team and learning about some of the exciting new developments coming out soon.
Get ready for insider insights that could transform your sales game. Brynne unveils two groundbreaking Sales Navigator features, including a Chat GPT integration that promises to simplify prospect searching. Tune in to discover how LinkedIn’s cutting-edge tools can revolutionize your sales strategy and more. Don’t miss this exclusive episode!
Bob Woods 00:00
Welcome B2B sales and marketing view making sales social live coming to you from the social sales link virtual studios. I’m Bob Woods, the LinkedIn Sherpa, and I’m joined by fellow social sales trainer, consultant and professional AKA the LinkedIn Whisperer, Brynne Tillman. How’re you doing, Brynne?
Brynne Tillman 00:20
I’m great, Bob. You know, the two of us are a little bit under the weather. Yeah, we’re gonna pull this one off.
Bob Woods 00:26
Welcome to Making Sales Social Live, as we share LinkedIn and Social Selling Training Strategies and Tips that will have an immediate impact on your business. Join Brynne Tillman, and me, Bob Woods, every week, Making Sales Social Live! This is the recorded version of our weekly Making Sales Social Live Show.
Bob Woods 00:51
Recently, Brynne was at LinkedIn headquarters, the real headquarters in San Francisco, and she’s got details and everything coming down the pike that will help sales pros use LinkedIn to start those all important sales conversations. So Brynne, Why don’t you set the stage for us? What were you there for? What was happening? That type of thing?
Brynne Tillman 01:13
Yeah, well, first, so incredibly honored. LinkedIn named me one of the 16 new official LinkedIn Sales insiders. There are 37 of us all together globally. So I’m beyond honored. And it was Dreamforce week, and they were doing some filming and some schmoozing and networking. And I got to hang out with some amazing people. Folks, it’s just more getting grim. And like just Lindsey Boggs was there, like people that I love from LinkedIn. I’ve actually met Lindsay before but it’s just so much fun to hang out with some great people.
So they and by the way, they treated us like royalty, I was crazy. I had lunch with the head of marketing for that Rana Panel. They have lobster for lunch, I’m like, really special anyway, and that was for, for women in sales, actually. So there were lots of little vignettes of things that they had a happy hour, the top of the building with the most amazing views of the city. And it was just wonderful. So that’s the fun stuff. The even more fun stuff is at the happy hour, Sales Navigator, product leads were there.
So while I love networking with my contemporaries, I spent a good portion of time talking to the product people and learning about some of the new things that are coming out. So there are two things that I want to talk about today that I learned are coming down the pike, both of them are Sales Navigator related. The first one is really nice to have. The second one is a game changer for sales globally. Alright, so let’s start with the first one. LinkedIn has. And you may know this number, I don’t even know Sales Navigator has a dozen plus filters that allow you to really break down a list to get to your exact targeted market.
But, It’s a lot there’s a lot of combinations that you can do, like, for example, posting on LinkedIn in the last 30 days and getting a new job in the last 90 days and if you don’t know how to leverage that search, you may be missing opportunities. Well with now the Chat GPT ability where you can just conversationally type into Chat GPT and get answers. LinkedIn AI will now roll out and I believe it’ll be in February, the ability to say “I’m looking for sales leaders that are new at a company that are active on LinkedIn that have a team of 10 or more so you can actually go in and chat about what you’re looking for and it will create that search for you with all the right filters.”
Bob Woods 04:50
Wow. I mean, especially because if you’re on Sales Navigator and by the way. Brynne, I purposely haven’t talked about this stuff because I wanted to react like how you guys read through. So this is the first time that I’m hearing this stuff too. And I think that that’s really cool. I think this is really cool because you can get lost in the filters, I mean, you can get so lost in the filters trying to like, select one thing and then not another thing and then unselect yet I mean, there are there are so many different permutations for them to have an AI that will go, “Okay, well, then let’s set our filters,” Do this, this habit do all that for you is just is just amazing. It’s just incredible.
Brynne Tillman 05:31
Yeah, and let’s say you look at that list and say, “Oh, my gosh, I really don’t want consultants in this list, you can then type in, take out consultants, and it will exclude them from the list.” So you don’t have to write like, it’s really nice. Now, what it doesn’t have are additional filters. So if they don’t have a filter to match your conversational chat, it will tighten up the search. So for example, they don’t have gender. So you can say I’m looking for female entrepreneurs.
It can’t filter females because it doesn’t have that in its search capabilities. So it is still limited to the filters that they have. But their filters are exceptional. The second one, I’m going to say, is going to transform the level of selling that we can do today. So Bob, you and I teach a lot of social listening. We teach a lot about researching your client before you get on a call, you know look at their Google them. Google the company, look at the blog posts and the news on their website, look at their company page.
I mean, there could be a half hour 40 minutes worth of research. Before you hop on a call. It is now down to about 30 seconds. Amazing. I know. So you click a toggle or a button, not sure how it’s rolling out. And LinkedIn will now go out, pull public financial reports. Everything on google anything public, not only serve it to you in 30 seconds, but give you bulleted highlights based on the information that they bolt.
Bob Woods 07:41
Wow. Yeah, boom. Mic drop. Absolutely.
Brynne Tillman 07:46
So I know that you have a healthy obsession with AI. As well, and you’ve done an enormous amount of work in really perfecting prompt engine prompting, right like you, you’re a social selling prompt engineer. And you’ve really spent a lot of time doing that. Imagine now, from a social listening perspective, being able to pull that information in without any prompt engineer.
Yeah. Right. Like, not that I’m putting you out of business. I’m certainly no, but absolutely, I yeah, I guess the path I was going is the hours that it takes. And the amount of work that goes into creating the right prompts to collect the right data to create the right insights. And it’s not always exactly right for every single company. But with LinkedIn, brilliant engineering, and dozens of people working behind the scenes. I really think that, like this is a huge win. Just amazing.
Bob Woods 09:10
Yeah, absolutely. That just, that sounds amazing. Because it’s just like you said. I mean, the via API’s out there, like Chat GPT are fantastic. But you have to know what to put into them to really get the type of stuff that you need, if LinkedIn takes that knowledge and just kind of sets it up for you already so that you’re able to just type in just what you need. And it is almost, I don’t know if you’d agree with this.
This is a phrase that kind of popped into my mind while you’re talking. It almost goes not quite from social listening to maybe social curation or something like that. I mean, because it’s really curating more for you. At that point, maybe social research, I’m not sure but um And you’re still going to need to social Listen, as you go on with these companies too but at the same time just having all this stuff in one place and ease and just ease of use I think is amazing.
Brynne Tillman 10:11
Yeah, I think we got to work on that. So I think it’s social listening. And the new term now is for deep sales. So Sales Navigator.
Bob Woods 10:21
Yeah,I was definitely going to ask it because that is a new term that you’re going to be seeing more and more from LinkedIn, you’re already starting to see it, you’re only going to see it more deep sales.
Brynne Tillman 10:32
Yeah, so we also have a, this may not be a healthy obsession with URLs. So I now own deep sales dot live. So we’ll figure that one out. That’s fine. Anyway, so this is a short one today. But I think it’s a good one. And as much as we see changes in LinkedIn all the time in Sales Navigator, the unit user interface changes daily. And you know, Bob, and Stan and I all are on one account. And we have a different interface over that today.
Bob Woods 11:08
We discover that today the wildest thing is like, “Wait, what did you do?” And it’s like, “No, I can’t do that.” “You could do that.” And “I can’t do that” That’s especially because Les Brown said we are on the same account. So wild.
Brynne Tillman 11:19
Yeah. So all I can say is we will keep you up to date the best that we can. But if you have questions, hop into our free Public Library and Community so if you go to linkedInlibrary.com or socialsales link.com/library and join for free, we have a community where you can ask your questions. So if anything you’ve learned today, you’re like, “Boy, I’d like to learn a little more and jump in and ask those questions.” And then all this content is linked there as well. Clearly. So Bob, I think we could take this in for a landing.
Bob Woods 11:56
Yeah, so I mean, definitely stick with us, definitely stick with our content not only here on our podcast, but with shares that Brynne and I and also Stan Robinson do because all of this is definitely evolving. So this is like our kind of introduction for you all into this. But like I said, this is all going to be coming out. So stay with us. And we will bring you more and more as the actual details literally appear on our screens in terms of Sales Navigator and what that’s actually going to look like.
So thanks again for joining us on making sales social live. If you’re with us live on LinkedIn, Twitter, YouTube, Facebook, or X, formerly known as Twitter right now, we do this every week, so keep an eye out for our live sessions. If you’re listening to us on our podcast and you haven’t subscribed already, why not go ahead and hit that subscribe or follow button to access all of our previous shows and be alerted to when new ones drop. More info on our podcast is available.
It’s social sales link.com/podcast We do two shows weekly, this live one and our making sales social interview series where we talk with leaders and experts in sales, marketing, business and many many more areas. So when you are out and about be sure to make your sales.
Brynne Tillman 13:21
Social. Bye guys.
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