The social selling landscape has undergone a radical transformation. With AI making it effortless to generate generic content, the digital feeds are now saturated with what Matt Watson (CEO of Full Scale) and John Golden (Sales POP! host) call “AI slop.” To win today, you must pivot from mass broadcasting to relationship-driven engagement.

We discuss the critical shift: Authenticity is the new currency. In a noisy environment, people are craving genuine human connection. Your goal is to build trust, not just awareness.

Key Takeaways to Master:

1. Prioritize Conversation: Stop measuring success by the volume of content you post. Start measuring it by the quality of the conversations you initiate. Ask thoughtful questions and listen actively.
2. Share Your Story: Avoid templated messaging. Share personal insights, lessons learned, and genuine passion. Vulnerability and honesty cut through the noise better than any perfectly optimized, AI-generated post.
3. Use AI for Prep, Not People: Leverage AI for research to understand your prospect, but consistently deliver the outreach with a specific, personal, and human touch. Automate the tasks, but never automate the relationship.

Listen to the full episode for the definitive guide on using a human-centric approach to dominate social selling.

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The sales landscape has shifted beneath our feet. What worked five years ago is failing today, leaving sales pros feeling stuck. It’s not about a new script; it’s about a new mindset.

In our latest episode, Sales POP! host John Golden sits down with 34-year sales veteran Rob Herbst to uncover the single most significant shift top performers are making: they’ve stopped being problem solvers and have become elite problem finders.

In this must-listen conversation, you’ll discover:

• The Diagnostic Method: How to uncover hidden challenges your prospects don’t even know they have, instantly creating value.
• Radical Transparency: The simple opening statement that disarms buyers and builds immediate trust.
• The Future-Proof Skillset: Why curiosity and deep listening are now more valuable than any closing technique.

Stop trying to fit old keys into new locks. It’s time to evolve.

Listen to the full episode now to redefine your sales strategy for the modern era.

Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

In this episode, sales expert Shelley Rosetta shares lessons from over 30 years in the furniture industry. She explains why profit matters more than just revenue, and reveals six key sales metrics every leader should track. Shelley also discusses coaching teams, keeping processes clear, and avoiding complacency. If you lead a sales team, don’t miss her powerful advice on driving growth and staying competitive.

Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

In this podcast episode, John Golden interviews Nick Caruso about augmented intelligence in sales. Caruso, from KnowledgeNet.ai, emphasizes that augmented intelligence aims to enhance human efficiency, not replace it. They explore its use in refining sales playbooks and ideal customer profiles at the funnel’s top, improving alignment between sales and marketing. Caruso predicts the future may hold fully automated sales processes but notes ethical considerations. The discussion underscores the potential for small and medium-sized businesses to use AI to boost their sales pipeline and growth.

Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

The Power of Direct Mail in Today’s Digital World

Direct mail, often seen as a relic of the past in our digital-dominated world, surprisingly holds its ground as a powerful marketing tool. Mike Gunderson, a seasoned expert in direct marketing, shares that its tangible nature cuts through the digital noise, offering a unique personal touch. This method not only garners attention but fosters a sense of trust and connection with recipients, making it an invaluable asset in the marketing mix.

Despite the rise of remote work posing new challenges for direct mail campaigns, innovative strategies for reaching audiences at their home addresses have kept it relevant. Moreover, integrating direct mail with digital marketing efforts, such as using QR codes to bridge the offline and online worlds, enhances engagement and conversion rates. Mike’s insights reveal that direct mail, when executed creatively and precisely, can be cost-effective and impactful, proving its enduring value in connecting with audiences in meaningful ways.

Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

Preventing Lead Leakage: Key Takeaways from a Conversation with Jason Kramer

In today’s sales landscape, lead leakage remains a significant challenge. To address this issue, John Golden interviews Jason Kramer, founder of Cultivate, on effective strategies to prevent lead leakage and optimize sales performance.

Key Takeaways:

• Establish a consistent and well-defined sales process.
• Learn from top performers and replicate their winning practices.
• Maintain open and consistent communication between the sales and marketing teams.
• Implement a reliable CRM platform to track lead progress and identify bottlenecks.
• Adapt sales approaches to align with evolving customer behavior.

Cultivate’s Services:

• Personalized lead nurturing campaigns
• Sales process optimization
• CRM implementation and training

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In this podcast episode, John Golden interviews Jamie Shanks, founder and CEO of Pipeline Signals, about the importance of mining and researching active customer prospect and competitor accounts. Jamie suggests a three-step process to address the challenges of prospecting efforts and account selection and prioritization models. He also emphasizes the need for sales teams to be strategic and accountable in their prospecting efforts and to constantly adapt to changes in the market. Additionally, Jamie discusses the importance of understanding customer priorities and needs, using video to deliver a compelling message, and focusing on objective cleaning of the sales pipeline.

Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

Tim Pollard is today’s Expert Insight Interview guest. He is the founder and CEO of Oratium, Speaker, and Author of “The Compelling Communicator” and “Mastering the Moment.” He is a specialist in a very high level of communication skills. He has a profound experience in both doing and teaching oral communication, with a particular emphasis on message architecture. Tim and Our host John Golden discuss Sales messaging – Why it fails and how to fix it?

Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.