The host argues cold outbound takes huge effort, has falling reply rates, and puts reps in the same pond as everyone else. In his view, the useful version of social selling is monitoring constant changes in your network and your network's network (job moves, shared conference panels, online engagement) through alerts. He says the alerts covered are the highest performing based on Samantha McKenna's work with thousands of sales teams.

“Most social selling advice is garbage. We are not going to sit here and tell you to go post content and wait for the leads to roll in.”

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