Social Selling – Jeff Hermann

Stick Like Glue Radio #201

On this special episode of Stick Like Glue Radio, I interview Jeff Hermann, a champion of B2B sales and marketing alignment. Jeff is also an expert in social selling and share many nuggets in this interview. Don’t miss this powerful show!

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Social Selling

Main Questions Asked:

  • What is social selling?
  • Is it more important to be a creator or curator?
  • Do you have any insight on where LinkedIn is going?
  • How can someone get started with video?


Key Lessons Learned:

  • Any person with passion, commitment, and an iPhone 6S can build a global audience.


Social Selling

  • This is the next evolution on how individuals, entrepreneurs, sales professionals, and leaders can use the tools to scale relationships.
  • How can you use tolls to connect and have more relevant conversations?
  • Listen in the sense that you are observing and monitoring your prospect or customers’ social media.
  • At minimum, you should be checking out people’s LinkedIn profiles. Use this information to frame a more relevant approach.
  • Social selling is a fast track and dynamic space.


Why Social Selling

  • In the sales arena, there has been too much focus on volume metric prospecting models.
  • Social selling is about getting away from the volume metric approach and choosing more relevant language based on the buyer’s journey.


The Social Selling Maturity Curve

  1. Observer
  • You are monitoring and using the information to your advantage, but aren’t giving back or adding value.
  1. Participant
  • You are in a dialogue and can refer or help someone yourself.
  1. Curator
  • Choosing the best content of others and sharing it.
  1. Creator
  • Creating and sharing your own content.
  1. Building Authority
  • Building up trust and creditability, and people want to go to you.



  • Positioning itself as the place for business content.
  • This is a strong second tier social network and has great reach.
  • At a minimum, your prospects and customers have a profile.
  • The lack of a profile, or a slim profile, or a deep profile tells you something about that individual.
  • Jeff predicts that LinkedIn needs to get into video and will end up with native video on the site.


Scale Your Charisma

  • Authenticity matters, and the rapport is built a lot quicker by producing video content.
  • People want to know what you think, so the secret is to just get started.


Steps to Transform from a Sales Leader to a Thought Leader

  1. Just Get Started
  1. Goal setting
  • A content marketing mission statement is the goal.
  • Who is the target, what is delivered, what is the outcome for the audience?
  • Who is the avatar, and how will your content resonate with that individual?
  1. Build an Editorial Calendar
  • Choose a topic and become known for it.
  • It is human nature to get comfortable and come to expect it out of habit.
  1. Develop Content, Choose Your Assets and Channels
  • For example, the asset is video and the channel is YouTube.



Jeff Leo Herrmann

Publish or Perish Podcast


Click to Tweet:

Is it more important to be a creator or curator? Find out w/ @JeffLHerrmann @newsletterguru

What is social selling? Find out w/ @JeffLHerrmann



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Your Host: Cap't Jim Palmer, The Dream Business Coach

Cap’t Jim Palmer, best known internationally as the Dream Business Coach, is creator of the Dream Business Mastermind and Coaching Program and host of Dream Business Radio – a weekly podcast based on Jim’s smart marketing and dream business building strategies. He is also the founder of Success Advantage Publishing.

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