The Social Selling Reboot — 60-Min Training

Question

Pulse RevOps · The Machine · Accepted Answer

### Direct Answer

> **The Social Selling Reboot is a 60-minute live training that rewires AEs and SDRs from cold-blast spammers into LinkedIn operators who book meetings with warm, in-market buyers.** It covers profile-as-landing-page, the 3-touch view → engage → connect cadence, a commenting framework that gets noticed by economic buyers, DM scripts that don't pitch-slap, and a 30-minute-per-day content rhythm that compounds. By the end, every rep walks out with a rebuilt profile, 10 target accounts loaded in Sales Navigator, three scheduled comments, and one personalized DM sent before they leave the room.

LinkedIn's 2025 State of Sales report found that **78% of social sellers outsell peers** who don't use the platform, yet most B2B SaaS sellers still treat LinkedIn like a digital Rolodex they spam once a quarter. This training fixes that in a single hour using the playbooks that Daniel Disney, Brynne Tillman, Justin Welsh, Morgan J. Ingram, and Tim Hughes have field-tested with thousands of reps.

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## Section 1 — The Reframe (5 min)

Open by killing the term "social selling." It implies selling on social. **The job is to be findable, trusted, and warm before the first call** — Brynne Tillman calls this "social engagement that earns the meeting."

Walk the room through one stat from LinkedIn's State of Sales: buyers in the $25K–$500K ACV band touch a vendor's profile **an average of 7 times** before replying. If your profile looks like a resume, you lose. If it looks like a landing page for the buyer's problem, you win.

```mermaid
flowchart TD
    A[Cold Rep] --> B[Profile as Resume]
    B --> C[Pitch-Slap DMs]
    C --> D[2% Reply Rate]
    A2[Social Operator] --> B2[Profile as Landing Page]
    B2 --> E[3-Touch Warm Cadence]
    E --> F[Value-Add Comments]
    F --> G[Personalized DM]
    G --> H[18-25% Reply Rate]
```

Ask one question: *"If a CRO landed on your profile today, would they think you understand their problem — or just that you sell software?"* Hold the silence.

---

## Section 2 — Profile Rebuild Workshop (15 min)

Reps rebuild their profile live. Use Justin Welsh's "headline-banner-about" trio:

- **Headline (220 chars):** Drop the title. Lead with the buyer outcome. Template: *"Helping [ICP] [achieve outcome] without [pain] | [Company] | [Proof point]"*. Example: *"Helping Series B RevOps leaders cut CAC payback below 14 months without ripping out their stack | AE @ Pulse | 47 implementations shipped."*
- **Banner image:** A 1584x396 graphic with **the buyer's problem in 6 words**, not your logo. Canva template, 4-minute build.
- **About section:** Write in second person. First line is the buyer's pain. Three bullets of proof. One soft CTA: *"DM me 'playbook' for the [ICP] benchmark report."*
- **Featured section:** Pin 3 assets — a customer story, a teardown post, and a Calendly. Daniel Disney's data shows profiles with a Featured section get **3.2x more profile-to-DM conversions**.
- **Activity:** If the last 5 posts are job anniversaries, the profile is dead. Buyers check this first.

By minute 20, every rep has a live, rebuilt profile. Run a 90-second peer review — partner up, swap profiles, give one specific edit.

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## Section 3 — The 3-Touch Cadence + Commenting Framework (10 min)

Tim Hughes' rule: **never connect cold**. Warm the prospect across three touches over 3–5 business days before the connect request.

1. **Touch 1 — View their profile.** They get the notification. Cost: 4 seconds. This alone lifts connect acceptance by ~12% per LinkedIn's own data.
2. **Touch 2 — Engage their content.** Find a recent post (last 14 days) and leave a **value-add comment** — not "great post."
3. **Touch 3 — Connect with context.** Send the request with a 200-character note referencing the post you commented on.

The commenting framework — Morgan J. Ingram's **"PIE"** model:

- **P — Perspective:** Add a take they didn't include. *"Agreed on the CAC point — we're also seeing payback stretch when SDR ramp exceeds 4 months."*
- **I — Insight:** Share a data point. *"Our last 12 RevOps reviews show 63% of leaks live in the lead-to-MQL handoff, not the demo."*
- **E — Experience:** Tell a 2-sentence story. *"Saw this exact pattern at a Series B fintech — fixed it by collapsing two stages into one."*

**Rule: never tag your own company in a comment.** That's a pitch-slap in public.

---

## Section 4 — DM Scripts That Don't Pitch-Slap (10 min)

Pitch-slapping — leading with a calendar link in DM 1 — is the #1 reason LinkedIn reply rates collapse. Brynne Tillman's data shows pitch-slap DMs reply at **1.8%**; her permission-based script lands **22%**.

Drill three scripts. Reps practice live with a partner.

- **Script A — The Trigger DM** (after funding/promotion/hire): *"Hey [Name] — saw the Series C close, congrats. We've worked with 9 RevOps leaders post-Series-C and the #1 thing that breaks is forecast hygiene during headcount doubling. Happy to share the 90-day checklist we used

The Social Selling Reboot — 60-Min Training

Direct Answer

Section 1 — The Reframe (5 min)

Section 2 — Profile Rebuild Workshop (15 min)

Section 3 — The 3-Touch Cadence + Commenting Framework (10 min)

Section 4 — DM Scripts That Don't Pitch-Slap (10 min)

Section 5 — Content Cadence + Sales Navigator (15 min)

Section 6 — Commitment + Close (5 min)

FAQ

Sources

The Social Selling Reboot — 60-Min Training

Direct Answer

Section 1 — The Reframe (5 min)

Section 2 — Profile Rebuild Workshop (15 min)

Section 3 — The 3-Touch Cadence + Commenting Framework (10 min)

Section 4 — DM Scripts That Don't Pitch-Slap (10 min)

Section 5 — Content Cadence + Sales Navigator (15 min)

Section 6 — Commitment + Close (5 min)

FAQ

Sources

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