Stop Prospecting, Start Attracting This Summer!
with Our Panelists TimHughes and Adam Gray
In our latest broadcast of The Digital Download, "Stop Prospecting And Start Attracting This Summer," we tackled a perennial business challenge: how to keep the pipeline full when everyone seems to be on vacation with our panelists, Tim Hughes and Adam Gray, Co-founders of DLA Ignite.
Here are some key takeaways from the episode:
Ditch Cold Calling and Focus on Authentic Connections
Adam and Tim highlighted that traditional prospecting methods like cold calling are increasingly ineffective, especially in the summer. Instead, they recommended building genuine relationships through social media engagement, stressing that social selling provides an always-on opportunity to connect in ways that don’t intrude or feel transactional.
Optimize Your Social Presence for Trust and Authority
Tim emphasized the power of a strong LinkedIn profile as a modern salesperson’s first impression, advising that profiles should display both industry expertise and personality. This approach not only fosters trust but also ensures that prospects view salespeople as credible and approachable, significantly improving connection rates.
Engage and Attract, Don’t Just Pitch
The panel advocated a shift from aggressive outreach and qualification funnels to an attraction-based strategy, where consistent engagement with your audience—through commenting, sharing, and creating insightful content—leads to meaningful conversations and long-term rapport, rather than one-off sales pitches.
Meaningful Metrics for Social Selling
Adam recommended that sales leaders update their KPIs away from call volume and toward measures that track meaningful LinkedIn interactions, such as new qualified connections, thoughtful messaging exchanges, and genuine conversations. This aligns sales activity with the modern buyer’s behavior and the realities of today’s digital business landscape.
Craft Content That Mixes Professional and Personal Sides
The discussion underscored the importance of sharing content that goes beyond company pitches and showcases the salesperson’s individuality. Posts about personal interests or milestones consistently drive more engagement, deepening relationships and making it easier to harvest warm leads from your network.
You can listen to the episode here
You can watch the episode here
Next time on The Digital Download
Your Biggest Security Risk Isnt Your Firewall With Special Guest Giles O'Halloran
This week on The Digital Download, we're discussing the most overlooked vulnerability in any organization's security plan: its people. Our special guest is Giles O'Halloran, a Fractional HR Solutionist and strategic advisor with a unique background spanning HR, military intelligence, and AI technology.
In a world of AI, pervasive social media, and sophisticated cyber threats, technology is often seen as both the problem and the solution. However, the most significant risks often originate from human behavior. This episode will explore how to manage the "people risk" that can lead to reputational damage, data breaches, and a loss of trust.
Join us as we discuss questions like:
* Why do we need to treat people like adults and trust them to behave appropriately online?
* How can social media be used for recruitment without introducing bias or falling into legal traps?
* What are the risks of AI in the workplace, and how do we ensure it augments intelligence rather than creating new problems?
* How can an understanding of intelligence gathering techniques help protect a company from data aggregation risks on social media?
As a board advisor on the application of new AI technologies, a former RAF Intelligence Analyst, and a consultant to INTERPOL, Giles brings a rare perspective on how human factors impact security. He provides strategic guidance on mitigating people risk, helping leaders build frameworks that are reasonable, ethical, and effective in today's ever-changing world.
We strive to make The Digital Download an interactive experience. Bring your questions. Bring your insights. Audience participation is highly encouraged!
Join us live! Friday, July 18, 2025, 14:oo GMT / 09:00 ET
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