Your internal hero isn’t just a “champion”… they are your best chance at unlocking the rest of the buying center. But ONLY if you know how to elevate them.

In this episode, Dave Irwin sits down with Brynne Tillman, CEO of Social Sales Link, to explore how top-performing account teams use social selling, not to pitch, but to map influence, build trust, and expand from the inside out.

You’ll hear about how to turn one trusted relationship into many, avoid single-threading risks. Brynne also breaks down the right way to ask for introductions (and what not to do), how to become the person your client brags about internally, and the three rules that set elite sellers apart.

Whether you’re managing one strategic account or trying to scale across a territory, this conversation will change how you think about proximity, permission, and growth.

• What social selling is (and what it’s not)
• Using LinkedIn for mapping influence across buyer centers
• The “Hero vs. Champion” mindset
• Avoiding single-threaded relationships
• Elevating internal advocates without pitching
• Tactics for internal and external referrals
• How to be a connector, not just a closer
• Using reverse referrals and soft asks
• 3 rules for landing, expanding, and retaining