HMBT #250: Tim Hughes-What is Social Selling Really?

In this episode, I am joined by Tim Hughes 

He is universally recognized as the world leading pioneer and exponents of Social Selling and he is currently ranked Number 1 by Onalytica as the most influential social selling person in the world. 

He is also Co-Founder and CEO of DLA Ignite and co-author of the bestselling books “Social Selling – Techniques to Influence Buyers and Changemakers” and “Smarketing – How To Achieve Competitive Advantage through blended Sales and Marketing”. Both published by Kogan Page.

We talk about social selling. Many people think that social selling is “selling online”, where it is more about developing relationships on social media in order to sell. 

With social selling, you can:

Increase sales by 30%

Reduce sales cycle by 40%

Tim mentioned that you need three things for social selling:

A great profile on LinkedIn

You need to connect with people and develop relationships

Publish consistent content

We then dive into the fact that you need to be providing value when you post and communicate online to build KLT (Know, Like, and Trust).

Nurture your network rather than talking at them. 

Most marketing campaigns have a beginning and an end. But creating content has far more residual value.  

We also bring up posting personal content on LinkedIn and I feel that the new LinkedIn Stories might be a good place for that and helps humanize your content.

Tim’s Book: Social Selling: Techniques to Influence Buyers and Changemakers:





  • Hank Hoffmeier

    Hank is an author, speaker, podcast host and Sr. Manager of Marketing Operations at Kickbox, a Ziff Davis company. With a passion for all things digital and social, combined with more than 25 years of experience in sales and marketing, he has been dubbed the Digital Marketing Infotainer because he makes marketing fun and successful.