Employee Generated Content for B2B Sales with Melissa Gaglione

In this episode of "Maxed Out: AI-Powered Selling for SMB's" host Heath Barnett engages with Melissa Gaglione, Senior Sales Manager at Warmly and founder of Async Sales Co. Melissa is leading the transformation of B2B sales through employee generated content (EGC), an approach that humanizes brands and empowers sellers in the digital marketplace. They discuss the shift from traditional marketing to authentic, people-centric storytelling, the rising popularity of EGC in B2B SaaS, and how companies like Warmly implement these strategies for measurable business outcomes.

Melissa shares her journey from elementary education and news reporting to leading innovative sales teams. She addresses the challenges and benefits of launching an EGC initiative, including overcoming imposter syndrome and cultivating a volunteer-driven culture that encourages employees to share and engage. Additionally, she explains her SHINE framework for creating meaningful content, offers practical advice for organizations hesitant to adopt EGC, and provides straightforward insights on managing LinkedIn AI comments.

Listeners will gain actionable strategies, participate in insightful discussions, and find inspiration to develop their own authentic brands within their organizations.

Chapters:

00:00 - Introduction
00:25 - Influencer Marketing Evolution
04:06 - "Empower Employees for Authentic Marketing"
09:23 - Implementing EGC Strategy at Warmly
12:45 - "Authenticity in LinkedIn Marketing"
16:22 - Overcoming LinkedIn Posting Fear
19:31 - Defining Personal Content Pillars
23:20 - AI-Driven Comments on LinkedIn
25:08 - "Relatable Passion and Belief"
29:49 - Documenting My Daily Routine Journey
31:24 - Overcoming Imposter Syndrome Through Learning
35:34 - Stop Caring About Others' Opinions
38:29 - "Building Brand and Community Engagement"
43:47 - Relationship-Based Sales via LinkedIn
44:47 - "Evolving Sales in Modern Landscapes"
48:14 - Subscribe to Mixology Channels
48:26 - Outro

Quotes:

"Approach social selling authentically to meet buyers where they are—that’s where the magic happens."- Heath Barnett

"Feeling like an imposter means you’re growing. Share your journey, and amazing things will follow."- Melissa Gaglione

Key Takeaways:

Employee-Generated Content (EGC) is Humanizing B2B Sales
Social Selling Thrives on Authenticity
Start Small—And Make It Enjoyable
Fear and Consistency are the Biggest Hurdles
Results Come—But Patience Matters
The Sales Role is Evolving—Adapt or Miss Out
Just Give It a Try—You Have Nothing to Lose

Connect with the Host: Heath Barnett, VP, Revenue at Mixmax
LinkedIn: https://www.linkedin.com/in/whatsupheath/

Connect with Melissa Gaglione, Founder & CEO, ASYNC Sales Co
LinkedIn: https://www.linkedin.com/in/melissagaglione/