Matt Cronk

🚨 Big shift alert: LinkedIn changed how your feed works [and it’s awesome news for sales reps] Yesterday I was catching up with a former SaaS client and explaining how I teach sales teams to use LinkedIn to build real relationships again...so selling feels more human and leads close faster. His response "ughhh - LinkedIn. What has HAPPENED to it!!??" - He hates his feed. Its filled with politics and stuff that is not relevant to him or his prospects (and he's not alone) GOOD NEWS... LinkedIn isn't broken (far from it), it's evolving.... And luckily I subscribe to Richard van der Blom's Algorithm Insights (that just so happened to drop a MAJOR update today!) LinkedIn no longer just shows you posts from people you’re connected to The feed has officially gone from a “who you know” network → to a “what you care about” network That means: You’re not limited by your current connections anymore. You can shape your feed to surface your buyers, your industry, and your conversations...ON PURPOSE!!! And the algorithm is basically saying, “Tell me what you want more of, and I’ll serve it up.” 🤯 In other words: you can now train LinkedIn to bring leads to you, instead of hunting through noise and finding stuff to comment on will be waaay less arduous. 👇 Why this is awesome for sales reps👇 Your feed can literally become your daily prospecting list if you treat it that way. Instead of scrolling through random updates, imagine a feed filled with: Prospects talking about problems you solve Buyers commenting on relevant posts Warm engagement opportunities before the first DM That's what's so cool about the way the feed operates now... It learns from what you click, comment on, and follow, and it rewards intentional activity. So here's how to make the most of it 1. Train your feed daily. Comment on the types of posts your buyers engage with. Your activity tells LinkedIn what to show you next. Think of every comment as a search query. 2. Follow your buyers world Think about who shapes their world: the leaders, peers, and creators they already follow, quote, or learn from. That might be customers, partners, or industry voices having the conversations your buyers care about. Unfollow anything that doesn't align 3. Use the 🔔 It shows you content from people you chose to follow, not random viral posts. 4. GTF out of your echo-chamber!!! Comment across industries that influence your buyers. LinkedIn’s model now rewards cross-network engagement 5. Save your daily circuit. When you find creators or conversations that lead to pipeline, save them. Revisit those threads daily. Show up where your buyers already hang out (remember most of them are lurkers!) Your feed isn’t random anymore. It’s reactive. Make it react to you. XO A❣️ PS - Today is my favorite day of the Social Selling Lab: "Comment Your Way To Credibility: Commenting-as-a-Strategy" PPS - I am officially old - It's raining and my first thought was 'we need this rain' ☔

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Your clients have a name for the call they get 90 days before renewal. They don’t say it to you. They say it to each other. It goes something like this. Q4 hits. Suddenly your CSM is in their inbox. Checking in. Wanting to connect. Asking how things are going. The QBR that was rescheduled twice gets back on the calendar. Someone from leadership wants to jump on a call. The client has seen this before. Not necessarily from you. From the last vendor who treated the renewal conversation as the relationship. They take the meetings. They’re polite. They’ve already started evaluating alternatives. The 120-day scramble feels like attention from the inside. From the outside it’s a tell. It signals that the relationship exists on a renewal cycle, not a trust cycle. That the calls coming in now aren’t about their business. They’re about yours. 73% of executives say retention is a top priority heading into this year. The CS structures most of them built reward response time, ticket resolution, and CSAT. Those are the metrics of a team designed to react. A team designed to react will always be most active when the renewal is closest. That’s not a CS problem. That’s an architecture decision. You can’t sprint your way into a relationship. The clients who stay without the scramble aren’t getting more attention in Q4. They’re getting consistent attention in Q1, Q2, and Q3 — from a team whose metrics reward knowing the client’s business, not just resolving their tickets. The ones who leave after the scramble aren’t leaving because you didn’t try hard enough at the end. They’re leaving because they noticed you weren’t trying at all in the middle. #KarlTheBridge P.S. Of the client conversations your CS team had this month, how many did your team initiate? That ratio tells you whether you built a retention motion or a rescue motion.

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