Why Traditional Sales Tactics Are Dead (And What Social Selling Does Better) with DreamData’s Laura Erdem

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Laura Erdem is a Sales Manager - Americas at DreamData and a social selling powerhouse who’s helping redefine how B2B companies connect with their audience. In this episode, Laura shares her journey from traditional outbound sales to building a multi-million-dollar pipeline through LinkedIn and social selling strategies.

We dove into how Laura uses LinkedIn to create meaningful connections with buyers, track measurable revenue impact, and build trust through authentic, human-centric content. Laura also discussed the balance between structured and flexible approaches to social selling, offering practical advice for sales teams and leaders alike.

Laura highlighted how DreamData aligns sales and marketing efforts to drive results, with shared reporting and insights that ensure everyone is pulling in the same direction. She also gave us a behind-the-scenes look at how DreamData is expanding into the U.S. market and adapting its sales processes to meet the demands of a fast-moving, transactional environment.

We covered:

Social Selling 101: How Laura’s approach to LinkedIn has generated over $2 million in measurable revenue for DreamData.
Metrics that Matter: Beyond likes and comments—tracking engagement, clicks, and conversions that drive real business results.
Cold Outreach vs. Warm Outreach: Why traditional outbound sales is struggling and how social selling creates higher-quality leads.
Scaling Social Selling: Practical tips for sales teams to personalize and implement social strategies at scale.
Aligning Sales and Marketing: How DreamData creates shared goals and accountability between teams to drive growth.
Market Expansion: Lessons from DreamData’s move into the U.S. market, including the importance of hiring local expertise.
The Future of Social Selling: How AI is enhancing social strategies while keeping human connection at the center of sales.

Whether you’re a B2B sales pro, marketer, or founder looking to build stronger relationships with your customers and scale your pipeline, this episode is packed with actionable tips and insights to help you take your sales game to the next level.

Where to Find Laura

LinkedIn: Laura Erdem
DreamData: dreamdata.io

Where to find Michel:

Newsletter: Stun and Awe
LinkedIn: Michel Gagnon
X: @michelgagnon

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Chapters

1. Why Traditional Sales Tactics Are Dead (And What Social Selling Does Better) with DreamData’s Laura Erdem (00:00:00)

2. Laura's Journey at Dream Data (00:01:46)

3. Defining Social Selling (00:03:45)

4. Tracking Social Selling Success (00:06:29)

5. Cold Outreach vs. Warm Outreach (00:09:55)

6. Effective Social Selling Strategies (00:13:54)

7. Personalizing Social Selling (00:16:37)

8. Institutionalizing Social Selling (00:19:37)

9. Leveraging Product Marketing (00:21:31)

10. Encouraging Team Participation (00:22:32)

11. Aligning Marketing and Sales (00:23:05)

12. The Importance of Sales Qualified Leads (00:24:07)

13. The Value of Face-to-Face Events (00:25:29)

14. Choosing the Right Events for Lead Generation (00:26:55)

15. Strategies for Event Success (00:29:07)

16. Entering the US Market (00:33:03)

17. Challenges of International Market Entry (00:33:35)

18. Hiring Local Experts for Market Success (00:37:58)

19. Adapting Sales Strategies for Different Markets (00:39:36)

20. Advice for B2B Marketers and Salespeople (00:40:27)

21. The Future of Social Selling with AI (00:42:51)

46 episodes

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