Koka Sexton

TL;DR: In 2026, the distinction between “social selling” and “selling” is mostly artificial. Social selling is just selling that happens to use social channels. The real question isn’t whether you’re doing social selling — it’s whether you’re using signals…

TL;DR: Social selling has evolved from a LinkedIn activity into a full GTM discipline. The journey from 2014’s “connect and post” approach to 2026’s signal-based GTM strategy mirrors the maturation of B2B sales itself. This retrospective traces what changed,…

TL;DR: LinkedIn for sales in 2026 looks different than it did in 2020 — or even 2024. With algorithm changes, AI saturation, and buyer fatigue, the old playbook no longer works. Here are seven updated tactics that actually generate…

TL;DR Every quarter someone posts "social selling is dead" and it goes viral on LinkedIn. They're wrong, but not for the reason you think. Social selling isn't dead. What's dead is cold outreach, volume-based prospecting, and spray-and-pray InMails. Signal-based…

TL;DR Most B2B content teams organize by topic. I think that’s wrong. After building pipeline systems and running SignalScout, I’ve found the teams that win organize content by signal type, the patterns of public professional activity that indicate market…

TL;DR Teams winning with ABM in 2026 are not buying better intent data. They are building signal collection systems that turn public professional activity into a real-time ABM data layer. Here is the framework I developed running SignalScout that…

TL;DR: Most B2B content generates views but not signals. A signal-first content framework inverts the traditional approach: write for the people who are already in-market, not the masses. Based on analysis of 94 LinkedIn posts across 7 months, the…

TL;DR: Cold outreach is broken: 1-3% reply rates, burned domains, and inboxes trained to ignore you. Signal intelligence flips the model — stop chasing strangers, start responding to people already showing intent. Five signal types tell you exactly who…

TL;DR: Your LinkedIn profile is not a resume. It is a landing page that every prospect visits before deciding whether to take your outreach seriously. Here is a complete 2026 audit covering headline, About section, Featured, Experience, and Skills…

TL;DR: Scaling social selling across a team is a systems challenge, not a training challenge. The Social Selling OS provides a repeatable framework that works whether you’re one person or fifty. Key components: shared signal tracking, content pillar assignment,…

TL;DR: I started social selling in 2014 because I realized that buyers were tuning out traditional outreach. Twelve years later, the core insight still holds: if you want to generate pipeline from LinkedIn, you need to build relationships before…

TL;DR: LinkedIn in 2026 will ban your account for automated outreach, auto-comments, and profile scraping — but you can safely automate detection, enrichment, and scheduling. The difference is simple: automate what supports human interaction, never what replaces it. LinkedIn…

TL;DR Traditional video editing is a content bottleneck. Timeline-based editors weren’t built for the pace B2B content teams need. Cutting a single webinar into usable clips can take 4-6 hours. Descript flips the model. Instead of scrubbing a timeline,…