MMS #126 - The Digital CEO: Building Reputation to Fuel Sales Pipeline

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In this episode of Mastering Modern Selling, Brandon Lee, Carson Heady, and Tom Burton discuss the importance of the Digital CEO—a modern-day executive who actively engages on LinkedIn and other digital platforms to build trust, credibility, and relationships. 

The conversation dives into why today's CEOs can no longer afford to remain invisible and why being digitally present is a core job responsibility for leaders in 2025 and beyond.

1. The CEO as a Brand Evangelist

• A CEO’s presence on LinkedIn is not about self-promotion, but about showcasing company culture, vision, and values.
• Companies with digitally active CEOs are viewed as more trustworthy and attract better talent and clients.

2. LinkedIn Is a Business Necessity, Not an Option

• LinkedIn is no longer just for job seekers—it’s the world’s leading business networking platform.
• CEOs and other C-suite executives who fail to engage digitally risk losing relevance and missing key relationship-building opportunities.
• The organic reach on LinkedIn is still strong compared to other platforms where paid advertising dominates.

3. What Should a CEO Be Posting?

• CEOs should not just talk about themselves or their company’s products.
• Instead, they should share:
  • Industry insights and observations
  • Company culture, successes, and behind-the-scenes moments
  • Engaging stories about customers, employees, and the journey of leadership
• Regular, authentic content builds a CEO’s credibility and strengthens their company’s brand.

4. The Time & Resource Commitment for CEOs

• Many CEOs resist social media due to time constraints, but a strong strategy can be executed in under an hour a week.
• Options include:
  • Hosting a live show or podcast to generate content effortlessly
  • Engaging briefly but meaningfully with followers and industry discussions.
• The investment in time and resources is minimal compared to the return in brand trust, sales opportunities, and talent attraction.

5. Shouldn’t Marketing Handle This?

• Marketing plays a critical role, but nothing replaces the credibility of a CEO’s personal voice.
• The best approach is a collaboration—CEOs share their thoughts, and marketing amplifies them through various channels.
• Live shows, interviews, and consistent engagement make content creation easy without requiring extensive preparation.

The conversation makes it clear: in 2025, a CEO’s digital presence is non-negotiable. Being active on LinkedIn and other platforms is not just about marketing, it’s about leadership, credibility, and visibility in the modern business world. 

Companies whose executives embrace this shift will have stronger brands, bett

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