BLUE RAVEN actuarial

SVP, Sales & Broker Partnerships

Tillirson Consulting Group

-GTM Strategic Advisory for benefits vendors & brokers
-Coaching for sellers who want to stand out with their prospects and channel partners

Founder & Principal

LBee Health

Strategic Advisor

Savii

Benefits Compliance Solutions

BenEngage

Alight Solutions

Consultant strategy and sales leader for Central US

+140% to quota (over $13MM in sales)

Champions Club winner

Regional Director, Consultant Relations - Central

Showcase™

National Sales Leader, Equity Partner

Key New Logos Sold: Blackthorn.io, PAR Technology

VP/Head of Sales (Exited during March 2023 Acquisition)

National Sales Leader

Key New Logos Sold: Mighty Taco, InnovateHR, Cable One

National Director, Business Development

PES Enrollments

Producer - Central US

Key New Logos Sold: R&C Roofing, Vacation Myrtle Beach

Director of Business Development

I help Benefit Advisors and HR Leaders streamline manual actuarial processes through software and consulting ➕ I help Employee Benefit Pros increase revenue through coaching and GTM Advisory.

There are two sides to "business Sims" as my wife calls me when I'm sales mode:

1) SVP of Sales for an actuarial consulting and software firm that helps brokers, consultants, and advisors better serve their clients.

2) Founder/Principal for a consulting firm that specializes in GTM Advisory and Sales Coaching (Group or 1x1) for benefit advisors and point solutions.

𝘙𝘦𝘢𝘭 𝘈𝘍, 𝘒𝘪𝘯𝘥, 𝘏𝘦𝘭𝘱𝘧𝘶𝘭 is me to the core.

Outside of the office, I am a:

Community Volunteer 😇
Tattoo Enthusiast 🖋
Recording Artist 🎧
Multi-Instrumentalist 🎸
Singer/Songwriter 🎙
People Connector 🔗

𝑾𝒂𝒏𝒕 𝒕𝒐 𝒄𝒉𝒂𝒕?

𝗖𝗮𝗹𝗹: 803.727.5620
𝗘𝗺𝗮𝗶𝗹: sims@tillirsonconsulting.com

i’ve generated $150k+ per year from LinkedIn for the past 4 years. 
these are the 6 DM styles I use to make money.

1. thanks for engaging

when someone new engages with my content, i reach out with a text based DM and thank them. 

"thanks so much for the love on my post this morning. means the world to me."

2. find this valuable

when i see a cool piece of content, i share it with someone i think will find it valuable via a text based DM. my take on the value based follow-up.

"sims, saw this podcast about social sales and thought you'd appreciate the sections about reducing CAC and increasing LTV through content"

3. viewed your profile

when an ideal prospect views my profile, i reach out with a text based DM to ask how i can help.

"thanks so much for swinging by, sims. anything i can do to help?" 

4. valuable intro

when i think of two people in my network that could help each other, i intro them with a text based DM.

"sims, reaching out to introduce you to tim. you posted recently about looking for a new rolex, and tim has a great dealer. i'll let you two take it from here."

5. soft sell

when a prospect connects with me, but i'm not ready to sell them yet, i send an audio or video based DM to introduce myself.

"sims, thanks so much for connecting with me. just reaching out to introduce myself ... if i can add value for you in anyway ... you can reach me here."

6. hard sell

when a prospect (who is already connection) is ready to be sold, i send an audio or video based DM with a strong POV about a problem i believe they're experiencing and the solution i'm proposing.

use Problem, Agitate, Solution framework for SMB to MidMarket

use Trigger, Problem, Solution CTA framework for larger accounts with available research. 

most of you didn't read this far, but those of you who did will make some money with these DM styles.

Sims Tillirson

giving you permission to be real AF | founder | non-profit board chairman | keynote speaker

everyone wants deeper relationships, but almost nobody slows down enough to truly understand someone.

i recorded a podcast with Adam Smith recently.

we never talked about jordans.
but he had clearly been paying attention.

later that day, a GOAT gift card hit my inbox with a note about grabbing new Js.

and wouldn’t you know it, i was in desperate need of some new triple whites.

that is how relationships are built.

not by talking more.
by noticing more.

paying attention matters.

ps: these things are almost too clean.

No alternative text description for this image

ChatGPT after listening to y’all’s problems all day.

this is what a ceo looks like.

hat on.
tattoos showing.
sending video DMs from a morning walk. 

if this is who’s buying,
why are you still pitching like it’s 2013?

cold calls and templates might reach our inbox.
but authenticity gets our attention.

the modern buyer wants humans,
not scripts.

(and yeah, I actually run two companies and serve as the chairman of the board for a nonprofit)

i used to brag about my $500/hr consulting rate.
now i brag about my $0 hour.

school drop-offs.
coffee at a local shop.
guitar riffs between meetings.

none of those hours make me money.
but all of them remind me why i’m earning it.

the $500 hour buys freedom.
the $0 hour makes the freedom worth it.

what’s the best hour of your day?

six weeks after training with me, Dawn Funk is already dropping 90,000-view posts.

and my favorite part?
the texts she sent me right after it blew up:

i can teach you to move your deal from discovery to closed won, but it won’t matter if you can’t get the appointment.

most sellers i talk to tell me they can close any deal when the get the room. but those sellers only book meetings 1/100 times they ask for one. 

if I had to book 2 meetings this week, here’s what I’d do:

1. build short list (10 accounts) of target companies in my ICP and map key personas (I like to prospect president/ceo for most accounts and rarely multithread outside of jumbo space) 

2. leave thoughtful comments on any content from key personas in your target accounts. get familiar with those people. 

3. write problem focused messaging in the simplest terms possible (I like PAS framework for SMB to mid market or Trigger, Prob, Solution, CTA for enterprise) 

4. lead with your best outreach first (I convert LinkedIn video DMs to meetings 20% of the time and direct snail mail to meetings 10% of the time) so first touch will always be one of those 

5. know your next 10 touches (I love LinkedIn but every prospect gets DMs, calls, emails, and snail mail from me) 

6. don’t let any of these touches be “just checking in or following up” (problem statement from my video dm becomes cold call opener. video script becomes email template. every sequence includes 2-3 problem statements) 

7. follow your plan (most people stop following up after touch 2) 

this is how I book meetings everyday. 

now, shamelessly take these plays and go help some people who need what you sell.

this is my favorite song. 
don’t take yourself too seriously today.

taplio

Sims Tillirson's Linkedin Analytics

Sims Tillirson

Performance ScoreSims Tillirson's LinkedIn Performance

What is Sims talking about?

Sims Tillirson's Best Posts (last 30 days)

Ready to grow your LinkedIn presence?

taplio

.css-6ytdur{background-image:linear-gradient(284deg, rgba(39, 43, 72, 1) 0%, rgba(33, 47, 183, 1) 100%);color:transparent;-webkit-background-clip:text;background-clip:text;}Sims Tillirson's Linkedin Analytics

Sims Tillirson

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Sims Tillirson's LinkedIn Performance

What is Sims talking about?

Sims Tillirson's Best Posts .css-1emoo84{font-size:var(--chakra-fontSizes-md);font-weight:400;color:var(--chakra-colors-gray-600);}(last 30 days)

Ready to grow your LinkedIn presence?

Sims Tillirson's Linkedin Analytics

Performance ScoreSims Tillirson's LinkedIn Performance

Sims Tillirson's Best Posts (last 30 days)