Revenue Signals Hiding in Plain Sight

Revenue Signals Hiding in Plain Sight

What if your company is already having sales conversations every day—and not counting them? Most brands assume inbound social activity is primarily customer support. Questions. Complaints. Troubleshooting. But what happens when the data tells a different story? In this episode, Brooke Sellas shares the surprising findings from a customer intent study with Brother International. After analyzing inbound customer inquiries, one division discovered that nearly 80% of interactions were happening before a purchase decision had been made. Customers weren't looking for support. They were comparing products, asking about pricing, evaluating features, and trying to determine what to buy. The discovery challenged a long-held assumption inside the organization and revealed something much bigger: customer-facing channels may be capturing valuable demand signals that never make it into pipeline reports, revenue discussions, or executive dashboards. If your team is focused on engagement metrics, response times, and support volume, you may be overlooking some of the clearest indicators of purchase intent already entering your business. In This Episode: • Why most organizations underestimate the amount of buying intent already flowing through customer-facing channels • The Brother International case study that changed how one division thinks about demand generation • What purchase-intent data looks like in real customer interactions • The buying signals hidden inside pricing questions, product comparisons, feature requests, and purchase inquiries • Why leadership teams need a better way to connect customer conversations to pipeline and revenue • How acquisition tagging helps uncover demand that traditional reporting often misses Want to learn how to identify buying signals, uncover hidden demand, and connect customer interactions to business outcomes? Check out the CARE Blueprint Course: https://courses.bsquared.media/courses/CARE [https://courses.bsquared.media/courses/CARE] Use code SMCX for 50% off at checkout. Connect with Brooke Website: https://bsquared.media [https://bsquared.media] LinkedIn: https://www.linkedin.com/in/brookebsellas [https://www.linkedin.com/in/brookebsellas] Instagram: https://www.instagram.com/brookebsellas [https://www.instagram.com/brookebsellas]

Your Content Might Be Training People to Ignore You

Every time we publish forgettable content, we teach our audience there's no reason to pay attention. That's the hidden cost of cliché content—and one of the biggest reasons brands struggle to generate meaningful engagement, customer insight, and measurable social media ROI. In this episode, I'm introducing the C in the CARE Framework: Conversations. I explain why social media works best as a conversation channel, not a broadcasting channel, and why conversations are the foundation for everything that follows in CARE—from acquisition signals to retention insights to business intelligence. If your audience isn't responding, the problem may not be the algorithm. It may be the conversation you're creating. This episode will help you rethink what social media is actually for and how to turn engagement into intelligence your business can use. IN THIS EPISODE * Why social media should be treated as a conversation channel, not a broadcasting channel * How cliché content teaches audiences to tune brands out * The difference between posting content and creating conversations * Why conversations are the foundation of the CARE Framework * How conversations become acquisition signals, retention signals, and business intelligence * What brands get wrong when they say, "Our audience doesn't engage" MENTIONED IN THIS EPISODE 👉 Talk-Worthy Content (Free Course): https://bsquared.media/courses/talk-worthy-content [https://bsquared.media/courses/talk-worthy-content] 👉 Conversations That Connect: https://bsquared.media/conversations-that-connect-book [https://bsquared.media/conversations-that-connect-book] 👉 Catch up on the Social Penetration Theory series: https://youtu.be/JfYCdrUaXCg?si=1ZsrULc-sY5oHIK9 [https://youtu.be/JfYCdrUaXCg?si=1ZsrULc-sY5oHIK9] WHAT'S NEXT? Next week, we're diving into the A in CARE: Acquisition. I'll show you how to identify pre-purchase signals hiding in everyday social conversations, what they look like, and how to turn them into actionable opportunities for your business.

Why Safe Brand Content Fails to Build Trust

Your brand content might be too safe to build trust. In this final episode of the Social Penetration Theory series, I’m talking about the deepest layer of human connection online: feelings. Because while most brands say they want loyalty, advocacy, and emotional connection, their content is often designed to avoid risk instead of create relationships. And customers can feel it. I share the story behind how getting laid off in 2009 eventually led me to build B Squared Media, why “think conversation, not campaign” became our foundation, and what 14 years in social media customer experience has taught me about trust. We also unpack why so much content feels emotionally empty right now, especially in the age of AI, and why the brands standing out today are the ones willing to sound human again. This conversation is also the foundation behind our free Talk Worthy Content Course because trust is not built through content calendars or one-off campaigns. It’s built layer by layer through conversations people actually care about. In this episode: * Why safe content often creates forgettable brands * The real reason emotionally resonant content stands out * Why customers trust human brands more than polished ones * What AI still cannot replicate * How stronger customer relationships are built over time MENTIONED IN THIS EPISODE: Talk Worthy Content Course: https://bsquared.media/courses/talk-worthy-content [https://bsquared.media/courses/talk-worthy-content/]

Why Nobody Responds to Brand Content

The algorithm doesn't care that you posted. It cares that you said something worth responding to. This week, I'm breaking down why so much "safe" content underperforms, why applause isn't the same as engagement, and what platforms are actually rewarding right now. It's layer three of Social Penetration Theory: opinions. The layer where real conversations start, trust builds, and brands either become memorable or disappear into the noise. We'll get into the difference between controversy and conviction, why disagreement is often a sign your content is working, and how to drive conversation without manufacturing drama. Plus, I’ll share practical ways to get your audience actually talking back. Inside this episode: * Why disagreement can actually strengthen your content * What social media algorithms are rewarding right now * How brands accidentally water down their messaging * Simple ways to get your audience talking back * How to create conversation without being controversial Mentioned: Free Talk-Worthy Content Course: https://bsquared.media/courses/talk-worthy-content [https://bsquared.media/courses/talk-worthy-content] Connect with Brooke Sellas on LinkedIn: https://www.linkedin.com/in/brookebsellas [https://www.linkedin.com/in/brookebsellas]

Why Valuable Brand Content Gets Ignored

Most brands think they have an engagement problem when they actually have a conversation problem. Because facts matter. Credibility and data matters. But if your content stops at “here’s a statistic,” you’re probably creating passive engagement instead of real conversation. This week, I’m digging into why some of the smartest, most accurate brands online are still struggling to get people to respond and why algorithms are increasingly rewarding conversation over broadcasting. It’s part two of our May Series on Social Penetration Theory—and how it can help explain why so much brand content gets seen but not responded to. We’ll get into: * Why facts alone rarely create meaningful engagement * What LinkedIn’s analytics reveal about where reach is actually happening * The difference between passive consumption vs. conversation-driven content * How to stay compliant without losing personality or warmth * Why conversation is becoming more valuable than reach Mentioned: Free Talk-Worthy Content Course: https://bsquared.media/courses/talk-worthy-content [https://bsquared.media/courses/talk-worthy-content] Connect with Brooke Sellas on LinkedIn: https://www.linkedin.com/in/brookebsellas [https://www.linkedin.com/in/brookebsellas]