The Marketing Umbrella Podcast with Itamar Shafir is for marketing agency owners and digital marketing entrepreneurs. Itamar Shafir is CEO of Umbrella, a technology platform and brand that powers thousands of marketing agencies.On The Marketing Umbrella Podcast, he interviews leading industry experts with proven business-building experience who will offer keen insight and practical advice. Tune in each week for a dynamic conversation about tried, tested, and fine-tuned ways to build and grow a marketing agency.For more information, visit https://www.umbrellaus.com/
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The Marketing Umbrella Podcast with Itamar Shafir is for marketing agency owners and digital marketing entrepreneurs. Itamar Shafir is CEO of Umbrella, a technology platform and brand that powers thousands of marketing agencies.On The Marketing Umbrella Podcast, he interviews leading industry experts with proven business-building experience who will offer keen insight and practical advice. Tune in each week for a dynamic conversation about tried, tested, and fine-tuned ways to build and grow a marketing agency.For more information, visit https://www.umbrellaus.com/
103: Prequalify Your Leads in DMs with Chelsea Olsen
The Marketing Umbrella Podcast
40 minutes 16 seconds
9 months ago
103: Prequalify Your Leads in DMs with Chelsea Olsen
Struggling to Connect with Modern Buyers? Here’s How to Close More Deals
In this episode of The Marketing Umbrella Podcast, Chelsea Olsen, sales expert and founder of Clohz, shares how modern sales techniques can help you connect with today’s buyers more effectively. With over 20 years of experience—15 of those mastering B2B sales on LinkedIn—Chelsea reveals strategies for building trust, standing out, and closing deals in the digital age.
Through the Clohz community, Chelsea is helping sales professionals navigate social selling in a way that aligns with how modern buyers think and make decisions. Since most buyers are already 70% through their decision-making process before ever speaking with a seller, her approach focuses on creating strong LinkedIn profiles, delivering clear messaging, and fostering relationships that resonate with potential clients.
Chelsea breaks down practical strategies for using LinkedIn beyond simple networking—turning it into a high-impact tool for building pipelines and maintaining client relationships. From optimizing your profile to crafting engaging content, her methods prioritize authentic engagement over automated outreach. Whether you're struggling with lead qualification or looking to strengthen your personal brand, this episode is packed with actionable insights to help you succeed in modern sales.
Here are the key takeaways from the conversation:
Buyers vet salespeople before booking calls, consuming 13 pieces of content on average before engaging.
Sales reps must optimize their LinkedIn presence to convert passive viewers into prospects.
The Three Pillars of Selling on LinkedIn
Clear Messaging – Explain what you do in simple terms (5th-grade level).
Right Targeting – Identify your ideal customer profile (ICP) by analyzing current clients.
Effective Outreach – LinkedIn is just a distribution channel—use direct messages, content, email, and calls together for maximum impact.
Don’t “pitch slap” or immediately ask for a meeting. Instead, start a conversation.
Pre-qualify leads via direct messages instead of jumping straight to calls.
Slow & organic growth is better. Prioritize genuine engagement over vanity metrics.
Clearly explain what you do. Stop using jargon or vague marketing. “It’s not a riddle.”
As a closing thought, "Embrace the power of genuine interactions, and let your professional persona reflect the true essence of who you are. Success lies in being real, not automated."
Listen to the full conversation here:
YouTube: https://www.youtube.com/@frintmedia
Apple Podcast: https://podcasts.apple.com/us/podcast/the-marketing-umbrella-podcast/id1564111428
Spotify: https://open.spotify.com/show/4CoiR10nazd9zVIStLkcjk
Connect with Chelsea:
LinkedIn: https://www.linkedin.com/in/chelsea-olsen-sales-growth
Instagram: https://www.instagram.com/chelseaolsenco/
CLOHZ: https://www.clohz.com/
Please leave us an honest rating on Spotify, YouTube, or Apple Podcasts.
To learn more about Umbrella and to connect with CEO Itamar Shafir, go to https://umbrellaus.com
The Marketing Umbrella Podcast
The Marketing Umbrella Podcast with Itamar Shafir is for marketing agency owners and digital marketing entrepreneurs. Itamar Shafir is CEO of Umbrella, a technology platform and brand that powers thousands of marketing agencies.On The Marketing Umbrella Podcast, he interviews leading industry experts with proven business-building experience who will offer keen insight and practical advice. Tune in each week for a dynamic conversation about tried, tested, and fine-tuned ways to build and grow a marketing agency.For more information, visit https://www.umbrellaus.com/
