Daniel Disney

I honestly wish someone had told me this earlier in my career.

Because I used to be THAT guy.

The one who felt a sting when a colleague closed a big deal.
The one who stayed quiet when someone else hit their target.
The one who saw every teammate's win as a reminder of what I hadn't done yet.

Sound familiar? 😅

After more years in sales than I like to admit, here's what I've learned:

The best salespeople I've ever worked with?

They're the FIRST to celebrate someone else's win.

Not because they're saints.
Not because they don't care about their own success.

But because they understand something most reps don't:

𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗶𝗻 𝘀𝗮𝗹𝗲𝘀 𝗶𝘀𝗻'𝘁 𝗮 𝗳𝗶𝗻𝗶𝘁𝗲 𝗽𝗶𝗲.

Your colleague closing a deal doesn't take food off your table.
Their promotion doesn't block yours.
Their success doesn't diminish yours.

In fact, it's the opposite.

↳ When you celebrate others, you build allies, not enemies
↳ When you lift people up, they remember it
↳ When you're genuinely happy for teammates, you create a culture where people root for YOU too

The jealous rep? They isolate themselves.
The bitter rep? They become toxic.
The insecure rep? They burn bridges.

And when THEY need help? Nobody's there.

But the rep who celebrates others?

They get referrals from teammates.
They get tips on deals.
They get support when they're struggling.

Here's the brutal truth:

How you react to a colleague's win reveals a lot about your own approach to success.

If you see limited opportunities, you're operating from scarcity.
If you believe there's enough for everyone, that's abundance.

The top performers I know?

They celebrate hard when someone else lands a big one.

Because they're confident in their own pipeline.

So next time a colleague closes a big deal...

Be the first to congratulate them.

Mean it.

It costs you nothing.

And it might just change everything.

Will this be the same in 2023...?

Today is a very big day, today I have chosen to quit my full time job.......

I don’t have another job to go into but instead I am going to pursue my real passion to help educate, motivate and inspire sales professionals and sales leaders all across the world!

The last year has seen The Daily Sales grow massively and I've been able to get some amazing opportunities to speak, train and consult some amazing people.

I've worked for some amazing companies over the last 15 years but have always had a burning desire to do something myself.

I decided I wanted to run a business at the age of 8 years old but could never find what I really loved and then a couple of years ago I found it.

This is the scariest thing I've done and whilst I've never been more excited I'm equally nervous as well!!

I'm looking forward to sharing this journey with you all and would love to know any advice you may have for a new entrepreneur?

It's never easy finding your passion and turning it into a business but if you work hard and keep trying you’ll get there. I'll always work as hard as possible to make my dreams a reality and hope you all do as well.

Here’s to a very exciting 2018... 🙂

I had a VP of marketing tell me they DON'T want their salespeople creating their own content on LinkedIn, they just wanted them re-sharing the company blogs...

Let me make one thing really clear

Salespeople are some of the best creators out there

They are story tellers
They know their prospects/customers
They know how to give value

And trust me, their own original content will do 1000000000X better than any re-shared article

Don't silence your sales team
Give them their voice and support them

You might actually start getting some success on LinkedIn

I'll go a step further and help you here...

I'm working with 2 amazing companies to give away my entire LinkedIn, Social Selling & Sales Navigator training library this month (30+ hours), comment TRAINING if you'd like it 😊

#socialselling #sales #marketing #content

Selling is a lot easier when you genuinely want to help people.

I say this often.

And I'll keep saying it until every salesperson truly understands.

Most reps are still doing it backwards.

They walk into calls thinking about their quota.
They send emails thinking about their commission.
They pitch features thinking about their bonus.

Me, me, me.

And prospects can SMELL it.

They feel the desperation.
They sense the agenda.
They know you're just waiting for your turn to talk.

When you flip the script and genuinely care about solving THEIR problem?

Everything changes.

↳ Discovery calls feel like conversations, not interrogations
↳ Objections become opportunities to understand deeper
↳ Follow-ups feel natural, not forced
↳ Closing happens without "closing techniques"

I've generated millions in revenue over my career.

And the secret was embarrassingly simple:

I actually gave a damn about the people I was talking to.

When you help first, selling becomes effortless.
When you care first, trust builds automatically.
When you listen first, solutions present themselves.

The best salespeople I know aren't chasing deals.

They're chasing problems to solve.

So, what's one way you've shifted from selling to helping, and what was the result?

A lot of salespeople may end up (if not already) working from home, so here are 10 tips to help :)

#salestips #sales #workfromhome

This might be the most important career advice in sales.
Because here's the truth:

Your reputation travels faster than you do.
Your name comes up more than you think.
Decisions about your future happen without you.

Every. Single. Day.

Think about it...

That promotion you're hoping for?
Being discussed in rooms you're not in.

That big account you want to work?
Being decided by people you've never met.

That leadership opportunity?
Being influenced by what others say about you.

The uncomfortable truth?

Success in sales isn't just about crushing quota.
It's about having advocates.

People who say "Give them a shot" when others doubt.
People who defend your approach when it's questioned.
People who mention your wins when you're not around.

Here's what ACTUALLY happens when you have real advocates:

↳ Opportunities find you before they're posted
↳ Your mistakes get context, not just criticism
↳ Your ideas get championed, not stolen
↳ Your growth gets fast-tracked, not delayed
↳ Your reputation becomes your strongest asset

But here's the part most people miss:

To have people fight for you...
You need to fight for others first.

That SDR grinding it out? Mention their progress in the team meeting.
That peer who helped you close a deal? Make sure leadership knows.
That manager who coached you? Tell their boss what it meant.

Because advocacy isn't luck.
It's reciprocity.

The rep everyone wants on their team?
They've been building others up for years.

The manager everyone respects?
They've been defending their people consistently.

The leader everyone follows?
They've been fighting battles for others quietly.

Here's what fighting for others ACTUALLY looks like:

When someone's not in the room:
- Correct misconceptions about them
- Highlight their strengths
- Share their wins
- Provide context for their challenges

When opportunities arise:
- Recommend them even if it doesn't benefit you
- Connect them with the right people
- Put their name forward
- Open doors they can't open alone

The magic of advocacy in sales?

It compounds.

Every person you genuinely support becomes part of your network.
Every battle you fight for someone builds trust.
Every time you elevate others, you elevate yourself.

Not through manipulation.
Through genuine support.

So ask yourself:

Who are you fighting for when they're not around?
Whose potential are you highlighting?
Whose success are you championing?

Because the people who win biggest in sales aren't just the best closers.

Be the person who fights for others.
Watch how many start fighting for you.

Your career will never be the same.

Sales people need to eat better, exercise regularly and sleep more to successfully sell.

Sounds a little random, but it is VERY difficult when working in the high pressure and busy world of selling to maintain a healthy diet, find time to exercise and to be able to get the recommended amount of sleep.

That being said I don't think many sales people full appreciate the impact it will be having on their results.

I'd highly recommend that sales people make more effort but I would also recommend that companies make more effort to support this as well. This could include having fruit around the office, water, discounted or provided gym membership, morning exercise sessions and regular debriefs to ensure people don't go home stressed.

I've always been passionate about this but reading it in“Sales EQ“ by Jeb Blount made me realise how many sales people probably don't take it seriously enough.

Make small little changes in those areas and you'll find more energy, more confidence and more positivity which will all help drive more sales.

Sales is chaos, plain and simple 🤣

I've lived it. You've lived it.

One minute you're on top of the world, feeling like a genius.
The next you're staring at your CRM wondering why that "sure thing" just went dark.

What's a typical week in sales really like?

↳ Monday: "I've got this, pipeline is strong"
↳ Tuesday: Prospect ghosts you
↳ Wednesday: Deal falls through at the last second
↳ Thursday: Your biggest account wants to "revisit pricing"
↳ Friday: You somehow close TWO deals out of nowhere

And that's just one week.

You'll question yourself. A lot.
You'll have months where nothing lands.
You'll have conversations that make you want to throw your laptop out the window.

But here's what keeps me going after 20+ years:

That ONE moment when it all clicks.

When the prospect says yes.
When the contract gets signed.
When you KNOW you actually helped someone solve a real problem.

That feeling is worth every rejection. Every ghosted follow-up. Every "we're going with someone else."

The chaos is part of the job. The wins make it worth it.

So if you're in the trenches right now, feeling the madness...

Keep going.

The best salespeople I know aren't the ones who avoid the chaos.

They're the ones who push through it.

What's the craziest sales week you've ever had? 👇

Everyone talks about what is changing in sales but I think it's important to remember what will NEVER change in sales...👇

Yes, AI is important.
Yes, technology advances.
Yes, buyers change.

BUT there are a lot of things in sales that will never change:

1 - Sales will ALWAYS be about solving problems and helping people.

↳ People can tell when someone is only interested in selling something.
↳ The focus should always be on the problem you solve, not the product.

2 - Listen always has been, and always will be, more important than talking.

↳ The best salespeople listen 2-3X more than they talk.
↳ They ask the right questions and give their customers time to answer.
↳ The encourage their customers to elaborate and go deeper.

3 - People buy from people they TRUST.

↳ In an AI dominated world, trust has never been more valuable.
↳ If they don't trust you, they'll find a salesperson they do trust.

4 - Never sell something to someone who doesn't NEED it.

↳ You might win a sale, but chances are it will get cancelled.
↳ There's also the risk they tell others about their bad experience.

5 - Lying is NEVER acceptable in sales.

↳ If you lie to win a sale, chances are it won't last.
↳ No good salesperson will ever need to lie to win a sale.

6 - Sales success will always be based on hard and smart work.

↳ Hard work is important, but hard smart work will always win.
↳ Quality and quantity come hand in hand in sales.

7 - Salespeople need to be RESILIENT to win at sales.

↳ You'll face a lot of rejection, objection and challenge.
↳ The best in sales walk through it and know how to deal with it.

8 - The most important sales skill is the ability to ADAPT.

↳ Adapting to new tech, new platforms, new tools and new processes.
↳ Adapting to each individual prospect and customer.

I'll be the first to embrace new things in sales.

But I'll always follow the basics.

And after 20+ years in sales I can tell you one thing...

The basics will always win.

Always.

I was always raised to treat the janitor the same as the CEO.

My parents drilled this into me.

No exceptions.
No hierarchy of respect.
Everyone gets the same.

And if I'm being honest, it's shaped everything about how I sell, lead, and live.

Because here's what I've noticed:

The people who treat "important" people well but ignore everyone else?

They get found out.

Every. Single. Time.

That receptionist you brushed past? She tells the decision-maker.
That junior rep you dismissed? They become your competitor's top performer.
That cleaner you never acknowledged? They see everything.

How you treat people when there's nothing to gain reveals everything about your character.

And character travels.

The best salespeople I know?

They don't adjust their respect based on job titles.

↳ They say hello to everyone. Not just the people who can sign cheques.

↳ They listen like it matters. Because it does. Whether it's a CEO or a colleague, they give people their full attention.

↳ They stay humble. No matter how high they rise, they remember where they started.

This isn't soft skills fluff.

This is how you build the kind of trust that creates loyalty, referrals, and relationships that last decades.

You can be the best closer in the room.

But if you lack respect, humility, and empathy?

You'll never build anything that lasts.

Respect doesn't have job titles.

And the people who understand that?

They're the ones who win long-term.

This is the very SCARY reality about sales teams right now...

Manager: "Just pick up the phone!"
Rep: *sends 47 emails, 12 texts, 3 LinkedIn messages, and a carrier pigeon*

Sound familiar? 😅

I've been teaching Social Selling for 10 years now and I've watched this happen year after year after year.

But here's what both sides are missing:

It's not about choosing ONE channel.
It's about understanding WHICH channel works WHEN.

The most successful reps I've seen? They've cracked the code:

**First 24 hours:**
• Email → Sets professional tone
• LinkedIn → Shows you've done homework
• Text → Only if they've given permission

**Days 2-5:**
• Phone call → NOW it's time (they know who you are)
• Voice note → Personal touch that stands out
• Video message → Shows real effort

**The truth?**
Your manager's right - calls DO convert better.
You're also right - cold calling blind is dead.

The magic happens when you warm them up FIRST.

Think of it like dating:
You wouldn't propose on the first date.
So why are we calling strangers without context?

**My top 3 strategies that actually work:**
(I shared these on stage at an SKO last week and the team have been using them ever since)

1. The "Permission Play"
End every email with: "Would a quick call tomorrow at 2pm work to discuss?"
(They expect it now = higher answer rate)

2. The "Multi-Touch Warm-Up"
Email → LinkedIn view → Call within 48 hours
(They recognize your name = 3x more likely to answer)

3. The "Context Creator"
Reference their LinkedIn post before calling
"Saw your post about X, had a thought..."
(You're not a stranger = conversation not pitch)

Here's the brutal truth:

Managers: Your reps aren't lazy. They're adapting to how buyers ACTUALLY buy in 2026.

Reps: Your manager isn't wrong. The phone still closes more deals than any other channel.

Bridge the gap.
Use both.
Win more.

What's your take - Team Phone or Team Omnichannel?

Early in my sales career, a new sales manager joined our team.

He tracked every single minute on the clock, picked apart every outbound email, and stood behind desks listening into phone calls intensely.

The atmosphere became completely toxic:
↳ Morale collapsed
↳ Our best reps started interviewing elsewhere
↳ Sales numbers completely tanked

When that manager was let go, I was promoted to step up and lead the team.

I made one absolute decision on day one:
I was going to lead that team the exact opposite way.

No policing. No breathing down people's necks.

I shifted our entire focus to coaching, empowerment, and genuine support.

The outcome?
Our sales grew by over +200%. 📈

This is what I’ve learned through my sales career:
Great sales leaders don't micromanage. They coach and support their people to be the best they can possibly be.

Here are 3 coaching shifts that changed everything for us 👇

1️⃣ Coach the process, not just the output
Don't just stare at a CRM dashboard at the end of the month asking "where are the deals?" Look at the daily habits, the messaging quality, and the real prospect conversations. When you help reps nail the inputs, the revenue takes care of itself.

2️⃣ Real-time coaching > post-mortem policing
Don't wait until a deal is lost to tell a rep what they did wrong. Jump in beforehand: roleplay objection handling, strategize key accounts together, and build their confidence before the call happens.

3️⃣ Give your team psychological safety & trust
If reps are terrified of making mistakes, they will never try new channels, test creative outreach, or take smart risks. Give them the backing and freedom to learn without fear.

When you truly invest in your people, the numbers take care of themselves. Every single time.

Want to learn the modern sales leadership, coaching, and social selling systems we use to build high-growth sales teams?

Join my upcoming free live webinar here:
👉 https://lnkd.in/g3iT8Axi

What is the biggest lesson you've learned about great sales leadership? Drop your thoughts in the comments below! 👇

Be a resource, not a sales pitch.

Read that again.

I've watched two types of salespeople over the years:

𝗧𝗵𝗲 𝗣𝗶𝘁𝗰𝗵𝗲𝗿:

↳ Opens every conversation talking about their product
↳ Sends the same templated message to 500 people
↳ Asks "Can I get 15 minutes?" before offering any value
↳ Disappears when the deal falls through
↳ Wonders why nobody replies

𝗧𝗵𝗲 𝗥𝗲𝘀𝗼𝘂𝗿𝗰𝗲:

↳ Opens every conversation asking about THEIR challenges
↳ Shares insights that help — even if it doesn't lead to a sale
↳ Earns the right to ask for time
↳ Stays in touch because they genuinely care
↳ Gets referrals without asking

Same industry. Same product. Same market.

Completely different results.

People don't ignore salespeople because they hate sales.

They ignore salespeople who make everything about themselves.

The moment you shift from "How do I sell this?" to "How do I help them?"...

Everything changes.

↳ Your messages get replies
↳ Your calls get answered
↳ Your deals close faster
↳ Your customers become advocates

The best salespeople I know aren't the best closers.

They're the best helpers.

They give before they ask.
They teach before they pitch.
They serve before they sell.

So ask yourself:

When a prospect sees your name pop up...

Do they think "What does this person want from me?"

Or do they think "This person always helps me."

That's the difference between a pitch and a resource.

Be the person people WANT to hear from.

Not the one they avoid.

Most sales teams tell me LinkedIn is "too hard."

I get it. I hear it in almost every training session I run.

But when I ask them to think back...

Remember your FIRST cold call? Your hands were shaking, your voice was trembling, and you probably wanted to hang up before they even answered.

Remember your first objection? "It's too expensive." You froze. You panicked. You had no idea what to say.

Remember your first close? The awkward silence while you waited for an answer. The sweaty palms. The fear of actually asking for the sale.

All of those things felt impossible once.

Now? They're second nature.

LinkedIn is no different.

It's hard because it's NEW.
Not because you can't do it.

Here are 5 tips to make LinkedIn easy for your sales team:

1️⃣ 𝗦𝘁𝗮𝗿𝘁 𝘄𝗶𝘁𝗵 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝗳𝗶𝗹𝗲
Make it customer-focused, not CV-focused. Show how you help, not just what you sell.

2️⃣ 𝗘𝗻𝗴𝗮𝗴𝗲 𝗯𝗲𝗳𝗼𝗿𝗲 𝘆𝗼𝘂 𝗽𝗶𝘁𝗰𝗵
Comment on prospects' posts. Like their content. Build familiarity before you reach out.

3️⃣ 𝗦𝗲𝗻𝗱 𝗺𝗲𝘀𝘀𝗮𝗴𝗲𝘀 𝗹𝗶𝗸𝗲 𝗮 𝗵𝘂𝗺𝗮𝗻
No copy-paste pitches. No "I hope this finds you well." Start conversations, not sales scripts.

4️⃣ 𝗣𝗼𝘀𝘁 𝗼𝗻𝗲 𝘁𝗵𝗶𝗻𝗴 𝗮 𝘄𝗲𝗲𝗸
You don't need to post daily. One valuable post per week builds your presence over time.

5️⃣ 𝗧𝗿𝗲𝗮𝘁 𝗶𝘁 𝗹𝗶𝗸𝗲 𝗮𝗻𝘆 𝗼𝘁𝗵𝗲𝗿 𝘀𝗮𝗹𝗲𝘀 𝘀𝗸𝗶𝗹𝗹
Practice. Get feedback. Improve. Repeat.

The salespeople who master LinkedIn now will have a massive advantage.
The ones who keep saying "it's too hard" will keep wondering why their competitors are getting inbound leads.

Every skill you've mastered in sales started exactly where you are with LinkedIn right now.

You figured it out then. You'll figure it out now.

What skill felt impossible when you first started in sales but is second nature now? 👇

Need LinkedIn & Social Selling training for your team? DM me 😊

I was once micromanaged so badly I nearly quit sales altogether.

Every call had to be logged within 5 minutes.
Every email had to be approved before sending.
Every meeting needed a detailed pre-brief AND post-brief.

My manager wasn't protecting me.

They were suffocating me.

And I've seen it happen to hundreds of salespeople since.

Micromanaging doesn't protect your team.
It works AGAINST them.

Here's what it actually does:

↳ Kills confidence (they stop trusting their own judgment)
↳ Destroys creativity (why try something new if you'll get questioned?)
↳ Creates resentment (nobody wants to feel like they're not trusted)
↳ Slows everything down (waiting for approvals instead of closing deals)

The best managers I've worked with?

They did the opposite.

𝗜𝗻𝘀𝘁𝗲𝗮𝗱 𝗼𝗳 𝗰𝗼𝗻𝘁𝗿𝗼𝗹𝗹𝗶𝗻𝗴, 𝘁𝗵𝗲𝘆 𝗰𝗼𝗮𝗰𝗵𝗲𝗱.
Weekly 1-to-1s focused on development, not interrogation.

𝗜𝗻𝘀𝘁𝗲𝗮𝗱 𝗼𝗳 𝗺𝗼𝗻𝗶𝘁𝗼𝗿𝗶𝗻𝗴, 𝘁𝗵𝗲𝘆 𝘁𝗿𝘂𝘀𝘁𝗲𝗱.
Clear expectations, then freedom to execute.

𝗜𝗻𝘀𝘁𝗲𝗮𝗱 𝗼𝗳 𝗵𝗼𝘃𝗲𝗿𝗶𝗻𝗴, 𝘁𝗵𝗲𝘆 𝗽𝗿𝗼𝘁𝗲𝗰𝘁𝗲𝗱.
Shielding the team from internal politics and unnecessary noise.

𝗜𝗻𝘀𝘁𝗲𝗮𝗱 𝗼𝗳 𝗺𝗶𝗰𝗿𝗼𝗺𝗮𝗻𝗮𝗴𝗶𝗻𝗴 𝗮𝗰𝘁𝗶𝘃𝗶𝘁𝘆, 𝘁𝗵𝗲𝘆 𝗳𝗼𝗰𝘂𝘀𝗲𝗱 𝗼𝗻 𝗼𝘂𝘁𝗰𝗼𝗺𝗲𝘀.
Hit your numbers? Great. How you get there is up to you.

Real leaders don't need to watch every move.

They hire good people.
Set clear expectations.
Remove obstacles.
Then get out of the way.

That manager who nearly made me quit?

They thought they were being thorough.
They thought they were being helpful.
They thought they were managing.

They weren't.

They were pushing their best people out the door.

Managers who protect their teams ARE the real leaders.

And protection doesn't mean control.

It means trust.

I've seen the same pattern destroy sales careers:

No results? They quit.
Bad results? They quit.
Great results? They coast.

But the top 1%?

They just. Keep. Working.

Here's what separates champions from everyone else:

When you're LOSING:

Average reps make excuses.
Elite reps make adjustments.

When you're STRUGGLING:

Average reps blame the market.
Elite reps blame their approach and fix it.

When you're WINNING:

Average reps celebrate and relax.
Elite reps celebrate and accelerate.

The market doesn't care about your feelings.
Your competition doesn't take days off.
Your prospects don't wait for you to get motivated.

Consistency isn't sexy.
It's not a hack.
It's not a shortcut.

But it's the ONLY thing that works.

Every. Single. Time.

Think about it:
↳ That deal you lost? Keep working.
↳ That promotion you missed? Keep working.
↳ That record month you had? Keep working.

Because success in sales isn't about intensity.
It's about consistency.

Not for a day.
Not for a month.
Not even for a year.

Forever.

The moment you stop is the moment someone hungrier takes your spot.

So here's my challenge:

Print this image.
Stick it where you'll see it every morning.
And when things get tough (they will), remember:

Your only job is to keep working.

Everything that 2026 throws at you, just keep working.

You've got this.

I had two sales managers early in my career.

One checked my call logs every morning.
One asked what support I needed.

One questioned every deal in my pipeline.
One trusted me to flag when I needed help.

One made me dread Mondays.
One made me want to run through walls.

Guess which one got better results from me?

It wasn't even close.

Under the micromanager, I hit target. Barely.
Every month felt like survival.

Under the leader who trusted me?
I smashed it. Consistently. Because I didn't want to let them down.

Same me.
Same skills.
Same product.

Different leadership. Different results.

Micromanaging doesn't create accountability.

It creates fear.

↳ Fear of making mistakes
↳ Fear of trying new approaches
↳ Fear of being honest about challenges

And fear? It kills performance.

But when you tell your team "I trust you"...

↳ They take ownership
↳ They solve problems without being asked
↳ They push harder because they don't want to break that trust

The best sales teams I've ever seen weren't built on control.

They were built on belief.

Belief that your people are capable.
Belief that they want to succeed.
Belief that they'll rise to the standard you set.

Micromanaging says "I don't trust you."

Empowering says "I believe in you."

One builds compliance.
The other builds champions.

What type of leadership do you work best under?

The best salespeople aren't the best talkers.

They're the best LISTENERS.

After a long career in sales, I've noticed something:

Average reps spend calls thinking about what to say next.
Top reps spend calls actually hearing what the prospect is saying.

The difference? It's not talent. It's habit.

Here are 6 ways to listen better in 2026:

↳ 𝗔𝘀𝗸, 𝘁𝗵𝗲𝗻 𝘀𝗵𝘂𝘁 𝘂𝗽. Let your prospect finish. Don't interrupt. Don't jump in with solutions. Just listen.

↳ 𝗧𝗮𝗸𝗲 𝗻𝗼𝘁𝗲𝘀 𝗯𝘆 𝗵𝗮𝗻𝗱. It forces you to focus on what matters most. Your brain processes differently when you write.

↳ 𝗨𝘀𝗲 𝗔𝗜 𝘁𝗿𝗮𝗻𝘀𝗰𝗿𝗶𝗽𝘁𝗶𝗼𝗻 𝘁𝗼𝗼𝗹𝘀. Tools like Otter.ai capture every word so you can be fully present in the conversation instead of frantically scribbling.

↳ 𝗥𝗲𝘃𝗶𝗲𝘄 𝘆𝗼𝘂𝗿 𝗰𝗮𝗹𝗹𝘀. Listen back to catch what you missed. You'll be surprised how much slipped by.

↳ 𝗦𝘂𝗺𝗺𝗮𝗿𝗶𝘇𝗲 𝗯𝗮𝗰𝗸 𝘁𝗼 𝘁𝗵𝗲𝗺. Repeat what you heard. "So what I'm hearing is..." This confirms understanding and shows you actually care.

↳ 𝗘𝗹𝗶𝗺𝗶𝗻𝗮𝘁𝗲 𝗱𝗶𝘀𝘁𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝘀. Close the tabs. Silence notifications. Be 100% there.

Here's a reality check some salespeople need to hear:

Your prospects can TELL when you're not listening.

They know when you're waiting for your turn to talk.
They know when you're reading a script.
They know when you don't care about their actual problem.

And they buy from the rep who does.

Listening isn't passive. It's a competitive advantage.

Want to level up your listening game? Check out Otter.ai - https://lnkd.in/eDu5Fy_q

It's helped me capture every detail without losing focus on the conversation.
It transcribes EVERY word of every conversation.
All searchable with an AI assistant that is INSANE.

Which of these 6 do you need to work on most?

I've been a top seller in every sales role I've had.

Not because I had the best product.
Not because I had the biggest territory.
Not because I was the smoothest talker.

It's because I followed 7 principles that never change.

In 2026, everyone's obsessed with AI tools, automation, and "hacks."

But the salespeople who actually win?

They're doing the same things that worked 20 years ago:

1️⃣ 𝗚𝗼 𝗮𝗯𝗼𝘃𝗲 𝗮𝗻𝗱 𝗯𝗲𝘆𝗼𝗻𝗱 𝗳𝗼𝗿 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀
Not just meeting expectations. Exceeding them. Every time.

2️⃣ 𝗚𝗲𝗻𝘂𝗶𝗻𝗲𝗹𝘆 𝘄𝗮𝗻𝘁 𝘁𝗼 𝗵𝗲𝗹𝗽 𝗽𝗲𝗼𝗽𝗹𝗲
Prospects can tell when you actually care vs when you're just chasing commission.

3️⃣ 𝗖𝗮𝗿𝗲 𝗺𝗼𝗿𝗲 𝗮𝗯𝗼𝘂𝘁 𝘁𝗵𝗲𝗺 𝘁𝗵𝗮𝗻 𝘆𝗼𝘂𝗿 𝗰𝗼𝗺𝗺𝗶𝘀𝘀𝗶𝗼𝗻
The money follows when you put their problems first.

4️⃣ 𝗔𝗹𝘄𝗮𝘆𝘀 𝗯𝗲 𝗹𝗲𝗮𝗿𝗻𝗶𝗻𝗴 𝗮𝗻𝗱 𝗶𝗺𝗽𝗿𝗼𝘃𝗶𝗻𝗴
The market changes. Buyers change. You need to change with them.

5️⃣ 𝗪𝗼𝗿𝗸 𝗵𝗮𝗿𝗱 𝗔𝗡𝗗 𝘀𝗺𝗮𝗿𝘁
Hard work without strategy is just exhaustion. Smart work without effort is just theory.

6️⃣ 𝗧𝗿𝗲𝗮𝘁 𝗲𝗮𝗰𝗵 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗮𝘀 𝗮𝗻 𝗶𝗻𝗱𝗶𝘃𝗶𝗱𝘂𝗮𝗹
No two customers are the same. Stop treating them like they are.

7️⃣ 𝗔𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗹𝗶𝘀𝘁𝗲𝗻 𝘁𝗼 𝘆𝗼𝘂𝗿 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀
Not waiting for your turn to talk. Actually listening. They'll tell you exactly how to help them.

AI can automate your outreach.
AI can write your emails.
AI can research your prospects.

But AI can't care about your customers.
AI can't build genuine relationships.
AI can't go the extra mile when it matters most.

The tools have changed.
The fundamentals haven't.

These 7 things have made me a top performer everywhere I've worked.

They'll work for you too.

What do you do in sales that should be added to this list? 👇

Huge thank you the incredible KYOCERA Document Solutions UK team for having me at your sales kick off yesterday, the energy was incredible!

First of all the venue, The Guinness Vaults in London was so cool.
If you've never been it's definitely worth going.

The energy from the team however was what made it truly special.

Everyone was smiling, laughing, interacting.
Great questions, great conversations, great ideas.
You could feel the inspiration from everyone.

That's what shows you've pulled off a successful sales kick off.

Steve Pearce, thank you for having me as part of such a great SKO.
You also blew me away with your own slides, next level!

Steve Doust you have a truly special sales team there.
I can't wait to see lots of them on LinkedIn over the coming weeks.

I've also never looked at a printer and thought "that is one cool printer", but wow the Athena is a cool printer!

And thank you to Vicky Jones and Julian Sehmi for the photos (and bonus points for being the first to post about it on LinkedIn)

The cherry on top though?
A pint of Guinness, pie and mash after the session!
(plus printing the logo on the pint was genius)

What's been your favourite memory from a sales kick off?

Here are 16 ways that salespeople can reach prospects and customers in 2026...

1) Phone
2) Email
3) LinkedIn
4) Text
5) Referral
6) Post/Letter
7) Video
8) X
9) Gift
10) Instagram
11) Threads
12) Facebook
13) TikTok
14) Door Knocking
15) Whatsapp
16) Networking/Events

This list grows each year, and will continue to grow.

The reality is, and will always be, that people have different preferences.

Some people hate getting phone calls, some like it.
Some people hate getting emails, some like it.
Some people hate LinkedIn, some are on it 24/7.

You get the idea.

As a salesperson, you need to be trying as many of these as possible.

If you make a couple of cold calls and the write that prospect off saying you can't reach them, you're missing out.

Perhaps try sending an email.
Perhaps try engaging on LinkedIn.
Perhaps look to get a referral or introduction.
Perhaps try sending a video message.

Work through the list.

Just because they don't answer your calls, doesn't mean they don't want to speak to you.

They might just not like answering calls.

Keep trying.
Be resourceful.
Be creative.

Do what it takes to have that conversation because you genuinely believe you can help them with your product.

That's how you sell in 2026.

Have I missed anything off this list?

Helping people has always been and will ALWAYS be the key to success in sales, even more so in 2026...

The best and most successful people live by this.

They're HONEST
↳ They're not "Wolf of Wall Street" sellers.
↳ They don't lie to customers.
↳ They don't manipulate people.

They show EMPATHY and have a high emotional intelligence
↳ They're able to understand their customers.
↳ They have high EQ.
↳ Their customers feel valued.

They listen WAY MORE than they talk
↳ Not just listening, active listening.
↳ They identify 10x more insights because of this.
↳ They build deeper and longer lasting relationships.

They SOLVE problems instead of just selling products
↳ Their customers don't feel "sold to".
↳ They qualify early to identify problems they can solve.
↳ They live to help and serve.

And because of doing all of those things...

They sell more because they're helping more people.

When sales is truly done right it's a win-win.

Less "Selling".
More helping.

Last day of the month.

You've called.
You've emailed.
You've followed up.
You've followed up AGAIN.

And still...

Nothing.

Radio silence.

At this point, you're not a salesperson anymore.

You're a detective.

Checking LinkedIn to see if they're still alive.
Googling their office address.
Wondering if a carrier pigeon might work better than email.

You start having conversations with yourself:

"Maybe their inbox is broken."
"Maybe they're on holiday."
"Maybe they got abducted by aliens."

You'd believe anything at this point.

And then you see it.

They just posted on LinkedIn.

THEY'RE ACTIVE.

They're out there liking posts about "work-life balance" while you're refreshing your inbox like it owes you money.

Deep breath.

Here's the truth:

That deal isn't dead until midnight.

↳ That prospect who's been "thinking about it"? Call them.
↳ That email you sent last week? Send a follow-up. Right now.
↳ That voicemail you left? Leave another one.

Because I've seen deals close at 4pm on the last day.
I've seen contracts signed at 5:47pm.
I've seen "not right now" turn into "let's do it" with one more conversation.

You don't need to kick down doors.

You just need to keep knocking.

One more call.
One more message.
One more push.

The month isn't over yet.

Go get it.

8 years ago today I flew to Estonia for my first international speaking gig, today I’m flying back from Estonia after recording for a HUGE podcast…

It’s one of those moments you stop and look back.

8 years ago I was in my first year self employed.

I was SO nervous travelling to Estonia!

The morning of my first international keynote I was sick in the hotel (Chris Murray will remember this as he was there calming me down 😂)

Fast forward to now…

I’ve spoken all over the world.
I thrive on stage!
Last week I spoke to one of my largest audiences at UNBOUND (2,000+).
Next month I’ll be speaking at Outbound in Las Vegas with Jeb Blount, Anthony Iannarino, Victor Antonio, Mark Hunter & more.

And yesterday I filmed an epic podcast episode on The Winning Friends Podcast (I’ll share it when it’s edited and published)

I also got time to explore Estonia today and wow is it a beautiful place.

I’m truly grateful for the last 8 years.
And I’m super excited for the next 8 years and beyond.

Where else in the world should I travel to? 🌎

The most expensive customer support agent in the world is your top sales rep.

It happens constantly in growing businesses, it happened to me many times during my career.

You have paying customers, revenue is moving, but you do not have a dedicated customer support team yet.

So who ends up handling the tickets?

Everyone.

My doodle here sums up the daily chaos perfectly 👇

Founder: "I thought Sales was replying?"
Product: "Is this a bug or a feature?"
Sales: "I thought Product had this?"
Engineering: "I thought it was in the Jira ticket?"

I’ve been in this boat countless times.

The moment an upset client asks for a status update, the scramble begins.

Your sales reps, who should be prospecting, having discovery calls, and closing deals, spend hours playing detective.

They are digging through Jira tickets, scrolling through Slack threads, and trying to piece together context just to draft one reply.

That is vital selling time wiped out. Do that a few times a week, and it quietly destroys your pipeline.

This is where Computer by DevRev comes in.

It connects Email, Slack, and Jira, pulls the full context across all three systems, and automatically drafts the customer response for you.

Here is what that changes for a growing team:

↳ Accurate customer replies and follow-ups drafted in seconds, with zero context hunting
↳ Knowledge gap articles drafted automatically so recurring questions get solved faster
↳ Sales reps get back to selling, engineers get back to building, and founders get back to leading

If you do not have a dedicated support team yet, you do not need everyone scrambling across tools to keep clients happy.

See for yourself https://lnkd.in/eMwRKqiq

Take a look at the visual below.

How does your team handle customer questions right now? Does everyone pitch in, or have you found a cleaner way? 👇

#ComputerPartner

I spent 2 hours yesterday hunting through Slack and email for tasks I'd agreed to.

Never again.

I've just tested a tool called readywhen and honestly? It's blown my mind.

It connects to your Slack, email, calendar, CRM, Notion, and creates your to-do list FOR you.

Every task buried in a Slack thread?
Every commitment hidden in an email chain?
Every action item you forgot you agreed to?

It finds them ALL and pulls them into one place.
It’s like having a chief of staff watch you back.

But it doesn't stop there.

When you click into a task, it:
↳ Shows you exactly what you agreed to do
↳ Drafts a response email for you
↳ Helps you work through each item

You still have full control. It doesn't send anything without your approval.

For salespeople, business owners, entrepreneurs, anyone juggling hundreds of conversations across different platforms, this is massive.

No more searching through Slack.
No more digging through emails.
No more scribbling tasks on paper and hoping you don't forget something.

It's in beta right now, so this is your chance to get ahead of everyone else.

Go check out readywhen and see what tasks you've been missing
https://lnkd.in/e-Rw2rkB

How many tasks do you think are buried in YOUR Slack right now?

#readywhenPartner

Most salespeople are terrified of cold calling right now.

I get it.

I've seen reps freeze at the thought of picking up the phone.

Their hands shake.
Their voice cracks.
They'd rather send 100 emails than make 10 calls.

Sound familiar? 😅

Here's what might surprise you:

I'm known as "The King of Social Selling."

I've built my entire brand around LinkedIn.
I've helped thousands of salespeople generate leads without cold calling.

And yet...

I STILL teach salespeople to pick up the phone.

Why?

Because the best salespeople don't choose between social selling OR cold calling.

They use BOTH.

Here's how LinkedIn and social selling can actually make your cold calls warmer:

𝟭. 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 𝗯𝗲𝗳𝗼𝗿𝗲 𝘆𝗼𝘂 𝗱𝗶𝗮𝗹

↳ Check their LinkedIn profile
↳ Read their recent posts
↳ Find something personal to mention
↳ Now your "cold" call has context

𝟮. 𝗪𝗮𝗿𝗺 𝘁𝗵𝗲𝗺 𝘂𝗽 𝗳𝗶𝗿𝘀𝘁

↳ Engage with their content for a few days
↳ Leave a thoughtful comment
↳ Send a connection request
↳ THEN call — they'll recognise your name

𝟯. 𝗨𝘀𝗲 𝗟𝗶𝗻𝗸𝗲𝗱𝗜𝗻 𝘁𝗼 𝗳𝗶𝗻𝗱 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗻𝘂𝗺𝗯𝗲𝗿

↳ Sales Navigator shows direct dials
↳ Company pages list contact info
↳ Mutual connections can make introductions

𝟰. 𝗙𝗼𝗹𝗹𝗼𝘄 𝘂𝗽 𝘀𝗼𝗰𝗶𝗮𝗹𝗹𝘆 𝗮𝗳𝘁𝗲𝗿 𝘁𝗵𝗲 𝗰𝗮𝗹𝗹

↳ Connect on LinkedIn after a good conversation
↳ Share relevant content that adds value
↳ Stay visible without being pushy

𝟱. 𝗟𝗲𝘁 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝗳𝗶𝗹𝗲 𝗱𝗼 𝘁𝗵𝗲 𝗵𝗲𝗮𝘃𝘆 𝗹𝗶𝗳𝘁𝗶𝗻𝗴

↳ When they Google you, your LinkedIn shows up
↳ A strong profile builds instant credibility
↳ They're more likely to take your call

The fear of cold calling doesn't disappear.

But when you combine it with social selling?

You're not calling strangers anymore.

You're calling people who've seen your name.
Who've read your content.
Who already know you can help.

That's the difference.

So here's my challenge to you:

Pick up the phone today.

Just one call.

Use LinkedIn to research them first.
Make it personal.
Add value.

The worst that can happen? They say no.
The best that can happen? You close a deal.

Risk is always better than regret.

Now go make that call.

For my 3rd time speaking at UNBOUND they gifted me the 2nd biggest stage (2700 seats!)

It
Was
INCREDIBLE!

Thank you SO MUCH to everyone who came to my session it honestly meant the world to me 😊

I’ve been working so hard on it, a completely new keynote sharing my new scalable LinkedIn content system.

The feedback has been amazing!

Thank you to everyone who came up after my talk.

Thank you to everyone who connected and messaged me.

You all rock!

This has been the best Unbound conference so far (bravo HubSpot)

If you were there, say hello in the comments 👋 Let me know what your biggest takeaway was?

P.S if you’re looking for a speaker to bring high-energy and super tactical content to your SKO or conference pop me a DM or email me directly at danieldisney@thedailysales.net

P.P.S After working crazy hard to lose weight this year (54 pounds down) it’s like looking at a different person in the pictures!

I've been using Even G2 smart display glasses for the past few weeks.

And I'll be honest, they've changed the way I show up in sales conversations!

Not because of one big feature. But because of three things that actually matter when you're selling:

Preparation. 
Presence. 
And support when things get unexpected.

Let me break it down.

Before a call, I can tap the side of the glasses and ask Even G2 to research the company I'm about to speak with.

Within seconds, I've got insights right there in front of me. No switching tabs. No scrambling through notes. No trying to remember what I read 20 minutes ago.

I can walk into every conversation already knowing something meaningful about the person and the business.

That alone is a game changer.

But here's what surprised me the most.

During the conversation, I'm more present than I've ever been.

Think about what most salespeople do on a call. They're glancing at handwritten notes. They're looking at a second screen. They're trying to read something while pretending to make eye contact.

With Even G2, the notes are right there in my line of sight. I'm looking at the prospect the entire time. I'm actually listening instead of half listening and half searching for information.

And then there's the feature that really blew me away.

AI Cues.

You know those moments when a prospect mentions a technical term or something specific to their industry, and you have no idea what it means?

Normally you'd either nod and hope it doesn't matter, or you'd stop the conversation to look it up.

With Even G2, the glasses explain it to you in real time. Right there. Without the prospect ever knowing.

In the AI age, conversations are going deeper than ever before. Buyers are more informed, more technical, and more specific. Even G2 has your back when those moments come up.

And that's what I keep coming back to.

AI isn't here to replace salespeople.

It's here to make us better prepared. More present. And more confident when things come up that we don't expect.

I genuinely believe this is the future of sales. Future sales teams will use technology like this as standard. The ones who adopt it early will have a serious advantage.

If you want to see how it works in action, watch the full video below 👇

And if you want to try Even Realities G2 Smart Display Glasses for yourself take a look here https://lnkd.in/dkmUPCMx

What do you think? Would you use smart glasses in your sales workflow?

#PartnerPost

This 60-second video took me five minutes to create, and I never sat in front of a camera.

Meet AI Dan, my digital twin built with Synthesia. 🤖

I uploaded a pre-recorded clip, and within 24 hours Synthesia mapped my face, voice, and expressions. Then I pasted a sales script, hit generate, and walked away.

Now, let's be completely transparent.

It is not 100% human-perfect yet. If you look closely at the mouth, the teeth, and the audio pacing, you can tell it's AI.

Still, the speed and practical utility for sales teams are incredible.

Think about how much time sales leaders spend trying to scale enablement.

The traditional approach meant booking studio space, setting up cameras, losing half a day to filming, and repeating the same onboarding sessions every quarter.

With this technology, that whole process shifts.

Here are 3 practical ways I think sales leaders can actually use this today:

1. Micro-training and coaching at scale
Enablement teams can turn written playbooks and coaching tips into video modules in minutes. When your pitch or product updates, you simply update the script instead of re-shooting everything.

2. 24/7 Roleplay training
Reps can practice cold calling and tough objection handling against an interactive avatar whenever they want, sharpening their skills before they ever pick up the phone with real buyers.

3. Interactive video outreach and research
Using Synthesia Sessions, teams can run interactive video surveys, collect customer feedback, and ask for testimonials or referrals at scale.

Sales enablement has always struggled with consistency and bandwidth. Tools like this solve that problem without replacing the human reps doing the actual selling.

Check out Synthesia.io if you want to explore building your own avatar:
https://lnkd.in/euny2yy3

What do you think of AI Dan? Watch the video and drop your thoughts in the comments 👇

#SynthesiaPartner

For the first time in 3 years, I ran a sales call without Otter.ai today.

And I regretted it the second the Zoom window closed. 😅

Here's what happened:

A hot inbound lead came through on LinkedIn.

We messaged back and forth, they had an open calendar slot right then, and 10 minutes later we were on a live call talking through training packages.

Because of how fast the turnaround was, I completely forgot to connect Otter to the meeting.

So I did what we all used to do years ago.

I grabbed a notebook and furiously scribbled handwritten notes while trying to maintain eye contact and stay present.

The conversation went well, but the second we hung up, the reality hit.

Normally, my post-call routine is completely automated:

↳ Otter captures the entire transcript so I can stay 100% focused on active listening
↳ I use Otter's AI chat to generate a hyper-personalized follow-up email in seconds
↳ I review my talk-to-listen ratio and check how I handled specific objections
↳ All that conversation intelligence gets logged for the rest of the sales cycle

Without it today?

I was sitting at my desk staring at two pages of messy handwriting, trying to remember the exact phrasing the prospect used when describing their team's biggest challenge.

Writing that follow-up email took me nearly 30 minutes of manual piecing together instead of 2 minutes.

If you're still relying purely on manual notes on sales calls, you're making life ten times harder than it needs to be.

Now if you'll excuse me, I'm going back to deciphering my own handwriting so I can make sure I don't miss anything before sending this proposal.

Check Otter and you'll see how amazing it is https://lnkd.in/eDu5Fy_q

#OtterPartner

These are my 8 all-time favourite sales books that I recommend to everyone working in sales to read in 2026... 👇

1) The Sales Acceleration Formula by Mark Roberge
This incredible book is the ultimate guide for not just sales, but sales leadership.

2) The Sales Bible by Jeffrey Gitomer
The first sales book that I ever read and nails the core fundamentals of successful selling

3) 5-Minute Selling by Alex Goldfayn
Within hours of reading this I had generated new sales by practicing some of the strategies in this book, extremely powerful sales book

4) To Sell Is Human by Daniel Pink
This is THE book on authentic selling and breaks down the people side of sales which is crucial

5) GAP Selling by Keenan .
Knowing the GAP is a game changer and this book is one of the best modern sales books out there

6) The No.1 Best Seller by Lee Bartlett
This is the blueprint for elite salespeople, the top 1%. Such an amazing book to read and a pure roadmap for the highest level of sales success

7) The Extremely Successful Salesman's Club by Chris Murray
Such a fantastic book, the only sales book told in the form of an amazing story which provides so much more value

8) Fanatical Prospecting by Jeb Blount
The GO-TO book on prospecting, every single salesperson should read and follow this to become prospecting masters

I'll add a few more as well:

Coffee's For Closers by Tony Morris
The LinkedIn Edge by Jeb Blount & Brynne Tillman
The Only Sales Guide You'll Ever Need by Anthony Iannarino
The Future of Selling by Victor Antonio
High Profit Prospecting by Mark Hunter
Profit Generating Pipeline by Leslie Venetz

Those are my recommendations.
What would you add to that list?
What books should I check out?

Here are 10 B2B sales lessons from a Chewbacca mask...
I'm joking! But who remembers the lady that went viral with this?

Chewbacca-mom.

It was 2016! Feels like a lifetime ago but boy was it funny.
100million views.
One of the most watched Facebook videos.

Thinking about it, it actually represents EXACTLY what LinkedIn needs more of right now...

Pure authenticity.

She wasn't trying to be funny.
She wasn't trying to be an expert.
She wasn't trying to do a sponsored post.

Just enjoyed this mask and had A LOT of fun wearing it.
The result, it sold out online.

We need more of this on LinkedIn.
More people just being people.
If you like something, share it.
Have fun.
Be you.

The question is, why do I have this mask??

Well, my youngest son wants to dress up for Comic Con next weekend (first time he's wanted to dress up for it) so I figured this was a chance to get that famous mask.

We go every year to Portsmouth Comic Con at Portsmouth Guildhall.
Been going since the first one in 2018.

There was a problem though...

It doesn't fit me! 🙁
I have a plan B.
But I still love this mask.

Anyway, a slightly random post for today!
I'll share a picture of us dressed up next weekend 🤣
If you're planning to go let me know, might see you there 😊

Oh and drop any alternative costume ideas in the comments 👇
Theme is Star Wars.

I've built an official LinkedIn "Cringeometer" so you can see how cringe a post is or test your own post to see if it's too cringe or not...😄

It's free, check it out and try it yourself here https://lnkd.in/eH4wQmuc
It's not gated you can just use it!

Copy a post from your feed
Copy the link for a post
Copy your own post
Copy one of mine if you want!

Then paste it into the Cringeometer and see how it scores!

I've done a whole podcast episode discussing "cringe" content on LinkedIn that came out this week:

Podcast: https://lnkd.in/e4UPKGZJ
YouTube: https://lnkd.in/eAFVnYKK

Let's be honest here...

Some (maybe a lot) of content IS 100% cringe on LinkedIn.

Too dramatic.
Too perosnal.
Too over the top.

It might get you likes, but it rarely (if ever) generates sales.

So the Cringeometer is here to help 🤣

Have a go and let me know what you think!

I almost let a 6-figure deal slip through my fingers.

Not because the prospect wasn't interested.
Not because the timing was wrong.
Not because of the competition.

Because I stopped following up.

The deal had gone quiet. A few weeks of silence. I convinced myself they'd moved on. That one more message would be "too pushy."

Sound familiar? 😅

So I left it. Moved on to other opportunities.

But something kept nagging at me.

One morning I thought, "What's the worst that could happen?"

I sent one more email. Simple. Friendly. Just checking in.

Within an hour, I had a reply.

Turns out they'd been dealing with internal changes. Budget approvals got delayed. My emails had gotten buried.

They were still interested.

A few weeks later? Deal closed. Six figures.

All because of ONE more follow-up.

After more years in sales than I like to admit, I've learned this:

Most salespeople give up way too early.

They think silence means "no."
They think persistence means "pushy."
They think the prospect will reach out when they're ready.

But your prospects are busy. Overwhelmed. Distracted.

They NEED you to follow up.

The brutal truth?

That deal you're sitting on right now?

The one that's gone quiet?

It might just need one more message.

One more call.
One more email.
One more LinkedIn message.

Worst thing they can say is no.

Best thing they can say is yes.

Don't give up too soon.

That next follow-up could be the one that closes it.

Have you ever nearly lost a deal by giving up too early? 👇

I asked ChatGPT a simple question last week:

"What CRM should a small sales team use?"

The answer wasn't from Google. Not an ad. It was a direct recommendation from a conversation.

Here's the thing most teams haven't realised yet...

Your buyers are doing this RIGHT NOW.

They're asking ChatGPT, Gemini, and Perplexity for recommendations.
They're getting answers before they ever touch a search engine.
They're building shortlists without clicking a single link.

And here's the honest truth:

Most brands have NO IDEA how they appear in these AI answers.

Or if they appear at all.

We've spent years optimising for Google.
Keywords. Backlinks. Meta descriptions.

But AI search works differently.

It doesn't rank pages; it recommends brands.
It doesn't show 10 blue links; it gives ONE answer.

And if you're not part of that answer?

You're invisible.

This is exactly why I started exploring HubSpot AEO.

It shows you exactly how your brand appears across AI search engines like ChatGPT, Gemini, and Perplexity.

↳ Where you're being recommended
↳ Where you're being overlooked
↳ What you can do to improve visibility

No technical expertise needed.
It works alongside your existing SEO strategy.

The brands that figure this out first will own the next wave of discovery. Those that don't will wonder why leads dried up while their Google rankings stayed the same.

The way people discover brands is changing faster than most teams realise.

So, where are YOU showing up?

Try HubSpot AEO free for 28 days 👇
https://lnkd.in/eXn_tvDU
HubSpot

#HubSpotMediaPartner #Ad

Everyone's searching for the secret sauce in sales.

The magic script. The killer technique. The one weird trick.

**The secret is there is no secret.**

Think about the best salespeople you know.

They're not doing anything mysterious.
They're not using some hidden playbook.

They're just showing up. Every. Single. Day.

Consistency over intensity.
↳ 10 quality calls daily beats 100 calls once a month
↳ Regular LinkedIn posts beat viral one-offs
↳ Weekly check-ins beat quarterly panic calls

Progress over perfection.
↳ Your first demo will suck. Do it anyway.
↳ Your cold calls will be awkward. Make them anyway.
↳ Your proposals won't be perfect. Send them anyway.

Fundamentals over fads.
↳ Listening beats any AI tool
↳ Solving problems beats any sales methodology
↳ Being helpful beats any closing technique

The top 1% aren't doing anything you can't do.

They're just doing the basics.
Over and over again.
While everyone else is looking for shortcuts.

Stop searching for secrets.
Start mastering the fundamentals.

The boring stuff? That's where fortunes are made. 💪

Who's ready to embrace the grind?

I tested something today that genuinely blew my mind.

Otter.ai just launched their new MCP server.

And I connected it to Claude. And to my Gmail.

Here's what happened:

I asked Claude to pull a conversation I had with a prospect from Otter.

Then write a follow-up email.

Then save it as a draft in my Gmail.

Seconds later?

There it was. Sitting in my drafts. A fully written follow-up email covering everything we discussed.

Little tweak. Hit send. Done.

That whole process used to take me 5-10+ minutes.

Now it takes seconds.

But here's where it gets even better:

↳ You can connect it to HubSpot
↳ You can connect it to Salesforce
↳ All your conversation insights flow straight into your CRM

I do a lot of my work in Claude, and with MCP, I can make it my hub.

Pulling all my meeting intelligence from Otter, and pushing out to HubSpot, Salesforce, Notion, you name it

Your conversations. Your CRM. Your emails. All connected.

This isn't just a cool feature.

Otter is now more than just an AI notetaker.

It’s a conversational knowledge engine that transcribes every meeting, turning it into searchable knowledge that powers your workflow.

And it’s how smart salespeople will work in 2026.

If you're using Otter, go check out how to set this up.

If you're not using Otter yet, I genuinely think every sales team should be.
Find out more here https://lnkd.in/eDu5Fy_q

The insights. The transcriptions. The integrations.

It's the next generation of selling.

I'm genuinely excited about this one.

What do you think this means for the future of sales?

I hear these 5 excuses in almost every company I train on LinkedIn.

And honestly? I get it.

"I don't have time."
"It won't get any engagement."
"My customers aren't on LinkedIn."
"I don't know what to post."
"I need everything to be perfect."

Sound familiar? 😅

I've sat in rooms with hundreds of salespeople who genuinely believe these things.

And I don't blame them.

Because these excuses feel real.

But after years of training teams on LinkedIn, I can tell you:

Every single one of these excuses has a simple fix.

↳ You don't need hours. You need 15 minutes and a system.
↳ Engagement is a by-product. Value comes first. The right people will find you.
↳ LinkedIn isn't just for reaching customers. It's for building trust, influence, and opportunities that lead to them.
↳ You don't need to be an expert. Share your experiences, lessons, and point of view.
↳ Done is better than perfect. Start. Learn. Improve.

The people who get results on LinkedIn aren't the ones with the most time or the best ideas.

They're the ones who stopped making excuses and started showing up.

One post at a time.

And if you're sitting there thinking "I still don't know what to post or how to write it"...

That's exactly why I recommend Stanley.

It's an AI tool built specifically for LinkedIn content.

It learns your voice.
It helps you write posts that actually sound like YOU.
It removes the friction that stops most people from posting consistently.

You can try it free for 7 days: https://lnkd.in/eHNry9vk

What's the excuse you hear most often from your team?

👇
#StanleyPartner

What a privilege to be one of the first to get Kipp Bodnar and Kieran Flanagan’s brand new book “LOOP”!

The HubSpot team put on an incredible book launch event in Boston 👏

Beautiful book shop as the venue.
3 floors with different activities.
Lots of incredible people and creators.

And I must admit I can’t wait to dig into this book, the opening page instantly hooked me in:

“They watched AI completely dismantle their marketing system”

This book shows how they overcame that.
Building a new system, a new process.

I can imagine this book being the framework businesses use for years to come.

Time for me to read this in between a packed week at UNBOUND!

AI is everywhere in sales right now.

It's in your emails, your messages, and your LinkedIn inbox. It's all over your CRM.

And your prospects can FEEL it.

They're drowning in outreach that all sounds the same. Templates that could've been written by anyone. Pitches with zero personality.

So how do you stand out in 2026? It's simple: you become MORE human.

Here are 3 ways I'm doing it:

𝟭. 𝗨𝘀𝗲 𝘃𝗶𝗱𝗲𝗼 𝗰𝗼𝗻𝘁𝗲𝗻𝘁

Record yourself looking at the camera and talking to your audience like a real person.

Eye contact, body language, your actual voice. AI can write your emails and automate your sequences, but it can't replicate YOU on camera. That's your unfair advantage.

𝟮. 𝗜𝗻𝘃𝗲𝘀𝘁 𝗱𝗲𝗲𝗽𝗲𝗿 𝗶𝗻 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀

Give your prospects more time, more effort, more energy. Build relationships that actually LAST.

While everyone else is using AI to sell faster, the reps who truly win are slowing down to connect deeper. When everyone's sprinting, a deliberate, intentional approach stands out.

𝟯. 𝗦𝗲𝗻𝗱 𝗮𝘂𝗱𝗶𝗼 𝗮𝗻𝗱 𝘃𝗶𝗱𝗲𝗼 𝗺𝗲𝘀𝘀𝗮𝗴𝗲𝘀 𝗼𝗻 𝗟𝗶𝗻𝗸𝗲𝗱𝗜𝗻

Words are being dominated by AI right now. So take away the words.

Send a voice note. Record a quick video message. Let them hear your tone and see your face. It cuts through the noise instantly.

AI is making sales more competitive than ever. But it's also making human connection more valuable than ever.

The salespeople who lean into being human? They're the ones who will last.

Be more human. You'll sell more in 2026.

Are you team human?
Or are you team AI?

I've been creating content on LinkedIn for over 10 years, but what I used today changed my view of content right now…

Now I'll be the first to tell you: I'm the biggest advocate for authenticity.

Your voice. Your stories. Your personal brand.

But AI is changing the game.

Not by replacing your voice, by amplifying it.

I've been using Stanley for nearly a year now, and they've just launched something called "Interview Me."

And honestly? It's phenomenal.

Here's how it works:

↳ Stanley asks YOU the questions
↳ You answer with your voice (no typing required)
↳ It stores your stories, experiences, and insights
↳ Then creates content that actually sounds like YOU

It's human content, created with AI assistance.

Not the other way around.

I've watched so many people struggle with AI content tools.

They pump out generic posts that sound like everyone else.
They lose their voice trying to save time.
They trade authenticity for efficiency.

This is different.

Stanley learns YOUR voice first.
Then helps you create from it.

The results?

↳ More engagement (likes, comments, saves, sends)
↳ More inbound leads
↳ More closed deals
↳ More revenue

Which is what actually matters.

If you're serious about creating content that sounds like you, but want AI to help you do it faster and better, go check out Stanley.

You can try it free for 7 days👇
https://lnkd.in/eaHzY4Bc

Are you using AI to help with your content? How's it going?

My first LinkedIn post got 2 likes.

I've gone back and looked at it. It was terrible.

But I wasn't a social media person.
I was a salesperson.

I spent my years making cold calls, knocking on doors, pitching, presenting, and selling.

Posting content on LinkedIn? That's not what salespeople do.

At least that's what I told myself.

Sound familiar?

Your customers are on LinkedIn.
Some of them are using it every day.
And LinkedIn is influencing what they buy and WHO they buy from.

As a salesperson or sales leader, being active and sharing content is no longer optional. It's powerful.

But I get the fear. I really do.

Remember your first cold call?
I do.

It was horrible and my voice was shaking so bad I wanted to hang up before they even answered.

But I made more. I got better at it.

LinkedIn is exactly the same.

Right now, I'm trying to get onto TikTok.
And honestly? It's scary.

I'm not the "videoy" type of person you see on there.
I'm having to overcome fears, build my confidence, try new things.

So I know what it's like being new to a platform.

Everyone starts at zero.
Your first posts will probably be bad (mine definitely were).

But the fear never fully goes away, and the results make pushing through worth it.

Your audience wants to hear your unique perspective, not just corporate messaging.

You have a voice, regardless of your experience.

LinkedIn and your customers are waiting to hear it.

The salespeople who get comfortable on LinkedIn now will have a massive advantage.

The ones who let fear hold them back will keep watching their competitors get inbound leads.

I train sales teams on LinkedIn & Social Selling to help them push through this. DM me if your team needs it.

Drop a 🙋 if you remember that first cold call fear. Or tell me: what's holding you back from posting more?

I've been teaching people how to use LinkedIn for nearly 10 years.

In that time, I've seen every trend come and go, every "hack" rise and fall, and every algorithm change cause panic.

But the people who win on LinkedIn in 2026?

They're doing the same things I've been teaching since day one.

Here are my 10 biggest tips for using LinkedIn this year:

𝗬𝗼𝘂𝗿 𝗽𝗿𝗼𝗳𝗶𝗹𝗲 𝗽𝗵𝗼𝘁𝗼 𝗺𝗮𝘁𝘁𝗲𝗿𝘀 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝘆𝗼𝘂 𝘁𝗵𝗶𝗻𝗸
People decide in seconds whether to trust you. A professional, friendly photo isn't optional anymore.

𝗦𝘁𝗼𝗽 𝘁𝗿𝗲𝗮𝘁𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗵𝗲𝗮𝗱𝗹𝗶𝗻𝗲 𝗹𝗶𝗸𝗲 𝗮 𝗷𝗼𝗯 𝘁𝗶𝘁𝗹𝗲
Use it to show how you help people. Not just what you do.

𝗗𝗼𝗻'𝘁 𝘄𝗮𝘀𝘁𝗲 𝘆𝗼𝘂𝗿 𝗯𝗮𝗻𝗻𝗲𝗿 – 𝗶𝘁'𝘀 𝗮 𝗽𝗼𝘄𝗲𝗿𝗳𝘂𝗹 𝘃𝗶𝘀𝘂𝗮𝗹 𝘀𝘁𝗮𝘁𝗲𝗺𝗲𝗻𝘁
Most people leave it blank or use something generic. Use it to showcase what you offer.

𝗬𝗼𝘂𝗿 𝗰𝗼𝗻𝘁𝗲𝗻𝘁 𝗶𝘀 𝘆𝗼𝘂𝗿 𝗺𝗲𝗴𝗮𝗽𝗵𝗼𝗻𝗲
Only 1% of LinkedIn users post regularly. That's your opportunity. Show up consistently and you're already ahead.

𝗩𝗶𝗱𝗲𝗼 𝘄𝗶𝘁𝗵 𝗰𝗮𝗽𝘁𝗶𝗼𝗻𝘀 𝗼𝘂𝘁𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝘀 𝘃𝗶𝗱𝗲𝗼 𝘄𝗶𝘁𝗵𝗼𝘂𝘁
80% of people watch on mute. If you're not adding captions, you're losing most of your audience.

𝗣𝗲𝗿𝘀𝗼𝗻𝗮𝗹𝗶𝘀𝗲 𝗘𝗩𝗘𝗥𝗬 𝗺𝗲𝘀𝘀𝗮𝗴𝗲
"Hi [First Name], I'd love to connect" isn't personalisation. Do your homework. Reference something specific.

𝗚𝗶𝘃𝗲 𝗯𝗲𝗳𝗼𝗿𝗲 𝘆𝗼𝘂 𝗮𝘀𝗸
First, share value and help people. That's how you build genuine relationships. THEN talk business.

𝗘𝗻𝗴𝗮𝗴𝗲 𝘄𝗶𝘁𝗵 𝗼𝘁𝗵𝗲𝗿𝘀 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝘆𝗼𝘂 𝗽𝗼𝘀𝘁
Commenting on other people's content builds relationships faster than posting alone.

𝗬𝗼𝘂𝗿 𝘀𝘂𝗺𝗺𝗮𝗿𝘆 𝗶𝘀𝗻'𝘁 𝗮 𝗖𝗩
Stop writing about yourself. Write about how you help your customers and what you can do for them.

𝗕𝗲 𝗽𝗮𝘁𝗶𝗲𝗻𝘁
LinkedIn success doesn't happen overnight. It took me years to build what I have. Stay consistent and it will come.

The tools and features have evolved, and the algorithm keeps shifting. But the fundamentals haven't changed since I started teaching this nearly a decade ago.

It all comes down to helping people, being genuine, and showing up consistently.

What's one LinkedIn habit you're committed to changing this year?

5 ways I sell more with an AI transcriber.

I often used to finish sales calls and think: "Wait, what did they actually say?"

I'd scribble notes while talking.
Miss key details.
Forget the exact words they used to describe their pain.

Honestly memory isn’t always my strongest feature (just ask my wife)

Then a couple of years ago I started using an AI transcriber.

Everything changed.
Genuinely.

Here's how it helps me close more deals right now:

↳ 𝗜'𝗺 𝟭𝟬𝟬% 𝗽𝗿𝗲𝘀𝗲𝗻𝘁 𝗼𝗻 𝗰𝗮𝗹𝗹𝘀. No more frantically writing. I actually listen. I pick up on tone, hesitation, excitement - the stuff that matters.

↳ 𝗜 𝗻𝗲𝘃𝗲𝗿 𝗺𝗶𝘀𝘀 𝗮 𝗯𝘂𝘆𝗶𝗻𝗴 𝘀𝗶𝗴𝗻𝗮𝗹. That moment when they said "this is exactly what we need"? It's captured. Word for word. I can reference it in my follow-up.

↳ 𝗠𝘆 𝗳𝗼𝗹𝗹𝗼𝘄-𝘂𝗽𝘀 𝗮𝗿𝗲 𝘀𝗵𝗮𝗿𝗽𝗲𝗿. I use their exact language back to them. Not my interpretation. Their words. It builds trust instantly.

↳ 𝗜 𝗰𝗼𝗮𝗰𝗵 𝗺𝘆𝘀𝗲𝗹𝗳. I review my calls and spot patterns. Where do I talk too much? Where do I lose them? It's like having a sales coach on every call.

↳ 𝗔𝗜 𝗵𝗲𝗹𝗽𝘀 𝗺𝗲 𝗶𝗱𝗲𝗻𝘁𝗶𝗳𝘆 𝗺𝗶𝘀𝘀𝗲𝗱 𝗼𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝗶𝗲𝘀. AI analyses each call to find opportunities I might have missed.

Here's the thing most salespeople that I teach don't realise:

Your memory isn't as good as you think.

You forget 50% of a conversation within an hour.
You forget 90% within a week.

An AI transcriber remembers everything.

I use Otter.ai - it captures every word so I can focus on what actually matters: the conversation.

If you're not using one yet, you're leaving deals on the table.
I can't recommend Otter enough - https://lnkd.in/eDu5Fy_q

Are you using AI transcription in your sales process?

#brandpartner

I once heard a very well known sales expert proclaim that "Likes and comments on LinkedIn won't pay the bills"...

In some ways they weren't wrong.

I see it happening all of the time.

Salespeople posting consistently. Getting engagement. Building a following.

But when leadership asks "What pipeline has come from LinkedIn?"

Silence.

Here's my thoughts: vanity metrics feel good but they don't close deals.

The problem isn't LinkedIn. It's the gap between engagement and revenue.

↳ You don't know WHICH engagement signals buying intent
↳ You're not capturing what happens in meetings
↳ You can't connect your content to actual closed deals
↳ Your follow-up is based on guesswork, not patterns

That's why I'm running a webinar with Otter.ai to break down the exact system I use to turn LinkedIn activity into structured, measurable pipeline.

Here's what I'll cover:

1️⃣ How to spot which engagement actually signals buying intent (not just likes from your mates)

2️⃣ Structuring meetings to validate seriousness early — while Otter captures every signal in real time

3️⃣ Using Otter's MCP server to push meeting intelligence directly into your AI tools

4️⃣ Connecting your content to revenue conversations so you KNOW what's working

5️⃣ Refining outreach based on real patterns from your sales calls — not guesswork

No fluff. No theory.

Just the system that removes the manual work between signal and closed deal.

If you're tired of posting into the void…

If your leadership wants proof LinkedIn actually works…

This is for you.

Grab a free spot here and join me LIVE for this, I promise it's going to be epic! https://lnkd.in/enKCUgX6

Back to the quote...

"Likes & comments on LinkedIn won't pay the bills"

What do you think?

Agree or disagree??

I was once micromanaged so badly I nearly quit sales altogether.

Every call monitored. Every email checked. Zero trust.

So when I became a sales leader myself, I promised I'd do things differently.

Turns out? It's way harder than I thought.

Because the transition from salesperson to sales leader is one of the toughest moves you'll ever make.

You go from being responsible for YOUR number...
To being responsible for EVERYONE's number.

And the temptation to control everything is real.

After years of leading sales teams, I've learned the best sales leaders do these 5 things differently:

𝟭. 𝗧𝗵𝗲𝘆 𝗹𝗲𝗮𝗱 𝗯𝘆 𝗲𝘅𝗮𝗺𝗽𝗹𝗲 𝘀𝗶𝗱𝗲 𝗯𝘆 𝘀𝗶𝗱𝗲 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲𝗶𝗿 𝘁𝗲𝗮𝗺.
Not from an office. Not from a spreadsheet. In the trenches, making calls, showing how it's done.

𝟮. 𝗧𝗵𝗲𝘆 𝘁𝗿𝗲𝗮𝘁 𝗲𝘃𝗲𝗿𝘆𝗼𝗻𝗲 𝗮𝘀 𝗮𝗻 𝗶𝗻𝗱𝗶𝘃𝗶𝗱𝘂𝗮𝗹.
What motivates one rep won't motivate another. The best leaders take time to understand each person's goals, fears, and drivers.

𝟯. 𝗧𝗵𝗲𝘆 𝗱𝗼𝗻'𝘁 𝗺𝗶𝗰𝗿𝗼-𝗺𝗮𝗻𝗮𝗴𝗲. 𝗧𝗵𝗲𝘆 𝗰𝗼𝗮𝗰𝗵 𝗮𝗻𝗱 𝘀𝘂𝗽𝗽𝗼𝗿𝘁.
There's a massive difference between checking up and checking in. One kills confidence. The other builds it.

𝟰. 𝗧𝗵𝗲𝘆 𝗽𝗿𝗼𝘃𝗶𝗱𝗲 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝘁𝗿𝗮𝗶𝗻𝗶𝗻𝗴 𝗮𝗻𝗱 𝘁𝗼𝗼𝗹𝘀.
You can't expect your team to win if you're sending them into battle unarmed. Invest in their growth.

𝟱. 𝗧𝗵𝗲𝘆 𝗸𝗻𝗼𝘄 𝘁𝗵𝗲𝘆 𝗼𝗻𝗹𝘆 𝘀𝘂𝗰𝗰𝗲𝗲𝗱 𝘄𝗵𝗲𝗻 𝘁𝗵𝗲𝗶𝗿 𝘁𝗲𝗮𝗺 𝘀𝘂𝗰𝗰𝗲𝗲𝗱𝘀.
Your job isn't to be the hero anymore. It's to create heroes.

The hardest part of becoming a sales leader?

Letting go of what made you successful as a rep.

Your closing skills won't save you.
Your pipeline won't matter.
Your individual hustle won't scale.

What matters now is how well you can develop OTHERS.

And that takes a completely different mindset.

If you're making the transition (or struggling with it), remember this:

The best leaders I've ever worked with weren't the best salespeople.

They were the best at making everyone around them better.

What do you think is the most IMPORTANT thing a sales leader should do?