🎙️ How To Get Your Team Actually Using LinkedIn

One of the biggest challenges sales leaders face isn’t whether LinkedIn works… it’s getting their team to actually use it.

In this episode, we tackle the real issue behind LinkedIn resistance — from experienced reps who “don’t need it,” to sceptics who aren’t convinced their buyers are even on the platform. If you’ve ever walked into a room and felt the doubt… this one’s for you.

I break down the exact approach I use when training sales teams around the world — how to turn hesitation into buy-in, and ultimately into consistent action.

You’ll learn how to:

• Prove the real opportunity by showing your team their customers and prospects already active on LinkedIn
• Simplify LinkedIn into easy, repeatable actions your team will actually stick to
• Build a practical system covering profiles, networking, content, and messaging
• Turn LinkedIn activity into pipeline and revenue
• And most importantly… how to coach and support your team so it becomes a habit, not a one-off effort

Because here’s the truth:
 LinkedIn isn’t the problem — adoption is.

And when you get it right?
 You don’t just get a team using LinkedIn… you get a team building relationships, creating opportunities, and driving serious results.

If you’re ready to turn sceptics into believers — press play. 🎧

There’s no shortage of sales tools out there, but which ones actually move the needle?

In this episode, we cut through the noise and reveal the five most powerful sales and social selling tools for 2026, the ones delivering real, measurable impact right now.

After years of testing CRMs, outreach platforms, and sales tech stacks, this isn’t theory, it’s a battle-tested toolkit used daily to drive growth, boost engagement, and close more deals.

Here’s what you’ll discover:

• How AI transcription tools like Otter are transforming sales conversations, follow-ups, and content creation
• Why data and intent platforms like ZoomInfo are giving sales teams a serious competitive edge
• What makes modern CRMs like HubSpot smarter, faster, and more powerful than ever
• How buyer-first platforms like Consensus are redefining the demo experience
• And the AI content tool that’s helping salespeople dominate LinkedIn and generate inbound leads at scale

This episode isn’t just a list, it’s a playbook for modern selling in 2026.

If you want to:

• Save time
• Sell smarter
• Create better content
• And stay ahead of the competition

…then this is a must-listen.

🎧 Tune in now and discover the tools that are shaping the future of sales.

In this episode of The Social Selling Podcast, host Daniel Disney explores the evolving value of LinkedIn ads and whether they’re a worthy investment in 2025. He discusses how the platform has improved over the years, introduces the concept of thought leadership ads, and provides tips for effectively using sponsored content to reach your audience.

Best Moments:
(01:00) Are LinkedIn ads worth it in 2025?
(01:35) Historical perspective on LinkedIn ads from five years ago
(02:14) The current value of LinkedIn sponsored ads in 2025
(03:20) Introduction of thought leadership ads and their impact
(04:46) Where to start with LinkedIn ads and learning from experts
(06:01) The importance of experimenting with sponsored ads
(07:37) Focusing on creating engaging content for sponsored ads
(08:39) The effectiveness of influencer partnerships in sponsored content
(09:16) Final thoughts on the worth of LinkedIn sponsored ads

In this episode of The Social Selling Podcast, host Daniel Disney explores LinkedIn’s evolving shift from organic growth to a more pay-to-play model. He highlights the urgency for professionals and businesses to grow their networks and leverage organic reach before it diminishes, offering practical advice on transitioning into sponsored content and LinkedIn ads.

Best Moments:
(01:23) LinkedIn’s transition from organic growth to pay-to-play
(02:20) Comparison with other social media platforms like Facebook
(03:40) The business logic behind LinkedIn’s evolution
(04:22) Decrease in organic reach and increase in sponsored content effectiveness
(05:25) Introduction of thought leadership ads
(06:28) The importance of growing your network now
(07:13) Experimenting with and learning LinkedIn ads
(08:02) The value of building a large audience before the transition completes
(09:11) LinkedIn’s continued importance as a professional B2B network

In this episode of The Social Selling Podcast, host Daniel Disney reveals five strategies to help marketers get more out of LinkedIn in 2025. Daniel’s insights focus on boosting impressions, expanding reach, and ultimately converting leads into sales and revenue. From consistent content posting to brand advocacy and influencer collaborations, these practical tips will supercharge your LinkedIn marketing efforts.

Best Moments:
(02:14) Tip 1: Post more content consistently
(05:37) Tip 2: Drive more internal use and advocacy
(07:33) Tip 3: Share more content featuring people in the company
(08:45) Tip 4: Engage as a brand on LinkedIn
(10:00) Tip 5: Collaborate with industry influencers

In this episode of The Social Selling Podcast, host Daniel Disney shares exciting news about LinkedIn’s latest feature: the carousel slideshow banner for personal profiles! This new update allows users to showcase multiple images in their profile background, creating more opportunities to highlight products, services, and key information.

Best Moments:

(01:24) Introduction to LinkedIn’s new carousel slideshow banner
(02:27) How to access and use the new banner feature
(03:28) Step-by-step guide to creating and updating your slideshow banner
(04:21) Using Canva to design banners for non-designers
(05:35) How marketing teams can create uniform banners for employees
(06:14) Content ideas for making the most of your carousel banner
(07:11) Tips on promoting your new banner and driving profile traffic
(08:07) Offer for listeners to get feedback on their LinkedIn banners

In this episode of The Social Selling Podcast, host Daniel Disney breaks down his top four social selling tools for 2025. From AI-driven transcription to LinkedIn scheduling and CRM insights, these tools are designed to enhance your social selling efforts and improve overall sales performance.

Best Moments:

(00:57) Introduction to the top four social selling tools for 2025
(01:47) Otter.ai – AI-based transcription tool for recording and analyzing calls
(05:14) Tapplio – LinkedIn scheduling and AI-powered content creation
(06:46) Pipedrive CRM – Measuring social selling effectiveness
(08:17) AuthoredUp – Content creation and LinkedIn post formatting tool

In this episode of The Social Selling Podcast, host Daniel Disney uncovers the untapped potential of LinkedIn video messages. He provides a step-by-step guide on how to use this powerful tool to stand out, engage prospects, and build stronger connections in a world dominated by text-based communication.

Best Moments:

(01:01) Introduction to the underutilized power of LinkedIn video messages
(02:33) Addressing the confidence barrier in recording video messages
(03:50) Tips on professional appearance and attire for video messages
(04:59) Importance of background and lighting in video messages
(06:09) Soft skills for recording effective video messages (eye contact, body language)
(07:16) Crafting personalized and valuable message content
(08:39) Follow-up strategies if video messages don't receive a response
(09:26) The potential impact of video messages in 2025 and beyond

In this episode of The Social Selling Podcast, host Daniel Disney shares three key priorities for achieving LinkedIn success in 2025. He emphasizes taking advantage of LinkedIn’s organic growth opportunities before the platform shifts further toward pay-to-play.

Best Moments:

(01:20) Priority 1: Growing your network
(04:43) Priority 2: Becoming visible by posting content
(06:56) Priority 3: Commenting on posts
(09:39) Breaking down the three activities into a 15-minute daily routine
(10:58) Final tip: Scheduling LinkedIn activities in your calendar

In this episode of The Social Selling Podcast, host Daniel Disney tackles a common LinkedIn question: how often should you post? Daniel shares actionable advice for individual profiles and company pages, focusing on the balance between consistency and quality in content creation.

Best Moments:

(01:10) The importance of posting frequency on LinkedIn
(02:03) Recommendations for individual profile posting frequency
(03:46) Increasing posting frequency as confidence grows
(04:14) The optimal posting frequency for individual profiles
(07:17) Posting recommendations for company pages
(08:25) Increasing content volume as company page followers grow
(09:37) Examples of content ideas for company pages
(12:08) Mention of Daniel Disney's book with 500 LinkedIn content ideas

In this episode of The Social Selling Podcast, host Daniel Disney discusses the three essential things to do before investing in LinkedIn Sales Navigator. He emphasizes the importance of leveraging LinkedIn's free features to their full potential before committing to the paid tool.

Best Moments:

(01:24) The importance of building a personal brand before using Sales Navigator
(04:05) Sharing valuable content as a key strategy for LinkedIn success
(05:59) Growing a valuable network on LinkedIn
(07:22) The limitations and potential drawbacks of InMails
(08:35) The benefits of direct messaging on LinkedIn versus using InMails
(09:41) Leveraging LinkedIn's full potential before investing in Sales Navigator

In this episode of The Social Selling Podcast, host Daniel Disney explores how marketers can collaborate with sales teams to enhance social selling results, especially on LinkedIn. He highlights strategies for bridging the gap between marketing and sales through effective social selling approaches.

Best Moments:

(00:57) Introduction to the topic of marketing and sales collaboration for social selling
(01:33) LinkedIn as a bridge between marketing and sales
(02:35) Ways marketers can help sales teams leverage LinkedIn
(03:04) Content creation training for salespeople
(04:11) The importance of marketers being skilled in LinkedIn content creation
(05:14) Copywriting skills and their application to social selling
(06:16) Unlocking creativity in salespeople
(07:21) Conversion messaging techniques for LinkedIn profiles and content
(08:42) Encouraging marketing departments to upskill in LinkedIn if necessary
(09:38) The benefits of sales and marketing collaboration through social selling

If you love sales books as much as I do, this episode is for you.

After more than 20 years in sales—and hundreds of sales books later—I’m breaking down my all-time top 3 sales books ever written. These are the ones that have truly shaped how I sell, think, and succeed.

From the very first sales book I picked up at 16 (The Sales Bible by Jeffrey Gitomer), to the countless classics and modern hits I’ve read since… this list is the result of decades of learning, testing, and refining what actually works in the real world.

In this episode, I reveal:

📚 #3 – The Number One Best Seller by Lee Bartlett
A raw, honest, and deeply inspiring look at what it really takes to become a top performer in complex B2B sales. This hidden gem is packed with real-world insight, relentless drive, and practical lessons you won’t find in most mainstream books.

🧠 #2 – Sales EQ by Jeb Blount
A masterclass in the psychology of selling. This book dives deep into emotional intelligence, buyer behaviour, and how top salespeople truly influence decisions. One of the most powerful and thought-provoking sales books ever written.

🔥 #1 – The Extremely Successful Salesman’s Club by Chris Murray
My all-time favourite. A game-changing sales book told through a compelling story that makes the lessons hit harder and stick longer. It’s inspiring, tactical, and unlike anything else in the sales world.

Whether you’re new to sales or a seasoned pro, these books will sharpen your skills, shift your mindset, and elevate your performance.

💬 Got a favourite sales book I should read? Send me a message or share it—I’m always looking for the next great read.

Hit play and discover the sales books that can change your career.

In this engaging second part of a two-part series on The Social Selling Podcast, host Daniel Disney, continues exploring the evolving landscape of LinkedIn and its implications for social selling in 2025. Building on the foundational trends discussed in the first episode, Daniel focuses on four specific developments that sales professionals should leverage for success.

Key Highlights:

(01:38) Rise of Influencer Marketing on LinkedIn: Insight into how influencer marketing is expected to grow on LinkedIn, and strategies for either becoming an influencer or leveraging existing influencers in the industry.

(04:41) Value of Commenting: The increasing importance of commenting on posts as a critical engagement tool and its impact on visibility and network growth.

(05:59) Elevated Standards for Direct Messages: How the quality of direct messaging on LinkedIn needs to evolve to cut through the noise, focusing on personalization and value-driven communication.

(07:49) Reduced Organic Reach: A strategic discussion on the anticipated decrease in free organic reach on LinkedIn, urging a shift towards more paid and targeted strategies to maintain visibility and network growth.

In this insightful episode of The Social Selling Podcast, host Daniel Disney, a renowned expert in LinkedIn and social selling, unveils part one of his two-part series on the top social selling trends for 2025. Leveraging his history of accurate trend predictions, Daniel outlines what sales professionals and businesses can expect in the near future and how to prepare for these changes on LinkedIn and other platforms.

Key Highlights:

(01:07) Introduction to Daniel's Proven Predictions: A look back at his track record for foresight in social selling.

(02:26) Year of Video: A nod to the increasing dominance of video content on LinkedIn, briefly mentioned as a continuing trend from previous discussions.

(02:54) Credibility in Personal Branding: The critical importance of building and maintaining a credible personal brand on social platforms.

(06:03) Emergence of Social Selling Tech Stacks: How technology is increasingly integrated into social selling strategies.

(07:36) The Art of the Hook in Content: Techniques for crafting engaging hooks that capture attention and enhance engagement on LinkedIn.

(08:38) Ethical and Effective Use of AI in Social Selling: Guidelines for integrating AI tools into social selling to enhance, not replace, the human touch.

In this episode of The Social Selling Podcast, host Daniel Disney shares three valuable LinkedIn hacks to generate new sales opportunities that many salespeople and businesses are missing out on. Originally discussed during a private coaching session, these strategies are now being shared with a wider audience to help you leverage LinkedIn more effectively for sales success.

Best Moments:

(01:49) Outstanding Connection Requests: How to find and leverage them

(07:46) No Replies: The importance of follow-ups and different approaches

(09:39) Referrals: Tapping into existing customers for new opportunities

In a particularly insightful episode of The Social Selling Podcast, host Daniel Disney tackles a common concern among salespeople: what to do when your customers aren't active or present on LinkedIn. Daniel outlines practical strategies for engaging potential customers through alternative routes and enhancing one's presence on LinkedIn.

Key Discussion Points:

(01:25) Understanding the two types of prospects not on LinkedIn: those who are physically absent and those who are inactive.

(02:46) The importance of considering future possibilities, such as prospects eventually joining LinkedIn.

(03:46) Hypothetical scenario where the target is a VP of Sales who isn’t on LinkedIn.

(04:15) Strategy 1: Targeting other team members of the prospect who might be active on LinkedIn.

(05:41) Strategy 2: Broadening the search to other departments within the company to find connectable points.

(06:31) Strategy 3: Exploring other social networks where the prospect may be more active.

(08:19) Strategy 4: Utilizing introductions and referrals through mutual connections to reach the prospect.

(09:03) Strategy 5: Continually building and refining your personal brand on LinkedIn to attract prospects indirectly.

In a recent episode of The Social Selling Podcast, host Daniel Disney dives into the significant change on LinkedIn—the removal of the platform's yellow top voice badges. This episode sheds light on the evolution of LinkedIn's recognition system, discusses the value and credibility issues associated with these badges, and what their removal means for users.

Key Discussion Points:

(01:05) Detailed explanation of the original blue LinkedIn top voice badge

(02:36) Introduction and explanation of the newer yellow top voice badges

(03:40) Insight into the process and criteria for obtaining a yellow top voice badge

(04:38) Discussion on the credibility issues associated with the yellow badges

(06:05) LinkedIn's official announcement regarding the removal of yellow badges

(06:35) Daniel's personal opinions on the impact and implications of this change

(08:22) Consideration of potential improvements for the remaining blue logo badges

(09:16) Suggestions for alternative systems of recognition that LinkedIn could consider

(10:44) Closing thoughts on the farewell to yellow top voice badges and what's next

In this episode of The Social Selling Podcast, host Daniel Disney discusses the upcoming trends for LinkedIn in 2025, focusing on the resurgence of video content on the platform. He explores LinkedIn's renewed emphasis on video, including the introduction of a new video tab on the mobile app and the shift towards short-form, portrait-style videos similar to TikTok. Daniel provides insights on how salespeople and businesses can leverage these developments to enhance their LinkedIn presence.

Best Moments:

(00:58) Introduction to the topic of LinkedIn trends for 2025

(01:13) The first wave of video content on LinkedIn 5-6 years ago

(01:55) Introduction of the new video tab on LinkedIn's mobile app

(02:34) Emphasis on portrait-style videos similar to TikTok

(03:57) LinkedIn's focus on short-form video content

(04:34) Insider information on LinkedIn's plans for video in 2025

(05:45) The opportunity for salespeople and businesses to leverage video content

(06:33) Encouragement for those hesitant to create video content

(08:04) Tips for preparing and practicing video content creation

(09:33) The importance of consistency in video content

(10:31) Recap of the potential for video content on LinkedIn in 2025

In this episode of The Social Selling Podcast, host Daniel Disney tackles the controversial topic of LinkedIn pods. He explains what LinkedIn pods are, how they work, and discusses their potential benefits and drawbacks. Daniel provides his insights on whether using pods is a good strategy for growing your presence on LinkedIn and encourages listeners to share their thoughts.

Best Moments:

(00:55) Introduction to the topic of LinkedIn pods

(01:18) Definition and explanation of LinkedIn pods

(02:06) The potential price of using pods: reputation damage

(02:35) LinkedIn’s efforts to combat artificial engagement

(03:25) Understanding the temptation to use pods

(04:01) The potential drawbacks of using pods for business growth

(05:38) The lack of long-term benefits from using pods

(06:16) How pods discourage creativity and content improvement

(07:57) Daniel’s thoughts on pods and invitation for listener feedback

(08:56) Comparison to AI-generated content disclosure

(10:31) Call for continued conversation on the topic of LinkedIn pods

In this episode of The Social Selling Podcast, host Daniel Disney discusses the best times to send LinkedIn messages to increase the chances of getting positive responses. He explores how LinkedIn has evolved from a Monday-to-Friday, 9-to-5 platform to a 24/7 platform, and provides insights into three core message time zones for effective communication.

Best Moments:

(01:51) Evolution of LinkedIn from a 9-to-5 platform to a 24/7 platform

(03:57) Core working week messaging (Monday to Friday, 9-to-5)

(06:35) Messaging outside of working hours during the corporate week

(09:25) Weekend messaging effectiveness

(10:44) Balancing work hours and testing different messaging times

(12:29) Importance of testing and adapting messaging strategies

In this episode of The Social Selling Podcast, host Daniel Disney makes a compelling case for why CEOs and senior leaders should be actively building their personal brands on LinkedIn. He addresses common objections, outlines the benefits, and provides practical steps for getting started.

Best Moments:

(01:00) The importance of CEOs and senior leaders being active on LinkedIn

(02:08) Addressing the "too busy" objection

(03:14) Options for building a personal brand: outsourcing vs. doing it yourself

(06:11) Benefits of building a personal brand on LinkedIn

(10:22) Three key activities for building a personal brand

(11:58) The growing importance of LinkedIn for influencer marketing

In this episode of The Social Selling Podcast, host Daniel Disney shares the story behind the LinkedIn message that won him a £1,000,000 (approximately $1,200,000) sale. He breaks down the key components of effective LinkedIn messaging and provides insights into his successful approach to social selling.

Best Moments:

(01:30) Overview of Daniel's books on LinkedIn messaging

(02:25) The importance of messaging the right people

(03:53) Being confident in articulating your value proposition

(05:04) The significance of connecting with prospects on LinkedIn

(06:30) Providing value before sending a sales message

(07:24) Breakdown of the million-pound LinkedIn message

(08:37) The prospect's response and follow-up process

(09:24) Winning the deal against larger competitors

(10:39) Comparison to typical spammy LinkedIn messages

(11:16) Promotion of "The Ultimate LinkedIn Messaging Guide" book

The LinkedIn Manosphere: Influence, Illusion & the Truth About “Success”

In this episode, we’re diving into a powerful (and slightly uncomfortable) topic—the rise of the “manosphere” and how its influence is quietly showing up on LinkedIn.

Inspired by Louis Theroux: Inside the Manosphere, I unpack the world of online “alpha” influencers—those promoting luxury lifestyles, quick success, and the promise that you can have it all… if you just buy their course.

⚠️ Spoiler alert: If you haven’t watched the documentary yet, you might want to check it out first—then come back to this episode.

Because here’s the real question:
 Are we seeing the same playbook unfold on LinkedIn?

From viral posts and “secret formulas” to questionable credentials and polished sales funnels, there’s a growing trend of creators selling success they may not have actually achieved. And to the untrained eye—it can be incredibly convincing.

In this episode, we explore:

• The parallels between the manosphere and LinkedIn “influencers”
• Why so many people are drawn to these messages
• The fine line between selling and manipulation
• How false authority is built (and why it works)
• The real definition of ethical, effective sales
• Practical ways to protect yourself before investing in courses or communities

This isn’t about calling everyone out—there are genuine experts out there doing incredible work. But it is about helping you spot the difference.

Because in a world where anyone can claim anything…
 doing your homework has never been more important.

If you care about building real success on LinkedIn—and avoiding the traps—this episode is for you.

🎧 Listen now, and let me know your thoughts.

In this episode of The Social Selling Podcast, host Daniel Disney discusses the future of social selling, based on his extensive experience in the field since its early days. He shares insights, predictions, and actionable recommendations for staying ahead as social selling continues to evolve.

Best Moments:

(00:58) Introduction to the topic of the future of social selling

(01:14) Brief history of social selling and Daniel's early involvement

(03:46) The impact of AI on social selling

(05:59) The growing importance of video content in social selling

(09:16) The trend towards 24/7 activeness on LinkedIn

(10:39) The increasing value of personal branding and B2B influencer marketing

In this episode of The Social Selling Podcast, host Daniel Disney dives into the ongoing debate between cold calling and social selling in the sales industry. Drawing from his personal experience and a case study comparing cold calling and LinkedIn InMails, Daniel offers valuable insights on the effectiveness of both approaches.

Best Moments:

(00:55) Introduction to the "biggest fight in sales": cold calling vs. social selling

(01:15) Daniel's background in traditional selling and transition to social selling

(02:26) Initial resistance to social selling from traditional salespeople

(03:06) A study comparing 100 cold calls to 100 LinkedIn InMails

(05:04) Importance of proper social selling techniques vs. spammy InMails

(07:23) The value of using multiple sales approaches, including both cold calling and social selling

(08:08) The irony of former social selling critics now relying on LinkedIn for business

(09:28) Effectiveness of various sales methods when done correctly

In this episode of The Social Selling Podcast, host Daniel Disney discusses the growing concern of AI taking over LinkedIn. He explores the potential challenges and implications of increased AI-generated content and engagement on the platform.

Best Moments:

(01:37) Problem 1: Increasing AI-generated content on LinkedIn

(02:05) Problem 2: AI-generated comments and engagement

(02:58) The difficulty for LinkedIn to police AI-generated content

(04:18) Potential solutions: Declaring AI-generated content and platform monitoring

(05:54) Challenges with AI-generated comments and LinkedIn's AI message prompts

(07:03) The need for transparency in AI-generated content and engagement

(07:43) Proper use of AI tools for content creation

(09:10) The importance of maintaining authenticity and personal brands

(10:29) Call for ongoing discussion about AI's role on LinkedIn

In this episode of The Social Selling Podcast, host Daniel Disney shares three effective strategies to boost engagement on LinkedIn. He also discusses general factors that influence engagement and provides additional tips for long-term success on the platform.

Best Moments:

(01:04) Introduction to the topic of boosting LinkedIn engagement

(01:39) Explanation of how the LinkedIn algorithm affects engagement

(01:53) Discussion on the importance of dwell time for content visibility

(02:30) The impact of audience size on engagement potential

(04:42) First tip: Comment on other people's posts before, during, and after sharing content

(06:06) Second tip: Reply to comments within your post quickly to keep the conversation going

(08:33) Third tip: Find and connect with the most active LinkedIn users (for Sales Navigator users)

(10:24) Additional factors for boosting engagement: consistency and growing your network

(10:41) Recommendations for posting frequency and network growth

In this episode of The Social Selling Podcast, host Daniel Disney interviews Vin Matano, a successful B2B influencer who recently launched his own business. They discuss the journey of becoming a B2B influencer, building a personal brand, and the future of B2B influencer marketing.

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Best Moments:

(00:58) Vin's journey from sales to influencer to entrepreneur

(03:27) The power of building in public and accountability

(05:53) Lessons learned in building a community on LinkedIn

(10:06) The rise of B2B influencer marketing

(16:11) How to become a B2B influencer

(21:26) Tips for starting to build a personal brand on LinkedIn

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Guest Bio: Vin Matano is a successful B2B influencer who has transitioned from a sales career to launching his own business. He has built a strong personal brand by sharing content about his professional journey, particularly in sales and tech sales. Vin is now focusing on B2B influencer marketing and building his business in public, sharing his experiences and insights along the way.

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Mastering Guided Selling:

Are you curious about what new tactics and strategies other companies are implementing with the help of AI? SugarCRM put together Mastering Guided Selling, a FREE, 16 page guide to give you an up-to-date perspective of how infusing AI into your sales process can help you reach your sales goals.

I've read the guide and it has some incredible ideas that aren't mainstream sales tactics and strategies (for now). Guided Selling is the future, and this guide will take you from AI-aware to AI-enabled. To download this free guide, visit www.sugarcrm.com/socialsellingpodcast.

In this episode of The Social Selling Podcast, host Daniel Disney explores the rising trend of B2B influencer marketing on LinkedIn. He discusses the potential benefits for companies and provides insights on how to effectively implement an influencer marketing strategy.

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Best Moments:

(01:00) Introduction to the topic of hiring LinkedIn influencers for product promotion

(02:35) Identifying the right influencers to work with

(04:50) The importance of finding influencers with relevant experience and audience

(06:45) Collaborating with influencers on content creation

(08:20) Measuring and tracking the success of influencer campaigns

(09:34) Researching and finding potential influencers in your industry

(10:40) The long-term approach to influencer partnerships

(11:48) The current state of B2B influencer marketing and its future potential

In this episode of The Social Selling Podcast, host Daniel Disney welcomes John Maguire to discuss the evolution of sales, LinkedIn strategies, and the importance of video content in social selling.

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Best Moments:

(03:01) John's journey in sales and the evolution of the industry

(06:26) The importance of personal branding on LinkedIn

(08:24) Balancing professional and personal content on LinkedIn

(12:03) Leadership strategies for supporting sales teams

(15:52) John's experience with creating video content for LinkedIn

(20:59) Tips for building confidence in video creation

(24:11) The power of social selling through personal content

(25:29) Exploring equipment options for team video content

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Guest Bio:
John Maguire is a seasoned sales leader with extensive experience in the IT sector. He currently serves as a sales executive at SugarCRM, where he leads the EMEA team. John is passionate about embracing new technologies and strategies in sales, including social selling and video content creation. He advocates for a balanced approach to work and life, encouraging his team to prioritize well-being alongside professional growth.

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Mastering Guided Selling:

Are you curious about what new tactics and strategies other companies are implementing with the help of AI? SugarCRM put together Mastering Guided Selling, a FREE, 16 page guide to give you an up-to-date perspective of how infusing AI into your sales process can help you reach your sales goals.

I've read the guide and it has some incredible ideas that aren't mainstream sales tactics and strategies (for now). Guided Selling is the future, and this guide will take you from AI-aware to AI-enabled. To download this free guide, visit www.sugarcrm.com/socialsellingpodcast.

In this episode of The Social Selling Podcast, host Daniel Disney shares insights on how to make serious money as a LinkedIn influencer. He draws from his 8 years of experience in influencer marketing on LinkedIn to provide valuable advice for those looking to monetize their LinkedIn presence.

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Key Discussion Points:

(01:04) Introduction to making money as a LinkedIn influencer.

(02:28) Determining if your audience is valuable.

(03:28) The importance of promoting products you believe in or have experience with.

(05:48) The significance of audience engagement.

(07:02) How to approach companies for influencer partnerships.

(09:06) Pricing strategies for influencer content.

(11:37) Tracking and measuring results from influencer marketing.

(13:06) Leveraging your influence within your own company.

In this episode of The Social Selling Podcast, host Daniel Disney interviews Lauren Langstaff-Roberts about leveraging LinkedIn for recruitment and personal branding. They discuss strategies for building a personal brand, the importance of LinkedIn profiles for job seekers, and how companies can use social media to attract talent.

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Key Discussion Points:

(05:02) Lauren's journey of building her personal brand on LinkedIn.

(07:58) The importance of personal branding for job seekers.

(14:49) How companies use LinkedIn to evaluate candidates.

(19:05) The competitive job market and standing out as a candidate.

(22:36) Wiser's approach to building a company brand on LinkedIn.

(25:49) Tips for getting started with personal branding.

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Guest Bio:
Lauren Langstaff-Roberts is a recruitment professional with extensive experience in leveraging LinkedIn for talent acquisition. She works at Wiser Elite, a company known for its strong brand presence and community-building initiatives in the sales industry. Lauren has successfully built her personal brand on LinkedIn, combining her background in acting with her recruitment expertise to create engaging content and build meaningful connections in the professional world.

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Mastering Guided Selling:

Are you curious about what new tactics and strategies other companies are implementing with the help of AI? SugarCRM put together Mastering Guided Selling, a FREE, 16 page guide to give you an up-to-date perspective of how infusing AI into your sales process can help you reach your sales goals.

I've read the guide and it has some incredible ideas that aren't mainstream sales tactics and strategies (for now). Guided Selling is the future, and this guide will take you from AI-aware to AI-enabled. To download this free guide, visit www.sugarcrm.com/socialsellingpodcast.

In this episode of The Social Selling Podcast, host Daniel Disney discusses the differences between influencers and thought leaders on LinkedIn, breaking down the journey of personal branding into three distinct levels.

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Key Discussion Points:

(01:06) Introduction to the debate between influencers and thought leaders.

(01:35) Historical context of thought leaders and influencers on LinkedIn.

(03:24) Three levels of personal branding on LinkedIn.

(04:05) Definition and characteristics of an influencer (Level 2).

(05:15) Explanation of thought leadership (Level 3) and its requirements.

(07:52) Breakdown of the three stages: personal brand, influencer, and thought leader.

(08:39) Importance of having a roadmap for personal branding growth.

(09:44) Daniel's personal journey through the three stages.

(10:33) Emphasis on long-term strategy and continuous growth.

=====================================================

Mastering Guided Selling:

Are you curious about what new tactics and strategies other companies are implementing with the help of AI? SugarCRM put together Mastering Guided Selling, a FREE, 16 page guide to give you an up-to-date perspective of how infusing AI into your sales process can help you reach your sales goals.

I've read the guide and it has some incredible ideas that aren't mainstream sales tactics and strategies (for now). Guided Selling is the future, and this guide will take you from AI-aware to AI-enabled. To download this free guide, visit www.sugarcrm.com/socialsellingpodcast.

🎙️ Episode Title:
3 Simple Principles to Guarantee Replies to Your LinkedIn Messages (Even in 2026)

📄 Episode Description:
Sending effective LinkedIn messages has never been easier… and that might surprise you.

In this episode, we break down why 2026 is actually the best time to stand out in your prospect’s inbox—and it all comes down to one simple truth: the standard of sales messages has never been lower.

With inboxes flooded by copy-paste templates, irrelevant pitches, and obvious AI-generated outreach, most messages are ignored before they’re even read. In fact, up to 90% of LinkedIn sales messages fall into the “terrible” category.

But that’s not bad news—it’s a massive opportunity.

If you’re willing to do things differently, you don’t need to send more messages… you just need to send better ones.

In this episode, you’ll learn the three core principles that dramatically increase your chances of getting replies:

1. Hyper-Personalisation
Forget basic personalisation like adding a first name. Learn how to go deeper by referencing profile activity, recent posts, and meaningful insights that prove you’ve done your homework—and instantly set yourself apart.

2. Relevancy
Stop “spray and pray” outreach. Discover how to ensure your message actually makes sense for the person you’re contacting, and why qualifying your prospects properly is the fastest way to improve results.

3. Value-First Messaging (ROI or Conversation)
Understand the two powerful approaches to outreach:

• Leading with clear outcomes and ROI for decision-makers
• Or starting natural, human conversations that build trust before pitching

We also explore why so many sales teams get this wrong—and how outdated, activity-based KPIs (like sending 100 messages a day) are driving poor behaviours and even worse results.

Key takeaway:
10 thoughtful, relevant, human messages will outperform 100 generic ones—every single time.

This episode is a must-listen for sales professionals, leaders, and anyone using LinkedIn to generate conversations, pipeline, and revenue.

Because the future of selling isn’t automation—it’s human connection done right.

🎯 What You’ll Learn:

• The biggest mistakes killing your LinkedIn response rates
• How to stand out instantly in a crowded inbox
• Why quality beats quantity in modern sales outreach
• How to turn messages into meaningful conversations (and opportunities)

In this episode, host Daniel Disney sits down with Laura Erdem to talk about the crucial alignment between sales and marketing, data-driven strategies, and the importance of effective team collaboration.

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Best Moments:

(02:33) Taking digital relationships offline and navigating the world of in-person meetups

(04:40) Managing perceptions in social selling

(11:35) Challenges around sales and marketing alignment, with a special focus on data sharing

(14:39) The role of technology in data tracking and measurement, and how it's changing the landscape

(19:56) How communication between sales and marketing teams is essential for overall success

(23:01) Leadership in fostering alignment and transparency across teams

(24:50) The mutual dependence of sales and marketing for achieving business success

=====================================================

Mastering Guided Selling:

Are you curious about what new tactics and strategies other companies are implementing with the help of AI? SugarCRM put together Mastering Guided Selling, a FREE, 16 page guide to give you an up-to-date perspective of how infusing AI into your sales process can help you reach your sales goals.

I've read the guide and it has some incredible ideas that aren't mainstream sales tactics and strategies (for now). Guided Selling is the future, and this guide will take you from AI-aware to AI-enabled. To download this free guide, visit www.sugarcrm.com/socialsellingpodcast.

In this episode, host Daniel Disney dives into three common practices on LinkedIn that he finds frustrating and potentially harmful to the user experience. He explains why these behaviors could negatively affect both personal branding and the platform's credibility.

=====================================================

Best Moments:

(02:29) The downside of engagement pods and how they distort genuine interaction on the platform

(06:42) The trend of using personal struggles, health issues, or victim stories for engagement, and why it's problematic

(09:50) How users sharing inflated success stories or fake figures can undermine trust and authenticity on LinkedIn

In this episode, host Daniel Disney is joined by the innovative marketer Mark Jung to explore creative strategies for engaging prospects and building meaningful connections on LinkedIn. Mark shares his unique approaches to social selling, including how he uses humor, personalization, and AI to stand out in the crowded digital landscape.

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Best Moments:

(03:22) Mark shares how he initially connected with Daniel using humor and memes, demonstrating the power of creative outreach

(05:54) A discussion on the importance of being authentic and personalized in sales interactions

(09:56) Mark explains the concept behind the "Hot Sauce Sales Show" and how it engages prospects in a fun, memorable way

(14:02) The duo discusses the impact of putting in extra effort to create meaningful connections with prospects

(18:41) Using AI to enhance research and personalization in social selling

(21:48) Leveraging competitor reviews as a unique angle for outreach

(23:31) The importance of aligning sales and marketing efforts for more effective social selling

(24:26) The story behind the "safe word" during their hot sauce show

=====================================================

Guest Bio:

Mark Jung is a marketing expert and creative strategist with a background in management consulting and tech startups. He has built some of the fastest-growing media arms, scaled two startups to hypergrowth, and co-founded AuthorityB2B with Daniel Murray, where they help clients grow on LinkedIn.

Known for his innovative social selling tactics, Mark is passionate about creating engaging content and building authentic connections in the B2B space.

=====================================================

Mastering Guided Selling:

Are you curious about what new tactics and strategies other companies are implementing with the help of AI? SugarCRM put together Mastering Guided Selling, a FREE, 16 page guide to give you an up-to-date perspective of how infusing AI into your sales process can help you reach your sales goals.

I've read the guide and it has some incredible ideas that aren't mainstream sales tactics and strategies (for now). Guided Selling is the future, and this guide will take you from AI-aware to AI-enabled. To download this free guide, visit www.sugarcrm.com/socialsellingpodcast.

In this episode, host Daniel Disney dives into the world of AI and its transformative impact on LinkedIn and social selling. He introduces four essential AI tools that can help salespeople save time, personalize their approach, and boost their results.

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Best Moments:

(01:02) Daniel sets the stage for the discussion on how AI is revolutionizing social selling

(02:39) How Twain enhances LinkedIn messaging and connection requests with personalized touches

(06:13) Taplio's content creation and scheduling capabilities

(07:41) How ChatGPT generates content ideas and streamlines your creative process

(09:06) LinkedIn's own AI offering through Sales Navigator and how it can aid in account intelligence

(10:36) AI is a tool to enhance, not replace, human efforts in social selling

In this episode, host Daniel Disney is joined by David Walsh, the founder and creator of Limelight, a pioneering B2B influencer marketplace. Together, they open the hood to explore the evolving world of B2B influencer marketing and how companies can effectively partner with LinkedIn creators to boost brand visibility and drive growth.

====================================================

Best Moments:

(02:22) David explains how Limelight connects companies with micro-influencers for impactful business partnerships

(05:49) Discussing the risks of B2B influencer marketing and the importance of identifying genuine influencers

(09:01) Why storytelling and authenticity in influencer content lead to more successful campaigns

(14:31) The trend of companies encouraging employees to build personal brands as internal influencers

(19:33) Practical advice for companies new to influencer marketing, including research, setting expectations, and trial periods

(25:24) The benefits of giving influencers creative freedom while ensuring alignment with brand goals

=====================================================

Guest Bio:

David Walsh is the founder and creator of Limelight, a leading B2B influencer marketplace that connects companies with LinkedIn creators for strategic partnerships. With a focus on authentic content and storytelling, Limelight helps brands enhance their presence and reach through influencer collaborations.

=====================================================

Mastering Guided Selling:

Are you curious about what new tactics and strategies other companies are implementing with the help of AI? SugarCRM put together Mastering Guided Selling, a FREE, 16 page guide to give you an up-to-date perspective of how infusing AI into your sales process can help you reach your sales goals.

I've read the guide and it has some incredible ideas that aren't mainstream sales tactics and strategies (for now). Guided Selling is the future, and this guide will take you from AI-aware to AI-enabled. To download this free guide, visit www.sugarcrm.com/socialsellingpodcast.

In this episode, host Daniel Disney reveals the untapped potential of leveraging LinkedIn on weekends to boost your social selling efforts.

=====================================================

Best Moments:

(01:45) Focusing on content and messaging for weekend LinkedIn efforts

(02:14) Highlighting that 70% of people use LinkedIn on weekends and reply to messages

(05:13) Messaging on weekends can be effective for reaching prospects

(10:23) Scheduling content in advance for weekends is a no-brainer strategy

(12:01) Encouraging listeners to test out weekend LinkedIn strategies and see what works

In this episode, host Daniel Disney is joined by marketing expert Brianna Doe, founder of Verbatim, to explore the transformative power of storytelling in sales and marketing. Together, they discuss actionable strategies for crafting engaging stories that resonate with audiences and drive business success.

=====================================================

Best Moments:

(00:53) Why Storytelling Matters: Daniel and Brianna delve into why storytelling is crucial for effective sales and marketing

(02:18) Brianna's Journey: Finding her voice on LinkedIn and how storytelling shaped her career

(03:34) Storytelling Tips: How to keep your narrative focused and engaging

(07:04) Generating Content Ideas: Brianna shares her process and the importance of easing the pressure in personal branding

(12:53) Cross-Functional Understanding: The benefits of sales and marketing teams experiencing each other's roles for better alignment

(15:50) Balancing Content: Finding the right mix of personal and professional content in building a personal brand

=====================================================

Guest Bio:

Brianna Doe is the founder of Verbatim, a marketing agency dedicated to storytelling and content creation. With a rich background in film and screenwriting, Brianna helps brands and individuals discover their authentic voices and connect with their audiences through powerful narratives.

=====================================================

Mastering Guided Selling:

Are you curious about what new tactics and strategies other companies are implementing with the help of AI? SugarCRM put together Mastering Guided Selling, a FREE, 16 page guide to give you an up-to-date perspective of how infusing AI into your sales process can help you reach your sales goals.

I've read the guide and it has some incredible ideas that aren't mainstream sales tactics and strategies (for now). Guided Selling is the future, and this guide will take you from AI-aware to AI-enabled. To download this free guide, visit www.sugarcrm.com/socialsellingpodcast.

In this episode, host Daniel Disney dives into the secrets of crafting InMail templates that get you replies and generate sales opportunities!

=====================================================

Best Moments:

(00:40) Daniel introduces the episode's topic: InMail templates that get replies and generate sales opportunities

(01:10) Explaining why most InMails don't work - they're not personalized and are often spammy sales pitches

(05:41) Daniel offers to share the physical copies of the templates with listeners

(06:01) Template 1: The Article Template - Positioning yourself as an industry expert and seeking insights for an article

(10:03) Template 2: The ROI Template - Highlighting a specific ROI or success story achieved for a client

(11:34) Template 3: The Referral Template - Leveraging a referral or mutual connection to initiate the conversation

(12:47) Summarizing the three templates and emphasizing the importance of personalization

In this episode, host Daniel Disney is joined by fellow creator and sales meme extraordinaire, Will Aitken. They dive deep into the power of humor and memes as part of an overall social selling strategy, discuss the importance of creating diverse content, and share tips for building confidence in video creation.

=====================================================

Best Moments:

(02:15) The importance of having a sense of humor in sales and understanding customer pain points

(03:37) Exploring the strategy of using varied content types, including memes, skits, educational pieces, and more

(05:33) Will's journey into video content creation, starting with phone-recorded videos and progressing to studio equipment

(07:54) Tips for building confidence and overcoming fear when creating video content

(10:22) The power of commenting on others' content as a way to hone your voice and perspective

(12:09) Balancing personal and professional content, showing your human side while maintaining credibility

(14:17) Daniel's approach to consistently creating content without burnout by treating it as a hobby initially

(16:07) Advice for those hesitant to create video content, emphasizing practice and learning from others

(19:43) The importance of enjoying the content creation process rather than forcing it for external rewards

(22:01) Discussion around Daniel's recent experiment inviting people to cold call him and the creative approaches some took

=====================================================

Guest Bio:

Will Aitken is a fellow sales meme creator, content creator, and social seller. Known for his consistent and engaging presence on LinkedIn, Will has proven to be one of the best at creating relatable and humorous meme content for the sales community.

=====================================================

Mastering Guided Selling:

Are you curious about what new tactics and strategies other companies are implementing with the help of AI? SugarCRM put together Mastering Guided Selling, a FREE, 16 page guide to give you an up-to-date perspective of how infusing AI into your sales process can help you reach your sales goals.

I've read the guide and it has some incredible ideas that aren't mainstream sales tactics and strategies (for now). Guided Selling is the future, and this guide will take you from AI-aware to AI-enabled. To download this free guide, visit www.sugarcrm.com/socialsellingpodcast.

In this episode, host Daniel Disney dives into the strategies and techniques for creating viral content on LinkedIn.

=====================================================

Best Moments:

(00:40) Defining what classifies as viral content on LinkedIn

(01:43) Explaining the different levels of virality on LinkedIn

(05:23) The importance of creating relevant viral content that translates to results

(08:20) The key components of viral content: relevancy and quality

(09:03) The single most important component of viral content: timing

(11:20) Tips for creating viral content on LinkedIn

Every sales manager should use LinkedIn for several reasons which Daniel shares in this episode. These include:

Leading by example, generating inbound leads, growing brand awareness, attracting new sales talent, motivating the team and so much more. 

Whether you're a sales leader or a sales pro this episode is packed with tips and strategies so make sure you tune in. 

In this episode, host Daniel Disney interviews Richard van der Blom, an expert in the social selling space and known for his algorithm reports on LinkedIn.

=====================================================

Best Moments:

(02:04) Discussing the noisy LinkedIn training space and finding the best experts

(04:50) Understanding the LinkedIn algorithm and the importance of Richard's algorithm reports

(14:33) The trend of influencers getting challenged by business experts on bold statements

(18:48) The impact of content trends and the community's response to overused tactics

(24:05) The difference between LinkedIn training and social selling training

(27:35) Closing thoughts on building trust and credibility for effective social selling

=====================================================

Guest Bio:

Richard van der Blom is a renowned expert in the social selling space, recognized for his extensive research and insights into the LinkedIn algorithm. He publishes annual algorithm reports that provide data-driven analysis and guidance for optimizing content and engagement on the platform. With a deep understanding of social selling strategies, Richard is highly respected in the industry for his valuable contributions and thought leadership.

=====================================================

Mastering Guided Selling:

Are you curious about what new tactics and strategies other companies are implementing with the help of AI? SugarCRM put together Mastering Guided Selling, a FREE, 16 page guide to give you an up-to-date perspective of how infusing AI into your sales process can help you reach your sales goals.

I've read the guide and it has some incredible ideas that aren't mainstream sales tactics and strategies (for now). Guided Selling is the future, and this guide will take you from AI-aware to AI-enabled. To download this free guide, visit www.sugarcrm.com/socialsellingpodcast.

In this episode, host Daniel Disney discusses what to do if your target customers are not active on LinkedIn.

=====================================================

Best Moments:

(01:13) Addressing the common objection of "What if my customers aren't on LinkedIn?"

(02:20) If customers are truly not on LinkedIn, explore other channels

(02:50) Using the example of CFOs in the pharmaceutical industry

(04:20) Looking at the teams and other departments, even if the decision-maker is not active

(06:04) A story of using LinkedIn to reach a CTO through a salesperson's engagement

(08:13) Exploring other social networks or channels where customers may be more active

(09:24) Avoiding personal channels like Facebook/Instagram for prospecting

(10:08) Conducting a test to assess the activity levels of prospects and customers

(11:06) Adapting your content strategy based on who is more active on LinkedIn

In this episode, host Daniel Disney dives deep into the world of social selling on LinkedIn with Mason Cosby,  Founder of Scrappy ABM. They share real insights and strategies that are working successfully for generating revenue through LinkedIn.

=====================================================

Best Moments:

(03:01) Mason shares how he got started on LinkedIn by connecting with his target accounts and engaging with their content

(06:11) He emphasizes the importance of adding value through comments and building relationships

(11:41) Mason's strategy is to be helpful and present, so when prospects have a problem, they naturally reach out to him

(13:11) He recommends creating interesting conversations online and taking them "offline" to build deeper connections

(14:11) Mason shares how he ran a marketing careers podcast to establish himself as a valuable resource for his target accounts

(17:03) He spends about 30 minutes a day commenting on 15-20 people's content, focusing on prospects, pipeline opportunities, and customers

(19:02) Consistency is key, and Mason acknowledges the challenges of maintaining it through job transitions

(24:14) He advises treating social selling as a side hustle initially, as it may take 6-9 months to see results

=====================================================

Guest Bio:

Mason Cosby is a successful social seller who has generated over $3 million in revenue in 3 years exclusively through LinkedIn. Despite not having viral content or a massive following, his strategic approach of building relationships and providing value has proven to be highly effective.

=====================================================

Mastering Guided Selling:

Are you curious about what new tactics and strategies other companies are implementing with the help of AI? SugarCRM put together Mastering Guided Selling, a FREE, 16 page guide to give you an up-to-date perspective of how infusing AI into your sales process can help you reach your sales goals.

I've read the guide and it has some incredible ideas that aren't mainstream sales tactics and strategies (for now). Guided Selling is the future, and this guide will take you from AI-aware to AI-enabled. To download this free guide, visit www.sugarcrm.com/socialsellingpodcast.

In this episode of "The Social Selling Podcast," host Daniel Disney dives into the magic of LinkedIn posts that convert the most sales leads and revenue. He shares insights, tips, and techniques that are sure to elevate your social selling game on LinkedIn.

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Best Moments:

(00:29) Understanding the power of a LinkedIn job announcement

(02:03) Leveraging LinkedIn’s native templates for job announcements

(02:21) Three big tips for crafting engaging job announcements

(03:18) Step 2: Messaging your likers and commenters

(03:50) Automating your out-of-office responses on LinkedIn

(05:37) The limitations of scaling job announcements

(05:48) The highest ROI content type: Articles and Newsletters

(06:34) Why articles and newsletters convert so well

(08:05) Example of a high-converting article format

(09:07) Best practices for writing articles and newsletters

(09:45) Consistent results from various LinkedIn content types