The Extremely Successful Sales Club
The Extremely Successful Sales Club
Daniel Disney: Transforming Sales Using AI and LinkedIn Insights
Time to unlock your potential with insights from the "King of LinkedIn" - Daniel Disney.
Learn how to harness AI's capabilities while preserving the authenticity that keeps your content genuine and your connections meaningful.
As LinkedIn becomes a noisy battlefield of artificial engagement, we tackle the pressing issue of navigating this challenging terrain. Explore how influencers might be struggling with metrics that don't translate to real connections, and why authenticity is the currency of true influence.
From the sales perspective, we break down the metrics that matter most, focusing on those that drive revenue and tangible sales success.
Venture through Dan's metaphorical sales maze, where different paths like cold calling, email, and social media converge to meet the diverse preferences of prospects.
Discover cutting-edge AI tools that are revolutionising sales efficiency, such as Otter.ai for transcription and Twain for crafting personalized emails.
With a potential shift towards a pay-to-play model on LinkedIn looming, seize the opportunity to expand your network and brand presence now.
Tune in for actionable advice on staying ahead in the evolving AI landscape of sales.
Welcome to the extremely successful sales club. If you would please be so kind as to sign the visitor's book and then take your seat. Our podcast is about to begin. Ladies and gentlemen, may I introduce your host, Mr Chris Murray.
Speaker 2:It is so good to be back. We have been away for far too long. Wherever you are right now, good morning, good afternoon, good evening. My name is Chris Murray and I'm delighted to welcome you to this brand new series of the Extremely Successful Sales Club podcast. And what a show we have to kick us off. My guest today is the author of four best-selling books, has over 1 million followers on LinkedIn and his content is viewed by more than 10 million people every single month. As well as his outstanding keynote work on some of the world's biggest stages, he has trained more than 50,000 salespeople globally, working with the likes of Amazon, ricoh, Canon, salesforce and many, many more. To quote the man himself, it's pretty simple I help sales teams and businesses get the maximum results from LinkedIn and social selling, and I'm one of the best in the world to do it and let me tell you he definitely is. Ladies and gentlemen, I am delighted to welcome back to my show the man you probably know is the king of linkedin. It's the fabulous mr daniel disney.
Speaker 3:hello, mate chris, can you just like follow me around and introduce me into every room like that? That's like the best introduction I've had.
Speaker 2:Thank you very much, sir maybe I'm missing out on voiceover work I need you to be.
Speaker 3:You can be the introduction on my podcast that was that was very generous of you.
Speaker 2:Thank you very much and I shall take that as a promotion. Thank you so much. Listen, my friend. It's been two and a half years since we spoke on this podcast. I can't believe time has flown by so quickly. But tell us what you're up to, Tell us what you're working on, Tell us what you've discovered. Tell us what has excited you over the last six 12 months.
Speaker 3:What's going on, my friend? Sure, the beauty of it is, if I think back two and a half years ago, like my space, my world of LinkedIn, has changed a tremendous amount. And even if I think back to when you and I first met, you know like the sales world in general has changed so much and 2024 has been a crazy year and I think, as we go into 2025, I just I find this all fascinating. We've've got ai, we've got so many things happening, but you know, it's great to be chatting again, chris, because you know, you and I have kind of seen pretty much everything happen in this space and it is. It is great to get to explore that absolutely.
Speaker 2:and so I was. I was really excited around about eight months ago with ai, and I know a number of people in our circles have written a couple of books about the subject. As everybody jumped on it and everything started sounding like it had been written by ChatGBT, I started falling in love with it. Is there anything you can do to sort of like reignite the fire that I had for it a year ago?
Speaker 3:Yeah, I'm with you, by the way. So there are two things I think people are using it as a shortcut and so, yeah, a lot of the stuff that AI creates really isn't very good. So when people create copy paste, it just is bland. Whether it's content, messaging, it doesn't work. The two things that I find exciting right now are the companies building apps around AI, where they train the AI to be a lot more specific to the company, the product, the persona. Then, once you show AI what to do, it can create really good stuff. You just have to create a lot of guidance around it. So the people that are doing that are getting much better output. That's exciting.
Speaker 3:But I was in Boston speaking at Inbound HubSpot's big event and what they were talking about and what I saw Salesforce talking about at Dreamforce is the next generation of AI, which is more like an AI assistant, so not a do this. For me, ai it's an AI literally doing what you need, either before you need it or being able to do a lot more tasks than it can currently do. That's quite exciting. To be able to have ai assistance, whether you're an entrepreneur, business owner, a salesperson.
Speaker 2:That's where, hopefully, I think ai can add that next level of value so who do you think we are cutting out of the loop then, when, when that comes in, who? Who either has to upgrade their skill set or go looking for more work? Who are we losing, you think?
Speaker 3:I mean for the sales team. I don't think we're losing anyone. I think we're just providing the best level of support to a salesperson. They can now literally have a coach, a guide, someone there all the time. They still need a sales leader, they still need a sales manager, manager and director, but it's just the ultimate level of support. Now, if you're looking at business owners and entrepreneurs, potentially, are we looking at things like personal assistants and virtual assistants, things like that becoming less of a necessity, possibly, but people might still need that extra level of support that they can provide it has to be a personal system with a, with a, a working knowledge of, of a skill, sales skill set, wouldn't it?
Speaker 2:and and that's not necessarily where the personal system sits, is it so?
Speaker 3:I guess no I guess the thing with ai is the more you train it, the better it gets, the better it's going to get for you. So there is a lot more potential there, but I think we are. I'm very cautious about AI replacing people and roles. Like if we look at LinkedIn, for example, ai is going to get better at creating content for people, but you would hope it would never replace that authenticity of a personal voice and experience, and I think there's a big question. At the moment, there are a lot of people using AI to create content on LinkedIn. What we're also seeing is a lot of people using tools that uses AI to engage on LinkedIn. So we are heading towards a world where it's AI speaking to AI.
Speaker 3:Ai is posting the content, ai is commenting on the content. Where is the need for people? And it won't be long before people kind of just A get completely tired of both those things. If you were following a creator and you were like, oh, that's an amazing post, and then you found out they didn't even create it. They used ai to create it kind of sours the taste a little bit. And I think it's going to become more important to disclose where ai is being used on social networks and I think it won't be long before people just are bored of it and they want to just hear from people.
Speaker 2:It's that authenticity thing, isn't it? If you found out that abbey road was recorded without a single beetle walking into the studio, you'd feel a bit chinted, wouldn't you? I mean, even if it was done by people, you'd think, but they said it was them. You know and I. There's a, there's a particular voice of chat gbt that keeps coming over, that once you've seen it, once, you never forget it. It's, it's words like and here's the secret sauce, right that when that line is in somebody's post, I know they've just copied that off chat gbt, especially if they're based in wolverhampton. You know, yes, like, and there's a couple of other lines that just like scream chat gbt. But you're saying about you know the voice replacing the voice. I'm walking around sales innovation expo a couple years ago and the, the chat bots are so good these days for customer service that you could have a chat or ring up you know a service provider and actually not know you're not speaking to a human being for a while. You know, I mean it's scary, it is.
Speaker 3:I mean particularly for inbound sales, I think it is, and I guess the question will be at what level of spend? Are we going to be comfortable dealing with a bot or an ai agent or do we want to speak to a person? And if we think about it, when online purchasing first came into play, people were really scared to spend 10 20 pounds online because it was really scary. Now we'll spend thousands and thousands online without speaking to a single human being. People buying cars, you know exactly, but cars holidays.
Speaker 3:So are we heading to a point where, even into sass and software and things like that, people are going to be spending a lot more money without the need to speak to people? But will there still be a tipping point where it's like, actually no, I want to speak to a human being. And then there's the trust factor. I was thinking about this the other day, like there is a level of trust that I might have more for for an ai bot that I know has more, more access to information data that I think could provide a non-biased opinion compared to, maybe, a salesperson, for example, who might have an agenda and might not be the most professional salesperson who just wants to sell me something.
Speaker 2:That's like fascinating. It's like I can listen to a human being tell me. But I know an encyclopedia is going to be right. Yeah, yeah, exactly. Oh, that's wow.
Speaker 3:I've been thinking about it like that when I was thinking about it from, like, a medical point of view, like if you go to a doctor like and doctors you know they've studied, they've got all this experience is great, but how is that going to be able to compete with an ai bot that could access thousands, tens of thousands, millions of data points of other patients and to be able to provide pretty unique insights that no human doctor ever could? And my wife summarized it quite well and sort of said actually I don't think it should be one or the other, but it's both. Like, you want that insight from the ai, but you want it to be interpreted by a human. And I think I'm hoping that is the long-term sweet spot for ai in this world is that it's the perfect pairing to the, the human input, whether it's sales, business leadership, whatever it may be. I think if we can use ai well with our own sort of usage, that's where I think perfection will sit that's interesting.
Speaker 2:I remember the um a couple of albums ago. The producer of the rolling stones went in haven't worked with them before and and sort of gone in the studio and started brushing out the gaps and and what he saw was the mistakes. And then when he played it back, it didn't sound like the rolling stones anymore and he realized that the reason the rolling stones sound like that is because of the very slight imperfections, or just the offbeats, whatever. And it is that melding of both, isn't it? It's just like, if it's perfect, don't mess with it.
Speaker 3:If it needs polishing, polish it, but it's um I think the one potential benefit that AI can bring is that it raises the bar of standard. So for the people that are performing below that, I'm hoping it encourages them to up their game. So if you're working in sales and you've now got AI being able to do various things, it should hopefully encourage you to try and do more and do better, and I think ultimately that is going to help salespeople do better, but it's also going to provide a better experience for our customers, which is the ultimate goal.
Speaker 2:You're definitely a glass half full kind of guy there, Because from experience of younger me and all the people that I meet across the world, 50 or 60% of salespeople would rather have an easier life than get better at something. Don't you think they would?
Speaker 3:There's a life than get better at something, don't you think they would? They would. There's a whole bigger question there, chris, as to like what percentage of salespeople working in sales should be working in sales. You know what percentage of salespeople hired into sales roles perhaps shouldn't be hired into their sales roles had they been recruited properly. And there's, you know, I think we have what 50, 60% of salespeople not hitting targets have. What 50 60 percent of sales people not hitting targets, you know, is that more of a reflection on the hiring, the leadership, the training provided, as opposed to the individuals? And there's some deeper questions there. That has nothing to do with ai.
Speaker 2:It's interesting, that's the same percentage that I thought couldn't be bothered to actually improve themselves. So you, you mentioned about ai and we talked about linked and I've noticed and maybe I'm just being paranoid, but I'm almost sure I'm getting LinkedIn requests, people trying to join my groups on LinkedIn who possibly don't exist, bots or other you know. As AI comes on, I look at it they've got no connections, they've got no past it or they've got a very strange past. They've got a perfect picture for someone with absolutely no social media history. So how do you as a human being, how do you stand out on linkedin, would you say, these days? Do?
Speaker 3:you know what, chris? I saw something that actually scared me yesterday on linkedin and you and I it's funny because you wrote it in the foreword for my first book when we met. I can't remember how many followers I had back then, but you asked me you know what sort of what sort of tools I'd use to buy the followers that I had? And I said to you honestly back then never, ever bought followers. It's all been purely organic.
Speaker 2:Now the incredulous look on your face when I accused you of buying an audience and you went. I wouldn't even know how to. Chris, how dare you?
Speaker 3:I couldn't tell you how to, but I saw something yesterday where a thought leader on linkedin posted something and it had been seven minutes from when they posted it and in seven minutes they had 200 likes and 200 comments, which and they have I think it was 200,000 followers. Now, bearing in mind one of my pages, the daily sales, has a million followers. You know we might get hundreds or thousands of likes, but they are a lot more gradual. It takes it takes a, you know, probably an hour to grow that sort of organic engagement. No one is getting 200 likes and, bizarrely, coincidentally, 200 comments as well that quickly. That for me, there's two types of artificial engagement. One is a pod where you've got a group of people that have to engage on everyone's posts. You're not going to get that many people doing it within seven minutes. That's bizarre. So that's the second camp, which, to what you were suggesting, has to be AI. It has to be automated To have that much engagement in such a short period of time. There is no organic way of doing it and that's a very scary reality to A what is happening on LinkedIn, but also the influencers and creators that are using this, and I guess the beauty of it. I guess the positive to take from it is that there is not going to be a significant ROI for them. So if you're an influencer and you've got all this artificial followers, all this artificial engagement, you might get a sponsorship deal, an influencer deal, but those people aren't going to buy the product. So you might have all these followers and all this engagement, but if it's all fake, you can promote all the products you want no one's going to buy it because it's all fake. So are you listening? Yeah, so those companies might put a bit of money up for it, but then they're not going to get an ROI. So then you've not got a sustainable, scalable business. So it's this shortcut that just leads ultimately to a dead end. What I fear the most is LinkedIn is struggling to know what to do with it. It's hard. What can LinkedIn do? Because how can they tell? How do they know? It's like when Elon Musk bought Twitter now X the amount of dead accounts. I can't remember what the percentage was he found out when he bought it, but I remember they sort of based the value on this many users and when he said look, this percentage is so actually it's not worth as much as you're saying it's worth. There was a huge percentage were dead or you know sort of false accounts, so LinkedIn has to be very cautious in how it approaches that.
Speaker 3:To your question how do you stand up in what is becoming a very noisy platform but also filled with a lot of automated content and engagement? The way you stand out and what is the silver lining through all of this is by sharing your journey. People still just want to follow people, more so than ever, because they don't want the chat, gbt content, they don't want this artificial engagement. They want to follow real people who are on real journeys that they can relate to. And that's the most important thing you can do Let people follow you. Don't go in there trying to tell people what to do or tell people what you know. Just share your authentic journey, the highs, the lows, the realities, because that's what people are craving. They they're getting inundated with the perfect life, the selfie in business class seats, the wonderful good stuff, and they want to see the raw realities as well. They want to see the real stuff. That's how you cut through this bizarre noise.
Speaker 2:I think we've gone over a purple patch of and I remember you being quite passionate about this 18 months ago, two years ago, or since you started about sales managers saying you don't want my sales team wasting their time on social media, and we've opened their eyes to how successful you can be on the LinkedIn platform. But what should a sales manager, sales director, be counting at the end of the month when the sales team has spent a long time on something like LinkedIn? They put a lot of work into it and you're looking at the end of it and there's no money in the bank. What would you count as success?
Speaker 3:That's one of the best questions you could ask, chris, and the scary thing is how many sales managers are not asking that question is pretty worrying. But you are right that the first question they should ask is how much money is in the bank from it. So that's the first question, that's the priority, that's what you want to be rewarding, incentivizing, focusing on how much revenue are you generating from this activity on LinkedIn. That's number one. And then you reverse engineer and work your way back. So what will feed that ultimately closed sales revenue? Well, it's opportunities. So how many opportunities this month were created from your LinkedIn social selling efforts? And then again you work your way back. How much outbound activity was done? How many messages did you send? Work your way back, how many contacts did you identify, prospects did you find, and just reverse engineer through the funnel which will lead to followers and content and engagement. That's all the sort of top of funnel stuff. But you want to make sure you're focusing on the bottom stuff.
Speaker 3:Now, if it is the end of the month and they've been doing, they've been active, they've been putting time into LinkedIn and it's resulted in a zero, then you want to look at the why. I would be curious to understand. Let's say, in a zero, then you want to look at the why. I would be curious to understand. Let's say there was zero revenue and they'd been sending a lot of messages. Well, that would show me perhaps they're not sending good messages. So let's have a look at those messages and are they really personalized? Are they relevant or are they spammy? And then you can start to look at what is blocking the Piper search. Where are the problems being caused? You could go back and, okay, we're sharing four or five posts a week. Well, let's look at it. Okay, they're not very good, they're not getting much engagement.
Speaker 3:So if you can start to, when you start to do all those things right, it tends to lead to positive things. And then you can have more positive conversations to say well, actually, we looked at last month, 20% of your sales came from LinkedIn and if we look at it, the majority of that came from audio voice notes. So let's do more of that. Let's maybe take a bit of time we were spending on other things and send more, because if we can send more audio voice notes and they're converting, well, then that's a way of growing our sales and increasing them. So it's. There are sometimes negative conversations that can lead to more positive conversations, but the focus has to be on the tangibles what are you? What are you generating? And then work your way back I love your cartoon as well.
Speaker 2:That was from ages ago but you probably said a couple of times, just the picture of the telephone would pick me up. I, I make you money, it's just. It's always made me smile because the the, the so many people get to a point of. I remember I put a strategy in place with it with a client of mine number of years ago. The messages were perfect, never failed with anybody else, and I and I had a review meeting with him a couple of months afterwards and I said how did it go? It didn't work. And I said well, you got no responses. And he went no, I got lots of responses but nothing happened after that.
Speaker 3:I'm like man, just speak to them. It's such a funny thing, like I do a lot of posts and I did a post yesterday making fun a little bit of people being scared to make cold calls in 2024. And what is fascinating is how many people are so adamant that cold calling is dead. They don't want to make cold calls and like I'm not saying they generate the biggest, quickest results, but they do consistently deliver. But it's hard work. You have to make 50, 100 calls to get five percent conversion, ten percent conversion. But those are the conversations that create opportunities, that become sales. You have to like I can't go to the gym, do five minutes on something and expect to see results. I have to do 45 minutes or an hour to get the small amount of results that build and build and build Like it's. You have to put the hard work in and I think cold calling, whatever you're doing cold calling, emailing, social selling to get results you have to do good, hard, smart work. There is no shortcut. If you're going to make cold calls and you've got a really bad script, they're not going to work. If you're going to send emails and they're really poor copy and paste template emails, they're not going to work. Same for LinkedIn you have to approach it and you have to approach it. And this is probably part of the reason why a lot of people in sales aren't getting the results, because either maybe they would be better in a different role or they need better training, support and coaching. But when you can approach sales with that right mindset where it's like, okay, I'm going to make calls and I'm going to have really good conversations, I'm going to try and help people, or I'm going to send an email, I'm going to do some research and make sure it's really personalized, or I'm going to go on LinkedIn and I'm going to share content that gives value to my customers, these are the things that lead to the results.
Speaker 3:But I guess it's I call it switching off autopilot. I think when we go into sales autopilot mode, chris and you'll appreciate this I always describe it as the sell me this pen. When you tell anyone most people to sell sell you the pen they go into autopilot mode. Chris, this is the best pen ever. It does all these amazing things. This is why you should buy it.
Speaker 3:This is like bizarre stereotype sales autopilot when you switch it off. And if you said to someone look, can you help this person find a better pen? Then we approach it differently. Okay to chris, tell me what pen are you using at the minute? What do you? What do you use it for? How do you find it? What do you like about it? What do you wish it could do? Then we start to sell and it's switching off autopilot in every part of sales and approaching in a different thing. But, like you and I know, ultimately it starts at the top. That has to start with the ceo, has to start with who they have in sales leadership, who they're hiring, who they're training all those things absolutely and you know it's a phrase that I have in all my pieces about um, because prospecting is heaped in the same header as selling.
Speaker 2:Everything's called selling, yeah, and prospecting is. Selling is when you actually get a chance to sell something, and prospect is when you're actually trying to find the people to sell it to. You know, and and in prospecting, the two things I don't think should be in prospecting are selling or or surprises. If you can, if you can avoid both selling and surprises in prospecting not saying that you don't mention anything, but as soon as you start carrying away the horses without surprises or selling, you know it's that email that as soon as you open it, somebody starts selling, that you either go, oh, no, delete it immediately, no, and I think what I love about your approach is that, because neither is ever trying to come down on the fact that cold calling doesn't work or the you know cold calling is dead or anything like that. It's just. It's just a stupid argument. That's. That's gone on far too long.
Speaker 2:But even when I was selling photocopiers in the 80s, 90s, when there was no mobiles and no emails, there were ways to warm things up before you got to the selling. You know it didn't have to be a surprise, it didn't have to be a sales pitch before you actually sold the thing you wanted to sell. And I think, if you do it correctly and you follow those steps that you know in all your books you mentioned was particularly with linkedin that's the beauty about the platform and the way that you help people on the platform to sell is that by the time you get there, they haven't been surprised, they haven't been sold to, but they know where they're going, you know and, and so that phone call it might be cold because you've never spoken to them before, but at least they know who you are because of your approach.
Speaker 3:That's the power of it, chris. And again, it's a very different mentality. But you want to pick up that phone and they say oh Dan, I love your content on LinkedIn. You know, really love to chat like that as a salesperson. When does that happen? What do you have to do to get there? You just have to be consistent and give value on LinkedIn. And this is where it all interconnects the LinkedIn, the social selling, the cold calling, the emailing. It's all in this sort of lovely little group that if you can do it right and approach it in the right mentality, it's so fruitful. But again, a lot of people go into it with their sales autopilot hat on and they go onto LinkedIn and it's spammy LinkedIn messages. They're resharing the corporate content and it's not going to deliver anything ultimately.
Speaker 2:I think the first time I ever saw you do something. That was a light bulb moment for me. I thought it was really clever, but we were speaking at an event in Estonia together.
Speaker 3:That was just about. That came up on my memories. I don't know if that was five, six years ago, but it came up because that was, I think, my first international speaking gig and I saw the picture come up. It was a great gig wasn't it?
Speaker 2:it was a very nice, yes, fabulous, fabulous event and um, but you on that massive screen because it was at the movie museum, so we were actually in our presentations, were up on cinema, on a cinema screen. You talked about your sales maze and I just thought that was so clever because it just visually just points out or you explain it because it was you that mentioned I'm not going to steal the author then- that maze was is one of those things that's definitely lasted.
Speaker 3:I still get people talking about it now and again. It's just my way of trying to help interpret. You know how I see things, but it was one of those finger mazes where you've got multiple doors going in. You know, mostly to mostly to a dead end. One leads to the, to the middle, and I repurposed it as the prospecting maze and that every single prospect sits within their own unique maze and we each have different preferences. So the whole point of the different doors going in is, as an example, if you were trying to sell to me and I'm sitting in the middle of that maze, the cold calling door leads to a dead end because I don't answer cold calls. I don't answer calls from unknown numbers and, bear in mind, I used to be a cold caller and spent years making tens of thousands of cold calls. That's just my personal preference, but there's a link. It's because of that.
Speaker 3:That's how we know how to avoid but for some people, the cold calling door will be what connects them, because they don't use linkedin, they don't like their email inbox, but they prefer to just pick up the phone and answer calls. So everyone has different preferences and, as a salesperson, to maximize your reach, you have to be using as many of these different doors, which are things like email, phone calls, video, linkedin, social selling, post, post, networking events, you know, and there are more and more doors coming in, which is great for salespeople because it gives us more and more tools to open doors with our prospects and customers absolutely wonderful and so we were talking about ai as as being a great thing, but but sort of in in impinging on, uh, the uniqueness of people and creativity.
Speaker 2:But there's lots of things out there for an old man like me who's missing out on with regards to companies that are popping up all over the place. Tell me some of the ones I'm missing at the moment, because I know that you've always got your finger on the pulse of this kind of stuff.
Speaker 3:Yeah, I mean I've been using different tools for years, from before having my own business to working with huge sales teams. I think the few tools that I different tools for years from before you know having my own business to you know working with huge sales teams I think the few tools that I'm loving at the moment pipe drive CRM is my favorite CRM. I've used all the big name CRMs and some of the small name ones, but pipe drive was the first one actually built for salespeople and you and I were talking about this earlier. You know I've used a lot of CRMs where it's it's a chore, it's complicated. I mean you sort of talked it like a huge, like in-flight dashboard for a pilot, like just crazy whereas pipe drive is actually quite simple, really customizable, really intuitive, and so I actually enjoy using it, which then means I get much more benefits from it so important to be.
Speaker 2:Most salespeople don't even want to fill in their own expenses. You know, never mind the zero.
Speaker 3:No, exactly, exactly. So if you can make it easy for them to use, they use it more, which means they get more from it. One of the ones I started using a couple of months ago, which still blows my mind, is a platform called otterai and it just transcribes your calls, your video calls. But it's so good so I mean I literally had a video call before we jumped on this chris and otter's. It sits there on the call with you, transcribes it perfectly. By the way, most transcription things make tons of errors literally perfect. Then, after the call, it sends me all the transcription plus it summarizes it for me. So here is the summary of your call, plus here are the action points that you made on the call.
Speaker 3:So who's going to do this, who's going to do this, who's going to do that? In a list with check boxes, like instantly, I get that. So and I get it. The person or whoever else is on the call gets it. Oh my God. A it saves me countless time writing notes. All the time I would have spent doing that manually, but it also is doing it, and this is where AI is helping me, because it does it at a detail level that even I wouldn't do myself, because it is able to listen to everything and listen to all those key points better than I humanly could sure. So I'm writing I'm writing.
Speaker 3:I'm a big note taker, but writing notes and being attentive it's not easy well, the person I was on the call with was literally, oh sorry, I'm just writing notes. And I said, oh, don't worry, my note taker's here, you'll get the whole thing. And they're like, oh, and, that allowed us to both be more present in the call, which meant we got more for it. So it's kind of one of those win-win-win scenarios. But this is the sort of technology.
Speaker 3:The last tool I'm using that I'm really loving is a cool, a tool called twain, which is an ai writing tool for emails, sales emails and messages, and this is what we were talking about earlier, chris. You program it, so you tell it who is your persona, who are you trying to message. Then you tell it and who are you. So what's your company name, what do you provide, what problems do you solve? Share some examples of results you've generated for companies? So you really mold it around your core messaging and then it creates targeted, personalized messaging and it's pretty phenomenal, yeah, and optimized as well for things like subject lines and deliverability and all those wonderful things. So this is these are the exciting things that I I definitely see a an exciting future with, because it helps me be better and that's what I want technology to do not be a chore, not be something that's complicated and hard to use, but ultimately makes my life easier and allows me to do my job better and amen to that.
Speaker 2:I think how it sounds, because I have a. It's only early on in the week that we're having this conversation and I have already had two emails in in the last 24 hours that both wrote to me to sell me something, and each email called me a different lady's name, which is, I mean, you know, I got a letter from through the post a couple months ago that started off with take this tea bag, sit down and read this proposal, and they forgot to put the tea bag on it, and I'm just like that's what that's because I got your hopes up on a tea bag and now they don't even give you that.
Speaker 2:Oh my yeah, that's disappointing the fact they thought I couldn't afford my own tea bag. Things are bad, chris. There's a tea bag while we tell you how we're going to take at least a thousand times more than a teabag costs off you. So, and finally, so because, unfortunately, 30 minute show, we're coming to the end of our time together, dear boys, so that's flown by, and any last genius moments that have happened over the last six months that you thought you know what? That is an absolute key, but anything you can share with us to make us all better salespeople, my friend.
Speaker 3:Do you know what? We are in a very small window of opportunity with LinkedIn where organic reach will soon become really really hard to capitalize on it. Linkedin is very much becoming a pay-to-play platform like every other social network. So there is a window. I would give it one to three years maximum if we're lucky, but definitely give it one to three years maximum if we're lucky.
Speaker 3:But definitely I think 2025 is going to be a crucial year that I would recommend anyone listening to this, regardless of what role you're in whether it's sales leadership, you're a business owner, entrepreneur just start growing your audience and building your brand on LinkedIn. It doesn't cost you anything. It will take a bit of time, but you can do a lot with 15 to 30 minutes a day. But I would really invest in growing your network. So adding lots of people and driving people to add you, sharing content, becoming more vocal, commenting all these wonderful things that would be my light bulb thing and, as simple as it sounds, if you did that consistently for a year, that's going to have a huge value way into the future.
Speaker 3:But now's the time to invest in the foundations of all things LinkedIn and social selling because give it a few years, it's going to be near impossible. You and I, Chris, I couldn't go onto Facebook now and build a successful business brand on there. It would be impossible without spending thousands or tens of thousands on ads and things like that. Linkedin's heading in that direction and we're already seeing organic reach start to wobble a little bit, whereas it's been very fruitful for the last five, six years. I would recommend people who may have been on the fence or thinking about it or, you know, going a little bit here and there with it, now's the time to you know, put a bit of dedication to it and, honestly, I think your future self will thank you for it.
Speaker 2:Wonderful so so what have you got coming up? What should we look out for, and where does everybody find you?
Speaker 3:well linkedin, funnily enough, is a great place to find me, daniel disney look for the guy in the red social selling t-shirt. This year, my fourth book came out, which is 500 linkedin content ideas and 100 chat GBT prompts. So I'm kind of working hard to help spread that out, but I'm about to start writing book number five for next year. I won't be able to give away too much on that, but keep an eye out. Again, my passion, as you said, chris, is to help people capitalize on LinkedIn, and so each book I publish is designed to help with that. My podcast is, um, something that I've been pushing a bit this year, the social selling podcast, of which, while we're here, chris, would love to formally invite you on as a guest. We'd love to have you online and we can chat a bit deeper about all things uh, all things linkedin, but that's available, um, on most podcast networks.
Speaker 2:So, yeah, go check that out wonderful ladies and gentlemen, um, thank you so much for joining us this week and, uh, thank you to my very special guest, mr daniel disney.
Speaker 3:Thanks, man chris, thank you for having me.
Speaker 1:This has been wonderful, as always thank you for visiting the extremely successful sales club. If you would like more information regarding our training events for salespeople and their managers, would like Chris Murray to work with your team directly or speak at your next conference, then please get in touch by visiting us at SuccessfulSales Club, where you will also find the archive of all previous podcast episodes and many more freely available resources. Until next time and to your success, thank you.