In this milestone episode of "Mastering Modern Selling," we celebrate our 100th episode by bringing back Daniel Disney, a leading expert in social selling, and welcoming special guest Kristie Jones, author of Selling Your Way In.

Together, they explore the latest trends and insights in leveraging platforms like LinkedIn, while also diving into personal development for sales professionals.


1. The Role of AI in Sales:
Daniel emphasizes the growing importance of AI in social selling, particularly in content creation and messaging. While AI can make sales processes more efficient, it's crucial to humanize AI-generated content to maintain authenticity.

2. LinkedIn Algorithm Changes:
The LinkedIn algorithm has become more stringent, favoring quality over quantity. This shift is pushing out repetitive and low-value content, making it essential for sales professionals to focus on creating genuinely engaging posts.

3. Balancing Efficiency and Effectiveness:
While AI can help streamline tasks, Daniel warns against relying too heavily on it. Effective sales still require a personal touch and strategic thinking, especially in building relationships through platforms like LinkedIn.

4. Kristie Jones on Personal Development in Sales:
Kristie introduces her new book, Selling Your Way In, which focuses on personal development for sales professionals. She highlights the importance of understanding your unique strengths and choosing the right sales role to maximize success. Her practical advice on how to "own your income" resonates with aspiring top performers in any sales organization.

5. Avoiding the AI Trap:
The rise of AI-generated comments and content on LinkedIn can lead to a synthetic experience. Both Daniel and Kristie advise sales professionals to be cautious of over-automating interactions, as this can erode trust and authenticity.


As AI continues to transform the world of social selling, it's more important than ever to balance efficiency with effectiveness. With Daniel Disney's insights on the evolving sales landscape and Kristie Jones's focus on personal growth, this episode offers a well-rounded perspective for modern sales professionals.

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson V. Heady, and Tom Burton ignite a challenge for every CEO: step up and own your presence on LinkedIn.

This isn't just another task on your to-do list; it's your stage to lead, inspire, and drive your company forward.

LinkedIn: Your Leadership Stage

LinkedIn isn’t just for networking—it’s where you lead by example. Show your team and the world what true leadership looks like by being visible and active on the platform.

Build Trust Through Authenticity

Use LinkedIn to connect with your audience on a personal level. Share your journey, your insights, and your vision. People follow leaders they trust, and your presence on LinkedIn can foster that trust.

Turn Activity Into Opportunity

By sharing your thoughts and engaging with others, you create opportunities. Each post, comment, and interaction can attract new business, partnerships, or talent.

Expand Your Influence

Engage in meaningful discussions, share your knowledge, and become a voice in your industry. The more you give, the more you grow—not just in followers but in real influence that impacts your business.

Embrace Your Role

If LinkedIn feels like a chore, shift your mindset. This is your chance to be the face of your company, to set the tone, and to inspire not just your team but your entire industry.

This episode is a rallying cry for CEOs to take the lead on LinkedIn. By showing up with authenticity and purpose, you can drive success and set an inspiring example for others.

Don’t miss out on the full episode for more insights and real-world examples that will help you own your space on LinkedIn.

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Alice Heiman, a renowned expert in B2B sales strategies. This episode is a must-listen for sales leaders and executives aiming to avoid common pitfalls that can unknowingly prevent sales success. Here’s a sneak peek into the key takeaways:

1. Don’t Be a Sales Preventer: Alice highlights how CEOs and sales leaders might unintentionally become obstacles in their sales process. She emphasizes the importance of recognizing and removing these roadblocks to drive growth.
2. Quality Over Quantity in Outreach: In an age where inboxes are flooded, Alice stresses the significance of sending high-quality, targeted communications over mass outreach. Personalization and relevance are key.
3. Referrals First Approach: Alice advocates for prioritizing referrals as a cost-effective and powerful way to accelerate sales, ensuring that your team leverages existing relationships to open new doors.
4. CEO’s Role in Sales: She discusses how CEOs must actively lead and shape a customer-focused sales culture. This involves understanding the evolving needs of customers and ensuring that all departments align with these needs.
5. The Importance of Employee Experience: A delighted employee creates delighted customers. Alice underlines that a positive employee experience is foundational to achieving outstanding customer service and, ultimately, better sales outcomes.

In conclusion, this episode is packed with practical advice on how to enhance your sales leadership and culture.

Don’t miss the full episode to explore these insights in detail and start transforming your sales strategy today.

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter