*This episode was recorded during our Soundcheck days — now proudly rebranded as GTM Insider.

TL;DR

• Social selling isn't a shortcut—it’s about genuine relationship-building over time.

• Content should help, educate, and inspire—not pitch or spam.

• Personal branding creates a reputation that opens doors before outreach begins.

• Consistency and authenticity matter more than viral hits.

• Creativity and personal storytelling set top sellers apart on crowded platforms.

• Sales leaders must lead by example on social platforms to inspire their teams.

• The future of social selling will reward better messaging, personalization, and creativity.

• Your online network and brand will increasingly influence pipeline, partnerships, and promotions.

In this episode of The Sound Check, Daniel Disney—founder of The Daily Sales and leading social selling expert—shares how building your brand and mastering digital networking can completely transform your sales career. He breaks down myths about LinkedIn, shares his own early mistakes, and reveals what it really takes to stand out on a noisy platform.

Social Selling Before It Was Cool

“I was using LinkedIn before anyone called it social selling,” Daniel says. Early on, he faced ridicule from traditional sales peers, but saw the opportunity to build relationships digitally.

Instead of selling, he focused on helping, networking, and growing a valuable online presence.

This thinking mirrors the psychology of modern buyers who expect more than just cold outreach.

Value Over Virality

Daniel shares that early posts were often ignored—but he stayed consistent. “It’s not about likes. It’s about helping one decision-maker at a time.”

Rather than chasing vanity metrics, he advises focusing on consistent, value-led posts that educate your target audience.

Learn more about building a winning personal brand and simplifying buyer trust.

Multi-Thread Your Relationships

One key advantage of social selling? You can build touchpoints across multiple decision-makers before an opportunity even arises.

Daniel encourages sellers to comment, share, and engage with wider buying teams, not just one champion.

We explore this further in our guide to multi-threading modern B2B deals.

Create Digital Rooms for Connection

“Treat LinkedIn like a networking event, not a cold call list,” Daniel urges. That means creating content hubs, communities, and spaces buyers want to join.

Today’s most effective sellers blend digital networking with tools like digital sales rooms to deepen relationships.

Find Your Personal Voice

Standing out on LinkedIn today requires creativity and personality. Daniel suggests sellers should share their passions, analogies, hobbies, or stories that buyers can connect with.

It's not about mimicking influencers—it’s about building a brand that's distinct and memorable.

Learn how content-led selling strengthens your relevance without relying on pitches.

Final Thought: Personal Brands Are a Must, Not a Maybe

Daniel’s final advice? Start before you're ready. “The best time to start was yesterday. The second best time is today,” he says.

With the right mindset, consistency, and creativity, social selling isn’t just a nice-to-have skill—it’s becoming the backbone of modern sales success.

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