Hi there, it’s Thibaut.

In today’s newsletter, I’m going to share how you can get deals back to life if you’re selling an Enterprise solution. When I was an Account Executive for a tech company (it was back in 2018), I was selling a mobile measurement solution to companies on the French market.

The product was super fancy, and it integrated with most marketing measurement platforms on the market. But in France, it was common to have to build integrations with platforms the engineering team in the US had never heard of.

And France not being a massive market for the company, these integrations were never built, which meant I was losing 50%+ of my deals.

The big problem

When you’re selling an Enterprise solution, it’s not uncommon to have business buy-in really quickly. User buyers are excited to get working, and the deals often seem promising in the early stages.

Then comes procurement, legal, compliance, and tech review. This specific point is where things tend to go wrong if you don’t have the integration.

Let’s take a concrete example we often see in sales. We all work with a CRM, which is our single source of truth. But we also work with a sales engagement tool which is our source of truth for prospecting. We have tons of integrations to help us push the data from the sales engagement tool to the CRM. But if the integration isn’t built, both systems work in silos, creating a ton of problems for salespeople and their managers.

This is way too common when selling a tech solution. I’ve seen it in crowdtesting, headless CMS, HR tech, etc. And I’m not the only the one:

Hi there, it’s Thibaut.

Welcome to the Remote Sales Playbook.

In this newsletter, I primarily cover:

• How to create solid prospecting systems and routines (that get your 30%+ reply rates)
• Tips, tactics, and strategies to help you work when, where, and how you want (as a remote salesperson)

But I’ve been writing this newsletter for a while now, over 3 years!

And I want to make it as easy as possible for you to find issues that are most relevant to you.

So, here are some of my favorite issues… organized by topic.

How to create solid prospecting systems and routines (that get your 30%+ reply rates)

The topic I probably write about this most is prospecting.

So, if you’re looking to finally get prospects to pay attention to your messages and/or reach your prospecting targets I’d start here:

• How many prospects you should contact every day: A simple formula to find out how many prospects to contact daily if you want to reach your targets.
• How I booked 12 meetings with this simple LinkedIn connection request: A killer connection request template for LinkedIn.
• 5 steps to building your prospecting routine: A playbook to make sure you prospect the right way.

Tips, tactics, and strategies to help you work when, where, and how you want (as a remote salesperson)

Finally, a personal favorite topic of mine is independence. I love sharing tips to help salespeople diversify their income streams, and get more freedom.

So, if you’re looking to start building a life in your own terms and/or diversify your income, I’d start here:

• If you’re a remote salesperson, you need to read this: A must-read if you’re working remotely and got used to setting your own rules.
• 5 side gigs you can land right now: 5 concrete ideas to start working for yourself on the side.
• How to avoid burning out as a remote salesperson: A simple resource to help you organize your time (and set boundaries) when working remotely.

In today’s issue, I’ll show you how to set up your LinkedIn profile for sales. Most salespeople’s LinkedIn profiles are optimized for finding a new job, not for building trust with prospects, and book meetings as a result.

But your LinkedIn profile is like a landing page. There are a few key elements you need to optimize to make sure prospects notice your profile, and find all the information they need to make a decision to answer your messages (if you’re doing outbound), or contact you to solve a problem.

Here’s how, step-by-step:

Step 1: Have a catchy LinkedIn banner

I like to think of a LinkedIn banner like a highway billboard. It’s free real estate on your profile, and it can be used to get your prospect’s attention.

When prospects go to their “My Network” section, this is what they see:

n today’s issue, I’ll show you how you can find 10 prospects to add to your sequence every day. I’ll share how you can find relevant prospects and extract their emails to add them to your prospecting sequence.

Most salespeople struggle to stay consistent when prospecting. And they are inconsistent because they don’t know where to find prospects, or they find them, but they can’t validate the email, or they waste a ton of time writing a cold email, without knowing if it will go through or bounce.

I’ll show you to avoid that, step-by-step:

In today’s issue, I’ll share what you can do to make Q4 your best quarter of 2025. Q4 is go-time in sales. This is the time when everyone is back from their summer holidays (even people without kids), remaining budgets have to be spent, and 2026 budgets are being decided now.

But most salespeople take it easy in October. They think they have 3 months left to make their targets, but they don’t realize we only have 60 business days to go. And forget doing anything but chasing deals between Christmas and New Year.

That’s why I’m going to share a simple 3-step process I’m putting in place to close $450,000 in Q4 (so you can copy it):

Step 1: Do an ambition check

The first step to reaching your goal is to do an ambition check. It’s the exact opposite of a reality check. Instead of focusing on all the things that can go wrong, all the limits, all the delays, you focus on setting a big, bold, ambitious goal.

For me the ambitious goal is to close $450,000 in Q4. I’ve never done that since working for myself, but the traction I get as a sales creator agent makes me believe it’s possible (it will be hard, but I can do it).

Step 2: Write down weekly goals

I have recently started writing down weekly goals and the results have been impressive. I had the goal of selling $30,000 in September, and I ended up closing $61,279.

This all comes down to writing goals every week. I don’t know exactly what’s at play here, but it wired my brain to relentlessly hunt for opportunities, versus letting business come my way for the last 2 years.

And I insist on writing goals with a pen on a paper. Having a goal in your CRM isn’t enough.

I’d also encourage you to account for the Holiday season. It’s quite hard to close anything between Christmas and New Year and there’s a big gap for Thanksgiving too.

For me, the goal is to close $40,000 every week. If you multiply by the 14 weeks remaining as I’m writing this newsletter, I could reach $560,000. This gives a good margin if my month of December is slow.

Step 3: Save 30 min to prospect every day

Finally, all this planning is worth nothing without action. If you’ve been reading me for a while, you know I love my prospecting routine. I start every single weekday with:

• follow up with prospects in active sequences
• find 5 to 10 new prospects to contact
• add them to the sequence

All this takes 30 minutes or less per day, and it’s the healthiest habit you can develop when working in sales. And let me be clear. Prospecting doesn’t mean going for long shots and CEOs of Fortune 500 companies. It’s about contacting people you already know, old customers, partners, friends, etc.

Your goal should be to start conversations so you can understand if the person in front of you has a problem you can solve, or knows of anyone who has that problem.

And these are the 3 steps you can follow to make Q4 your best quarter of 2025. Set ambitious goals, break them down into weekly goals, and prospecting every day for 30 min.

Hope this helps.

Cheers,

Thibaut Souyris