Hi there, it’s Thibaut.

In today’s newsletter, I’m going to tell you more about why I love working with remote parents. I became a dad a bit more than 3 years ago and I now have 2 little boys that fill my days with joy (and a lot of noise, mess, and sometimes stress).

Before being a parent, I never understood what it meant to have kids running around your house. It’s especially complicated when you work from home, because sometimes kids are around but they don’t really understand why they shouldn’t disturb you.

But these constraints also give parents skills that I really appreciate. Here are 3 of them:

Reason 1: They focus on outcomes

When you have a family and you work from home, being in your home office from morning to night without having to take care of your kids at some point of the day is impossible. They typically wake up early, run around filled with energy, and come back to haunt you after school.

This means you only have a few hours to get your work done (when they are at daycare or at school). This helps parents prioritize activities that move deals over useless gossiping, virtual happy hours, or meetings that could have been an email.

I’m currently working with 3 people and they are all dads who know how to take responsibility and do what needs to be done.

Reason 2: Their work isn’t their top priority

I absolutely despise the hustle culture. People who make their work their whole identity typically end up burnt out and they hurt people around them. I found that most parents don’t have that luxury. They have kids to take care of, school obligations, and most of them try to be as present as they can for their kids.

This creates a great culture where people focus on being the most productive they can when working, so they can be 100% present for their families when the home fills in with laughters and priorities shift.

Reason 3: They know how to deal with stressful situations

If you have kids, you get stressed every single day. Not because you’re in a dangerous situation, but because kids sometimes create enormous amounts of resistance, which can be quite annoying. Do that a few dozens of times per day and you end up dysregulated and stressed.

Parents with experience learn how to stop this negative cycle and find solutions to stop kids from driving them crazy (google Slow, Low, and Listen if you still need help with that).

These skills are extremely useful in the world of sales. Prospects throw curveballs at us every day, and the pressure to perform can be immense. Having kids teaches you how to put all of this in perspective.

And these are 3 main reasons I love working with parents. The experience of raising good people (or at least trying) is a constant challenge, and it forces you to focus on moving deals so you can provide for your family and be there for them.

Hope this helps.

Cheers,

Thibaut Souyris

Hi there, it’s Thibaut.

In today’s newsletter, I’m going to share 3 lessons I learned from closing $146,418 in 2 months. I have accidentally started a Sales Creator agency since September 2025, and the results are way better than I expected.

If you know me, you know I love trying new business ideas all the time. I’ve been a sales consultant, a trainer, a coach, a creator, and I even launched a car wash. All these businesses were doing OK, but the Sales Creator Agency is the first business that is taking off way faster than I expected.

For the first time in my career, I’m overwhelmed by the opportunities that came my way (I’m so used to fighting for business, this feels weird). Here are 3 big lessons I got from these 2 months:

Lesson 1: Big problems = big money

I knew about this one for so long. When you uncover and solve (a part of) a big problem for your prospects, they typically pay you more. I’ve been training salespeople on this concept for years, but the products I was selling were always solving vague, unclear problems.

Working with sales creators and brands is way different. This space is so new that everyone is learning as they go. Creators struggle to find brand deals, manage the back-and-forth with brands, or getting paid fairly. Brands struggle to find creators or sometimes have a hard time dealing with big egos.

But one thing is certain, the ROI of working with influencers is massive. I’m regularly seeing 600% ROI for brands, and every B2B brand is now trying to work with creators.

Lesson 2: In a gold rush, sell shovels

In my opinion, we’ve entered the Golden Age of B2B influence. And in a gold rush, sell shovels. As a creator myself, I could go on and try to maximize how much I get paid per sponsored posts, but the leverage I get by selling a tool (the bridge between creators and brands) is way bigger.

It’s also a good way to reduce the risk of being a creator. If I get kicked out of LinkedIn tomorrow, I can still close deals for my creators. Just like in the gold rush in the West, the people who will make the most money aren’t the creators (they will still make a lot), but the people selling the tools and solutions that drive the creator economy.

Lesson 3: Information is everything

Finally, being an agent has put me in a situation where I’m getting to work with all the actors of the sales creator economy. I deal daily with creators, brand managers, CEOs, agencies, etc.

These daily interactions give me a ton of insights on the market. How much brands are spending, how they are working with agencies, how much creators expect to get paid.

All this information shapes an understanding of the market that helps me identify what is a good opportunity and what is a bad opportunity. It’s a true luxury to be in that position because I get to have a massive impact on the market and the prices.

And that’s it. These are 3 key lessons I got from closing $146,418 in 2 months (mostly in sponsored content). It’s all about solving a big problem, selling the services to solve this problem, and being at the middle of every transactions.

Hope this helps.

Cheers,

Thibaut Souyris

Hi there, it’s Thibaut.

In today’s newsletter, I’m going to tell you more about why I need a break from working remotely. If you’re like me, you’re spending a good part of your day making deals happen from your home office (mine is in my son’s bedroom).

As amazing as working from home can be, it’s also really tiring. When I was working from an office, I would take regular breaks, but working now I’m locked in from the moment my kids are at school to the moment I pick them up.

Here’s why I think working remotely is the best, but why it should come with breaks (in the form of business trips):

Reason 1: I am an extrovert

I’m a social person by nature. Being around people gives me a ton of energy and motivation. However, I can also turn into The Grinch when I don’t want to be around people. This means working from home gives me total control over my environment.

If I want to be focused, I can close my door and I’m in the zone. This works great 95% of the time. But sometimes, I need stimulation from other people, and running online calls doesn’t cut it.

That’s why having regular breaks in the form of business trips is something I’m excited for. As I work for myself, I don’t need to report to a boss, and I can organize my trip as I want it.

Reason 2: Real-life connections generate opportunities

Business trips has a massive impact on the opportunities I can generate. If you’ve been following me on LinkedIn recently, you know I recently became a sales creator agent. I would have never thought of this if I hadn’t met creators in real life during my Sales Creator Content Party in Berlin.

I’m traveling to Montreal and Toronto in two weeks, and announcing it has already booked me meetings with customers, prospects, and creators. Meeting people in real life is a great way to solidify relationships and add some human touch to doing business.

Reason 3: Making deals happen remotely is tiring

Finally, my deal flow has been accelerating these past 2 months. I have closed 35 deals since the beginning of September, and it can get pretty tiring to deal with the negotiation and back and forth while working alone.

It’s also really hard to switch off when there’s no physical separation between your work and your home. I get to do what I want, when I want, but I’m also constantly on (even on weekends).

I can’t wait to travel so I can be consistently on, but in another space.

And that’s it. I wouldn’t trade working from home for anything else, but I’m happy to travel for business once a quarter so I can meet the people I see every day online, and turn a virtual relationship into something more human.

Hope this helps.

Cheers,

Thibaut Souyris

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

In today’s issue, I’ll share how I built $98,576 in pipeline in the last 3 weeks, and how I closed $50,432 in the same time frame. I’ve been working for myself for 7 years and these have been the most exciting 3 weeks since I left the last job I ever had.

2025 is a rough year for most salespeople. Budgets are slashed everywhere, layoffs happen daily, and economic uncertainty prevents a lot of businesses from making purchasing decisions.

But not everything is going wrong. The basics of prospecting and sales still work, and buyers are still making purchasing decisions to solve their problems.

Here’s how I manage to build all this pipeline in 3 weeks only:

Step 1: Build a monthly plan

For the last 2 years, I’ve been working without discipline. I was in a period of my life where I didn’t really feel like pushing to work more, so I took work as it came. In September of this year, I decided to do things differently. I started the month by giving myself the public goal of closing $30,000 in September.

I broke down this goal into smaller goals and I listed 4 ways I would make money:

• Agent work
• Affiliate revenue
• Sponsored content
• 1:1 coaching/training

With these 4 revenue streams, I had a clear idea of what I needed to sell, and what type of message I would need to use in my prospecting.

Step 2: Write down weekly goals

My first week started pretty well, but I got lucky. I was at the end of a sales process that had started in August, and I closed $4,000 with a brand to create a video, 1 sponsored newsletter, and 2 LinkedIn posts.

I also had asked one of the companies I’m an affiliate with if they could recognize a deal they closed thanks to an online course one of my customers took. They accepted, another $4,200 closed on my first week.

But on the first Sunday of the month, I realized that my first week was a lucky shot. So I decided to write down my goal to make $10,000 on the second week in my notebook. And that week, I closed $32,630! I then skipped a week (don’t ask me why, I don’t know myself) and I didn’t close anything that week (not surprising).

So I wrote down $20K on my notebook on Sunday, and I closed $6,250 at the moment of writing (with another $14,944 I can potentially close before Sunday). Writing down your goals really work!