In today’s newsletter, I’m going to do a wrap up of my year 2025. A ton of things happened to me in 2025, and it was a pivotal year in my career. I initially started the year with a hybrid positioning, making money from brand partnerships and 1:1 coaching (and a few occasional purchases of my online courses).

To be completely transparent, the first half of 2025 was one of my worst performance since I started working for myself. I was coming out of a failed rebrand that consumed most of my year 2024 (I was trying to help salespeople leave their job and work for themselves), and I was feeling more isolated than ever.

But the second half of 2025 brought a new dynamic to my career, and it led to my most successful quarter since I started working for myself.

Here’s the timeline of my year:

Q1: Slow start

2025 started really slow for me. I was mostly running coaching calls with customers and I had no clarity over my positioning. I was helping people do outbound prospecting, prepare for sales job interviews, or help them solve whatever problem they thought I could help with.

I was also doing sponsored posts with brands on LinkedIn and on my newsletter. This part of the year was extremely slow for me. I was preparing for the birth of my second son, playing golf and cruising at a pretty low level. I wasn’t really inspired to do much as I was also focusing on developing my at-home car was business (which I ended up closing a few months later).

Q2: Video content strategy

In early Q2, I tried to develop a video strategy to differentiate myself from other sales creators on LinkedIn. I hired a video crew, shot some videos in my kitchen and in my office, and shared them online. Overall, the strategy was not successful because the ROI wasn’t good enough for the time and money spent.

My son was born in late April, so I switched my focus to welcoming him in our life and taking care of my first son and my wife. It was a beautiful moment and I’m really happy my business wasn’t taking too much of my time so I could focus on my family.

Q3: Sales Creator Content Party

Every summer, we go to Europe to spend 2 months with my family between France, Switzerland, and Mexico. This change of scenery was really welcome and it helped me come up with a new concept: my Sales Creator Content Party.

I wanted to organize a party with my friends in Berlin, and I decided to finance it with a sales creator content party. I initially thought of this concept so I could host my friends from Berlin, without breaking the bank.

And it turned out amazing. The event was a real success, and I got to spend time with a lot of creators for a whole day.

Then, something totally unexpected happened.

I was having conversations with creators and all of them were telling me about the difficulty they had to find brand deals, negotiate them, or manage all the admin involved in working with brands.

That’s when I had the idea of becoming the Sales Creator Agent.

Q4: The Sales Creator Agent

Q4 was a revelation for me.

I had been finding, negotiating, and closing brand deals for myself for more than 3 years. If I could do it for myself, I could do it for other people. The first creator I represented was Jan Mundorf. Then he introed me to a few other people, who introed me to other people until reaching 40 creators represented at the moment of writing this newsletter.

3 months later, we have closed $240,000+ in sponsored content, I have 2 agents working with me, and a Head of Operations. Not only did I close more in Q4 than I did in 2024 and the first 3 quarters of 2025 combined, but this also helped me develop solid relationships with amazing sales creators and my team.

2025 was a great transition year for me. For the firs time since I started working for myself, I found a niche and a business model that are completely natural for me. I get to build a community of sales creators while helping them monetize their audiences.

Can’t wait for what 2026 will bring!

Cheers,

Thibaut Souyris

In today’s newsletter, I’ll share 4 simple steps you can follow to book meetings with people in your network. Keeping your network engaged is a great way to generate opportunities, especially when you need to create opportunities quickly before time runs out (it’s mid-December as I write this newsletter).

When you go to your network to start conversations, you’ll get a lot more replies, land potential introductions, and you’ll find more opportunities as a result.

Here’s how, step-by-step:

Step 1: Build a list of prospect

Start by building a list of people you would like to be introduced to. For example, one of my coaching customers has created a list of potential businesses he’d like to work with, and the people he wants to speak to in these businesses.

When he left his job to start working for himself, he made a list of 15 – 20 companies he was interested in working with. He would look for 2, 3 people inside of the organization, and he ended up with a list of 40 prospects.

Step 2: Build a list of people you can intro you

Once you have completed your list of introductions, you can create a list of referrals for these introductions. Go on LinkedIn, and consult each prospect’s profile individually. You should be able to see if you have shared connections.

List who could introduce you to these people. For example, I landed my first two consulting contracts thanks to an intro from my friend Pierre-Yves. He introed me to the COO of a Foodtech company, as well as the CEO of a Fintech company.

In some cases, people who can intro you may not have direct access to a prospect from your list, but they may know about other interesting people. For instance, after speaking with another friend, he didn’t know anyone from my prospect list, but he introduced me to two founders from his VC fund’s portfolio.

Step 3: Build your introduction sequence

By now, you should have a list of friends and acquaintances to contact, as well as a list of potential introductions to ask them for. Your next step should be to create a structured sequence to help you stay organized when asking for introductions. This sequence typically includes:

• A set of steps (touchpoints) to send
• A channel and media for each step
• A cadence (number of days to wait between each touchpoint)
• A message for each touchpoint

Here’s an introduction sequence example:

Step 4: Build your referral sequence

The referral sequence is similar to the introduction sequence, but it focuses on asking for introductions from people you have had conversations with, typically from your previous introductions.

This sequence is useful because while most conversations may not lead to a deal, many of them can result in valuable introductions.

Here’s an example:

As you can see, using your network to book meetings isn’t about trying to sell your product. You want to start conversations with people in your network, to see if they know of people who have a problem you can help with.

A lot of the conversations you’ll have won’t end up on an immediate opportunity, but actively putting yourself out there will get you concrete results quickly if you stay consistent.

Hope this helps.

Cheers,

Thibaut Souyris

In today’s issue, I’m going to share how I plan to close $2,500,000 in sponsored content in 2026. It’s the first week of December and we’re working hard to reach $450,000 in total closed deals for Q4 2025.

The sales creator space is absolutely booming and it’s the first time in my career that I have an opportunity I really can’t miss. Here’s how I plan to make the most of it:

Step 1: Focus on low hanging fruit

I’ve been in sales since I’m 15 years old and I’ve never been in a situation where deals come our way so easily. When I started working with sales creators, I also created a collective concept. Instead of just representing sales creators, we invite them to a private WhatsApp community called The Sales Creator Collective.

With 35+ creators managed, we get multiple opportunities sent our way every day. Every time a creator sends us a deal to negotiate, we pitch the whole creator list. This turns a single, 4-figure opportunity into a 5 to 6-figure opportunity.

I’m expecting to generate 50% of our deals from this channel. The more creators we manage, the more opportunities we’re able to negotiate for the whole collective.

Step 2: Develop partnerships

The B2B creator economy is absolutely booming. We are working closely with multiple brand agencies and they send us strategic opportunities regularly. I initially thought they would be our competitors, but we actually work really well together.

They work for the brand while we work for the creators. They help us qualify opportunities by giving us a good idea of the budgets and we help get them in touch with creators quickly. This saves a ton of time for everyone, and it helps move deals faster than working individually with creators.

I’m expecting to get 30% of our deals from this channel.

Step 3: Prospect a key accounts list

Finally, we’re going to prospect key accounts where we see long term potential collaborations for our creators. Some of these accounts are also less obvious to work with (B2C brands, lifestyle companies, etc.) because they have never worked with B2B creators.

This will help us open new markets and test assumptions we have about the ROI these brands can get by working with sales creators. An example would be to organize a sales creator golf tournament and have golf brands and B2B brands sponsor this tournament to get exposure to salespeople (a lot of them play golf).

I’m expecting to get 20% of our deals coming from this channel.

And this is my plan to reach $2,500,000 in brand partnership in 2026. Focus on low-hanging fruits, develop partnerships, and be proactive with key accounts.

Hope this helps.

Cheers,

Thibaut Souyris

In today’s issue, I’m going to share the 3 timeless traits of successful SDRs.

I wrote a similar guide back in end of 2022 and while I was rereading it, I noticed that the traits of successful SDRs hadn’t changed at all.

When I started working in sales, being an SDR was just an entry-level job, and the ambition of most of them was to become an AE. Nowadays, being an SDR is an opportunity to create skills that can be used for a lifetime, document them, and open a sea of opportunities for financial, and personal development.

Here are 3 timeless traits of successful SDRs:

Trait #1: They protect their time

Being a successful SDR is 80% activity, and 20% creativity. Which means most of your time should be spent prospecting. Unfortunately, in most sales organizations, a big part of your day is wasted in meetings, chatters with colleagues, or breaks.

Successful SDRs know they won’t reach their targets if they don’t create a system to protect their time.

A good way to do so is creating time blocks. You can do it by identifying when you’re the most productive, and add a blocker into your calendar. I recommend adding 1 to 3 blocks of 60 minutes minimum per day. Ideally, your blocks should be at the same time every day, so your colleagues can predict when you’re available and when you’re not.

Here’s an example of a time-blocked schedule:

Trait #2: They prospect every day

Prospecting isn’t super glamorous. It’s a lot of repetitive tasks, yet it’s the lifeblood of every sales organization. If you can’t create enough activities, you won’t book meetings, and you’ll lose motivation.

Filling your time blocks with a constant flow of prospecting activities is how you avoid that problem. I recommend dividing your monthly goals into daily activity to get more control over your outcomes.

For example, if you’ve identified that you need to create 600 touchpoints (calls, emails, LinkedIn messages, etc.) per month, you need to divide it by the number of working days (in general 20 per month). In our example, you’ll need to create 30 (600/20) activities per day.

It’s a lot simpler to deliver 30 touchpoints per day every day than skipping days and having to play catch up.

Trait #3: They focus on the basics

There are a few basics when it comes to prospecting; knowing your Ideal Customer Profile, understanding their problems, and using them in your messaging.

A lot of SDRs I meet have no clue who their ICP are, what problems they are trying to solve, and how to communicate them properly. They end up pitching about their solutions, focusing on features, and getting no responses.

I recommend SDRs to build and ICP matrix (the type of company, and the job title), list problems and symptoms for each type of prospect, and use them heavily in their messaging.

Open your prospecting sequences and check if there’s any mention of what your solution does. If it’s the case, you’re most likely focusing on features, and killing your reply rates as a result.

And these are the 3 traits of successful SDRs in 2023 and beyond.

TL;DR:

1. They protect their time
2. They prospect every day
3. They focus on the basics

Hope this helps.

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.