Co-Founder & CEO at LeadHaste - a world-class B2B lead-gen agency that sends you ready-to-buy prospects so your team can spend time on what matters most: closing deals.

️Dimitar Petkov

My Christmas gift from Clay  arrived on January 20.

Because I forgot to add my country code to my phone number.

So my gift went on a world tour without me.

The package is packed with little GTM-engineer joy.

A “GTM Engineer Dept.” cap.

A blue “Data Kit” toolbox.

Stickers and a notepad.

And a book called “Consolations,” which feels oddly on-theme for my data mistake.

It’s a good reminder that most “big” ops problems start as small input problems.

One missing prefix.

One wrong field.

One assumption that nobody checks.

Here’s the mini checklist we use now before anything ships, syncs, or launches.

Step 1: Normalize phone numbers to E.164 (+country code, no guessing).

Step 2: Add validation at the form level, not after it hits the CRM.

Step 3: If the number looks local, force a country selection.

Step 4: Store raw input and cleaned output, so debugging is easy.

Step 5: Spot check a handful before the first batch send.

My takeaway.

Data hygiene is not admin work.

It is pipeline protection.

What is the smallest data detail that causes the biggest downstream mess in your GTM process?

⚡️Dimitar Petkov

Clay World Record Holder | Co-founder @ LeadHaste | Clay & Smartlead Certified Partner

Two small Clay updates just fixed two daily annoyances for me.

I have been waiting for both for a long time.

Update 1 is in Waterfall Email Finder.

The old flow could validate the same email over and over if multiple providers returned the same address.

That meant paying to re-validate an email we already had.

Now we can set a “Threshold for duplicate results” in the waterfall.

If the same email shows up 2 or 3 times, Clay stops running more providers instead of burning credits.

The setup I use now is simple.

Pick your providers like before.

Set the duplicate threshold to 2 or 3.

Let the waterfall stop itself when it is clearly repeating.

Update 2 is a built-in wait time before a node runs.

I used to do this manually with an n8n setup and I even made a YouTube video on it.

Now you can just set “Run after delay” right inside the node run settings.

This is huge for async HTTP API calls where the first request starts a job and the data shows up later.

We use BetterContact for some “find people” workflows, and that async timing is exactly where this helps.

If Gmail doesn’t trust you, nothing else matters.

You can have perfect copy, clean lists, the right tool stack, and still land in spam because your sending pattern screams “new sender + risky behavior.”

One advanced deliverability habit that moves the needle fast: traffic shaping.

Most teams “ramp volume.”

Very few shape where that volume goes and how it behaves per mailbox provider.

Here’s the framework:

1. Keep a stable baseline. 
- Gmail hates volatility. 
- Ramp up, but do it with small, consistent steps. Spikes look risky.

2. Shape by engagement, not by inbox provider
Instead of trying to “split Gmail vs Outlook,” split by behavior:
- Start sends to your best-fit, most responsive segment
- Expand only after you see replies/opens stay healthy
- Pause the dead segment before it drags your whole domain down

3. Protect the first touch

First email should be plain and easy to trust:
- one idea
- no heavy link stuffing
- no weird formatting
- one clear question

4. Warm up the right way

Warm up isn’t “seed replies.” It’s proving you’re a normal sender:
- age domains before volume
- authenticate properly (SPF, DKIM, DMARC aligned)
- ramp slowly with real outbound patterns, not artificial inbox activity

5. Don’t rely on reseller lists if you care about deliverability

- If the data is stale, you’ll pay for it in bounces and complaints.
- At scale, list quality is the deliverability lever: validate, suppress risky addresses, and cut anything that spikes hard bounces.

Connect with me & Reply “DELIVER” and I’ll send my full checklist of 46 items.

Dimitar Petkov📨

Clay World Record Holder | LeadHaste | Clay & Smartlead Certified Partner

Sales calls are fun when you stop treating them like a trial.

And start treating them like a conversation with another human.

I was reviewing a call transcript and the thumbnail made me laugh.

Two founders smiling like we are on a podcast.

A notetaker bot waiting patiently in the corner.

And a prospect on the other side of the screen (blurred).

This is the part people forget about sales.

Most calls are just two adults trying to solve a real problem with limited time.

When you show up curious, the call gets lighter.

Not fluffy.

Just human.

Here is what makes the process genuinely enjoyable for us.

We do not try to win the call.

We try to understand their Tuesday.

We ask, “Walk me through the last time this went wrong.”

We ask, “What did you try already.”

We ask, “What would make this a clear yes for you.”

Then we say the quiet part out loud.

“If we are not a fit, I will tell you fast.”

That one line drops the guard almost every time.

And the call turns into a real exchange.

Less performance.

More problem solving.

We also do one small thing that keeps it fun.

We look for the moment we both laugh.

Because that is usually the moment trust starts.

Not because we are friends.

Because the pressure is off and the truth comes out.

Our rule now is simple.

If we cannot build rapport while staying direct, we are making sales harder than it needs to be.

What do you do on calls to keep it human without losing the edge?

The first 500 outbound messages should never be delegated.

Not to an SDR.
Not to an agency.
Not to automation.

Founders see things nobody else does.

You hear the real objections.
You notice which words trigger replies.
You learn what people actually care about, not what your deck says they should care about.

Most teams skip this part.
They hand outbound to someone else too early.
Then they spend months fixing the wrong problems.

Those first 500 messages are not about scale.
They are about signal.

After that?
Yes, systemize it.
Yes, automate it.
Yes, hire.

But only after you’ve earned the right to delegate.

Curious how many founders here actually sent their first outbound themselves?

Most cold emails fail because they feel risky to answer.

Not because the offer is bad.
Not because the timing is wrong.

Because replying feels like work.

Every question you ask adds friction.

Every calendar link raises commitment.

Every long explanation creates pressure.

From the prospect’s point of view, replying is a decision with consequences.

“Will this start a sales process?”
“Will I get pitched?”
“Will this eat my time?”

The best cold emails do the opposite.

They lower emotional commitment.

They make replying feel safe.

Examples that reduce friction:
- Binary replies instead of open questions
- “Worth exploring?” instead of “Can we schedule a call?”
- Permission language instead of urgency
- Short emails that can be answered in 5 seconds

Reply rate is not about persuasion.

It’s about how easy it feels to say something back.

Curious how others here design for low-friction replies. What’s worked for you?

The real power of Clay isn’t enrichment.

It’s constraint.

Most outbound systems fail because they surface too many options.

Too many signals.
Too many scores.
Too many “maybes.”

You end up debating leads instead of acting on them.

Clay becomes dangerous when it’s used to add information.

It becomes effective when it’s used to remove ambiguity.

One table.
One rule.
One output.

Good Clay setups don’t ask,
“Is this a good lead?”

They ask,
“Should this be sent or not?”

If a human has to think after the table runs,
the system is unfinished.

Decision compression is the goal.

Less interpretation.
Fewer edge cases.
Clear yes or no paths.

Clay isn’t there to make you smarter.

It’s there to make decisions boring and obvious.

How are you using Clay today: exploration or execution?

Cold email is about to be judged by something that is not human.

Google is rolling AI summaries into Gmail.
Which means your email might get read, compressed, and ranked before a person ever sees it.

That changes how I think about writing outbound.

Not the format.
Not the tools.
The intent.

Up until now, we wrote emails for skimming eyes.
Subject line.
First line.
Maybe a second glance.

Now you are also writing for an AI that asks one question:
“What is this actually about and should it matter?”

If your message is vague, clever, or hides the point, the summary will expose that.
If your value is clear, it might actually help you.

Here is the real shift I see coming:

Cold email stops being about intrigue.
It becomes about clarity under compression.

When an AI turns your email into two sentences, do those sentences help you or hurt you?

A few things I expect to matter more:

- Plain language over clever copy
- One obvious outcome, not three soft benefits
- Offers that sound useful even when stripped of tone
- First touches that give value instead of asking for a meeting

And fewer emails that start with “quick question.”

This will probably hurt spray-and-pray outbound.
It might actually reward people who already write clearly and honestly.

No one knows exactly how Gmail will rank or surface these summaries yet.
But one thing feels safe to say:

If your email can’t survive being summarized, it probably wasn’t strong to begin with.

Curious how others are thinking about writing for an AI-first inbox.

Deliverability problems should not be discovered in a dashboard.

They should show up in Slack in under a minute.

We built a small Smartlead to Slack anomaly alert runbook for that.

It watches a few webhook events that tend to show trouble first.

It posts a clean alert into a dedicated #deliverability-alerts channel.

It includes the exact campaign, domain, and the rates that triggered it.

For severe cases, it pauses the campaign and blocks the bad domain or lead in our database.

It then opens a triage thread or task so someone owns the follow up.

These are the Smartlead events we monitor 24/7 for:
- campaign.bounce_threshold.breached 
- email.account.disconnected
- campaign.status.changed

Slack gets the same message format every time.

- Campaign
- Domain
- Bounce rate
- Seed summary
- Recommended next step

The last step is ownership.

We create a ClickUp task and start a threaded Slack message tagging the owner.

The rule we follow now is simple.

Alerts without an owner are just noise.

What is your “red line” metric where you auto pause instead of waiting for a human?

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podderapp

startupmasters-eu

Good cold emails feel unfinished on purpose.

That sounds wrong, but it works.

When an email explains everything, there’s nothing left to respond to.
No tension.
No curiosity.
No reason to type back.

The best cold emails leave a gap.

They hint at a problem without diagnosing it fully.
They suggest an outcome without showing the whole playbook.
They sound human, not polished.

Over-edited emails get skimmed.
Slightly awkward ones get replies.

This is why decks don’t belong in cold email.
This is why long explanations kill response rates.
This is why “just enough” beats “perfect.”

Your job is not to convince in one email.
Your job is to start a conversation.

What’s the smallest amount you can say and still make someone curious enough to reply?

Scaling outbound isn’t hiring more SDRs.

It’s fixing the system they work inside.

Most teams try to grow volume
before they fix flow.

Leads come in messy.
Routing is unclear.
Replies sit untouched.
Follow-ups depend on memory.

Adding headcount just multiplies the chaos.

Real scale looks boring.

Clean enrichment before a lead ever hits a sequence.
Clear rules for who follows up and when.
Automatic routing based on intent, not titles.
One source of truth for replies.

When the system is right,
one rep does the work of three.

When it’s not,
ten reps still miss deals.

Before you ask “who should we hire?”
ask “what should happen automatically?”

Want a subject line that NEVER gets opened?

Use these.

If you use any of these, your open rate is fighting for its life.

1. RE: when there was no previous email
2. FWD: because lying is apparently a strategy
3. Free!!! (triple exclamation marks never convinced anyone)
4. 100% guarantee (of being ignored)
5. Act now like it’s a 1999 infomercial
6. Risk-free said by someone you don’t trust yet
7. $$$ because spam filters love money symbols
8. ALL CAPS ANYTHING
9. Exclamation marks everywhere!!!!!
10. Emojis in cold outreach 😱🔥🚀
11. Obvious clickbait (“You won’t believe this…”)
12. Fake urgency (“Last chance” sent 3 weeks in a row)
13. “Quick question” followed by 7 paragraphs
14. “Just circling back” on the first follow-up
15. Overpromising math (“Save 1,52,453 hours per second”)
16. Buzzword soup (“Synergizing AI-driven growth levers”)
17. Long ass headlines that sound like a landing page hero
18. Subject lines longer than the actual email
19. Trying to be clever instead of clear
20. “How Can My Amazing SaaS Help You Save Everything Forever With Zero Effort”

Good subject lines do one thing.

They make someone curious enough to open.

Not impressed.
Not sold.
Not tricked.

Just curious.

If you want replies, write like a human.

What would you add to that list?

Personalization is killing your cold email replies.

Yes. Even when it looks “smart.”

Here’s the trap I see all the time in cold email.

People personalize the wrong thing.

They open with
“Loved your recent post about X”
or
“Congrats on the Series A”

And then… nothing relevant follows.

The reader thinks:
“Cool. You stalked me. Why are you emailing me?”

Personalization without relevance is just noise.

It actually hurts you because:
	•	It delays getting to the point
	•	It signals automation in disguise
	•	It steals attention from the real problem you solve

The goal of the first line is not to prove effort.

It’s to prove relevance.

A better test:
Would this email still make sense if I removed the personalized line?

If the answer is no, you’re hiding behind personalization.

Relevance beats personalization every time.

Curious where you draw the line between useful context and wasted words in cold email.

Most outbound tests are statistically useless.

Especially in cold email.

Teams spin up Smartlead campaigns, run 5 subject lines, and declare a winner after 2 days.

Nothing meaningful was tested.

Why?

Because the variable wasn’t the copy.
It was the list.

Different ICP slices.
Different company sizes.
Different intent levels.

So when one subject line “wins,” you didn’t learn anything.

You just emailed a better audience.

Good outbound testing is boring:
	•	Same ICP
	•	Same filters
	•	Same volume
	•	One variable changed

If you can’t explain why something won, it didn’t win.

Subject lines don’t fail in isolation.
They fail in messy systems.

Fix the system first.
Then test the copy.

Curious what you standardize before running outbound tests.

More data does not make outbound better.

It usually makes it worse.

Most teams treat Clay like a slot machine.

Pull every enrichment possible.
Add 15 fields.
Hope something magically converts.

What actually happens:
	•	Lists get noisier
	•	Personalization gets forced
	•	Reps don’t know which signal to trust

The best outbound teams don’t use data to add context.

They use data to remove bad fits.

Examples:
	•	Excluding companies that already use a competitor
	•	Filtering out roles that can’t buy
	•	Killing accounts with obvious disqualifiers

That’s data hygiene.

If enrichment doesn’t change a decision, it doesn’t belong in your workflow.

Outbound isn’t a data collection problem.

It’s a decision-making problem.

Curious what signals you’ve found most useful to exclude prospects, not personalize them.

Early lead gen is discovery.

Late lead gen is execution.

In the beginning, everything is noisy.

You are testing ICPs.
You are guessing messaging.
You are learning what actually triggers replies.

Your system should be flexible.

Messy data is fine.
Manual reviews are normal.
Iteration speed matters more than efficiency.

Most teams rush past this phase.

Then, once patterns are clear, the job changes.

Late-stage lead gen is about consistency.

Fewer experiments.
Tighter rules.
Stricter filters.
Less creativity.

At this stage, creativity hurts performance.

Systems win because they remove variance.

The mistake I see most often is running an “early-stage” outbound system forever.

Same chaos.
Same guesses.
Same excuses.

Lead gen maturity isn’t about volume.

It’s about knowing when to stop exploring and start executing.

Where do you think most teams get stuck?

40+ Linkedin Money-Making-Influence Resources I Toxic Boss Immunity I Frequency of INFLUENCE: ETHICAL PERSUASION I $20k Brain-Based Sales System | HarvardX Neuroscience Research I Keynote 🎤 I X-Microsoft I Captain ⛵

$20k Monthly Brain Based Sales System Without Chasing the "Yes"

You know the feeling:
😳 Your brain lights up with “What if they think I’m pushy?” the second you open a DM.
😬 You’d rather post and pray the right people find you than risk being ghosted.
😅 You tell yourself that if you were really good, clients would just show up.

You don’t want to fake connection just to pitch.
You want sales that feels human. Real conversations, not pressure tactics.

You’re not bad at sales.
Your brain is just protecting you.

The amygdala flags rejection as danger.
Your prefrontal cortex freezes.
And boom hesitation, overthinking, silence.

That’s where my work comes in.
I teach the Neuroscience of No-Pressure Sales so you can sell with calm confidence instead of fear.

No scripts. No manipulation.
Just science, psychology, and simple tools to retrain your nervous system so selling feels natural again.

When your brain is relaxed, your authenticity returns.
You stop pitching and start connecting.
Outreach stops feeling like an intrusion and starts feeling like service.

This is sales made easy for coaches who hate selling.

✨ Ways to get started with me:

✅ If you're a coach DM me "Butter"
✅ If you're a business owner DM me "Butter"
✅ If you're a sales leader DM me "Butter"
✅ Attend my next workshop for FREE BRAIN BASED SALES SECRETS. https://forms.gle/HvTRDEZEuu7bgQEF8
✅ Subscribe to the Be Like Butter Bugle: Weekly brain hacks for resilience and influence. https://synaptic-solutions.kit.com/newsletter

Personal interests: 
- Captain ⛵️ 
- Recovering Sugar Addict 🍭 
- Trash TV consumer 🗑️

Sales Coach | Toxic Boss Coach | Neuroscience Coach | Executive Coach | Master Behavioral Strategist | Speaker | Advisor | Expert | 7 figures | Virtual Speaking | Sales Performance Brain Hacker | Mindset Coach I Corporate Trainer I Influence I Key Note Speaker

🧠 Shannon Smith, J.D., M.S. 🚀

Stop chasing success alone.

Every innovator who built something great had 1 thing in common

Connection
It’s not that creativity happens alone…
It’s that the brain creates better in connection.

The brain evolved to think with other brains.
When connection is present, threat detection quiets.

The amygdala relaxes.
The prefrontal cortex stays online.
That’s where creativity lives.

Connection increases neural synchrony.
Brains begin to align.
Ideas move faster.
Patterns emerge you can’t see solo.

Isolation does the opposite.
Thinking loops.
Risk tolerance drops.
Novelty dries up.

Creativity isn’t just about safety.
It’s about belonging.
Here’s how :

1️⃣ Think out loud with others
 Speaking activates more neural networks than silent thought.
 Shared dialogue creates neural synchrony,
 helping the brain integrate patterns it can’t access alone.
 Half-formed ideas are fuel, not flaws.

2️⃣ Build before you judge
 Evaluation triggers the amygdala.
 Threat shuts down the prefrontal cortex.
 Sequence matters: expand first, critique later.
 Flow requires a brain that isn’t defending itself.

3️⃣ Create spaces to explore, not perform
 Performance activates social threat circuitry.
 Play lowers cortisol and increases cognitive flexibility.
 A relaxed nervous system makes wider, more novel connections.

Innovation doesn’t come from brilliance.
It comes from brains that feel safe thinking together.

PS: Who do you think best with?

Want to get an article published in a big time magazine?
I'll give you the contact info for 150+ reporters for major publications +
A Custom Message so you can break the ice & establish a relationship. 
How to get it? Join --> https://lnkd.in/gbfNasyU

-----------------------------------------------------------------------

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This feels illegal.

I built a mobile app while sailing.

Out there, things get quiet.
No notifications fighting for attention.
No noise telling you who to be.

Just wind, water, and time to notice what’s inside.

That’s where the idea came from.

Not everyone can disappear onto a boat.
But everyone needs a way to reconnect with themselves
In a loud world that never shuts up.

So I opened Replit
and described an app idea I’d already been researching. 

How to connect with yourself in a tech heavy world using…
Guess what…yes, neuroscience. 
You guessed it. 

Replit turned that idea into a real mobile app.

A live phone preview appeared.
I played with it and iterated between tacks. 
A few messages later, the app matched the intention.

Calm.
Minimal.
Human.

No mobile frameworks.
No complicated setup.
No build headaches.

Replit handled the mobile stack…
the preview
and the path to publishing.

I focused on the part that mattered:
creating space for real connection.

That’s the point.

You don’t need to escape your life to feel grounded.
You can build tools that bring you back to yourself.
Right where you are.
Even in a noisy world.

If you’ve ever wanted to create an app without needing a team
(or a computer) 
NOW you can. 

Get the Replit app and build from anywhere.
YOUR $10 REPLIT CREDIT
https://lnkd.in/gSCu_9Tj

P.S. If I vanish for a few hours I’m probably publishing a new app between tacks. 

-------------------------------------------------------------

➕ Follow 🧠 Shannon for brain based peace and app building
♻️ Share to inspire someone who needs dev help without headache

It's not that you aren't creative...

It's that your brain doesn't get enough breathing room

When outcomes matter too much,
the nervous system shifts into protection.

Certainty over curiosity.
Efficiency over exploration.

The amygdala scans for mistakes.
The prefrontal cortex goes quiet.
Thinking narrows to what’s already proven.

That feels like a creativity problem.
It’s actually a safety problem.

Innovation doesn’t come from pushing harder.
It comes from widening the mental field.

Creative insight requires a brain
that isn’t bracing for consequences.

One that feels free to test, miss, and iterate
without immediate judgment.

That’s why pressure-heavy environments
produce more output…
and fewer breakthroughs.

Creativity is a state, not a talent.
Change the state and ideas follow.

Here’s how to heighten creativity on demand:

1/ Slow the body before you think
Creativity follows regulation.
Lengthen your exhale for 60 seconds before ideating.
A calmer nervous system reopens cognitive range.

2/ Create “low-stakes” thinking space
Tell your brain nothing here has to be right.
Set a 10-minute window for bad ideas only.
Permission removes the fear that blocks novelty.

3/ Shift environments, not effort
New inputs disrupt rigid patterns.
Walk. Change rooms. Look farther into the distance.
Movement and visual expansion spark new connections.

When the brain feels safe enough to explore,
it starts to play.
And play is where innovation lives.

PS: Which of these would change how you think the fastest?

Introducing Butterhood Connect:
Find your people - other entrepreneurs like yourself. 
PLUS...FREE content on:
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- Understand your ICP deeply
- Increase your cognitive flexibility
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Clarity doesn’t come from thinking harder

It comes from feeling safer.

When the brain senses pressure, it prepares to defend.
 
Attention narrows.
Options collapse.
The mind looks for certainty.

That state is efficient.
It’s not creative.

Innovation requires uncertainty tolerance.
That tolerance lives in the nervous system,
not the intellect.

When the parasympathetic nervous system activates,

✅ The body slows.
✅ The threat response stands down.
✅ The brain regains flexibility.

This is when perception widens.
Old assumptions loosen.

Problems reorganize themselves.
New pathways become visible.
Psychological safety is what allows this shift.

It tells the brain nothing bad will happen
if you explore a different angle.

Without safety, the brain repeats.
With safety, the brain imagines.

No regulation, no reframing.
No reframing, no innovation.

Here’s how to design for it:
1️⃣ Regulate before you reason
 Slowing the breath reduces neural noise.
 Clear thinking follows bodily calm.

2️⃣ Delay decisions during ideation
 Premature judgment triggers threat circuits.
 Time preserves creative flexibility.

3️⃣ Create private space to think freely
 Privacy lowers social evaluation.
 Safety expands possibility.

Breakthroughs come from a nervous system 
that feels safe enough
to see the problem differently.

PS: What helps your body settle fastest?

Join us for innovation --> https://lnkd.in/gbfNasyU

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You’re not broken.

You're just not connected...

...in a way no one taught you to recognize.

We have more connection technology than ever.
Group chats. Slack threads. Social feeds.
Standing meetings. Faces everywhere.

You can be busy, productive, and surrounded by people
And still feel unseen, unfelt, and unsupported.

Modern life keeps the nervous system overstimulated.
Your brain is flooded with input, decisions,
and performance cues.

When that happens, the social brain goes offline.
You don’t lose the desire for connection.
You lose access to it.

So you adapt.

You stay functional instead of present.
You keep conversations light instead of real.
You handle things alone because it feels safer.
You tell yourself you’re “fine”
while feeling disconnected from yourself.

Over time, that state becomes your baseline.
And the most painful part?

You start to believe this is just how life is.
It’s not.

Disconnection isn’t a personality trait.
It’s a nervous system state.
And nervous system states can change.

Here’s what neuroscience shows actually helps.

1/ regulation comes before connection.
 When your system is overloaded,
 bonding chemistry can’t do its job.
 You don’t need better words.
 You need your body to feel safe enough
 to be real.

2/ small moments matter more
 than deep conversations.
 Eye contact that lasts a beat longer.
 A pause instead of rushing away.
 Naming what you notice
 instead of what sounds impressive.

3/ connection accelerates in the right environment.
Trying to heal disconnection alone
 keeps the brain in protection mode.
 Being around others doing hard inner work
 creates co-regulation.

Your nervous system learns:
“I don’t have to carry this by myself.”
That’s why community matters.

Not noisy.
Not performative.
Not networking.

But a grounded space of people 
reconnecting with themselves
and with others.

This is what I’m building.
A community for capable, thoughtful people
doing hard things
who don’t want to do them alone.

A place to regulate, reflect, and be real
without fixing yourself
or pretending you’re fine.

If you’ve felt alone in a world full of people,
it’s not because something is wrong with you.
It’s because your nervous system
hasn’t had the right conditions yet.

And you don’t have to create those alone.
If this resonated, the community is open
for people ready to reconnect with themselves and with others.

P.S. Where do you feel most disconnected right now?

Introducing Butterhood Connect:
Find your people - other entrepreneurs like yourself. 
PLUS...FREE content on:
- Craft content that converts
- Understand your ICP deeply
- Increase your cognitive flexibility
- DM to get in front of your prospect
 You don't have to do this alone. Join us FREE
https://lnkd.in/gqMj4Vfz

------------------------------------------------------------
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♻️ Share this with someone who might feel alone but never say it

It’s not that your team doesn't have new ideas…

It’s that they don’t feel safe enough to share them with you.

When people sense evaluation,
their nervous systems switch to self-protection.

😶‍🌫️ They edit.
😶‍🌫️ They hedge.
😶‍🌫️ They stick to what’s already approved.

That looks like alignment.
It’s actually inhibition.

Innovation requires exposure.
New ideas are, by definition, unproven.
And the brain treats being wrong like a social threat.

So the amygdala gets loud.
Risk tolerance drops.
Thinking narrows to what won’t get you in trouble.

That’s why teams with “high standards”
but low psychological safety
produce execution…
not breakthroughs.

Psychological safety isn’t about being nice.
It’s about creating conditions
where the prefrontal cortex stays online.

When people believe they won’t be punished
for experimenting,
their brains stay open.

They challenge assumptions.
They connect unlikely dots.
They surface problems early.

No safety, no innovation.
No innovation, no future edge.

If you want better ideas, don’t ask for more creativity.
Design environments where
people don’t have to protect themselves first.

PS: Where do you notice people holding back on your team?

Join the Butterhood Connect
- Get free resources and training on DMs
- Figure out your sales style
- Jumpstart your sales!
Build relationships with other entrepreneurs
You don't have to do this ALONE
https://lnkd.in/gbpNMdU6

Video Credit: Unknown

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Your CRM shows ACTIVITY.

It doesn't show REALITY.

Most managers think they understand their pipeline.
But they’re only seeing the version their reps feel comfortable sharing.

The CRM shows progress.
The reps show confidence.
The pipeline shows movement.

But underneath all of that
there’s hesitation, uncertainty, and doubt
that never makes it into the forecast.

And that’s the part that costs you.

Reps aren’t trying to mislead you.
They’re trying to look competent.
So they hold back the early warning signs.
They soften how shaky a deal feels.
They overstate buyer momentum.

They wait until a problem becomes undeniable
and by then
your quarter is already in danger.

That’s why so many leaders get blindsided.
Not because the deals are bad
but because the real signals were never visible.

A CRM tracks activity.
It doesn’t track conviction.
It doesn’t track buyer emotions.
It doesn’t track rep confidence.
It doesn’t track the energy of the deal
which is the part that collapses first.

SalesSage exposes that hidden layer.
It reveals where reps feel unsure.
It highlights deals that look fine on paper
but feel unstable underneath.
It identifies slipping belief before it becomes slipping revenue.
It gives you truth early
so you can fix the problem while there’s still time.

Leaders don’t need more data.
They need the truth behind the data.
That’s the gap SalesSage closes.

If you want to see what’s really happening
beneath the surface of your pipeline sign up
14 day free trial
https://salessage.co/

P.S. How was your Q4?

-----------------------------------------------------------------
➕ Follow 🧠 Shannon for brain based sales leadership
♻️ Share if you’ve ever been blindsided by a “healthy” deal that fell apart

You can’t fix a quarter your team’s afraid to talk about.

Your biggest revenue leak isn’t pipeline. It’s silence.

The worst part of running a sales team
is thinking you’re safe right before the quarter blows up.

Your CRM says you’re good.
Your reps say deals are “strong”.
Forecast looks clean.
You breathe for two seconds.

Then the quarter flips
and you’re standing there like
what the hell just happened?

Here’s the truth nobody wants to say:
Reps aren’t lying.
Their brains are.

People say things are fine when they’re overwhelmed.
They overestimate deals when they’re stressed.
They downplay risk when they don’t want to look behind.

So you get the truth only after it hits your number.
Sales Sage catches it earlier.

It spots confidence dips.
Avoidance patterns.
Dead deals dressed up as healthy ones.
Execution cracks that never show in a CRM.

Stuff reps don’t say out loud but absolutely tank a quarter.
If you’re tired of getting blindsided
by “everything looks good” data

P.S. What's your best closing line?

See the truth your reps won’t say out loud 
(before it blows up your number)
Taking 100 beta testers - 14 day free trial
https://salessage.co/

---------------------------------------------------------------

♻️ Share if you’ve lived a surprise miss
➕ Follow 🧠 Shannon for brain based sales insights

Your pipeline isn’t lying. 

Your reps just don’t feel safe telling you the truth.

Managers think they know what’s in their pipeline.
But they only know what the CRM tells them.
And the CRM only tells them what reps feel safe enough to share.

You’re managing numbers you can’t trust.
Your pipeline looks clean.
Your reps sound confident.
Your CRM says things are “on track.”
But something feels off.

Deals stall quietly.
Momentum fades.
Forecasts slip.
And you don’t see it until it's too late.

Reps aren’t dishonest.
They’re human.
They soften risk.
They hide uncertainty.
They overstate momentum
because nobody wants to look unsure.

So you get blindsided.
Not by deals.
But by the emotional truth your CRM can’t capture.

This creates a silent threat inside every sales org.
You miss red flags early.
You lose weeks of runway.
You carry the blame for information
you never got soon enough.

The cost isn’t just deals.
It’s trust.
It’s team performance.
It’s the reputational hit when your forecast misses again.

SalesSage uncovers what’s really going on
Underneath the numbers.

It reads emotional signals your CRM can’t track.
It surfaces hesitation before it becomes a stall.
It identifies low conviction before it becomes a lost deal.
It reveals drift before it becomes a blown quarter.

No pressure on reps.
No interrogation.
Just a 10 minute pulse
that shows you the truth behind the pipeline.

If you want your pipeline to tell you what’s real
not what’s hopeful

Taking 100 beta testers - 14 day free trial
https://salessage.co/

--------------------------------------------------------------------

➕ Follow Shannon for brain based sales leadership
♻️ Share if you’ve ever been blindsided by a “healthy” pipeline

Stop telling yourself that you're too busy to DM.

Stop telling yourself DMs are too pushy. 

DMs close sales. Period. 

Most people think outreach stalls
because they don’t know what to say.
That’s rarely true.

What’s actually happening is identity protection.
Your brain isn’t avoiding DMs to save time.
It’s protecting how you see yourself.

So you stay visible.
You post.
You wait.

And the conversations that move revenue never start.

When the nervous system flags selling as risk,
avoidance looks like strategy.

Weeks pass.
Opportunities decay.
Revenue becomes unpredictable.
That delay has a real cost.

Avoiding just 3–5 high-value messages a week
can quietly leave $15K–$100K per quarter on the table.

Not because you lack ability.
Because “selling” feels unsafe.

This is why scripts don’t stick.
Knowledge ≠ movement.

Insight shows up first.
Behavior only follows when the underlying pattern shifts.

That’s what Butterhood is for.
Not more information.
Not performance.
Not pressure.

It’s a place to notice friction in real time
and make small, deliberate moves
that change momentum.

Inside, we work on:
Why certain conversations stall even when you say the right thing
What makes outreach feel heavy and how to remove that friction
How to move conversations forward without forcing or performing
Installing a sales rhythm that feels stable instead of stressful

They’re ordered intentionally.
Each layer stabilizes the nervous system for the next.

If you’ve ever thought, “This makes sense…
so why am I not doing it yet?”

That’s the signal.
GET IN THE DMS.
Still resisting?
GET INTO THE BUTTERHOOD.

If you want influence that moves like butter 🧈
Join Butterhood → https://lnkd.in/gbfNasyU

BONUS: Want to get an article published in a big time magazine?
I'll give you the contact info for 150+ reporters for major publications +
A Custom Message so you can break the ice & establish a relationship. 
How to get it? Join --> https://lnkd.in/gbfNasyU

PS: Where do your conversations stall right now?

---------------------------------------------------------------------

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♻️ Share this if you want to help someone move again

Why do you have that stupid look on your face?

A C-level executive asked me on my first day

I was sitting across his desk of my first big girl job
(Talk about an executive onboarding)
I was just 20 years old.

I remember freezing.
Not answering.
Just blinking.

I laughed it off and swallowed my pride. 

Meeting over.
But my body stayed locked.

Jaw tight.
Chest and body buzzing.
Mind replaying every word.

Later that day a coworker asked if I was okay.

I said yes.
I wasn’t lying on purpose.
I just didn’t know what “okay” even meant anymore.

That’s the problem with stress.
It normalizes.
Your nervous system adapts.
Your baseline quietly shifts.

You think its no big deal. 
I’m fine. 

Your body knows that you’re not.
For years, I relied on vibes.
Am I handling it or barely holding it together?

No data.
No baseline.
Just guessing.

That’s why I built a these resources
✅ An entire toxic boss armor system
✅ 25-question nervous system audit
✅ An app that helps you each step of the way

Not a personality quiz.
Not mindset fluff.

Actual signals of load, recovery,
and how close you are to the edge.

The site and app give you a real baseline.
Clear data.
Practical next steps.

You don’t need thicker skin.
You need awareness and a hand up. 

PS What's your worst toxic boss story?

https://lnkd.in/guRmdNEu

--------------------------------------------------------

➕ Follow Shannon for brain-based tools 
♻️ Repost if someone you know is guessing too.

Why do you have that stupid look on your face

Everyone wants AI magic.

Few want to invest in the foundation.

People light up when they talk about AI lead gen.

AI outreach.
AI follow up.
AI prospecting.
The promise of more output with less effort...
It's intoxicating.

But effectiveness still comes from the human brain.
The seller’s state.
The buyer’s state.
The interaction between the two.

If your nervous system is overloaded, 
your messages won’t land.

If your prospect’s nervous system is tense,
your tools won’t move them.

If your clarity wobbles,
your AI will wobble with it.

Tools can accelerate your behavior.
They can’t upgrade your regulation.
They can’t deepen your presence.
They can’t create safety for a buyer who isn’t sure yet.

So you can very quickly send a bad message to 
a lot of people (and I see this a lot).
Super efficient. 
Effective?
Not so much. 

You would have been better off 
not to send anything at all. 

You create
👀 noise.
👀 hesitation.
👀 stall points.

Before you automate anything,
your nervous system has to support the interaction.
Your messaging has to speak to the real pressure points.
Your awareness has to read what the buyer is actually signaling.

Here are the pieces that shift everything:
1️⃣ A regulated internal state
A steady system writes messages people lean into.

2️⃣ Understanding buyer pressure
Not their demographics.
Their actual cognitive load.

3️⃣ Signal-based communication
Warmth, recency, micro-openings, lowered stakes.

Without this foundation in place, AI becomes clutter.
😶‍🌫️ Damages your brand.
😶‍🌫️ Irritates your people. 
😶‍🌫️ Loses your clients.

Inside Butterhood, this is the core work.
The human layer that makes every tool
more powerful, more accurate, and more profitable.
EFFECTIVE.

Join us → https://lnkd.in/gbfNasyU

PS: What AI promise are people chasing the hardest right now?

---------------------------------------------------------------
👉 Follow Shannon for brain-backed sales and clarity
♻️ Share this to help someone build the foundation that sells

7 signs you're tough enough for your toxic boss...

without quitting your job.

Your nervous system has a baseline.
That baseline shapes how pressure lands.

Here are 7 signs you're tough enough:

1/ Your baseline state
 A system that rarely rests stays closer to threat.
 From that state, stress hits faster and harder.
 Do this: notice how you feel when you first wake up.
 Do this: schedule one daily pause with no objective.

2/ Continuous motion
 Moving task to task keeps activation high.
 The body never completes a stress cycle.
 Do this: insert a 2-minute pause between blocks.
 Do this: stand still and breathe before switching tasks.

3/ Mental load during “rest”
 A busy mind keeps the system activated.
 Physical stillness alone doesn’t equal recovery.
 Do this: notice if your mind stays busy at rest.
 Do this: gently bring attention to body sensations.

4/ Guilt around slowing down
 Guilt keeps the nervous system alert.
 Safety requires permission to stop.
 Do this: notice the urge to justify rest.
 Do this: remind yourself recovery supports performance.

5/ Morning and evening carryover
 Tension on waking signals unresolved load.
 Evening stress blocks downshifting.
 Do this: check your body before checking your phone.
 Do this: create a short shutdown ritual at night.

6/ Recovery timing
 Waiting for exhaustion delays regulation.
 Late recovery takes longer to work.
 Do this: rest before you feel depleted.
 Do this: add small resets throughout the day.

7/ Social threat sensitivity
 Overloaded systems struggle with power dynamics.
 Emotional range narrows under pressure.
 Do this: regulate before interactions, not after.
 Do this: widen awareness when tension rises.

This comes before any boss strategy.
Awareness of starting state is the first layer of immunity.

PS Which point showed you something you hadn’t noticed before?

Toxic Boss Immunity - 
Building a self-serve platform
To create a path to freedom where you call the shots, you're unshakable, you're influential, and free from anyone else’s control.
Get on the waitlist for FREE
https://lnkd.in/gGJYwXPa
OR
DM Me "Toxic Audit" for your own quick check

----------------------------------------------------------------

➕ Follow Shannon for brain-based tools to stay regulated in toxic places
♻️ Repost if someone you know is always “on.”

 7 signs you're tough enough for a toxic boss

Don't just pray for a job.

Pray for a leader, not a toxic boss. 

They say you leave your manager, not your job.
So. True. 

Culture lives in nervous systems.
Leaders set the baseline every day.
Teams regulate around that signal automatically.

Here are 5 signs of a great leader:

1/ Self-regulation
 A great leader notices their own stress.
 They slow down before they speak.
 The room settles when they enter.

A toxic leader brings unprocessed stress.
The room tightens immediately.

2/ Clarity under pressure
 A great leader keeps priorities stable.
 Expectations stay clear during chaos.
 Brains relax when rules do not shift.

A toxic leader changes direction emotionally.
The team scans moods instead of work.

3/ Pressure flows upward
 A great leader absorbs pressure from above.
 They filter noise before it hits the team.
 Focus stays intact.

A toxic leader pushes pressure downward.
Urgency spreads through the group.

4/ Recovery is allowed
 A great leader respects human limits.
 Pauses are normal and safe.
 Energy and thinking stay strong.

A toxic leader rewards constant output.
Rest feels risky or earned.

5/ Response over reaction
 A great leader pauses in conflict.
 Their nervous system stays online.
 Hard talks feel contained.

A toxic leader reacts emotionally.
Others mirror the instability.
Trust erodes quietly.

Leadership is not control.
It is regulation.

PS Which one of these have you felt?

Toxic Boss Immunity 
Building a self-serve platform
To create a path to freedom where you call the shots, you're unshakable, you're influential, and free from anyone else’s control.
Get on the waitlist for FREE
https://lnkd.in/gGJYwXPa

-----------------------------------------------------------

➕ Follow Shannon for brain-based leadership tools.
♻️ Repost if a leader you know needs this lens.

Behind every “I’m not qualified”

Is a future you haven’t met yet. 

I’m not technical.
I’ve never wanted to be “the code person.”
And honestly, that used to stop me.

Because most AI coding hype assumes
you already know what you’re doing.
Repos.
Installs.
Setup before you even start.

That’s where Replit felt different.
I stayed in the browser.
I described what I wanted in plain words.
And I watched a real app come to life.
Live.

I wasn’t struggling to learn syntax.
I was refining an idea using my own language. 

You grow by doing things you aren’t qualified to do yet.
Most people don’t fail because they can’t.

They stop because they tell themselves
“I’m not technical enough.”

I didn’t suddenly become technical.
The barrier just disappeared.

Replit handled the setup, hosting, and deployment.
I focused on what the app should feel like.
That’s the unlock.

If you already code,
pairing Replit with Claude Code accelerates shipping.
If you don’t,
Replit still lets you build something real.

No identity change required.

You don’t need permission.
You don’t need a team.
You don’t need to be “qualified” yet.
You just need to start.

P.S. What have you been waiting to build?

💡 $10 credit for Replit Core users —>
https://lnkd.in/gSCu_9Tj

P.P.S. If you’ve been telling yourself “I’m not ready for that yet,”
THIS IS YOUR SIGN

------------------------------------------------------------------

➕ Follow 🧠 Shannon for brain based performance
♻️ Share to inspire someone who’s doubting their fire

The way to get clients on Linkedin is this...

Understand the inner thoughts of your ICP

Most people study their ICP on the surface.
Top sellers study how their ICP thinks.

If you want to sell on LinkedIn,
you have to know what your ICP is actually worried about,
not what they pretend to care about.

Here are 8 steps to uncover the real subtext 
of your ICP on LinkedIn:

1. Audit Their LinkedIn Profiles
Look at what they emphasize.
Tension shows up in their headcount, KPIs, and team priorities.
Their top headaches are usually hiding in plain sight.

2. Study Their Event Activity
Search for events they attend.
Then check the attendee list.
The themes they show up for
tell you what’s keeping them up at night.

3. Watch Them in Comment Sections
Look at your ICP commenting on competitors’ posts.
Their questions reveal fears.
Their reactions reveal pressure points.

4. Analyze Comments Under Hand-Raising Posts
Creators often say “comment for more info.”
Those comments are gold.
They show exactly what your ICP thinks they need
and what they wish someone would help them solve.

5. Read Your Own Comments Differently
Your commenters are micro-versions of your ICP.
Study their language, frustrations, and patterns.
Your future offer refinement is already hiding there.

6. Track What They Subscribe To
Newsletters, creators, and series they follow
tell you what they’re actively trying to improve.
Subscription signals = priority signals.

7. Act Like Your ICP For a Day
Ask yourself:
If I were them, what problems would I think about at 10 a.m.?
Budget. Productivity. Risk. Politics. Efficiency.
Not “culture” or “soft skills.”
Speak to the internal pressure they feel,
not the topic you want to teach.

8. Go One Layer Deeper Than Logic
Once you find the logical problem,
double punch it.
What’s the emotional layer?
Fear of missing targets?
Fear of looking incompetent?
Fear of wasting budget?
Fear of taking a risk and being wrong?
This is the real subtext.

If you understand your ICP’s subtext,
you won’t sound like their 10th vendor.
You’ll sound like the only person
who actually gets how they think.

BIG NEWS! SALES SAGE IS LIVE!
See the truth your reps won’t say out loud 
(before it blows up your number)
Taking 100 beta testers - 14 day free trial
https://salessage.co/

P.S. What is the number 1 problem your ICP cares about?

----------------------------------------------------------

➕ Follow Shannon for brain based sales and insight
♻️ Share to help someone see what their buyers really mean

If you can’t regulate...

You can’t close.

Sales exposes you.
You meet yourself in every conversation.

Your patterns.
Your pressure points.
Your nervous system.
And there are truths you can’t bypass.

You can only face them and train your brain to handle them.
Here are the fifteen brutal truths that shape every 
👀 coach
👀 solopreneur
👀 salesperson

Skinny to long.
Short to heavy.

Exactly how they hit in real life.

1. Pain shows.
2. Hope lies.
3. Buyers drift.
4. Silence grows teeth.
5. Confidence is unstable.
6. Urgency fades overnight.
7. Your tone leaks your pressure.
8. Your pipeline mirrors your mind.
9. Hard calls get pushed tomorrow.
10. Deals die from emotional overload.
11. You cling to maybes to avoid rejection.
12. You chase when your nervous system spikes.
13. You fill your calendar instead of your forecast.
14. You talk more when your brain feels threatened.
15. You lose more deals from dysregulation than bad skills.

The people who win aren’t the hardest closers.
They’re the ones who can think when the noise hits.

They regulate faster.
They recover quicker.
They protect their cognitive bandwidth.

If you want a system that reduces noise, 
increases yeses..
and keeps you out of chasing mode
Let's Talk here --> https://lnkd.in/gbfNasyU

PS. Which truth hit the hardest today?

---------------------------------------------------------------

♻️ Share if you’ve lived a brutal truth
➕ Follow Shannon for brain based sales insights

Don’t be afraid to start all over again.

You might like your new story better.

Most people don’t stay with toxic bosses
because they love the job.

They stay because starting over feels risky.

You already invested time.
You already proved yourself.
You already survived this much.

So you tell yourself to push through.
But toxic environments don’t just drain energy.
They slowly rewrite who you think you are.

Confidence narrows.
Vision shrinks.
Your nervous system learns to expect threat.

Starting over isn’t failure.
It’s interruption.
And sometimes, leaving isn’t possible yet.
That’s where people get stuck.

Here’s how to regain agency
even if you can’t leave right now.

Three pillars.
Practical. Grounded. Usable.

1/ Establish your baseline
You need to know your starting state.
Stress feels normal when it’s chronic.
Without data, you guess how you’re doing.
Do this: assess how activated you feel most days.
Do this: track sleep, tension, and recovery honestly.
Baseline awareness tells you whether you’re already 
overloaded before the boss even enters the picture.

2/ Predict instead of brace
Toxic bosses are patterned.
The same situations trigger the same behavior.
Surprise is what spikes threat.
Do this: list the moments they escalate.
Do this: plan your response before it happens.
Prediction gives your nervous system what it desperately wants.
Certainty.

3/Plan recovery like it’s required
Stress doesn’t end when the meeting ends.
Unreleased activation carries forward.
That’s how burnout accumulates.
Do this: schedule recovery after interactions.
Do this: close the stress cycle deliberately.
Recovery restores clarity, confidence, and choice.

This is how you protect yourself
while you decide what comes next.

And if there truly is no exit right now,
you still don’t have to white-knuckle it.

That’s why I built
Toxic Boss Armor.

It gives you a baseline.
Helps you predict patterns.
Builds plans that keep your nervous system intact.

Starting over doesn’t always mean leaving tomorrow.
Sometimes it means reclaiming yourself first.

PS If you could rewrite your work story, 
what would you want to feel differently?

Free resources
https://lnkd.in/guRmdNEu

-----------------------------------------------------------

➕ Follow 🧠 Shannon for brain-based tools to stay clear at work.
♻️ Repost if someone you know is afraid to start again.

Micromanagement breeds compliance.

Not commitment.

When every move is monitored,
every decision is corrected,
and every mistake is highlighted,
the brain stops optimizing for growth.

It starts optimizing for safety.
Micromanagement increases uncertainty.
Uncertainty activates the amygdala.
Threat signaling rises.
The prefrontal cortex goes partially offline.

That’s the biology of it.
The prefrontal cortex is where initiative lives,
creativity lives, and ownership lives.

When threat is present, those functions are deprioritized.
So the nervous system adapts.
People do what’s asked.

They stop offering ideas.
They wait for instructions.
They avoid visibility.

From the outside, it looks like control is working.
From the inside, commitment is already gone.

Chronic micromanagement also keeps the stress axis activated.
Cortisol stays elevated.
Recovery shortens.
Motivation drops.
Burnout becomes inevitable.

This is nervous system load.
Leaders often assume disengagement = people don’t care.

More often, it means their nervous system 
doesn’t feel safe enough to invest.

And if you’re on the receiving end of this,
you don’t need thicker skin.

You need regulation, data, and strategy.

That’s why I built
Toxic Boss Armor.

It helps you understand your nervous system baseline,
predict toxic patterns,
and protect your clarity and confidence
even when leadership doesn’t change.

Compliance is a warning sign.
Commitment only emerges when the brain feels safe.

PS Are you barely hanging on by a thread? 
Get some relief --> https://lnkd.in/guRmdNEu

-------------------------------------------------------

➕ Follow Shannon for brain-based tools for surviving a toxic boss.
♻️ Repost if someone you know is stuck under a micromanager.

The answer doesn’t show up when you chase it

It shows up when you stop gripping.

Most people try to solve problems by applying more force.

❌ More analysis.
❌ More urgency.
❌ More mental effort.

The brain hears that as threat.
So it tightens.

When pressure rises,
the nervous system shifts into control mode.

Attention narrows.
Thinking becomes repetitive.

The brain looks for the least risky answer,
not the most interesting one.

That’s why clarity feels elusive when you need it most.
Insight lives in a quieter state.

When the parasympathetic nervous system activates,
the body settles.

Heart rate slows.
Breath deepens.
Internal noise drops.

In that state, the brain starts integrating 
instead of defending.

Patterns rearrange.
Meaning surfaces.
You don’t force the answer.
You notice it.

Psychological safety is what gives the nervous system
permission to loosen its grip.

It tells the brain:
🧠 You’re allowed to pause.
🧠 You’re allowed to wonder.
🧠 You’re allowed to see this differently.

Without safety, the brain loops.
With safety, the brain listens.

No calm, no coherence.
No coherence, no insight.

Here’s how to invite clarity back in:
1️⃣ Soften the body first
Longer exhales reduce neural noise.
The mind follows the body into calm.

2️⃣ Remove time pressure from thinking
Urgency activates threat circuits.
Space restores perspective.

3️⃣ Be alone long enough to hear yourself
Solitude lowers social evaluation.
The quiet reveals what you already know.

The answer isn’t missing.
It’s waiting for peace to rise high enough
for you to hear it.

PS: Where do your clearest insights tend to appear?

Join us for psych safety --> https://lnkd.in/gbfNasyU

Video Credit: Unknown

-------------------------------------------------------------

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♻️ Share this if you want to help others grow

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🧠 Shannon Smith, J.D., M.S. 🚀

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🧠 Shannon Smith, J.D., M.S. 🚀

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