# Dan Shaw

Dan Shaw works on B2B sales enablement, helping teams find friction in their sales processes, improve CRM and data integration, and keep deals moving.

- Profile: https://b2binfluencer.marketing/creators/dan-shaw/
- LinkedIn: https://www.linkedin.com/in/stop-the-friction
- Topics: artificial-intelligence, sales, revenue-operations, agentic-ai, sales-enablement
- Based on 13 dated posts, latest 2026-10-02

## Summary

Most useful for diagnosing sales pipeline friction in process, CRM, and data integration.

- Best for: A sales enablement brand campaign about diagnosing pipeline friction before prescribing training.
- Not for: Consumer lifestyle or mass reach campaigns needing upbeat, neutral, visually led product awareness.
- Check first: Ask for audience data, post performance, sponsorship terms, client outcomes, and the dashboard article.

### Takeaways

- Flat sales performance may reflect siloed systems and dated processes, not just training.
- Friction points include account ownership, workarounds, approvals, and dropped handoffs after layoffs.
- CRM integration can create a single source of truth and plug revenue leaks.

## Main ideas

- **Fix the process before blaming the sales team**: Shaw argues that traditional training can treat reps as the problem and impose a ready-made framework. Precision sales enablement asks whether siloed systems or outdated processes are holding growth back, then develops a response with the field. People are more likely to adopt help that addresses their actual work.
- **Friction has costs that surface after the headline**: Shaw frames friction as an operational and revenue risk that can build quietly when ownership, knowledge and handoffs break down. Cutting headcount or changing a process doesn’t make the work disappear; remaining staff and customers may inherit it.
- **CRM and data architecture are part of sales enablement**: For Shaw, helping a sales team also means making its tools and data work together. A CRM that feels like a “junk drawer” isn’t a reliable source of information; integration work can improve the broader revenue flow.
- **Measure progress and use AI to address workflow problems**: Shaw questions whether sales dashboards reward activity or actual progress. In a separate post about agentic AI, they look beyond chatbots and prompt-writing to systems that monitor data, flag structural friction and help keep deals moving. Both ideas focus on enabling work through systems rather than adding another burden for reps.

## Work to read

- [Traditional sales training vs. precision sales enablement](https://www.linkedin.com/posts/stop-the-friction_salescycleoptimization-b2bsales-frictionfiltr-activity-7483161814755803138-hQFH)
- [Oracle’s layoffs and the friction that outlives the headline](https://www.linkedin.com/posts/stop-the-friction_oracle-salesenablement-revenueremediation-activity-7445500583240769536-YC4n)
- [Turning an MIT Sloan course into a sales operations argument](https://www.linkedin.com/posts/stop-the-friction_just-wrapped-up-agentic-ai-building-your-activity-7481042033919307776-t84k)
- [A data integration certification framed around client work](https://www.linkedin.com/posts/stop-the-friction_hubspot-academy-data-integrations-certification-activity-7443389188697145345-ehJh)
- [“Does your sales dashboard incentivize activity or progress?”](https://www.linkedin.com/posts/stop-the-friction_does-your-sales-dashboard-incentivize-activity-activity-7498740224378920960-Fibe)

## Brand relationships

- **Elemental Sales Enablement** (disclosed_partnership)
- **HubSpot** (mention)
- **MIT Sloan** (mention)
- **Ethos LITE** (mention)

## Partnerships

The material reviewed here describes no published partnership format: no sponsorship terms, rate card, audience commitment or campaign package. The posts show a consulting-shaped offer. Dan Shaw writes about pipeline friction diagnostics, CRM and data integration through Elemental Sales Enablement, and revenue-flow remediation. In one post, they invite heads of sales to connect by direct message to audit their current sales cycle, adding that it will become clear "pretty quickly whether working together is a fit." That invitation suggests an open working relationship rather than a defined sponsorship product; it gives no deliverables, pricing, timeline or reach figures. One post thanks Ethos LITE subscribers for their support on a LinkedIn article series and says it is the last article in that series, confirming an existing subscriber channel but offering no commercial terms. Before building a plan, ask them for a sponsorship policy, audience demographics and named past brand work; none are documented in the sources reviewed here.

## Alternatives

- Orlando G.: Choose Orlando for the same sales-enablement and CRM-integration campaign if it needs a concrete HubSpot workflow demonstration. In one post, Orlando describes using HubSpot Breeze to draft discovery questions, correcting the answer type, and attaching responses to the contact record so the next person can see the conversation. Another post explains routing a shared support inbox into a HubSpot ticket queue, with AI handling an initial pass and a human taking over when needed. Those examples make Orlando a stronger choice when the campaign needs to show a specific CRM setup rather than lead with a broad diagnosis of sales friction.
- Amresh Kumar: Choose Amresh if the campaign’s CRM-integration problem is part of a larger ERP or enterprise-transformation hiring story. Amresh writes about locating niche Oracle, PeopleSoft, SAP, and Workday consultants through long-term relationships, referrals, and specialist networks, alongside AI-assisted sourcing. That makes Amresh a more relevant alternative when the buyer needs to discuss staffing for complex enterprise implementations rather than diagnose sales-team workflows.
- Jake Dunlap: Choose Jake if the campaign wants an executive-level argument about revenue-operations incentives and operating risk. One post frames a weak commercial-leadership hire as a portfolio-wide risk and proposes a shared bench of GTM operators; another argues that tool sprawl persists when nobody is accountable for removing tools. Those examples could support a campaign about the organizational causes of inefficient revenue systems.

---
AI-assisted summary of public posts. Audience demographics are not available. Engagement appears only where we checked recent posts. Method: https://b2binfluencer.marketing/methodology/