The JB Sales Learning Lab Newsletter

. July 18, 2026 | Read online The sales funnel was invented in 1898. A guy named E. St. Elmo Lewis created it to explain how advertising works: grab Attention, build Interest, create Desire, drive Action. AIDA. We've been running some version of that model ever since. I even use it as a framework for emails and calls. Which means the framework most sales teams use to manage deals in 2026 is older than the radio. That sent me down a rabbit hole this week with a question I don't fully have the...

. July 4, 2026 | Read online 67% don't want you. 69% do I used to use a Gartner stat in my training that was about how 43% of B2B clients want a “rep free” experience. I used this to highlight the challenges we face as Sales professionals. I would then contrast that with the good news that of those 43% who wanted a rep free experience, they had a 23% higher regret rate. This meant that they regretted their decision more when a rep wasn't involved. I highlighted how this proved that Sales reps...

. June 20, 2026 | Read online I’m not sure if it’s all the love I’m seeing from and for the Scott’s and the Tartan Army while they’re here in Boston during the World Cup or all the conversations I’m having with clients, prospects, and partners, but this week was a week of renewed optimism for me and seemingly others. Last week, my newsletter (Here we go again) was about how I tend to go into full-blown prospecting and recon mode when times get tough, and pipeline dries up. People say sales...

. June 6, 2026 | Read online I've had more conversations in the past two or three weeks than I've had in a long time. After Q1, my pipeline dried up, and when that happens, I do the same thing I've always done. I get back to work. I pick up the phone, I reach out to people, and I set up as many conversations as I can to get a temperature on what's happening out there (and try to drive revenue). What I'm hearing from almost everyone is the same thing. People are exhausted. Not the normal...

. May 23, 2026 | Read online Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons from my experience selling every day. Delivered to your inbox every Saturday. Jobs vs Tasks I’m trying something different with this week’s newsletter. It’s one of those “learning out loud” moments that I’m doing with the JB Sales Learning Lab. I’m trying to find the balance of leveraging AI the right way (in my...