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The JB Sales Learning Lab Newsletter

Free, actionable sales advice sent to your inbox every weekend.

Layers of Value

. April 26, 2025 | 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. I’ve been on a few webinars and panels recently talking about Sales and Marketing alignment, or lack thereof. This is a topic that has been discussed and debated well before I got into this industry and will continue to be for years...

Who’s Coming With Me?

. April 19, 2025 | Read online I’ve always hated vanity metrics. You know the ones that look good from the outside but are meaningless if you dig one layer deep? The biggest vanity metric is “followers” in my opinion. I subscribe to Gary V’s mentality on this. Instead of having 10,000 followers who never engage with your content, I’d rather have 10 that engage all the time. That’s why I’m going through another purge for this Newsletter. When I went back out on my own in early 2023 I took the...

Getting Back to the Art of Sales

. April 12, 2025 | 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. The more I reflect on the last few weeks, the more I’m worried that we’ve lost the “Art” of Sales. Predictable Revenue was the blueprint for the SDR/BDR/AE sales model (specialization of roles). It was a great model back when money...

My Drunken Vegas Time Share Story

April 5, 2025 | Read online This week was one of the first “down” (i.e. not completely insane) weeks I’ve had in a long time. I didn’t have any Membership launch to prepare for or an event I was coordinating or training I was traveling for. I did have a lot of work to do to follow up from last week’s event though. Much of the follow up revolved around cutting up the video content so whoever missed it could review it and whoever did attend could revisit it since there was so much valuable...

The Most Human of Experiences

March 30, 2025 | 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. I’m sitting here at Newark Airport on Saturday morning waiting to head back to Boston after the Free Training Friday event yesterday trying to figure out a way to write about what I just experienced and having a really hard time...

The “Figure It Out” Mentality

March 22, 2025 | Read online "A good plan violently executed now is better than a perfect plan executed next week." General George S. Patton I wear my Make it Happen shirt every…single….day. It’s a mentality I’ve had for a long time. It’s about not waiting for permission or for someone else to tell you what to do, or as Nike would say - Just Do It. It could also be rephrased as “Figure it Out.” I personally think we’ve lost the “figure it out” mentality. I remember a friend telling me a story...

I feel like I’m taking crazy pills

March 15, 2025 | 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. That’s right. I’m Mugatu. At least I feel like it when it comes to AI. I really don’t understand why more people aren’t taking it seriously. I’ve had multiple conversations this week with people who were struggling in their role, or...

What Makes a GOAT

March 1, 2025 | 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. This week, I had a training in Miami on Monday and took advantage of it by going down with my wife a few days early to spend some time away from the frigid temperatures of Boston. Unfortunately, it was about 65 degrees and rainy all...

Cold Calling is…

February 22, 2025 | 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. We’ve officially launched the new JB Sales Learning Lab Membership! Yesterday I delivered my favorite training - Objective Negotiations - during Free Training Fridays to over 300 live attendees which was incredible. We had a bunch...

My Right Hook

February 15, 2025 | 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. As most of you know, I’m a big fan of Gary V. and reference him a lot in my training, including his book “Jab, Jab, Jab, Right Hook.” The basic concept of the book is to add value (jab), add value (jab), add value (jab) and THEN ask...

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