The JB Sales Learning Lab Newsletter

. November 7, 2026 | Read online If you'd told 20-year-old me that I'd be teaching a class at Harvard someday, I would've laughed, cracked another beer, and gone back to figuring out which 8 a.m. class I could skip. I'm a state school kid. University of Maryland, class of 1998, and I'll be the first to admit I drank my way through a good chunk of it. Harvard was a place I drove past my whole life, growing up around Boston. I never pictured myself inside one of its classrooms, let alone at the...

. October 24, 2026 | Read online LinkedIn is now cited in AI answers more often than YouTube or Wikipedia. I had a feeling this was true, but wanted to find out, so I had AI do some research for me. Semrush analyzed 325,000 prompts across ChatGPT, Google AI Mode, and Perplexity and found LinkedIn is the #2 most-cited website in AI answers. Profound found it's #1 for professional questions across six different AI platforms. That got my attention because LinkedIn has been home base for me for a...

. October 10, 2026 | Read online Fair warning, this week's newsletter is a lot heavier than usual, so if you're looking for a feel-good read you might want to save this one for later. My hope is that it gives someone out there a reason to do something. I've sat down to write this newsletter a bunch of times over the past two weeks, and every time I started on something about sales it felt hollow. Cold call openers, AI agents, how to book more meetings. All stuff I care about and all stuff I...

. September 26, 2026 | Read online I was in two very different rooms this week. On Thursday, I was at Bryant University with my friend Dr. Stefanie Boyer, teaching a class of sales students who have grown up with AI in their pocket. The other room was a team of senior reps selling into manufacturing, people with years of relationships in their territories, and a few of them had never even tried AI. I taught both groups the same fundamentals and showed both of them how to use AI on top of...

. September 12, 2026 | Read online I was on a call last week with two people I know really well. One of them runs a billion dollar company. The other is a senior executive with an impressive history/background in start-ups. They wanted to talk about starting a podcast. So we started brainstorming topics, and about ten minutes in it stopped being a brainstorm. They started telling me what they were actually dealing with. The pace, the pressure to have an AI answer for everything, the feeling...