The JB Sales Learning Lab Newsletter
Free, actionable sales advice sent to your inbox every weekend.
Be Curious
. January 17, 2025 | Read online This is one of my absolute favorite scenes in the entire Ted Lasso series. If you haven’t seen it, then do yourself a favor and go watch it before reading the rest of this newsletter, because it will make a lot more sense if you do. I’ve always wondered if genuine curiosity is something you’re born with or if you can develop it. I personally think genuine curiosity is something you are born with, but you can become curious and develop that muscle if you care...
I’m done
. January 10, 2026 | Read online Happy New Year! I hope you all enjoyed the holidays and were able to find some downtime and relax a bit. I used the downtime to reflect on how things went in 2025 and plan for 2026 and I’ve come to a conclusion. I’m done. I’m done trying to “scale.” I’m done with always being in build mode. And I’m definitely done wasting money on vendors and tech that doesn’t solve a real problem, align with my goals or have an immediate impact/ROI. I’m also going to take...
Finding your passion
. December 20, 2025 | Read online With the year winding down there’s a lot of reflection going on. All the different platforms (Apple, Amazon, Spotify, Instagram, etc) send us our ‘year-in review’ to remind us of all of the crap we bought and things we watched or listened to. According to Spotify, the main genre of music I listened to in 2025 was Disco House and my “listening age” is 21, which I think is hysterical. We also get a chance to reflect on how well we did on our goals this year and...
Relying Too Much On Your Champion
. December 13, 2025 | Read online I lost a deal recently because I relied too much on my “Champion” to sell internally for me. I didn’t do a good enough job engaging with the other stakeholders or empowering my Champion to sell for me internally so I thought I’d refresh my own memory and share a few tips on how to do a better job next time. SALES TIPS/TECHNIQUES: Champions and Multi-Threading SALES TOOLS/RESOURCES: Selling When You’re Not in the Room SALES FROM THE STREETS: My Surfing...
Trying something new (heads up)
. December 6, 2025 | Read online Someone asked me a while ago - what advice would you give your 22 year old self starting out in Sales? My answer? A/B split test everything you do. You’re going to be doing the activities anyway. You might as well learn from them. Also, what worked 6 months ago just isn’t working any more so if you're not constantly trying new approaches and evolving you’re going to get left behind. Agility is the new competitive advantage. That’s the theme of this newsletter...
My Favorite Negotiation Tactic
. November 22, 2025 | Read online This is one of the weirdest Sales/economic environments I think I’ve ever experienced in my career. The reports show that 22 States are already in a recession, the stock market is being held up by 7 companies who are all spending money with each other, AI is evolving and devolving faster than ever, the political environment is a joke and none of the executives I talk to have any confidence in what the next 6-12 months is going to look like. It’s no wonder why...
Staying Relevant in Sales
. November 15, 2025 | Read online I’ve been extremely worried about the future and relevance of sales reps in this new world of AI. At first, I was worried about all the tools coming out to automate sales from the sellers perspective, but that’s not what I’m worried about anymore. I personally think automation is a fool's errand and augmentation is the key. What I’m way more worried about is when the buyer wakes up and realizes they don’t need us anymore (at least for the majority of the...
Making it Happen… painfully
. November 8, 2025 | Read online I’m writing this on Friday last week for the newsletter this week because I already had scheduled last week’s newsletter to go out but I had to get this experience down on paper while it was fresh in my head. The shit I went through last Friday is an example of me living the Make it Happen mentality, albeit extremely painfully. I’ll try to make it brief and pull out whatever learning lessons I can along the way but buckle up, this one's a doozy. It also ends...
Ghosting and Treats, Not Tricks
. November 1, 2025 | Read online I hope you had a fantastic Halloween yesterday and last night. Halloween is one of my wife and I’s favorite holidays. It’s when adults can act like children without judgement (at least from most). That’s why we go all out with our annual Halloween party and invite all our friends to come over and pretend like we’re 25 again. This year’s theme was Saturday Night Live and you had to act out your costume so I built the SNL stage and decked out my living room like...
Just Because You Can Doesn't Mean You Should
. October 25, 2025 | Read online AI is supposed to make us more efficient and in some ways, it has. But it might be making us (at least me) too efficient. Since I’ve been using it more and finding new use cases, I’ve been adding more to my plate than ever before. It’s like I’m a kid in a candy store with a credit card that has no limit. In the past month, I’ve become a: Mixologist (liquor cabinet + ChatGPT = awesome espresso martini) DJ (creating playlists and mixing 90’s Hip Hope with EDM)...
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