The JB Sales Learning Lab Newsletter
Free, actionable sales advice sent to your inbox every weekend.
It’s time to say something
. February 21, 2026 | Read online Two years ago, I did a post on Linkedin asking people how they were doing. The inspiration was from a conversation I had with a friend/colleague who was struggling and looking for some advice. Before he told me what was going on, he asked how I had been doing. I had just gone from $6M in revenue and 20 employees to almost $0 in revenue down to 2 employees after the tech market crash in 2023, and was trying to rebuild my business once again. Needless to say, I...
Figure It Out
. February 14, 2026 | Read online I think we’ve collectively lost the ability to “figure it out” and it’s starting to really concern me. I constantly get questions that are effectively asking for the ‘silver bullet.’ “What’s the best question to ask to create urgency?” “Do you have a good email template I can use to improve my response rates?” “What’s the best subject line to use?” “Do you have a prompt/tool that can write personalized emails at scale?” Or even worse, I get feedback from reps...
Expectation Setting
. February 7, 2026 | Read online I think life is a lot about expectation setting. Think about the last time you were pissed off about something. I almost guarantee your expectations were mis-set. For instance, say you go to a restaurant on a busy Friday night and you can tell the waiter or waitress is overwhelmed with too many tables and it’s probably going to take them a while to take your order. They have two options on how to handle the situation. The first option is they come over to your...
Sick and Tired
. January 31, 2026 | Read online The last few weeks I’ve written about how I am sick and tired of wasting money and dealing with people and vendors who overpromise and underdeliver. This week I’m literally sick and tired. I’ve been traveling and training nonstop for the past two weeks and woke up this morning with razor blades in my throat and a massive headache. Apparently, now that I’m 50, my body doesn’t enjoy the all-day trainings, running through airports, limited sleep, redeyes and...
I finally feel valued
. January 24, 2026 | Read online I was catching up with a good friend recently who had been through a lot in the past few years both personally and professionally. She had finally shed some of the baggage that was holding her back and was now working with a company where she said she finally felt heard, she finally felt valued. She was lighter, happier and more optimistic than she had been in a long time and I could hear/feel it in her voice. I’ve never been big into astrology or daily...
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...
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