The JB Sales Learning Lab Newsletter
Free, actionable sales advice sent to your inbox every weekend.
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)...
I’m irrelevant and so might be college
. October 18, 2024 | Read online I’ve spent my career learning and transferring what I know to anyone who was interested. A few years ago, when ChatGPT hit the market I immediately knew I was in trouble with what I do - teaching. The main challenge with teaching a group of people is that everyone learns differently. There are many different studies that talk about the different learning styles like VAK (Visual, Auditory, Kinesthetic). But you don’t need to read a study to understand the...
How to Win Back Time in Every Sales Conversation
. October 11, 2025 | Read online I saw this post on Instagram from @globalmindapparel this week with the quote: “Time is the only currency we spend without knowing the balance.” I’m not going to say it “hit me” since that’s a tell-tale sign of ChatGPT but it did remind me of the importance of time related to Sales. In this week’s newsletter, I’m going to share some tips on how to leverage time in sales, the GPT I use to prep for meetings (saving time), and a conversation I had with a...
My learning curve
. October 4, 2025 | Read online These past few weeks have been a really interesting learning curve for me. I recently launched a new 1:1 Coaching program which means I’m now getting into the world of B2C sales and realizing how different it is than B2B sales. I wrote about this a few newsletters ago, about how B2C Sales is coming for B2B based on my buying experience for an app I wanted to invest in. Now that I’m starting to sell a B2C solution, I’m realizing how different it really is. With...
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