The JB Sales Learning Lab Newsletter
Free, actionable sales advice sent to your inbox every weekend.
Here we go again
. June 13, 2026 | 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. Here we go again Q1 was really good for me. I was traveling to different onsite sessions for training and keynotes, my pipeline was healthy with solid opportunities, deals were moving, and things felt like they were clicking. Then, I...
Before You Make Any Decisions
. June 6, 2026 | Read online I've had more conversations in the past two or three weeks than I've had in a long time. After Q1, my pipeline dried up, and when that happens, I do the same thing I've always done. I get back to work. I pick up the phone, I reach out to people, and I set up as many conversations as I can to get a temperature on what's happening out there (and try to drive revenue). What I'm hearing from almost everyone is the same thing. People are exhausted. Not the normal...
Pattern recognition
. May 30, 2026 | Read online One of the benefits of getting old is experience, and one of the benefits of experience is pattern recognition. I've been through enough crazy stuff in my life to start recognizing patterns, and the one I'm worried about right now just got confirmed last night when I went to an IDC event in Boston - Navigating the AI Economy with Trusted Tech Intelligence. If you've been reading my newsletter, you know I'm on my own AI journey, and I’m “learning out loud” along...
Jobs vs Tasks
. May 23, 2026 | 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. Jobs vs Tasks I’m trying something different with this week’s newsletter. It’s one of those “learning out loud” moments that I’m doing with the JB Sales Learning Lab. I’m trying to find the balance of leveraging AI the right way (in my...
Garbage In, Garbage Out
. May 16, 2026 | 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. Garbage In Garbage Out Last week, I wrote about taking some L's and how I use a decision lens to figure out what's within my control and what isn't. This week, I want to tell you what I'm doing about it. I'm in full prospecting mode...
Your Decision Lens
. May 9, 2026 | 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. Your Decision Lens I'm not going to lie, it's been a rough couple of weeks. I've taken a few Ls, both personally and professionally, and they're starting to pile up. To start, I lost a few deals recently that I felt pretty good about....
The SaaSpocalypse
. May 2, 2026 | 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 SaaSpocalypse Is the industry I built my entire career on dying? I've been sitting with that question for a few weeks now, and I finally put it out on LinkedIn this week. The response confirmed what I was afraid of. I'm not the only...
The one thing AI can’t do
. April 25, 2026 | 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 one thing AI can’t do I was listening to David Senra's interview with Marc Andreessen on the Founders podcast a few weeks ago. If you haven't heard it, Andreessen says something that stopped me mid-run. "I practice zero...
Creating Urgency & Adding Value
. April 18, 2026 | 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. Creating Urgency & Adding Value It's the question I get asked the most when I do training: "How do you create urgency?" My answer is: "You can't." We, as sales reps, can't create urgency. We can try to manufacture it with discounts,...
I Know Kung Fu
. April 4, 2026 | Read online You know the scene in The Matrix where Neo wakes up, plugs in, downloads kung fu directly into his brain, opens his eyes and says "I know kung fu"? That's what the last two weeks have felt like for me. I made the switch from OpenAI to Anthropic's Claude a few weeks ago. Some of you saw my LinkedIn post about it. The short version: Sam Altman's actions and words disgust me from a values standpoint so I asked my audience who they trusted related to AI platforms and...
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