The JB Sales Learning Lab Newsletter

. 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...

. 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...

. 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,...

. March 28, 2026 | Read online Back in 2017 I went to Gary Vaynerchuk’s office for one of his 4D sessions. It was a small group of entrepreneurs sitting in a room with his team as they walked through how they were building brands and leveraging social. At the end, Gary came in and opened it up for Q&A. Around that same time, a few reps I had trained at Salesforce reached out to me. They had built an AI tool that could write hyper-personalized emails based on my “Why You Now” framework. I...

. March 14, 2026 | Read online Well, not really. I’m currently on a European tour with my wife and daughter looking at potential colleges for my daughter when she graduates in about 2.5 years. We’re visiting Barcelona, Monaco, Amsterdam, and Switzerland. I coordinated the trip with a training session I had in Barcelona for the first three days of the adventure. As I write this, I’m on a flight to Amsterdam to meet up with my wife and daughter who had gone to Nice and Monaco while I was...