Blog

Sales

Consultative selling, the emotions behind buying, and the idea underneath it all: selling is a way of serving.

Want the organized version? Read the sales guide.

View from the stage towards a group of people sitting in a training room

Sales

Operational Impotence: When Your Team Knows What to Do and Still Doesn't Do It

In front of 50 salespeople, I was put on the spot. My answer that day explains why training excites but changes nothing.

April 25, 2026

Sales

All for a Pokémon

It wasn't madness. It was meaning. Last year, I was in Playa del Carmen. I was there to give sales seminars.

May 24, 2026

Seller's hands delivering a product to a customer across the counter

Sales

5 Toxic Thoughts

Some people have great products, experience, and want to sell more. Yet they don't sell as much as they could. It's not always about a lack of tools.

May 16, 2026

A vendor's hands handing a product to a customer over the counter

Sales

The Same Quesadillas

Sometimes customers don't buy from you, not because they don't want to. But because they don't remember you. Look.

May 1, 2026

Seller's hands delivering a product to a customer over the counter

Sales

Disappearing Is Expensive

I just got back from a trip. Airports. Suitcases.

April 30, 2026

Sales

Begging for a T-Shirt

Your customers aren't cheap. If they don't buy from you, it's your fault. You're selling the object, not its meaning.

April 26, 2026

Sales

I Hate Piñatas

I have 4 kids. So I've been to way too many kids' parties. And there's one part I detest:

April 19, 2026

Sales

How Awful

Mr. Beast makes me really uncomfortable. And I just understood why. It's not that he gives away money on his show.

April 17, 2026

Sales

I Know It Was Wrong

It was 7:00 AM. We had to leave. Or they'd be late for school.

April 15, 2026

Sales

I Was Envious

Your customer isn't stupid. They know when you only reach out because you want something. Like that opportunistic "friend" who never talks to you,

April 11, 2026

Sales

Willy Wonka vs. the Chocolate Kings

This message is for those tired of begging to sell. Have you seen Wonka? It's about a poor, orphaned boy obsessed with chocolate.

April 10, 2026

Sales

29 Years Late

The problem isn't that the world changed. The problem is continuing to sell as if it hadn't. I'll tell you a true story.

April 8, 2026

Sales

The Sole of the Shoe

Your customers don't buy how amazing your product is. They buy what that product helps them feel, achieve, or solve. And that's frustrating.

April 7, 2026

Sales

He Bit His Apple

There's a sign you've already lost the sale. Even before you open your mouth. You know how it goes.

April 4, 2026

Sales

Familiar Faces

There's a reason we easily buy from some people, and not from others. Once, at a barbershop, a business owner told me:

April 3, 2026

Sales

Piled-Up Tequilas

There's a vice that destroys businesses. It almost always disguises itself as strategy. Discounts. The damn discounts.

April 2, 2026

Sales

A Kindergarten Teacher Made Me Think

To sell, you don't need to fake it. If you think you do... you've been misled. Look.

March 30, 2026

Sales

I didn't need those CDs. But I bought them.

In 2017 I paid hundreds of dollars for some CDs. Yes. CDs.

March 27, 2026

Seller's hands handing a product to a customer over the counter

Sales

The Bone Setter Told Me

Your customers don't buy your product. No, sir. Your customers buy what they believe your product will do for them.

March 26, 2026

Sales

Knives in the Ground

This weekend I was at a kids' party. One of those with inflatables. Kids running around, soaking wet.

March 25, 2026

Sales

Not Even Cristiano Ronaldo Can Do It Alone

Your salespeople aren't gods. They're salespeople. If you expect them to sell all by themselves, you're making a mistake.

March 24, 2026

Sales

Ally or Nuisance

There was a time I preferred sleep to being awake. I won't tell you the whole story today. But I can tell you this:

March 23, 2026

Sales

A Bra for Men

Some think to sell a lot, you need to invent something rare. Not true. You can sell a ton with a common product.

March 22, 2026

Sales

Has it Grown Yet, Dad?

You do things with all the faith in the world. And they don't work. About three years ago, I planted a kiwi in the garden.

March 20, 2026

Sales

I Can't Watch Star Wars

Sexy brands do something special. If you're not doing it, you're playing in the minor leagues. It changes everything: how much you sell and how you retain talent.

February 24, 2026

Sales

I Don't Like David Goggins

They say a good salesperson turns any 'no' into a 'yes'. And if you can't, it's because you're not good enough. They're wrong.

February 19, 2026

Sales

They Laughed at Me

I was on stage. In front of about 200 people. And they all laughed at me. Look.

February 16, 2026

Sales

Gordon Ramsay, Pineapple Pizza, and Selling Without Begging

In 3 minutes, you'll understand why your company might be doing everything “right”… yet still end up competing on price. Know Gordon Ramsay?

February 13, 2026

Sales

Get Sharp

Many are struggling to sell. It's not for the reasons they think. Once upon a time, there was a young man.

February 12, 2026

Sales

The Syndrome of the Drunk Without Keys

There's a reason your sales are stalled. And no, it's not a lack of effort. It's because you're looking in the wrong place.

January 30, 2026

Sales

Drink Skim Milk

Do you know why companies fail? Why they don't hit sales targets or end up with mediocre service? For a reason much simpler than we like to admit:

January 29, 2026

Sales

Clams, Braids, and Why Selling is So Tiring

Having mediocre salespeople is your fault. Not theirs. And there's something you can do to save them.

January 28, 2026

Sales

A 195-Meter Mistake

You can do almost everything right and still not make sales. And it feels terrible.

January 21, 2026

A refrigerator being pushed across a concrete floor, black and white

Sales

Friction Sales vs Frictionless Sales: Why Selling Feels So Hard

Not all sales are equal. Some drain you and your margin; others arrive almost decided. That difference is designed before you ever talk to the customer.

August 13, 2026

A chalkboard with a handwritten formula, black and white

Sales

The Revenue Formula: Specialization, Reach and Channels

Selling more isn't a trick. It depends on how specialized you are, how many of the right people know it, and how easily they can buy.

August 13, 2026

A handshake over a negotiating table, black and white

Sales

Selling vs Serving: If Selling Makes You Feel Guilty, You're Selling Wrong

Many salespeople carry guilt that isn't theirs. The fix isn't selling less: it's selling in a way that actually helps.

August 13, 2026