Clarity is overrated

If you don’t love the process, the fog will break you. Here’s the only question that matters.

I killed a 6-week project in 24 hours

Here's the framework I used to know when to pivot vs. when I'm just being impulsive...

Tom Brady just explained why your sales team isn't working

Stop hiring talented assholes. No individual player is more important than the unit as a whole.

Your Sunday newsletter is changing (no action needed)

You're competing for 3% (ignoring the 97%)

Your competitors figured this out years ago. You're about to catch up in the next 3 minutes.

You're not actually working

I've done this more times than I care to admit. Poured weeks—sometimes months—into projects, initiatives, or strategies...

You'll never get out of sales

Bad news: You're in sales forever. Good news: You can evolve with it (and get your time back).

Of course they weren't ready

If they were ready to buy, you wouldn't be talking to them.

This tweet pissed me off

A guy with 300K followers says entrepreneurship is just luck. Here's why he's dead wrong.

How I got my kids to beg for strategy planning

Last week I did something that should've been a disaster. I combined my quarterly off-site planning with a family vacation.

I asked Gary why he seemed pissed off

10 minutes in, I stopped the call and asked what was really going on. Fifty minutes later, he was a customer.

You're too good at fixing problems

And that's exactly why they ghost you. Here's what to do instead.

"Ray, great news!" (it wasn't)

A client just hired a sales manager and a sales rep. Both start Monday. I had to tell him he's got three major problems already.

I paid $50k for a lesson I already knew

This is mortifying. I literally teach this every day...

Why I fired half my sales team (and revenue went up)

The home office thought I was an extremist. HR had serious concerns. But 10 years later, we'd never missed a goal...

I owe Alec Baldwin an apology

Turns out "Always Be Closing" isn't what made me cringe. It's how everyone gets it wrong...

Why prospects ghost you after "great" proposal meetings

Ever walked out thinking "nailed it!" only to never hear from them again? Here's what you're doing wrong...

A gift for you

No deep work rituals. No hacks. Just a brutal filter for what matters.

Why I Downloaded Couch to 5K (After Running 12 Half-Marathons)

Sometimes the most powerful thing you can do is lower the bar...

Why I fired my entire commission-only sales team

I inherited a national sales team at the US Chamber of Commerce, and 18 months later...

He Lost a $5K Deal to Silence

Not a no. Not a yes. Just... nothing. Here's how to prevent that

The Dumbest Sales Advice I’ve Seen This Week

Spoiler: it involves weather talk and a bad haircut.

1$7M MSP Owner: "What the Hell Is Going On?"

Close rates tanked. Economy fine. Problem? Worse.