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We are all awash in information, and I’m deeply committed to respecting your time. The ‘Distillations’ newsletter is a short and thought-provoking weekly reflection on strategy, psychology, and sales. The scope is broader than The Sales MBA itself, but philosophically aligned in the search for first principles behind personal and professional improvement. You can subscribe through LinkedIn or Substack.

Previous Posts:

2024

Neglecting the invisible

Character

Selective addictions

Incentives

Tracker mindset

Rooms of the house

Well-rounded corporate athletes

Decisions reveal culture

Selling pianos

Limits of perception

A perspective shift for sellers

Levels of belonging

Becoming a better human

Energy

Integrating the shadow

Asking questions

Amateurs vs. professionals

2023

Purpose statements

A treasured tradition

Strength and range

The big picture on productivity

Meeting mastery

Reviving gratitude

The paradox of change

Action

The march toward more

Perfection and play

Immersive exploration

The clarity of a castaway

Pausing to process

Taking the high road

Sales as a signal receiver

Lateral thinking

150% mindset

Questioning the experts

Betting on horses

Learning from the fringe

Creative persistence

The Volvo story

Mastering the controllables

Your feedback

Dreams and teams

Revisiting the basics

Crossing thresholds

What the body says

The five questions

What’s the paradigm?

The power of constraints

The adaptation advantage

Hurry up and fail

Bravery

Visual persuasion

Productive delusions

Taming animal spirits

Priorities

Principles vs. prescriptions

Respecting the Muse

The burden of “yes”

Swimming in data, thirsting for insight

Your “bag of tricks”

Strategy and FOMO

Respect, not deference

Lasting impressions

Two kinds of sales professionals

What is charisma?

Tests of leadership character

Are we all ‘AI conductors’ now?

AI and authenticity

Priming the audience

Remembering the pain

2022

Calibrating energy

Building defensive confidence

Context and meaning

Expectation vs. exploration

Selling a vision

Simplicity

Managing customer indecision

Speaking to a hostile audience

In over our heads

An ode to excellence

How Mr Rogers earned $20M in 6 minutes

Theory of the game

Leadership richness and reach

Values as a competitive advantage