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We are all awash in information, and I’m deeply committed to respecting your time. The ‘Distillations’ newsletter is an open journal of exploration and growth, offering short and thought-provoking reflections on strategy, psychology, sales, and their adjacent areas. 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.
[NOTE: As of January 5, 2025, I’ve decided to pause this newsletter. Stay tuned for Phase 2.]
Previous Posts:
2025
Gone Fishing
2024
Letting Go
Leadership Interview Strategy
Repeatable Operating System
The Wall Street Journal Test
What Ideals Do
Sully’s Secret
Strong vs. Bold
Influence Without Authority
Sense of Humor
Via Negativa
Honesty
Palaces and Pirate Ships
Contrarianism
Patterns of Failure
100 Distillations
Defining Moments
Scaffolding of Rhetoric
Levels of Awareness
Decision Quality
Small Circles
Digital Detox
Future Ready
Epidemic of Perfectionism
Assessing Talent
Getting Attention
Competing with AI
Going First
Obsession
Systems Thinking
Assertive Inquiry
Law of Triviality
Tech as Teammate
Purpose of a Hierarchy
Radical Authenticity
Constraining Attention
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
