Most companies struggle to articulate what makes them different. They talk about "white-glove service" and "deep expertise"—things their competitors also claim. When everyone says the same thing, no one says anything. The solution isn't just knowing your value proposition; it's being hyper-specific about it. And there's a cheat code most people ignore: writing. When you're forced to put words in black and white for someone outside your business, you can't hide behind shared context or assumptions. You have to be precise. That's where real clarity happens.

Most salespeople think it's inevitable—they'll have to discount near the end to close the deal. They plan their concessions instead of laying proper groundwork upfront. But here's what that assumption costs you: margin, leverage, and customer trust. The best negotiation is no negotiation at all. When you build an airtight business case from the start, you rarely need to make concessions. And when discussions do happen, you hold all the cards.

Most mid-market B2B companies have a couple of reps who consistently crush it. But getting anyone else to that level? Nearly impossible. Here's why it's not a people problem—it's more systemic.

Adopting new skills and frameworks feels uncomfortable because real change requires you to become unrecognizable for a while. Welcome to the goo stage.

Working with an LLM isn't just helpful—it's transformative. Here's why arguing with Claude has made me a better thinker.

I used to sell with a guy who would say, "Jeff I can sell our product in 2 1/2 hours. The problem is I only get it 5 minutes at a time."

It was an important dose of perspective to a young seller like myself.

I was standing in an operating room with someone who had been a surgeon longer than I had been alive.

He turned around and asked me, "What am I supposed to do now?"

I see a lot of reps rush through their delivery as soon as they get the chance.

It could be on a cold call when somebody answers. It could be during discovery when you feel like you have too much to talk about in a short period of time.

"Jeff, can I sell something I don't love?"

Of course, you can make a good living doing it, too, but you won't be able to do your best work.

Another year is in the books.

Personally and professionally, my year had some significant peaks and valleys. I learned a lot and gained a lot of clarity as we go into the next year.

With my Sunday message falling on Christmas Eve this year, it feels like the perfect opportunity to tell one of my favorite stories about magic and belief.

It gets even more difficult when you feel like you need to lean into something that isn't aligned with your own talents. That's like swimming upstream with one hand tied behind your back.

The world opens up when you recognize that you get to define your own greatness.

Last weekend in Nashville, my wife and I were waited on by an aspiring musician. After chatting, we checked some of her music out on Spotify, and the streaming data didn't seem to match the talent. She looks the part, her music is well-produced, and it sounds like something you could hear if you turned on the radio and landed on any of a handful of stations.

Something has come up a few times over the past week, and I didn't expect it- longevity.

A lot of sellers are moving around trying to advance their career, and I absolutely advocate that you find the right spot for yourself, because you'll never do your best work if you're not in the right position with the right company.

In the latest episode of "Rethink the Way You Sell," host Jeff Bajorek explores the critical theme of accountability in sales. Titled "Be Held Accountable," this episode delves into why accountability is often perceived negatively and seeks to redefine it as a positive and essential aspect of professional growth.

It was a long weekend, and I hope you got some rest before the race to the end of the year. I recorded a quick video this week because of the holiday and because a story I read a few days ago reminded me that the principles behind #SellLikeYou are valid at the highest levels.

In this captivating episode of "Rethink the Way You Sell," host Jeff Bajorek welcomes a true titan of the sales world, Jeffrey Gitomer. Known as the 'King of Sales,' Gitomer shares invaluable insights that have shaped the industry.

Yesterday was my favorite day of the year.

Since 1999, my friends and I have been gathering together for a pre-Thanksgiving party in my home.

It started as kind of a gag- "Let's get dressed up and do something fancy" (you know, while sitting on the floor, eating off of paper plates with a keg of beer in the bathtub). We called it a Thanksgiving Feast with Merriment to Follow. I mailed paper invitations.

Jeff delves into the powerful concept that you win and lose business in the same manner, a lesson learned early in his sales career.

I was going to write about prospecting this week. My initial thoughts got the party started here.

But then I took my son to Metallica (his first concert) on Friday, and I had a more pertinent thought.