Better Call Saul masterclass
I wasted $10K on… this?
Read Time = 4 minutes
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The sales trainer advances to slide 23.
It's a Venn diagram showing where "Rapport" and "Trust" overlap to create "Lasting Relationships."
I check my phone under the table. We're only 40 minutes into a 4-hour workshop called "Discovery That Converts."
This cost $10,000.
THE BRIEFING
Stories you need to know
Bill Gurley's speech at University of Texas breaks down six principles that separate people who love their work from those who don't.
My take: Six in ten people regret their career choice. This article breaks down how people who love what they do got there: chase curiosity, obsess about your craft, find mentors, embrace peers, go where the action is, always pay it forward.
LinkedIn rolled out major changes to its feed algorithm that prioritize comments over likes and penalize external links.
My take: LinkedIn can be insufferable. Platitude posts ("pay people fairly!"), the selfies, the politics. But it's still the best platform for B2B prospecting, research, and actually connecting. So if you're going to use it, you might as well know how the algorithm works.
Instantly's 2026 report analyzed 100M+ cold emails to benchmark what's working in outbound right now.
My take: Average reply rate is ~3%. Elite senders hit 10%+. The gap isn't luck, it's micro-segmentation, problem-focused messaging, and frequent A/B testing. The most important part — 58% of all replies come from your first email. If your first touch doesn't land, your sequence is just noise.
Every Salesperson Needs To Watch This Scene
A TV lawyer just gave you a better sales masterclass than your $10k training.
Watch the scene first (3 min) :
Now here's what just happened and why it works...
1. Make Bold Claims
Great positioning creates a curiosity gap that forces prospects to ask "how?" When you lead with a provocative statement instead of generic benefits, you make them come to you for the explanation.
Real-world examples:
Domino's: "30 minutes or it's free" (spoiler: this ended poorly for them)
Salesforce: "No Software" (attacked the entire software category)
The scene: Jimmy puts one simple sign in his window: "Privacy Sold Here." Not features, not benefits - just a bold claim that creates a curiosity gap. The customer walks in specifically because he needs to understand what that means.
2. Make Them Name The Enemy
Discovery isn't about qualifying budget - it's about helping prospects realize problems they didn't know they had. Start with innocent questions, then paint a vivid picture of what happens if they don't solve it.
Real-world examples:
Apple's "Get a Mac" campaign: Made PC users identify their frustrations (viruses, crashes…) grew Mac market share by 4x
Slack's early positioning: "Be less busy" - made companies realize email overload was the enemy they'd been ignoring
The scene: Jimmy asks "Privacy from who?" and forces the customer to identify his own enemy - IRS, government, ex-wife's lawyer. Then he paints a fear story about how everything you do is tracked and monitored.
3. Use Strange, Unusual Words
When you use the same words as everyone else, you sound like everyone else. Creating unique terminology reframes common problems and positions you as the category leader.
Real-world examples:
Steve Jobs: used words like "crummy, uuuugly"- because they stick
Tesla: "Ludicrous Mode" - made speed sound fun instead of technical
The scene: Jimmy calls it "information hygiene.” The customer stops and asks what that means. The phrase reframes privacy as personal health maintenance, something you should do regularly like brushing your teeth.
4. Let Them Hold It
The moment a prospect physically holds your product, ownership psychology kicks in. Taking it away feels like a loss.
Real-world examples:
Tesla 48-hour test drives: Let customers experience ownership psychology before buying
Costco samples: Once you taste it, walking away without it creates psychological discomfort
Freemium software: tools like Slack that offer freemium models with gated features required for scale
The scene: Jimmy hands the phone directly to the customer and says "feel how light it is." While the customer is holding it, Jimmy plants the upsell seed: "Best practice? Use it once and throw it away - once a week, or every single day." He went from selling one phone to planting weekly or daily purchases.
5. Show Them You're Wanted
Nothing kills urgency like unlimited availability. Don't just claim scarcity - give them proof they can verify or visualize that you're in high demand.
Real-world examples:
Supreme's drop model: Limited releases create lines around the block and items selling out in seconds - visible proof of demand
Hermès Birkin waitlist: 2-6 year wait creates insane demand because you can SEE other people desperate to get one
The scene: Jimmy stacks phones with visible "ON HOLD" signs on the counter as the customer watches. Then he says "people are gobbling these up like Tic Tacs." The visual proof plus the social proof line creates instant FOMO. The customer leaves with an armful.
Sales Play of the Week
When prospects ghost, most reps keep 'circling back'
Here's what actually gets responses:
The Best Thing I heard This Week
A little funk to carry you into the weekend - enjoy
One More Thing
If you’re a Seed-Series B leader that’s struggling to transition out of Founder-led sales and looking to build more predictable revenue, I can help.
I'm doing 3 full GTM Assessments in Q1. I'll audit partnerships, outbound, inbound— then give you a prioritized playbook for what actually drives pipeline.
Reply if you’re interested.
TG
P.S. I reply to all emails.