Day 1The Essence of Sellinghelp them buy, not sell · value > cost · trust
Day 2Trust Is the Only Currencycompetence vs warmth · how trust is built & broken · compounding
Day 3The Buyer's Brainwhy people buy or don't · emotion + rationalization · loss aversion
Day 4Jobs to Be Donethe job they hire it for · functional/emotional/social · the real rival is "no"
Day 5Sell the Outcome, Not the Productfeatures vs benefits vs outcomes · they want the hole, not the drill
Day 6Ask to Sell (SPIN)open questions · Situation-Problem-Implication-Need-payoff · the question funnel
Day 7The Craft of Listeningactive listening · labeling emotions · the power of silence
Day 8The Mom Testask past behavior, not future intent · dodge polite lies · validate real need
Day 9Find & Amplify the Painexplicit needs vs hidden pain · the cost of the status quo · quantify it
Day 10Map the Decision Chainwho pays/decides/uses/blocks · multiple stakeholders · champions & blockers
Day 11Qualifyingnot every lead is worth chasing · BANT/MEDDIC · the ideal customer profile
Day 12The Value Propositionwho you help & why you · the value-prop canvas · differentiation
Day 13Sell with Storyconflict-turn-resolution · customer success stories · make them the hero
Day 14Make It Stickthe SUCCESs principles · counterintuitive hooks · concrete numbers
Day 15The Six Principles of Influencereciprocity/proof/authority/liking/scarcity · using them without the ick
Day 16Craft an Irresistible Offervalue stacking · risk reversal · scarcity & anchoring
Day 17Demo & Pitchpain before remedy · less is more · make them participate
Day 18The Elevator Pitchclarity in 30 seconds · one-line positioning · pitch structure
Day 19Social Proof & Case Studiestestimonials · data · how to write a case study
Day 20Objections Aren't Rejectionobjections = signals · no-need/trust/rush/price · agree then answer
Day 21Handling "It's Too Expensive"price vs value · unbundle & compare · the courage not to discount
Day 22Negotiation Basicspositions vs interests · BATNA · grow the pie first
Day 23Tactical-Empathy Negotiationcalibrated questions · "that's right" · deliberate deference
Day 24Anchoring & Concessionswho goes first · setting the anchor · trading concessions
Day 25The Art of Closingassumptive & either-or closes · reading buying signals · daring to ask
Day 26The Discipline of Follow-upthe "5th touch" stat is fake · valuable follow-up vs pestering · cadence & scripts
Day 27Ghosting & Dead Dealsthe psychology of silence · re-opening lines · letting go gracefully
Day 28Selling Yourself Is a Meta-Skilljobs/funding/influence are all selling · your value prop · beating the cringe
Day 29The Job Hunt Is Sellingrésumé = landing page · interview = discovery + demo · offer = negotiation
Day 30The Fundraising Pitchwhat investors are actually buying · one idea per slide · answer why-you in costs already paid
Day 31Personal Brandingretrievability > reach · don't be a "better someone" · content that compounds
Day 32Monetizing an Audiencethree funnels, three fuels · the ladder sells risk · star vs mesh · never overdraw trust
Day 33Everyday Persuasionthe better your argument, the less they move · let them explain it · timing & framing · the long-run account
Day 34Networking Without the Ickthe ick comes from arriving empty-handed · opportunities live in the middle distance · the relationship account · you underestimate yes
Day 35Consultative Sellingname a solution and you're a vendor again · rule something out · when not to sell · leave with an action
Day 36The Challenger Saleteach a counterintuitive reframe · retell it in each person's numbers · take control · land it as a question
Day 37The Sandler Systemagree how the meeting ends · drill pain to his own numbers · lose the need for approval · money before the proposal
Day 38Value Sellingtranslate features to his ledger · price the status quo · a one-page business case · precise-conservative beats big-and-bold
Day 39The Traps of Solution Sellingthe invoice arrives two years later · every extra claim dilutes the best one · wash out the slogans · when to shut up and quote
Day 40The Funnel & Pipelinestages defined by what the buyer did · win rate by cohort · the weighted number never occurs · health is flow, not stock
Day 41Prospectinga profile that excludes nobody isn't one · thirty conversations for their words · minutes per real conversation · a variance game, not a diligence game
Day 42Cold Email & Outreachan inbox sorts, it doesn't read · personalization is worth what faking it costs · the first email converts on a reply · a sequence samples their timing
Day 43Content & Inboundyour topics are in your message history · give the whole method away · nurturing keeps you retrievable · volume runs opposite to closeness
Day 44SaaS & Product-Led Growthhow many of selling's four jobs the product finishes alone · cut the free tier on the axis that grows with success · a trial's opponent is "no time" · NRR is the only number that compounds
Day 45Crossing the Chasma reference he doesn't count as a peer is no reference · convert ambiguity into known risk · a niche is people who ask each other · the empty square is where you lose
Day 46The Science of Pricingvalue vs cost-plus · tiering & anchoring · psychological pricing
Day 47Channels & Partnershipsdirect vs distribution · affiliates · platform leverage
Day 48The Sales Team & Processhire/train/incentivize · SDR/AE/CSM · CRM & ops · comp design
Day 49Selling by the Numberskey metrics (CAC/LTV/win rate/cycle) · forecasting & review
Day 50Customer Success & Retentionthe sale is the start · onboarding · reducing churn · upsell
Day 51Referrals & Word of Mouththe referral flywheel · when to ask · NPS
Day 52The Ethics of Sellingpersuasion vs manipulation · dark patterns · the long game
Day 53Mindset & Rejection Resiliencerejection isn't personal · the numbers game · self-regulation
Day 54Selling for Introvertsdeep listening is an edge · one-on-one vs stage · authentic tactics
Day 55Cross-Cultural Sellinghigh vs low context · relationship vs transaction · localization
Day 56Selling in the Age of AIAI for outreach/leads · what's automated vs more valuable · trust is human
Day 57Sales Myths, Debunkedthe "born closer" myth · scripts vs systems · data over instinct
Day 58The Full Deal, End to Endlead to close to repeat · how the stages connect · one end-to-end case