TW Sales Library

Sales Articles & Insights

Practical sales strategies, playbooks, and lessons from building and leading revenue teams.

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  • Best TED Talks for Salespeople

    Sales is a high-performance craft that demands discipline, mindset, and skill. The best salespeople build resilience, sharpen persuasion, earn trust, and understand how decisions get made. These TED Talks sharpen those abilities and give you tools you can use immediately. 1. What I Learned from 100 Days of Rejection Sales is a game of resilience…

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    Best Sales Books to Read in 2026

    List of the Best Sales Books Sales has an overwhelming number of books, gurus, and resources. Many offer unique insights and strategies. However, not all sales books are created equal. By compiling this list, I aimed to cut through the noise and share the most impactful works that offer practical, actionable advice that I utilize…

  • How to Scale Revenue Fast as a Startup’s New Sales Leader

    You’re the new sales leader at a startup and you want to increase your sales team’s performance. Maybe you’re the first one they’ve ever had. Maybe you’re replacing someone. Maybe there’s a sales team already, maybe not. The specifics don’t matter as much as this: things are a mess.  You have big expectations for yourself…

  • The Art of Objection Handling

    This article is part of my Founder-Led Sales Series, where I’ll tackle how to handle objections from prospects. For the complete series, see The Guide to Founder-Led Sales. When most Founders encounter objections during sales calls, their natural instinct is to get defensive, start hard-selling, or avoid the objection entirely. But what if I told…

  • Questions Are the Answer: The Reversing Technique

    Ask for What You Want In sales, you must ask for what you want, directly, assumptively, and assertively. You must take the lead. You can’t expect, or wait for, your prospect to do it. You must ask the tough questions. If you don’t ask, you won’t receive. Asking questions is how you get what you…

  • Developing Your Prospecting Strategy

    In my last article, How to Define Your Ideal Customer Profile (ICP) as a Startup, I talked about why early-stage startup Founders need to ruthlessly prioritize and focus on their ICP. Now it’s time to turn that clarity into a real pipeline. This article is Part #3 of my Founder-Led Sales Series, where I’ll break…

  • The Guide to Upfront Contracts with Real Examples

    An Upfront Contract is an agreement between a salesperson and a prospect. They help salespeople avoid ‘mutual mystification’ and maintain control throughout the sales process.

  • Emotional Selling: Thinking vs Feeling States

    What is Emotional Selling? People don’t buy with logic. They buy with emotion and then justify it later with logic. That’s the core of emotional selling. It’s the ability to tap into a prospect’s feeling state instead of triggering their thinking state. Because the more someone thinks, the more likely they are to pause, question,…

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  • How to Reach Your Full Potential?

    My greatest fear in life is not reaching my full potential. Because wasted potential isn’t just a personal loss. It’s a quiet death. So how do we close the gap between who we are and who we’re meant to be? First, you have to challenge the beliefs that keep you small (see: Limiting Beliefs). After…

  • Growth vs Fixed Mindset

    Why do exceptional people seem to have a special talent for converting life’s setbacks into future successes? Mindset. Your mindset, how you view your abilities and potential, shapes everything. It determines whether you see challenges as threats or opportunities, whether feedback feels like an attack or a gift. And it profoundly affects the way they…

  • The Best Sales Podcast Is The Game by Alex Hormozi

    Why The Game Is The Best Sales Podcast If you’re in sales and haven’t listened to The Game by Alex Hormozi, you’re missing one of the most tactical, mindset-shifting podcasts out there. Hormozi doesn’t just talk about sales tips, he breaks down the mindset an behaviors that actually drive performance and results. Below are some…

  • The Breakup Email™

    What is a Sales Breakup Email? A Breakup Email is a powerful tool to use when a prospect has been non-responsive after several contact attempts. It’s designed to break the silence and prompt a definitive response. Why Use a Breakup Email? The primary goal of a Breakup Email is to secure a clear “Yes” or…

  • Rapport Building in Sales

    In sales, people don’t buy from companies. They buy from people they trust. That trust starts with rapport. What is Rapport? Rapport is to be in connection with someone. It’s when that person thinks, “This person gets me.” That connection is the foundation of every successful sales relationship. It’s how we access people’s emotional state.…

  • Mutual Mystification

    What is Mutual Mystification? Mutual mystification occurs when a salesperson and a prospect are misaligned due to differing expectations that they have not clarified or addressed. The result is that neither the salesperson nor the prospect has a clear understanding of what’s happening next in the sales process. But then the prospect ghosted you? Or…

  • Reciprocity in Sales

    Reciprocity: More Sales, Shorter Sales Cycles You and your prospect need to have a reciprocal relationship. Many salespeople struggle with this. They have one-sided relationships with their prospects. The salesperson gives, gives, gives and asks for nothing in return. They hope that their giving will eventually result in receiving a signed contract. It usually won’t. And if…

  • How to Create Urgency in Sales

    To create urgency in sales, understand and leverage the Four Urgency Motivators: price, compelling events, pain alleviation, and excitement. When facing resistance, identify hidden blockers that prevent prospects from moving forward. If no motivators resonate, recognize when it’s time to walk away from unresponsive prospects.

  • Overcoming Customer Indecision

    The Status Quo Bias Salespeople talk a lot about losing to the status quo. We think about, and try, lots of different tactics to move our prospects away from it. Many of us have learned to do this by dialing up the FUD (fear, uncertainty, and doubt) or digging for pain. We think that if we can show that…