https://thesalesmastermind.com/newsletter/ Weekly, four-minute reads on founder-led sales from Scott Cowley. en-au https://thesalesmastermind.com/newsletter/135-stress-test/ https://thesalesmastermind.com/newsletter/135-stress-test/ Sun, 20 Sep 2026 17:05:14 GMT How to run a weekly sales pipeline review that stress-tests every deal, adds structure and accountability, and keeps your team on the right deals. https://thesalesmastermind.com/newsletter/134-i-was-the-buyer/ https://thesalesmastermind.com/newsletter/134-i-was-the-buyer/ Sun, 13 Sep 2026 17:05:08 GMT Scott shares a sales call he sat through as the buyer, and the lessons for founders: keep your intro about the buyer and prepare before every meeting. https://thesalesmastermind.com/newsletter/133-variety/ https://thesalesmastermind.com/newsletter/133-variety/ Sun, 06 Sep 2026 17:05:05 GMT Why cold outreach works better with variety: mix calls, texts, email, LinkedIn, video and voice notes, and give each message one clear outcome. https://thesalesmastermind.com/newsletter/132-thirteen/ https://thesalesmastermind.com/newsletter/132-thirteen/ Sun, 30 Aug 2026 17:06:39 GMT A starter list of sales resources for founders: practical newsletters, books, a simple CRM, call recording software and the headset and webcam Scott uses. https://thesalesmastermind.com/newsletter/131-higher-power-close/ https://thesalesmastermind.com/newsletter/131-higher-power-close/ Sun, 16 Aug 2026 17:05:05 GMT How to use the Higher Power Close to surface hidden objections by asking what the buyer’s boss would push back on, with a simple two-question script. https://thesalesmastermind.com/newsletter/130-whatsapp-and-texts/ https://thesalesmastermind.com/newsletter/130-whatsapp-and-texts/ Sun, 09 Aug 2026 17:05:06 GMT When a buyer goes quiet on email, switch channels. How texts and WhatsApp revived two stalled deals, and practical ways to get buyers’ mobile numbers. https://thesalesmastermind.com/newsletter/129-august-bhag/ https://thesalesmastermind.com/newsletter/129-august-bhag/ Sun, 02 Aug 2026 17:05:04 GMT Use August's slow sales season to work on your BHAG. Scott shares how to identify what needs fixing in your business and make real progress. https://thesalesmastermind.com/newsletter/128-two-stories/ https://thesalesmastermind.com/newsletter/128-two-stories/ Sun, 26 Jul 2026 17:05:05 GMT Two real stories about raising prices and standards, from a rebundled Patreon offer to billing for extra seats, and why it pays to just try it. https://thesalesmastermind.com/newsletter/127-fame/ https://thesalesmastermind.com/newsletter/127-fame/ Sun, 19 Jul 2026 17:05:08 GMT What fame means in sales, why referrals and word of mouth get you into more deals, and how founders can become known by focusing on one small niche. https://thesalesmastermind.com/newsletter/126-name-your-journey/ https://thesalesmastermind.com/newsletter/126-name-your-journey/ Sun, 05 Jul 2026 17:05:03 GMT Why naming your process or system helps buyers move from emotion to logic, supports higher prices and makes price qualification easier on sales calls. https://thesalesmastermind.com/newsletter/125-set-up/ https://thesalesmastermind.com/newsletter/125-set-up/ Sun, 21 Jun 2026 17:05:10 GMT A practical checklist for your video sales call setup: headset, webcam, background, lighting, dual monitors, key tabs, call recording and what to wear. https://thesalesmastermind.com/newsletter/124-referrals/ https://thesalesmastermind.com/newsletter/124-referrals/ Mon, 08 Jun 2026 05:05:05 GMT How to ask clients for referrals at the right time and in the right way, with specific asks and a simple double-tap follow-up that makes it easy. https://thesalesmastermind.com/newsletter/123-asking-questions/ https://thesalesmastermind.com/newsletter/123-asking-questions/ Sun, 31 May 2026 17:05:06 GMT A practical list of sales question types for your next meeting, from soft closes and clarifiers to objection handling, with an example of each. https://thesalesmastermind.com/newsletter/122-fit-and-risk/ https://thesalesmastermind.com/newsletter/122-fit-and-risk/ Sun, 24 May 2026 17:05:05 GMT The pre-call research Scott does before a sales meeting: checking a buyer's website and LinkedIn for fit and risk so you arrive with relevant insights. https://thesalesmastermind.com/newsletter/121-competitors/ https://thesalesmastermind.com/newsletter/121-competitors/ Sun, 17 May 2026 17:05:04 GMT Why your biggest competitor is the status quo, and how to handle the other layers of competition: build vs buy, named competitors and priorities. https://thesalesmastermind.com/newsletter/120-larry/ https://thesalesmastermind.com/newsletter/120-larry/ Sun, 10 May 2026 17:05:04 GMT Moving from founder who sells to founder who leads sellers: why sales management is different and how to step back in sales meetings by becoming The Larry. https://thesalesmastermind.com/newsletter/119-semi-fresh-eyes/ https://thesalesmastermind.com/newsletter/119-semi-fresh-eyes/ Sun, 03 May 2026 17:05:04 GMT Why incremental tweaks give incremental results, and how to get a step change in sales by giving one process a bold goal and a set of semi-fresh eyes. https://thesalesmastermind.com/newsletter/118-price-vs-cost/ https://thesalesmastermind.com/newsletter/118-price-vs-cost/ Sun, 26 Apr 2026 17:05:13 GMT Buyers think in price, cost and total cost, while most sellers stop at price. A worked childcare software example shows how to see the full cost of a deal. https://thesalesmastermind.com/newsletter/117-a-message-to-garcia/ https://thesalesmastermind.com/newsletter/117-a-message-to-garcia/ Sun, 19 Apr 2026 17:05:05 GMT How to move beyond being an order taker. The three traits of elite sellers, translator, industry expert and challenger, drawn from A Message to Garcia. https://thesalesmastermind.com/newsletter/116-three-buyers/ https://thesalesmastermind.com/newsletter/116-three-buyers/ Sun, 12 Apr 2026 17:05:06 GMT Every business has three kinds of buyers: customers who buy one, partners who buy or refer 100, and acquirers who buy the business. When to focus on each. https://thesalesmastermind.com/newsletter/115-buyer-risk/ https://thesalesmastermind.com/newsletter/115-buyer-risk/ Sun, 29 Mar 2026 16:05:09 GMT Why buyers fear bad purchases more than sellers fear lost deals, and how to reduce the four types of buyer risk, from individual to organisational. https://thesalesmastermind.com/newsletter/114-partners/ https://thesalesmastermind.com/newsletter/114-partners/ Sun, 22 Mar 2026 16:05:06 GMT How to build real business partnerships through co-marketing, co-innovation and co-selling, starting with who pays whom and a simple list of ten partners. https://thesalesmastermind.com/newsletter/113-bamfam-back-up/ https://thesalesmastermind.com/newsletter/113-bamfam-back-up/ Sun, 15 Mar 2026 16:05:03 GMT Why you should always book a meeting from a meeting, and the BAMFAM Back-Up script for locking in the next sales call when time is short or buyers resist. https://thesalesmastermind.com/newsletter/112-expectations/ https://thesalesmastermind.com/newsletter/112-expectations/ Sun, 08 Mar 2026 16:05:58 GMT A guide for first-time sales managers: how to set, document, train and hold a sales team accountable to clear expectations in a chaotic sales process. https://thesalesmastermind.com/newsletter/111-the-boat/ https://thesalesmastermind.com/newsletter/111-the-boat/ Sun, 01 Mar 2026 16:05:06 GMT How to choose which sales activities matter by asking Will It Make the Boat Go Faster, with an example turning a big revenue goal into weekly meetings. https://thesalesmastermind.com/newsletter/110-authenticity/ https://thesalesmastermind.com/newsletter/110-authenticity/ Sun, 22 Feb 2026 16:05:08 GMT Why authenticity is overrated in sales and how to focus on serving buyers instead, with simple checks for your emails and call recordings. https://thesalesmastermind.com/newsletter/109-blank-excel-sheet/ https://thesalesmastermind.com/newsletter/109-blank-excel-sheet/ Sun, 15 Feb 2026 16:05:07 GMT How to stop reinventing lead generation: pick a North Star KPI for prospecting and build simple systems so finding leads happens every week, not someday. https://thesalesmastermind.com/newsletter/108-ask-again/ https://thesalesmastermind.com/newsletter/108-ask-again/ Sun, 08 Feb 2026 16:05:09 GMT Why a buyer's first answer is rarely the whole truth, and how asking again in discovery, the pitch and closing uncovers real pains and real objections. https://thesalesmastermind.com/newsletter/107-trust-your-gut/ https://thesalesmastermind.com/newsletter/107-trust-your-gut/ Sun, 01 Feb 2026 16:05:13 GMT Why sales statistics mean little for individual sellers, a few sources worth reading, and how to trust your gut by testing one small change every day. https://thesalesmastermind.com/newsletter/106-anatomy-of-a-sale-i-made-a-big-mistake/ https://thesalesmastermind.com/newsletter/106-anatomy-of-a-sale-i-made-a-big-mistake/ Sun, 07 Dec 2025 16:05:09 GMT Scott breaks down a sale where he emailed pricing and skipped a BAMFAM, and the follow-up emails, including a short anti-ghosting email, that saved it.