HeyJaredthe calm AE
A weekly note for sales professionals on building real pipeline, protecting energy, and thinking clearly under pressure.
- Indexed issues, last 90 days
- 7
- Latest publication
- Sep 13, 2026
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- Jul 5, 2026
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You Probably Need Fewer Rules (opens the original)
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PIPELINE: Principles > Scripts“Use this, stick to it, and you’ll be fine.”My manager handed me the printed-off PDF script. As I looked down, each objection was outlined in yellow.The talk track to a meeting seemed clear so we started role-playing with the other new hires.Early in your career, frameworks aren’t just helpful.They’re essential.How to navigate a conversation with a senior leader. How to demo the product.How to set up the conversation.When to stop talking.It’s black and white.But hav
Don’t Miss the Season You’re In (opens the original)
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PIPELINE: We’re Always Back at ZeroBell rings.Last day of the quarter.The deal or two you forecasted comes in.The work you put in for the last three months is now history.You head to the team happy hour.Go home.Go to bed.Wake up…And you’re back at zero.Sales conditions us toward the next thing.Next meeting.Next deal.Next performance review.And at times, that’s ok.Ambition builds careers.But it can also make you absent from the career you’re currently building.I’ve had quart
Stop trying to have the perfect week (opens the original)
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PIPELINE: The Perfect Week Doesn’t ExistIf you looked at my calendar in 2018, you would’ve noticed something.Six customer calls on Monday.Forecast showing deals coming in by the end of the month.Tuesday perfectly time-blocked for prospecting.Wednesday filled with follow-up meetings.Everything was set up for the perfect week.And my expectations were too.Usually by 2pm Monday, 30% of the week was already ruined.Three demos needed to move.One prospect didn’t pull in the right person.And the two dem
The Hardest Person to Read Is Yourself (opens the original)
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PIPELINE: Your Calls Reveal More Than Your BuyerOver the last month, I listened to more than 40 recordings.My own demos.Most of that time was spent listening to what buyers were saying.Where did they get stuck?What problems came up over and over?How could I sharpen my problem statement?(Shoutout to Challenger Sale.)I rewrote my opening reframe and started testing it on calls.But then I realized something.How much time do we spend listening to ourselves?We spend so much time trying to read buyers
You Can’t Think Clearly When You Need the Deal (opens the original)
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Pipeline: Hunger Changes Your StandardsThink about the last time you went grocery shopping hungry.I remember being a kid and walking through the grocery with my parents.There was a vendor handing out microwaved hot dogs.I grabbed one sample. Then another.Then somehow convinced my parents to buy a whole box.A few days later, I heated one up.It was terrible.But in the moment, hunger changed my standards.When you need something, you stop seeing it for what it is.You see it for what you hope it can
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