Welcome to Snafu, a newsletter about authentic selling in a chaotic world. Most of us avoid conflict, especially in public. But this week, I picked a fight on the Internet. After calling out a pushy AI salesman, I found myself debating strangers and for the first time in my life, I'm very happy to stand my ground. If you're enjoying Snafu, it would mean the world to me if you would share it! Was it sent to you? Subscribe here. ↓ This is how you lose a sale in under 24 hours A few weeks ago, a...
8 days ago • 3 min read
Welcome to Snafu, a newsletter about authentic selling in a chaotic world. Most people aren’t great at setting boundaries – until it’s too late. This week’s essay introduces the “Free Pass System,” a way to hold people accountable without being a jerk. It’s a simple tool to set expectations, protect your time, and build great relationships. If you're enjoying Snafu, it would mean the world to me if you would share it! Was it sent to you? Subscribe here. ↓ Set clear boundaries, before it's too...
14 days ago • 4 min read
Welcome to Snafu, a newsletter about authentic selling in a chaotic world. Over the last ten weeks, I’ve been teaching a group of founders how to sell without pressure, manipulation, or sleaze. In our final session, each participant taught us something they'd learned. Here are 19 takeaways — on storytelling, asking, boundaries, and what it means to sell like a human. If you're enjoying Snafu, it would mean the world to me if you would share it! Was it sent to you? Subscribe here. ↓ I just...
21 days ago • 4 min read
Welcome to Snafu, a newsletter about authentic selling in a chaotic world. What if the foundation of great management, sales, and relationships came down to just two principles: don’t use force, and keep your commitments? This excerpt from Responsive tells the origin story of those ideas inside a tomato factory, and why they still matter today. If you're enjoying Snafu, it would mean the world to me if you would share it! Was it sent to you? Subscribe here. ↓ The following is an expert from...
29 days ago • 4 min read
Welcome to Snafu, a newsletter about authentic selling in a chaotic world. Selling can either be coercive or authentic – and I'm not convinced authentic sales is almost the most effective. But it always feels better! This article is for the silent majority of people who'd rather not sell than sell with force. If you're enjoying Snafu, it would mean the world to me if you would share it! Was it sent to you? Subscribe here. ↓ Even though sales and persuasion are essential skills, most of us...
about 1 month ago • 4 min read
Welcome to Snafu, a newsletter about authentic selling in a chaotic world. Each year, I write out some of the lessons I've learned over the last year. If you're enjoying Snafu, it would mean the world to me if you would share it! Was it sent to you? Subscribe here. ↓ Inspired by Ryan Holiday, I’ve made a practice of listing a few things I’ve learned over last year on my birthday. Here’s 37 and 38. And here are a few things I’ve learned in the last year. Chaos We’re living amidst more turmoil...
about 1 month ago • 8 min read
Welcome to Snafu, a newsletter about how to sell without being salesy. I made my first sale selling pumpkins at five years old. Sales is central to my work today. But I've never deliberately studied selling, persuasion, and manipulation, so I decided to teach a 10-week course on the subject! Last week, I asked the workshop participants “What characteristics make a good therapist?” It turns out therapy and sales have more in common that you think. If you're enjoying Snafu, it would mean the...
about 2 months ago • 3 min read
Welcome to Snafu, a newsletter about sales and storytelling. Storytelling isn’t just about words - it’s about structure, emotion, and creating memorable turning points. Pixar animator Bobby Podesta illustrates how a surprising twist transformed Steve Jobs’ presentation of the iPod nano into an iconic moment. If you're enjoying Snafu, it would mean the world to me if you would share it! Was it sent to you? Subscribe here. ↓ I had a call recently with Bobby Podesta, a 20-year veteran animator...
about 2 months ago • 3 min read
Welcome to Snafu, a newsletter about sales, resilience, and storytelling. Telling a story isn't inherently useful. But captivating an audience – making them feel something – is. If you're enjoying Snafu, it would mean the world to me if you would share it! Was it sent to you? Subscribe here. ↓ The utility of taste I was on a call with a client recently and found myself saying that the human desire to listen to Homer recite The Odyssey is timeless. Even when AI voices become as good as today’s...
2 months ago • 3 min read