A note before the story starts. I’m writing my next book in this newsletter, one chapter every Sunday. It’s called Stop Selling Cold, and it teaches my Cold 2 Warm system the way I’d want to learn it … through a story. The story follows a Division I mid-major athletics department in a rust-belt town that lost its factories, trying to sell sponsorships to the businesses still standing. Last Sunday, in Chapter 2, Kasey decided who was worth the money. If you missed it, it’s in the archive,...
8 days ago • 7 min read
A note before the story starts. I'm writing my next book in this newsletter, one chapter every Sunday. It's called Stop Selling Cold, and it teaches my Cold 2 Warm system the way I'd want to learn it … through a story. If you're new, or you want to get back up to speed, Chapter 1 is in the archive, free: https://the-sovereign-seller.kit.com/posts/stop-selling-cold-chapter-1-the-dashboard-lies. The Sovereign Seller #42: Three Hundred Names October 2026 7:11 AM Indianapolis, IN Stop Selling...
16 days ago • 8 min read
A note before the story starts. I'm writing my next book in this newsletter, one chapter at a time, as each one is finished. It's called Stop Selling Cold, and it teaches my Cold 2 Warm system the way I'd want to learn it ... through a story. The idea isn't mine. Built to Sell, by John Warrillow, taught me a whole business model through one owner, one mentor, and a series of conversations. It's one of the best business books I've read, and I've wanted to teach prospecting that way ever since....
23 days ago • 7 min read
A note: I am writing my next book about my Cold 2 Warm system, and I am going to write it here, one chapter a month, so you read it first. This is chapter one, a letter addressed to the person who owns the new-business number ... the owner, the president, the sales leader. If that is you, read it as written. If you are the seller carrying that number alone, read it anyway. You will recognize your boss. The Sovereign Seller #40: The Competitive Advantage Sitting in Your Blind Spot September...
about 2 months ago • 8 min read
The Sovereign Seller #39: The Two-Channel Trap Sunday August 9th, 2026 7:11 AM Indianapolis, IN A conference room you have sat in before The pipeline review. The dashboard is already on the screen when you walk in. You know this screen the way you know your own kitchen. Dials down the left. Emails next to them. Connect rate. Sequence completion. A number for every rep and a color for every number. Your row is green. Every column. You have hit the activity targets thirteen weeks straight. And...
3 months ago • 5 min read
The Sovereign Seller #38: Your Enemy Was Never Closing Sales Sunday July 5th, 2026 7:11 AM Indianapolis, IN The week the pandemic shut down college sports, I lost half my book in a single afternoon. Half a million dollars in sponsorship revenue, gone overnight. I was the entire sales department. No SDR. No support. No team to absorb the hit. Full-cycle, on my own, the way I had worked my whole career. And I was doing it in Muncie, Indiana, in the second poorest county in the state, with...
4 months ago • 7 min read
The Sovereign Seller Email #37: Dumb Money vs. Smart Money Sunday, May 31st, 2026 7:11 AM Indianapolis, IN I sat across from the new president of a bank that had spent $100,000 on sponsorship in each of the last three years - by far my biggest client. The former president - the one who signed the deal - was gone, having sold the once-storied local bank to an emerging regional chain. They had never heard of Ball State, and this was her first time in Muncie, IN. She had a one-page printout in...
5 months ago • 6 min read
Sovereign Seller Email #36: Prospecting Is Marketing Sunday, May 10th, 2026 Indianapolis, IN 7:11 AM I never needed to learn how to prospect. I worked for big media brands on purpose because they came with built-in demand. The phone actually rang. Cold calling was for other people - those who didn’t work for a near monopoly. Fast forward to 2017, I get laid off from an ad-agency management role, moved back to Indianapolis, and went back into sales. This time at the #1 TV station in the...
6 months ago • 3 min read
THE SOVEREIGN SELLER EMAIL #35 The Sovereign’s Hour: What Your Time Is Actually Worth Sunday, May 3rd, 2026 | Lauderdale By The Sea, FL | 7:11 AM I love my smartphone. I also resent it. I spend too much time on it - not during the day, when I’m working, but at night, when it’s competing now with the TV for my attention. Even during my favorite live sporting events I find myself checking social media and texting. But here’s one thing I’ve mastered: I don’t let it interrupt me. Ever. My phone...
6 months ago • 4 min read