# The Follow Up > We talk about Sales like your friend, not your manager. This file provides information about The Follow Up to help large language models understand and reference this publication's content. ## Posts - [5 Sales Basics That Will Make You Better Than 90% of Reps](https://www.jointhefollowup.com/p/5-sales-basics-that-will-make-you-better-than-90-of-reps): How a bad sales rep can lose deals that should've been a layup - [Channel Sales 101: What It Is, and the Mistake That Wrecks Most Partner Programs.](https://www.jointhefollowup.com/p/channel-sales-101-what-it-is-and-the-mistake-that-wrecks-most-partner-programs): A beginner's guide to selling through partners, with real examples from Cisco and HubSpot. - [4 Cheap Things You Can Do For Your Prospect](https://www.jointhefollowup.com/p/4-cheap-things-you-can-do-for-your-prospect): The reciprocity tricks that beat being likable, and cost less than lunch. - [An Inside Look at a $63M Sales Fraud ](https://www.jointhefollowup.com/p/an-inside-look-at-a-63m-sales-fraud): The 2026 Version of The Wolf of Wall Street, with recorded sales calls. - [I just got put on a PIP. What the heck should I do?](https://www.jointhefollowup.com/p/i-just-got-put-on-a-pip-what-the-heck-should-i-do): What is a PIP, and what to do when you find out you're on one. - [Top Down Vs Bottom Up Selling Motions.](https://www.jointhefollowup.com/p/top-down-vs-bottom-up-selling-motions): How to tell which strategy your product actually needs, and how to make it work. - [The Guy Who Builds Sales Machines at Rocketships](https://www.jointhefollowup.com/p/the-guy-who-builds-sales-machines-at-rocketships): How Frank Slootman scaled 3 massive companies with the same sales playbook. - [Should I Take A Pay Cut for a New Sales Job?](https://www.jointhefollowup.com/p/should-i-take-a-pay-cut-for-a-new-sales-job): How to decide when you should (and shouldn’t) take a pay cut for a new opportunity. - [Your Best Leads Are People Who Already Said No](https://www.jointhefollowup.com/p/your-best-leads-are-people-who-already-said-no): The playbook for winning closed lost opportunities. - [One Sentence That Makes Your Pitch More Believable](https://www.jointhefollowup.com/p/one-sentence-that-makes-your-sales-pitch-more-believable): Why The Best Reps Will Acutally Tell You What Their Product Can't Do - [How to Sell to Someone Who's Already Had a Bad Experience](https://www.jointhefollowup.com/p/how-to-sell-to-someone-had-a-bad-experience): Why The Buyer Who Got Hurt Last Time Is Actually Your Best Opportunity - [Use This Small Trick To Make Your Competitors Look Bad](https://www.jointhefollowup.com/p/use-this-small-trick-to-make-your-competitors-look-bad): A repeatable way to look like an expert in front of any prospect - [How to Sound More Confident Than 99% of Salespeople](https://www.jointhefollowup.com/p/how-to-sound-more-confident-than-99-percent-of-salespeople): Four Small Changes That Make People Trust What You're Saying - [The CIA Technique That Gets People Talking Without Realizing It](https://www.jointhefollowup.com/p/the-cia-technique-that-gets-people-talking-without-realizing-it): How To Get Someone to Tell You Something They Shouldn’t - [How to Literally Give Value Before You Ask](https://www.jointhefollowup.com/p/how-to-literally-give-value-before-you-ask): 4 Things You Can Do to Give Value to Prospects Today - [How to Find Sales Alpha](https://www.jointhefollowup.com/p/how-to-find-sales-alpha): Find Secret Buying Signals Your Competitors Don't Know About - [Why VPs of Sales Don't Last Long](https://www.jointhefollowup.com/p/why-vps-of-sales-never-last-long): The Leadership Role that Takes All The Blame When Targets are Missed, and What It Means for You. - [What The Heck is Presidents Club (And Is It Worth It?)](https://www.jointhefollowup.com/p/what-the-heck-is-presidents-club): The History, The Math, and Why Every Sales Org Should Probably Have One - [The Salesperson's Guide to Having Better Conversations](https://www.jointhefollowup.com/p/the-salespersons-guide-to-having-better-conversations): How to Communicate Better on Calls, in Meetings, and in Every Relationship You Build - [What to Do When Your Champion Leaves During a Deal](https://www.jointhefollowup.com/p/what-to-do-when-your-champion-leaves-during-a-deal): The Playbook for Saving a Deal When Your Best Contact Leaves Before the Deal is Closed - [The AI Job Apocalypse Is Probably BS ](https://www.jointhefollowup.com/p/the-ai-job-apocalypse-is-probably-bs): Every Top AI Company Is Hiring Sales Reps. That Should Tell You Everything. - [How and When You Should Ask for the Sale](https://www.jointhefollowup.com/p/how-and-when-you-should-ask-for-the-sale): The Single Thing You Can Do To Be a Better Sales Rep - [How to Explain a Price Increase Without Losing the Deal](https://www.jointhefollowup.com/p/how-to-explain-a-price-increase-without-losing-the-deal): Tell Your Customers That The Price is Going Up, Like You Know What You're Doing - [Sales Is the Best Training Ground for Future Founders](https://www.jointhefollowup.com/p/sales-is-the-best-training-ground-for-future-founders): What to Learn While You're in Sales That Will Matter When You Start Something Later - [How to Train Yourself to Be More Curious](https://www.jointhefollowup.com/p/how-to-train-yourself-to-be-more-curious): The Tactical Guide to Becoming a More Curious Person - [Red Flags to Look for Before You Accept a Sales Job](https://www.jointhefollowup.com/p/red-flags-to-look-for-before-you-accept-a-sales-job): What to Watch for When You're Interviewing (And What Hiring Managers Watch for in You) - [The Real Path From BDR to AE (And the Mistake That Sets You Back a Year)](https://www.jointhefollowup.com/p/the-real-path-from-bdr-to-ae): How to Navigate the Most Common (and Frustrating) Promotion in Sales - [Corporate Politics Are Real. Our Guide on How to Play the Game.](https://www.jointhefollowup.com/p/b2b-sales-corporate-politics): The Hard Truth About How Promotions Actually Work in Sales Orgs