This simple post took me way too long to write because I care what you think of me.

The mere thought of you reading these words made me want to sound perfect instead of just connecting with you for a second while you’re skimming this blog.

That’s the thing with sales. Even when you work hard and do everything right, sometimes it feels like winning needs a pinch of luck.

So we try to capture that luck. Manufacture that luck.

The belief that we can win is what keeps the wind in our sails, even though deep down we know we can’t control the outcome.

Why do you do what you do?

If you’re an entrepreneur, investors want to know why you founded your company.

Apply for a new job, and recruiters ask about your vision for your career.

If you’re a trusted salesperson, your clients are curious how you got started.

Why do we crave origin stories? Because they reveal character.

All great salespeople know when to ditch their slides and improvise.

Here’s a simple skill you can learn from stand-up comedians:

Never ignore non-verbal cues and blindly press on when you know you’ve missed the mark.

An essential yet simple sales lesson I learned from performing stand-up comedy for over a decade is this: always speak naturally instead of from memory.

Your audience knows the difference. Your prospects and clients are not captivated by the perfection of your delivery, but rather by your authentic connection.

Want to appear more confident in your next pitch?

Last year at this time we had no idea how Pitch Lab would survive.

Now Daniel and I have in-home studios, Snapchat filters and ridiculous promo videos like this one.

Great comedians open with their second-best joke and close with their best joke, so they start their set strong and end stronger.

Welp, for this episode of The Receptionist’s award winning podcast: FABRIC show, I did the exact opposite.

So to manage your expectations and/or pique your morbid curiosity, I did in fact bookend this gig with bombs. (They can’t all be homeruns… just ask Ricky Gervais 🔥).