Sandler by The Ruby Group

09/11/2026

Made this video right before heading home from a week in Montana, Flathead Lake and Glacier National Park. 🏔️

Someone asked if I was sad to be leaving vacation and heading home. Honestly, not at all. I'm ready. Ready to get back to work, ready to serve my purpose, ready to help people.

But man, it's good to step away for a week or two. Get out with your family. Go somewhere that takes your breath away. This trip did exactly that, incredible scenery, great time with family and friends, and a battery that's fully recharged.

Ready to get back after it.

09/10/2026

🧭 Comfort Zone Thursdays: one story, question, or challenge each week about growing outside your comfort zone.

Last month I spent a few days with seven peers in an accountability group, something we've done twice a year for a while now. It's one of the things I look forward to most, and also one of the things that pushes me hardest outside my comfort zone.

Here's why. Being in a room like this means more than being accountable to people in your field. It means being vulnerable. You don't just show up to share what's working so you can help someone else. You show up to share what isn't, in your business and in your life, knowing the people across the table are going to hold you to it.

That kind of honesty doesn't come naturally to most leaders. We're taught to project confidence, not admit where we're stuck. But growth rarely happens in isolation, and it almost never happens without someone willing to tell you the truth.

If you don't have an accountability partner or group, why not?

09/09/2026

Consistent growth rarely comes from a single big idea. It comes from disciplined repetition, refined over time. 📈

When results stall, it usually comes down to one of three questions: do I need to do more of what's already working, do I need to do it better, or am I focused on the wrong audience entirely and need to do something different?

Most performance problems have a clear answer hiding in one of those three questions.

09/09/2026

09/09/2026

09/09/2026

09/08/2026

I asked a room full of salespeople this week what actually makes someone good at this job. 💡

Here's what landed on the board: confidence, communication, asking questions, listening, solutions based, empathetic, adaptable.

In Sandler, these aren't personality traits. They're skills.

Confidence is equal business stature, showing up as a peer, not someone begging for the sale. Asking questions and listening live inside the pain funnel, digging past "we want to improve X" to what's actually driving the decision. Solutions based ties to one of our core rules: prescription without diagnosis is malpractice. Empathetic is real bonding and rapport. Adaptable means reading the buyer instead of running the same script on everyone.

None of it is about being pushy. It's a system, and every attribute has a place in it.

Which one do you lean on most?

09/07/2026

The most effective sales conversations often start before any actual selling happens. 🤝

Setting clear expectations upfront, what will be discussed, how long it will take, and what decision needs to be made by the end, fundamentally changes how the other person engages. People who know exactly what's expected of them pay closer attention and ask sharper questions.

Clarity isn't a formality at the start of a meeting. It's often the difference between a wasted hour and a productive one.

09/07/2026

Most salespeople open a conversation talking about themselves. 😅

Their product. Their company. Their pitch.

The best conversations I've ever had with prospects started with a question about them, not a statement about me. That one shift, leading with curiosity instead of credentials, changes everything about how a buyer responds to you. People can feel the difference between someone who's there to sell them something and someone who's actually curious about their situation.

If you've ever walked out of a sales call feeling like you talked too much, this one's for you.

09/03/2026

"So, how's your pipeline?" If you're a sales manager asking that question, stop. 🛑

Instead, ask: which sales call this week didn't go the way you wanted? What would you do differently?

You'll get real conversation instead of polished updates. Better coaching starts with better questions.

Want help building better coaching habits into your sales culture? Let's talk.