The Sales Stoic

“Think how ridiculous it is to say, "Just tell me what to do!' What advice could I possibly give? A much better plea is, 'Help me train my mind to handle any situation.' That way, if life throws you off script, you won’t be scrambling for instructions.” - Epictetus

Sales rarely follows a perfect script. And being great at your job doesn’t mean just reciting lines. You must read the room, listen, and adapt in real time.

Epictetus reminds us: instead of asking for step-by-step instructions, train your mind to handle any situation.

Processes and scripts have their place, but they should never be a crutch.

The top performers? They thrive when things go off-script, pivoting with confidence and asking the right questions.

When change is inevitable, adaptability is everything.

Actionable tips:

• Instead of relying solely on scripts, role-play different scenarios where you must respond without pre-prepared answers. Routinely practicing this with a colleague will help you both become more agile and quick-thinking.
• Focus on truly hearing your prospect rather than just waiting for your turn to speak. This helps you respond in a way that’s relevant, not rehearsed.
• Get comfortable with not having all the answers immediately. Instead, develop a framework for asking better questions and guiding the conversation effectively.

Remember you will die.

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Disclaimer:

The Sales Stoic draws inspiration from the profound wisdom of Stoicism as presented in Ryan Holiday's "The Daily Stoic." As avid readers & fans, we deeply respect the work of Ryan Holiday, and acknowledge the significant impact of Stoic philosophy on our own approach to sales and life.

While The Sales Stoic applies the core principles of Stoicism to the unique challenges and opportunities faced by salespeople, it is an original work with its own distinct voice and focus. We aim to build upon the timeless wisdom of Stoicism to empower sales professionals with practical guidance and actionable insights for success in their careers and personal lives.

“The consequences of anger and grief are far more damaging than the events that triggered them.” - Marcus Aurelius

Rejection, tough clients, missed deals - it’s easy to let emotions take over. But reacting impulsively only amplifies the damage.

A defensive email or a frustrated remark can hurt relationships and credibility.

Instead, pause. Breathe.

Respond with clarity, not emotion. A measured approach keeps you in control and turns tension into opportunity.

Stay focused on the bigger picture. Your next move matters more than what just happened.

Actionable tips:

• When you feel your emotions escalating, take a deep breath and give yourself time to think before replying, especially in challenging conversations or negotiations.
• Instead of dwelling on frustration or disappointment after a rejection, view it as a learning opportunity. Ask yourself what you can improve or how you can better serve the next prospect.
• When facing difficult customers or objections, shift your focus away from the emotion of the situation and towards finding a solution that benefits both parties.

Remember you will die.

Watch the full video episode now on Stream by Dealfront.

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Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

• Jack: https://www.linkedin.com/in/jack-frimston-5010177b/
• Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

• LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/
• Website: https://www.wehaveameeting.com/

-

Disclaimer:

The Sales Stoic draws inspiration from the profound wisdom of Stoicism as presented in Ryan Holiday's "The Daily Stoic." As avid readers & fans, we deeply respect the work of Ryan Holiday, and acknowledge the significant impact of Stoic philosophy on our own approach to sales and life.

While The Sales Stoic applies the core principles of Stoicism to the unique challenges and opportunities faced by salespeople, it is an original work with its own distinct voice and focus. We aim to build upon the timeless wisdom of Stoicism to empower sales professionals with practical guidance and actionable insights for success in their careers and personal lives.

“If you find something difficult to achieve, don’t assume it’s impossible—if someone else can do it, so can you.” - Marcus Aurelius

Struggling to hit your targets? Facing rejection?

Remember: difficulty doesn’t mean impossibility. If others have achieved success, so can you.

Top performers aren’t born with a secret formula, they’ve put in the work. They refine their pitch, learn from failure, and stay consistent.

Instead of assuming they have something you don’t, study their approach, apply what works, and keep improving.

Success isn’t about luck or raw talent, it’s about persistence. 

Actionable tips:

• Study success. Identify a top performer on your team and analyze what they do differently, whether it's their discovery process, follow-up strategy, or tone in conversations.
• When something feels impossible, break it down. What skills, habits, or knowledge do you need to make it achievable? Start there.
• Instead of assuming a skill or achievement is out of reach, ask: What’s stopping me from getting there? Then, create a plan to close that gap.

Remember you will die.

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Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/

“There’s no vice that doesn’t come with an excuse, none that doesn’t start off small and easy to correct— but once it takes hold, it spreads fast. If you let it in, you won’t control where it ends. Every emotion starts off weak, but then it builds momentum and gains strength” - Seneca

Bad habits, inefficiencies, and frustrations start small, but left unchecked, they grow. Every emotion and action gains momentum over time, making early intervention crucial.

In sales, a little CRM disorganization today means missed deals tomorrow.

Letting frustration fester leads to burnout.

Overpromising “just this once” risks long-term trust.

The key? Address issues early, refine your process, and fix problems before they take root.

Spot a weakness in your pipeline, pitch, or mindset? Tackle it now. Small corrections today prevent major crises down the road. 

Actionable tips:

• If a prospect is showing signs of being a bad fit or a deal is dragging on without progress, address it upfront rather than wasting time.
• Regularly audit your deals, remove dead leads, and refine your outreach to stay focused on real opportunities.
• If something in your process is bothering you, whether it’s a clunky CRM, unclear messaging, or misalignment with a client, speak up and fix it before it affects performance.
• A bad attitude can creep in unnoticed. Take a moment each day to reset and ensure you’re approaching your work with focus and discipline.

Remember you will die.

—

Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/

“Build your life step by step, and be satisfied if each one moves you forward as much as possible. But what if something gets in the way? Remember nothing can stop you from acting with fairness, discipline, and wisdom.” - Marcus Aurelius

Success isn’t built on big leaps, it’s forged through steady, intentional steps. Obstacles will arise, but nothing can stop you from acting with fairness, discipline, and wisdom.

When a door closes, another path will reveal itself - often one better suited to your journey.

Sales works the same way. Deal by deal, call by call, relationship by relationship.

When a prospect goes cold or a deal falls through, don’t get discouraged, refocus on what you can control. Sharpen your pitch, nurture your network, and seek new opportunities.

Small, deliberate actions compound over time, laying the foundation for long-term success.

Actionable tips:

• Focus on daily progress and set yourself small, achievable goals that compound over time.
• When obstacles arise, shift your focus to what you can control, whether that’s refining your outreach or strengthening existing relationships.
• Long-term success in sales is built through consistent effort, not quick wins, so when you’re feeling frustrated, remember to trust the process and the results will come.

Remember you will die.

—

Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/

“We don’t choose our parents, but we can choose the kind of person we want to become.” - Seneca

The people we surround ourselves with shape our mindset, decisions, and growth.

Choose mentors, colleagues, and friends who inspire and challenge you.

Proximity doesn’t equal influence; just because someone negative is nearby doesn’t mean you have to absorb their mindset.

Protect your thinking. Set boundaries. Seek out those who push you forward, not those who hold you back.

Actionable tips:

• Seek out experienced mentors - look for people who have a track record of success and can share both their wins and their lessons learned. Their experience can help you avoid common pitfalls and fast-track your own development.
• A great mentor won’t just cheer you on, they’ll challenge you. Listen actively, ask questions, and don’t be afraid to be vulnerable about your challenges.
• Surround yourself with a network of peers and mentors who can offer new perspectives. Attend industry events, webinars, or even informal meetups to foster relationships that support your continuous improvement.

Remember you will die.

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Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/

“Consider those who, not because they are inconsistent, but because they lack effort, are too restless to live as they truly want—only as they first started.” - Seneca

Seneca reminds us that success isn’t about chasing every new opportunity, it’s about committing to a meaningful path. In sales, the same applies.

Too often, we fall into shiny penny syndrome, jumping from one strategy to the next, hoping for quick wins.

But real success comes from discipline: consistent outreach, follow-ups, and relationship-building over time.

Like poker, sales requires knowing when to hold and when to fold.

Stay persistent with high-potential deals, but don’t be afraid to walk away from the wrong ones. The key? Strategic wisdom, not impatience.

Actionable tips:

• Before following up on a lead, ask yourself, ‘Is this deal still moving forward, or am I chasing it out of habit?’ If it’s stalling, adjust your approach or reallocate your energy.
• Create a clear qualification process and define what a strong opportunity looks like so you can focus on the right deals instead of spreading yourself too thin.
• Reflect on your pipeline regularly. Are you holding onto deals that are unlikely to convert? Learn to let go and focus on the prospects that truly matter.

Remember you will die.

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Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/

“We cry out to God, ‘How can we escape this pain?’ Don’t you have hands? Or did God forget to give you a pair? Sit and pray your nose doesn’t run - or better yet, wipe it yourself and stop looking for someone else to blame.” - Epictetus

When things go wrong, it’s easy to look for external help or place blame. But real resilience comes from taking ownership. Complaining won’t fix the problem, action will.

In The Martian, Matt Damon’s character doesn’t waste time feeling sorry for himself.

He “sciences the hell” out of survival, focusing on what he can do, not what he can’t.

Sales is no different. Tough market? Bad leads? Unresponsive prospects? Instead of complaining, adapt.

Refine your process. Own your outcomes.

If deals aren’t closing, examine your approach, are you following up effectively? Personalizing your outreach?

Success starts with you. Stop waiting. Start doing.

Actionable tips:

• Audit your sales process. If you’re struggling, review where you might be losing opportunities and adjust accordingly.
• Adopt a solution-focused mindset so that instead of venting about problems, you can ask yourself, “What’s the next best step I can take right now?”
• If you’re not getting the results you want, invest in learning: read, train, and seek feedback to improve. Take ownership of your development. 

Remember you will die.

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Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/

“So why do we get offended? Why do we complain? This is what we're built for.” - Seneca

Difficulties aren’t interruptions to life; they are life. Complaining won’t change them, only action will.

Sales is a profession built on perseverance. Rejection, tough negotiations, and lost deals aren’t signs of failure; they’re part of the job you signed up for.

Don’t avoid setbacks, use them to learn, adapt, and keep going.

Next time you face a challenge, don’t waste energy resenting it. See it for what it is: an opportunity to sharpen your skills, strengthen your resilience, and come back stronger.

Actionable tips:

• Reframe setbacks as training; recognise each rejection or objection as an opportunity to improve your pitch and approach.
• Instead of venting about a lost deal, analyze what happened and adjust your strategy.
• Adopt the “next play” mindset. Like top athletes, quickly move on from setbacks and focus on the next opportunity.

Remember you will die.

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Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/

“He can't serve in the military? Let him pursue public service. Must he work in the private sector? Let him be a voice for others. Is he condemned to silence? Let him lead by quiet example. Is it risky to step into the public arena? Let him show his character in private circles, at events, and among friends, being a trusted ally, a steady presence, and a thoughtful companion.” - Seneca

Things rarely go as planned and deals fall through, prospects go cold, markets shift.

A rigid mindset keeps you stuck, but adaptability opens new opportunities.

Recognizing hindsight bias helps us let go of outdated strategies and embrace what works now.

The most resilient individuals aren’t the ones who never face setbacks, but the ones who adjust, pivot, and keep finding ways to create value.

Stay flexible. Keep evolving. That’s how you thrive.

Actionable tips:

• If a deal isn’t moving forward, change your approach; try a different point of contact, reframe your value proposition, or adjust your timing.
• When obstacles arise, don’t dwell on what isn’t working. Ask, What can I do instead? This keeps momentum on your side.
• The best salespeople don’t resist change; they use it. When market conditions shift, be the first to adapt and capitalize on new opportunities.

Remember you will die.

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Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/