The Sales Stoic

“A free person lives as they choose, uncompelled, unhindered, and unlimited. Their choices flow freely, their desires are fulfilled, and they avoid what they hate.” - Epictetus

True freedom isn’t about your circumstances; it’s about your mindset.

As Epictetus reminds us, a free person lives without being controlled by distractions, fears, or unhealthy desires. They focus on what matters and act with discipline, creating a life of choice and clarity.

In sales, freedom doesn’t come from hitting targets or controlling client behaviour, it comes from controlling your actions.

Focus on what you can influence: your preparation, your pitch, your response to challenges. Let go of what’s outside your control, and you’ll find a sense of freedom in your work.

Like Neo in The Matrix, once you understand what truly matters, you’re no longer bound by distractions.

Actionable tips:

• Concentrate your energy on what you can directly influence: your outreach strategy, your follow-ups, and how well you understand your clients' needs. Let go of what you can’t control, like a slow response or an unanticipated objection.
• When things don’t go your way, step back and ask yourself if your reaction is helping or hurting your progress. Keep a calm, composed mindset in challenging situations to maintain your sense of freedom.

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/

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

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

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“You need to be consistent, committed to either being good or bad. Focus your energy either on sharpening your own thinking or getting caught up in things beyond your control. Prioritise your inner world, not external distractions.” - Epictetus

Success stems from staying true to yourself.

Epictetus reminds us: that you can’t live two conflicting lives, either stick to your principles or let external noise dictate your actions.

True mastery comes from focusing on what you can control and aligning your actions with your values.

In sales, this means prioritising honesty over short-term wins.

Don’t sell a dream; guide clients toward their realistic goals. Authenticity builds trust, happier clients, and long-term success.

Actionable tips:

• Always align your sales approach with your core values, even under pressure. Don’t sacrifice long-term relationships for short-term gains.
• Focus on refining your pitch, building strong client relationships, and improving your knowledge base. Let go of the things outside your control, like market shifts or clients’ decisions.

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:

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

“Above all, it is essential you have an honest sense of your abilities…” - Seneca

Overconfidence often leads to overpromising and underdelivering, a definite recipe for disappointment.

True growth starts with an honest self-assessment. Know your strengths, recognize your limitations, and focus on steady improvement.

In sales, the best performers aren’t the ones who believe they can close every deal but those who understand their abilities and use that insight to build trust and deliver value.

Take time to reflect regularly, whether through tools like Mark Manson’s life assessments or a simple self-check.

The clearer your view of yourself, the stronger your foundation for success.

Actionable tips:

• Assess your skills regularly and reflect on recent sales calls or deals. Where did you fall short? What could you have done better? Keep track of recurring challenges.
• Ask a colleague or mentor to give you an honest review. Outside perspectives can highlight blind spots you might be missing.
• Don’t aim to close every deal; instead, focus on realistic, achievable targets that stretch your abilities without overwhelming you.

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/

“An important starting point in philosophy is this: a clear understanding of your own guiding principle.” - Epictetus

Both philosophy and progress begin with understanding your own guiding principle. Self-awareness is your internal GPS, steering your decisions and actions toward meaningful goals.

Ask yourself: What drives you? Financial freedom? Professional growth? Making an impact? 

Knowing your "why" not only fuels your motivation but also helps you adapt in challenging situations and build deeper connections with others.

Simon Sinek's Start with Why offers a great roadmap for uncovering your deeper purpose.

When you know what drives you, you’ll be better equipped to handle objections, focus on what matters, and excel in both life and work.

Actionable tips:

• Identify your internal drivers to better understand what motivates you. Is it money, recognition, helping others? Knowing this will help you stay grounded during tough times.
• Reflect after each sales interaction and consider why you responded in certain ways. Did you follow your principles, or did emotions drive you?

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 know there’s no February 29th this year, but think of this as a little bonus - a leap into some extra wisdom to round out your year!

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“When children stick their hand down a narrow sweet jar and can’t pull it out, they start crying. Drop a few and you will get your hand out!” - Epictetus

In sales, it’s easy to chase after every opportunity. But trying to grab too much can leave you with nothing.

Like a child stuck in a jar full of treats, holding onto too many desires, whether they be leads, goals, or opportunities, can make us feel overwhelmed and ineffective.

Instead, focus on the few prospects that align with your values and goals.

Prioritize quality over quantity, and you’ll build stronger connections and close more deals.

As The Rolling Stones said, “You Can’t Always Get What You Want.” Let go of distractions, and you’ll realize what you truly need might be right in front of you.

Actionable tips:

• Prioritise your leads. Focus your efforts on the top 20% that have the best potential for conversion.
• Before contacting a prospect, ask yourself if this connection aligns with your core goals. If it doesn’t, consider whether it's worth your time.

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/

“The soul is like a bowl of water, and our thoughts are like rays of light shining on it. When the water is disturbed, it appears that the light itself is moving too, but it isn't. In the same way, when a person loses their composure it isn't their skills and virtues that are unsettled, but the mindset they live in.” - Epictetus

Epictetus compares the soul to a bowl of water - when it’s disturbed, the reflection becomes unclear.

The same is true for us: when we lose our composure, it’s not our skills that falter but our mindset.

Sales is full of chaos. The key is to remain steady.

Stress clouds judgment, while calm brings clarity. 

When you steady your mindset, your abilities shine, objections feel manageable, and authentic connections become effortless.

Remember, you don’t need to control everything; you just need to control how you respond. A calm mind creates a clear path to better outcomes.

Actionable tips:

• Take a few minutes each day to breathe and centre yourself. This will help you stay grounded when stressful situations arise.
• Focus on your objectives to maintain clarity and purpose during turbulent times, ensuring you stay on track despite external pressures.

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/

“Everything in life falls into one of three categories: some are good, some bad, and others neutral. Good things are virtues and anything aligned with them; bad things are vices and anything that feeds into them; the neutral things fall between virtue and vice…” - Epictetus

Not everything in life is inherently good or bad. Most things, like wealth, health, or failure, are neutral. What gives them meaning is how we choose to respond.

In sales, this perspective is powerful.

Hitting targets feels great, but the real value lies in the discipline, resilience, and effort that drive success.

The ups and downs will come, but staying emotionally steady keeps you focused and ready to bounce back.

Remember, it’s not what happens to you, but how you react, that defines your path forward.

Actionable tips:

• Focus on process over outcome. Keep your attention on what you can control, like how you prepare, communicate, and follow through with leads. Let the results take care of themselves.
• Before reacting to news, good or bad, pause to ask yourself, "Is this something really worth my emotional energy?"

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/

“Someone has wronged me? That’s on them... What matters to me is staying aligned with the natural order…” - Marcus Aurelius

Don’t let the actions of others derail your focus.

Whether it’s a deal gone wrong, office politics, or an unexpected rejection, their behavior is beyond your control. What’s within your power is your response.

Redirect your energy to what truly matters. Focus on your actions, your attitude, and your goals. 

By staying aligned with your purpose, you turn setbacks into stepping stones and maintain the clarity needed to move forward.

In the end, your success isn’t determined by what others do but by how steadfastly you walk your own path.

Actionable tips:

• Don’t let competitors or office distractions pull your attention away from what you need to achieve. Set clear daily objectives and measure progress against your own benchmarks.
• If a deal falls through or someone criticises your work unfairly, don’t dwell on it. Move on to the next opportunity with fresh energy.
• Train yourself to not react impulsively to others' negative actions or comments. Take a deep breath, reflect, and choose your response wisely.

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/

“Keep a mental list of those who got caught up in anger and resentment over something, even the most renowned for success, misfortune, evil deeds, or any special distinction. Then ask yourself, how did that turn out? Just smoke and dust, the stuff of simple myth trying hard to be legend...” - Marcus Aurelius

Marcus Aurelius reminds us that many pursuits, like fame, wealth, or revenge, are nothing more than smoke and dust.

Over time, the anger or ambition that fuels these goals fades, leaving little behind but empty myths.

In sales, it’s easy to get distracted by external rewards or resentments.

But the real work lies in serving customers, refining your skills, and maintaining a healthy mindset. 

External recognition is fleeting, but your approach to the work is what truly matters. Focus on what lasts.

Actionable tips:

• Focus on the customer’s needs rather than obsessing over personal recognition or hitting the next target at all costs.
• When frustrated, ask yourself: Will this matter a month or a year from now? If not, let it go.
• Regularly review your core values and priorities to ensure you’re not chasing superficial goals.

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/

“Keep in mind that it isn't the person who criticises or insults you that causes harm - it’s your reaction to their words. So when someone triggers your anger, recognise that it's really your own opinion fueling it.” - Epictetus

In sales, rejection, criticism, or tough conversations are part of the job.

But the true source of harm isn’t external events, it’s how we respond to them. Anger or frustration are reflections of how we interpret situations, not the situations themselves.

When faced with a trigger, pause and ask yourself, "Is this personal?"

The answer is almost always no.

By mastering your reaction, you prevent emotions from clouding your judgment, maintain focus, and build better relationships.

In challenging moments, take control of your response and choose clarity over chaos.

Actionable tips:

• When faced with a challenging situation, take a breath and assess your emotional response. Ask yourself if the reaction helps or hinders your success.
• Instead of focusing on your frustration, focus on the opportunity to learn from it or to pivot toward a productive solution.

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/