The Sales Stoic

“Don’t let circumstances trigger your anger - they’re not bothered either way.” - Marcus Aurelius

Life’s challenges, whether a deal falling through or a client ghosting you, are indifferent to our emotional reactions.

Anger or frustration changes nothing.

Instead of wasting energy on emotions that don’t serve you, focus on what you can control.

In sales, setbacks are inevitable. By recognizing that circumstances don’t care about your feelings, you can shift your focus from reacting to taking productive action.

Stay grounded, accept what you can't change, and invest your energy where it matters most.

Actionable tips:

• When something doesn't go your way, take a breath before responding. Ask yourself if your emotional reaction will change the outcome.
• Identify what you can control in any situation, like your next outreach or refining your pitch, and let go of the rest.
• If a deal stalls, rather than getting upset, use the time to plan a fresh angle or improve another area of your sales process.

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

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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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“Cato practised the kind of public speech that could inspire the masses, believing that strong political philosophy, like any great city, needs to protect its bold and decisive nature.” - Cato The Younger

Cato the Younger knew the value of silence. He only spoke when his words would add value, choosing to remain silent rather than fill the air with unnecessary chatter.

In a world that often values talking over listening, this restraint is a powerful tool.

In sales, mastering silence can be just as crucial as speaking.

Over-talking can derail negotiations, while giving space during objections or client calls often invites better reflection and response.

Rather than filling every pause, let your silence show confidence and respect.

When you do speak, make it count. Let your words carry true weight, and use silence to amplify their impact.

Actionable tips:

• Practice restraint. In your next call, try not to fill silences and let the client absorb your points. Speak when you know you can add value.
• Before sending an email or delivering a pitch, ask yourself if every word serves a purpose or if there’s something better left unsaid.

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/

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“Remember, it’s not just the pursuit of wealth or status that can trap and control us, but also the craving for peace, leisure, travel, and learning. It doesn't matter what the external goal is, the value we place on it subjugates us to another.” - Epictetus

It's not just the pursuit of wealth or status that can trap us; our craving for peace, leisure, or learning can have the same effect.

When we place too much value on anything, it controls us, and our happiness becomes dependent on external factors.

In sales, the pressure to close big deals, hit targets, or earn bonuses can overwhelm us. Even the desire for promotions or recognition can add unnecessary stress.

The key is to focus on the process itself, not just the outcome.

By enjoying the journey and not letting external goals dictate your happiness, you’ll find greater satisfaction in your work and stay focused on what truly matters.

Actionable tips:

• Instead of constantly chasing the end result, hone your daily habits. Perfect your pitch, refine your follow-ups, and stay consistent in your outreach. The results will follow when the process is strong.
• You can’t control how a prospect will respond, but you can control how prepared you are. Invest in preparation and adaptability rather than being fixated on the result.
• Set goals, but don’t allow them to dominate your emotional state. Whether or not you achieve them should not determine your sense of worth.

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/

“Robbers, perverts, killers, and tyrants— take a look at their so-called pleasures!” - Marcus Aurelius

Fleeting pleasures can lead to harm, as seen in the pursuit of status, wealth, or instant gratification. True value lies in resisting these temptations and focusing on what truly matters.

In sales, the lure of quick wins and high commissions can tempt us to cut corners, over-promise, or act out of self-interest. But such actions erode trust and damage relationships in the long run.

Jordan Belfort, The Wolf of Wall Street, shows how unchecked desire for wealth and status can lead to moral corruption and ultimate downfall.

Success isn't about chasing fleeting rewards, it’s about balancing ambition with ethics.

Build trust, stay grounded, and aim for lasting impact over temporary gains.

Actionable tips:

• Before making a decision, ask yourself whether it’s driven by genuine value or short-term gain. Prioritise relationships over quick wins.
• Always set realistic expectations with clients. It's better to under-promise than over-deliver.
• Reflect on how today's actions contribute to your overall career growth and personal integrity rather than just immediate outcomes.

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/

“Remember to live your life as if you’re at a banquet. When something comes your way, take a modest portion. If it passes by, let it go. If it hasn’t reached you yet, don’t obsess over it, but wait until it arrives in front of you.” - Epictetus

Epictetus compared life to a banquet: take what’s offered with grace, let go of what passes by, and don’t obsess over what hasn’t come yet.

It’s a powerful reminder to approach opportunities with patience and balance, rather than anxiety or greed.

In sales, this philosophy rings true.

Not every prospect is the right fit, and not every deal will close on your timeline. Instead of chasing every lead or stressing over missed chances, focus on what’s in front of you and play it smart. Think of it like poker: you don’t play every hand, but wait for the right one and act strategically.

And if an opportunity isn’t right, don’t hesitate to ask for a referral. A "no" today could lead to a "yes" tomorrow through the right connections.

Stay calm, stay focused, and trust the process.

Actionable tips:

• Be patient with prospects. Don’t push too hard; let the process unfold naturally.
• Avoid chasing every opportunity. Focus on those that are truly aligned with your goals.
• Maintain a calm mindset. Trust that more opportunities will come in time; don’t let fear of scarcity control 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/

“This is the true athlete—the person in rigorous training to challenge false perceptions. Stay strong, you who endure, don’t let your perceptions take you captive!” - Epictetus

Epictetus likened the Stoic to an athlete in training, building strength against false perceptions and fleeting emotions. The true test of mastery lies in staying steady under pressure, leading to freedom, happiness, and peace.

In sales, the parallels are clear. Challenges are inevitable in rejections, tough negotiations, and high-pressure situations. But like athletes, we can train our minds to remain focused and resilient.

A lost deal isn’t personal failure; it’s a learning opportunity.

Emotional reactions only hold you back.

Strengthen your mental endurance. Stay centred. Success lies not in avoiding adversity but in how you rise to meet it.

Actionable tips:

• Visualise potential obstacles (rejections, objections, setbacks) before they happen. Mentally prepare for them to avoid emotional responses in the moment.
• Don’t let external factors like a failed pitch or a ‘no’ from a lead cloud your judgement. Stick to your proven process, refining it with feedback rather than reacting emotionally.

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/

“It’s impossible to find happiness while constantly yearning for what we don’t have. True happiness is content with what it already possesses, just like someone who’s well-fed, there’s no hunger or thirst.” - Epictetus

Happiness thrives when we stop yearning for what we don’t have and instead learn to appreciate what we already have.

As Epictetus reminds us, true contentment is like being well-fed, when you are no-longer hungry for more.

In sales, ambition can drive success, but it can also create endless dissatisfaction if you're constantly chasing the next deal or quota.

Take a moment to acknowledge your progress, celebrate your achievements, and appreciate the skills you’ve honed.

Balancing ambition with gratitude not only brings peace of mind but also fuels sustained energy and focus. Stay driven, but don’t forget to appreciate how far you’ve come.

Actionable tips:

• Take a moment after each sale or achievement to reflect on the effort that brought you there. Acknowledging progress, however small, fuels sustained motivation.
• Ensure your goals are ambitious but attainable. Pair big-picture milestones with smaller, more immediate objectives that you can realistically achieve to keep yourself grounded.

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/

“...remember that life’s duties are made up of small, individual actions. Focus on each one as you fulfill your responsibilities, and complete them with care.” - Marcus Aurelius

Life’s tasks are made up of small, individual actions. Rather than getting frustrated or overwhelmed by them, focus on one step at a time and complete each with care.

In sales, we can also get caught up in the big picture too easily and hitting quotas, closing deals, navigating objections seems to take over. But by breaking responsibilities into manageable steps, you can avoid unnecessary stress.

Focus on what’s right in front of you: a call, an email, a presentation.

Like Jim Halpert from The Office, simplify what others complicate. Avoid the drama, keep things straightforward, and stay calm.

One step at a time leads to progress and success.

Actionable tips:

• Break large goals into smaller tasks. For example, rather than thinking about closing a deal, focus on scheduling the next meeting or answering one key question for the client.
• Stay calm during difficult interactions. When a customer is upset, focus on responding with clarity and patience, rather than reacting emotionally.
• Review your daily process. Are there steps that you can simplify to make your workflow more efficient?
• Try using the acronym KISS: Keep It Simple, Stupid. Break your tasks down into manageable steps and avoid overcomplicating things. Simplifying your approach reduces stress and helps you stay focused on what truly matters.

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/

“Clear your mind and regain control, like waking up from a bad dream and realizing it wasn’t real, recognise that what’s troubling you is just as fleeting.” - Marcus Aurelius

Many of our worries are like bad dreams - intense in the moment but ultimately fleeting. When we recognize this, we free ourselves from unnecessary stress and gain clarity.

In sales, it’s all too easy to get trapped in imagined fears of failure, rejection, or uncertainty. These are often worst-case scenarios that haven’t happened yet.

Much like waking from a bad dream, try to step back, then you will realize that many of your worries are just constructs. Focus on what truly matters: engaging with prospects, solving problems, and driving results.

Recognize when your fears aren’t rooted in reality, and use that awareness to shift your mindset. This will help you stay grounded, make better decisions, and move forward with confidence.

Let go of the imagined, and reclaim your clarity.

Actionable tips:

• When you feel anxious about an outcome, ask yourself: "Is this fear based on reality or just my imagination?"
• Before engaging with prospects, take a moment to clear your mind and focus on the task at hand, not the "what-ifs."

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/

“Being wise is simply one thing—focusing our attention on our intellect, which guides all things everywhere.” - Heraclitus

Wisdom comes from measured decision-making, not impulsive reactions.

Acting too quickly, whether in negotiations, responses, or pitches, often leads to regret or missed opportunities.

Chris Voss also emphasizes the power of pausing in high-stakes situations.

A moment of pause allows us to make better decisions, free from knee-jerk reactions, and align our actions with long-term goals. In sales, this simple pause can prevent overselling, making exaggerated promises, or misreading a client’s needs.

To observe true success, ensure you pause, assess, and then respond with clarity. Always take that moment to ensure you're acting with purpose and focus.

Actionable tips:

• Before sending an important email or making a final pitch, pause for a few minutes to review the situation. Ask yourself, "Is this the best course of action?"
• After every meeting, set aside five minutes to reflect on what was said and how you responded. This helps prevent impulsive decisions in the future.
• Consider adding another book to your reading list: Thinking, Fast and Slow by Daniel Kahneman explores two modes of thinking: the fast, impulsive mind and the slow, deliberate mind. This book is brilliant at helping you understand when to pause and make measured decisions rather than reacting impulsively.

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/