The Sales Stoic

“When I see an anxious person, I ask myself, what do they want? Because if they weren’t focused on something outside of their own control, why would they be so anxious?” - Epictetus

Anxiety often comes from focusing on things beyond our control.

In sales, it’s easy to stress over quotas, silent prospects, or market shifts. But as Yoda wisely said, "Train yourself to let go of everything you fear to lose."

Shift your energy to what you can control - your actions. Try to reverse engineer your goals and instead consider:

• How many deals do you need to close?
• How many calls or meetings will get you there?

Focus on these steps, and let the results take care of themselves. Clarity and calm come when you control the controllable and let go of the rest.

Actionable tips:

• Identify what's within your control. Focus on preparation, outreach, and product knowledge, not the final decision.
• When anxiety rises, shift to a routine you know works, whether it's following up with leads or refining your pitch.
• After a meeting or pitch, remind yourself that you’ve done your part. Then allow yourself to let go of what happens next.  For more inspiration, check out David Goggins: How to Master Your Mindset on Tom Bilyeu’s Impact Theory (YouTube). Goggins's no-excuse approach emphasises mental resilience by letting go of external factors and focusing on inner control, which can be invaluable in managing sales pressures.
• Take time to check out How to Stop Overthinking by Jay Shetty (YouTube). Shetty’s techniques for controlling your thoughts can help you reduce anxiety by shifting focus away from uncontrollable outcomes and toward actions within your power.

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/

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“Think of it this way— you are an old person now, you won't let yourself be controlled by this anymore. No more being dragged around by every impulse, and you'll stop complaining about your present fortune or dreading what’s ahead.” - Marcus Aurelius

Marcus Aurelius reminds us not to let fleeting emotions or external circumstances control us. Instead, frame your thoughts maturely and focus on what you can control - your response.

In Man’s Search for Meaning, Viktor Frankl highlights the same truth: while we can’t control events, we can always choose our mindset. This perspective is vital in high-pressure environments like sales, where wins and rejections are part of the journey.

Rather than letting outcomes dictate your happiness, anchor yourself in your why.

What’s your deeper purpose? When you focus on this, you remain grounded and resilient.

Similarly, take time to uncover your prospect’s why. Understanding their motivations and goals can transform a transactional exchange into a meaningful relationship.

Ground yourself in purpose, navigate challenges with clarity, and build something lasting.

Actionable tips:

• When faced with rejection or a difficult client, take a moment to breathe and detach emotionally. This will help you respond thoughtfully rather than impulsively.
• Instead of dreading future deals or complaints about missed opportunities, shift your attention to the steps you can control. Stick to your sales process with consistency.

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/

“A truly strong person doesn’t give in to anger and discontent, they show strength, courage, and endurance—unlike the angry and complaining. The closer someone comes to a calm mind, the closer they are to strength.” - Marcus Aurelius

True strength isn’t found in anger, it’s in staying calm and composed.

Rage may feel powerful, but it clouds judgment and leads to mistakes. Calmness gives you control and resilience, even under pressure.

Dr. Steve Peters’ The Chimp Paradox explains this well: our "Chimp" brain reacts emotionally, while our "Human" brain responds with logic. The key? Let your "Human" lead.

In sales, tough clients or missed targets can trigger your Chimp. But by pausing, breathing, and staying composed, you protect relationships, make better decisions, and lead with strength.

Pause. Breathe. Respond. Don’t just react.

Actionable tips:

• When you feel anger rising in a conversation, recognise that this is your inner "Chimp" reacting. Pause, take a deep breath, and give your "Human" brain a moment to regain control. This brief pause can prevent impulsive reactions and help you respond more thoughtfully.
• Instead of letting your Chimp dictate your response, redirect that surge of energy toward finding solutions to the challenge at hand. This approach not only helps you overcome the issue but also shows clients that you're committed to resolving their concerns professionally. By mastering your Chimp, you can demonstrate calm under pressure and build stronger, trust-based relationships.

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/

“Don't turn to philosophy like a task-master. Instead, approach it the way patients seek relief for the treatment of sore eyes, dressing a burn, or applying an ointment. Regarding it this way, you'll follow reason without showing off…” - Marcus Aurelius

Philosophy isn’t about rigid rules or showing off. It’s a healing tool, a corner of calm refuge you can rely on when things get tough.

In sales, rejection and pressure can feel relentless. But your principles, training, and experience aren’t just instructions, they’re your toolkit to soothe the daily grind. Use them to recenter, bounce back, and keep a level head.

When a deal falls through or the month feels impossible, don’t beat yourself up.

Instead, treat Stoic wisdom like medicine: apply patience, perspective, and calm. Focus on what you can control - your response, your effort, and your mindset.

Let Stoic wisdom be your mental reset, like a balm for the challenges of the day. Stay steady, stay focused, and move forward.

Actionable tips:

• After tough sales calls, take a moment to reset mentally. Use deep breathing, mindfulness, or review calming Stoic principles to find balance.
• Focus on progress, not perfection. Treat each day as an opportunity to apply what you've learned to soothe the rough patches in your performance.

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/

“If you want to grow, be content to appear clueless or uninformed about things that don’t matter, don't try to seem knowledgeable. And if some regard you as important, stay humble and question yourself.” - Epictetus

You don’t need to know everything, just what truly moves the needle.

Salespeople often spread their focus too thin, trying to stay on top of every detail. But like Steve Jobs, who simplified Apple’s product line and his own life, focus is the real superpower.

Prioritise what matters:

• Master your craft (the sales process).
• Deepen client relationships.
• Ignore irrelevant tasks and distractions.

Clarity over busyness. Keep your attention where it counts.

What can you let go of today to sharpen your focus?

Actionable tips:

• Identify and cut out tasks or distractions that don’t directly contribute to your sales goals.
• Focus on mastering a few core areas rather than trying to know everything about the market.
• Don’t worry about looking uninformed in non-essential areas; embrace specialisation.

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/

“Treat each task as if it’s your last, giving up every distraction, emotional impulses, and all drama, vanity, and complains about what’s fair. You can see how mastery over a few things makes it possible to live a rich and meaningful life…” - Marcus Aurelius

True focus lies in simplicity.

In sales it’s easy to get overwhelmed by endless meetings, emails, and distractions. But success often comes from mastering the essentials:

• Understand your customer’s needs.
• Deliver consistent value.
• Build meaningful relationships.

When you strip away the noise and focus on what really matters, you take control of your process and execution. Like top athletes who master the basics, small, focused actions done well can lead to big results.

What’s one distraction you can let go of today?

Actionable tips:

• Strip down your sales process to focus on the key actions that bring the most value—prospecting, building relationships, and delivering results.
• Turn off notifications or time block specific hours for high-focus work to keep distractions at bay.

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/

“Take a good hard look at people's ruling principle, especially of the wise, what they avoid and what they pursue.” - Marcus Aurelius

Marcus Aurelius teaches us that by studying the actions and principles of the wise, we can gain invaluable insights into living virtuously.

For salespeople, this means learning from those who’ve mastered the craft. Observe top performers and industry leaders, analyze their strategies, and refine your own approach. You can accelerate your growth by learning from the best.

By reflecting on the habits and decisions of those who’ve achieved success, you can avoid common pitfalls and build a path of your own.

Surround yourself with mentors, both in person and through their stories, and constantly strive to improve your practice.

Actionable tips:

• Find a mentor or role model within your organisation or industry. Observe their approach to prospecting, handling objections, and closing deals.
• Break down the tactics of top-performing salespeople. What do they avoid? What do they prioritize? Integrate those insights into your own routine.

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/

“There are three areas where anyone striving to be wise and virtuous needs to focus their training. The first is managing desires and dislikes, so that you don’t chase the wrong things or get consumed by what you fear. The second has to do with impulses to when to act or hold back, and more broadly, in fulfilling your responsibilities, so your actions are intentional, not impulsive or careless. Third, in staying clear-headed and composed, mastering your judgment and the way your mind interprets what you experience.” - Epictetus

In sales success lies in mastering three key areas:

• Control Your Desires: Strong emotions often stem from chasing the wrong things or fearing what might happen. Focus on what truly matters.
• Act with Purpose: Avoid impulsive or careless actions. Be deliberate in your decisions and fulfill your responsibilities with intention.
• Stay Composed: Keep a clear head and interpret challenges objectively to make sound judgments under pressure.

As Epictetus reminds us, the most urgent challenge is managing our passions.

Sales is an emotional rollercoaster with highs from wins, lows from rejections, and everything in between. But like the Jedi, we must train ourselves to stay calm, act wisely, and think clearly to thrive in any situation.

Actionable tips:

• Practise emotional regulation techniques such as deep breathing before difficult calls or meetings and take time to reset after emotional highs or lows.
• Before each action (emails, calls, meetings), ask yourself if it's deliberate and aligned with your sales goals.
• Reflect on your decision-making process and ensure it's free from bias or haste. Embrace feedback to refine your judgement over 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/

“Clear false impressions from your mind by reminding yourself: I have the inner strength to keep out any negativity, desires, or any kind of distractions. Instead, I'll focus on seeing things as they truly are and responding appropriately.” - Marcus Aurelius

Your inner strength is your best defence against negativity and distractions. Create a personal mantra to remind yourself of this power. Like Rocky Balboa rising from defeat, a mantra can keep you grounded and focused during tough sales calls, rejections, or high-pressure moments.

In sales, as in life, you’ll face setbacks, pressure, and noise. But your response is your choice.

A strong mantra isn’t just a shield; it’s a reminder that you can rise above challenges and stay focused on what truly matters.

Repeat it. Believe it. Let it guide you forward.

Actionable tips:

• Develop a short mantra that reflects your role or mission in sales (e.g., “I help businesses grow,” or “I solve problems, not just close deals”). And remember, no one ever died from a cold call.
• Use your mantra before challenging calls or meetings to maintain focus and block out stress.
• Practice repeating it daily, especially when dealing with rejection or high-pressure situations, to reinforce your mental resilience.

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/

“What's really worth valuing? This, I think: focusing our actions and choices on what aligns with our growth and preparation... it's what the exertions of education and teaching are all about— this is what’s most important! If you hold onto this, you’ll stop chasing everything else... If you don't, you won't be free, independent, or at peace, but full of envy, jealousy, and suspicion for distrust of those who have what you desire, and you'll plot against them to get it for yourself...” - Marcus Aurelius

Marcus Aurelius reminds us that true value lies in aligning our actions with our growth and purpose, not in chasing external rewards.

By focusing on preparation, discipline, and self-respect, we free ourselves from envy, frustration, and the constant need for more.

In sales, it’s easy to fixate on commissions, quotas, or titles. But the real drivers of success are within: preparation, learning, and self-discipline.

Shift your focus inward, and you’ll build resilience, find greater fulfillment, and define success on your terms, not someone else’s.

Stay grounded. Prioritize what truly matters.

Actionable tips:

• Focus on your process: learn your product, understand your customer, and refine your outreach strategies. The real prize is how well-prepared you are to execute consistently.
• Don’t base your self-worth on how many deals you close or how much praise you get from your peers. Measure your success by your growth, discipline, and improvement over time.
• Avoid falling into the trap of envy or comparing yourself to other salespeople. Respect the journey you're on and focus on the things within your control.

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/