The Sales Stoic

“From Rusticus... I learned to read carefully and not be satisfied with just a basic understanding of the whole, and to resist agreeing too quickly with those who seem to know it all.” - Marcus Aurelius

Marcus Aurelius reminds us to resist quick conclusions and dig deeper for true understanding.

In sales, the same principle applies. Don’t settle for surface-level knowledge of your prospects or blindly follow every sales "guru."

Take the time to listen actively, ask thoughtful questions, and truly understand your client’s unique challenges. The salespeople who stand out are those who go beyond the obvious and deliver tailored solutions, because they’ve taken the time to really know their customers.

Patience, curiosity, and deep understanding aren’t just virtues, they’re competitive advantages that will enable you to elevate your sales-game and improve the relationships you’re building.

Actionable tips:

• Dig into your client’s challenges with open-ended questions that encourage them to share more about their situation.
• Focus on fully understanding your prospect before responding. Practise active listening and resist the urge to jump in too soon with a solution.
• Before meetings, spend extra time researching your client’s industry, competitors, and specific pain points.

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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“Let’s look at the really rich, how often do they end up just like the poor? When they travel abroad they too must restrict their baggage, and when they’re in a rush, they leave their entourage behind.” - Seneca

Wealth often has limited use.

Seneca reminds us that even the richest must sometimes leave their possessions behind. So, we should appreciate that what truly matters isn’t what we own but how we show up in life and work.

In sales, chasing commissions is important, but focusing solely on monetary rewards can lead to burnout and dissatisfaction. True success lies in the relationships we build and the value we deliver.

Consider Bill Gates: his wealth is undeniable, but his real legacy is the impact he’s making through philanthropy.

So, ask yourself today, are you chasing numbers or creating meaningful connections?

Actionable tips:

• Instead of being purely commission-driven, focus on the customer and how your product or service can genuinely help them. This will not only foster long-term relationships but also naturally lead to more sustainable success.
• Streamline your sales process. Cut out unnecessary tools or time-wasting activities, and concentrate on what brings value to the client.

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/

“I will keep constant watch over myself and most importantly, review each day… We focus only on what we are about to do. But we forget that our future is shaped by the past.” - Seneca

Daily reflection is a powerful tool for growth.

By reviewing each day, we can turn mistakes into lessons and setbacks into progress.

In sales, every missed deal or awkward cold call is a chance to improve. Reflecting on what worked, and what didn’t, sharpens your skills and builds resilience.

Just like an athlete studies their game tapes,  try to listen back to calls or get feedback from a colleague on recent calls or demos. The insights they offer will help you identify weaknesses or areas to work on.

Your future success is shaped by what you learn today.

Actionable tips:

• Set aside time at the end of each day to review key sales interactions—what went well and what could improve?
• Track specific metrics (calls, follow-ups, conversion rates) and adjust your approach based on what you learn.
• Create a personal accountability system by journaling your daily wins and challenges, then act on those insights to improve future 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/

“Ask yourself these things at the start of every morning:

• What am I lacking in achieving  freedom from passion?
• What’s stopping me from feeling peaceful?
• What am I? Just a body, my job, or reputation? None of these things.
• So, what am I? A rational person…” - Epictetes

Each morning, take a moment to reflect:

• What’s stopping me from feeling calm and focused?
• How can I show up as my best self—rational, composed, and kind?
• What actions will move me closer to my goals today?

In sales and life, success is built one day at a time, so start each morning with clarity and intention. 

Small wins, stacked daily, lead to big results. Are you ready to win the day?

Actionable tips:

• Start each morning by asking reflective questions: “How can I stay calm during tough calls?” or “Am I focused on serving clients or just closing the sale?”
• Keep a journal where you note your reflections on how you handled challenges throughout the day.
• Review your sales interactions at the end of the day, asking yourself if you acted with integrity, care, and professionalism.

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/

“Your principles can't fade unless you stop fueling the thoughts that feed them, for it's always in your power to reignite new ones.” - Epictetus

No matter how stuck or discouraged you feel, you have the power to reset and see things with fresh eyes. Every moment is a chance to reignite your passion and start again, even after setbacks.

In sales, rejection and monotony can drain your energy, but they don’t have to. Break tasks into small blocks and treat each as a fresh start. Every call, every email is a new opportunity to connect, learn, and grow.

Remember, your mindset is your greatest tool. Reset, refocus, and reignite.

Actionable tips

• Try to reframe your challenges: next time when a deal falls through, use it as a chance to learn and grow. Ask yourself, “What can I do differently next time?”
• Create a morning ritual where you mentally reset, review your goals and remind yourself why you’re in sales.
• Visualisation is powerful so make sure you take time to picture yourself succeeding with new clients, focusing on fresh opportunities instead of dwelling on past failures.

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 podium and a prison are both places, one high and the other low, but in either place you can still choose how you respond, if you wish to do so." - Epictetus

Almost daily we face both highs and lows, major wins and tough rejections. And when you’ve had a week of it, it's easy to feel like these circumstances control us.

But the truth is, you control your response.

Whether you’re celebrating or struggling, your attitude and next move are always within your power.

Remember, setbacks may not be your fault, but how you respond is entirely your choice.

Actionable tips:

• Focus on how you react to every outcome. Whether it's success or setback, ask, “What can I choose to do next?”
• If a deal falls through, stay proactive and immediately shift your focus to the next opportunity rather than dwelling on the loss.

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/

"Move through this period of time in harmony with nature, and come to your final resting place gracefully, like a ripe olive falling, thankful for the earth that nourished it and grateful to the tree helped it grow." - Marcus Aurelius

In life, things happen naturally, just like an olive falling off a tree.

The olive doesn't fight the process, it is simply nature, the natural way of the world.

In sales, we often focus too much on closing deals quickly or hitting numbers right away. But sometimes this is just not in our control.

Unlike the olive, we try to force situations down a path of our choosing.

Instead, think about what we can control and how we show up: the relationships we build, the work we put in, and the process we follow.

Not every prospect will buy today, but that doesn’t mean they won’t in the future.

Sometimes the deals that don’t close right away turn into something big later.

So, trust the process and focus on the long-term.

Actionable tips:

• Focus on doing your best in each step of the sales process, from prospecting to follow-ups, without attaching yourself to the final result.
• Practise daily gratitude by acknowledging the relationships, mentors, and opportunities that contribute to your growth as a salesperson.

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 work is quite doable, and within our power. Let go of the past. We only need to begin." - Epictetus

Epictetus teaches us to focus on what we can control and leave the past behind.

In sales, every month starts fresh. It doesn’t matter whether you succeeded or fell short last time, what matters is what you do today.

So, stop dwelling on missed deals or past setbacks.

Focus on the fundamentals, engaging with prospects, refining your pitch, and staying consistent.

Consider every new month as a reset, a chance to practice harder and move forward without the baggage of what came before.

Actionable tips:

• Revisit the basics and work at refining your pitch, listen to your clients, and focus on the key elements of each sales call.
• Start each day with a fresh mindset, focus on current opportunities, put aside setbacks.
• Commit to improvement. Set small, measurable goals for each interaction to continuously improve your technique.

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/

"So in the majority of other things, we respond to circumstances not based on the right assumptions, but mostly out of habit… the person in training must aim to rise above". - Musonius Rufus

Living life on autopilot, following habits without thought, can be dangerous.

In sales, relying on the same old pitches or routines without evaluating their effectiveness limits growth.

Success comes from continuously evolving, questioning our approaches, and staying flexible.

So today, take a moment to self-reflect: Are you chasing short-term wins at the expense of long-term growth? Are you fully present in your conversations?

Actionable tips:

• Regularly assess your sales techniques. Are they driven by habit or by what’s most effective? Adjust where necessary.
• Try new approaches, even if they feel uncomfortable at first. Experiment with different ways of engaging clients, offering value, or closing deals.
• Shift your mindset from simply making the sale to providing value to the customer. This can lead to deeper relationships and more long-term success.

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/

"Tranquility can only be attained by those with a strong, unwavering sense of judgment - the rest constantly fall and rise in their decisions, fluctuating between accepting and rejecting things." - Seneca

Seneca teaches us that true peace comes from trusting your own judgment, not being swayed by external noise.

When you're clear on your values, you stay grounded, whether you're dealing with a skeptical customer or a tough objection.

In sales, this means sticking to your process and staying calm, even when things get chaotic on the other side of the line.

Be the eye of the storm.

Actionable tips:

• Establish a clear sales strategy and stick to it, even when external factors create uncertainty.
• Trust in your own skills and knowledge of your product rather than relying on the changing opinions of others.
• Regularly review your sales approach to ensure it’s aligned with your goals, but don’t allow daily shifts to throw you off course.

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/