The Sales Stoic

"Understand that within you is something more powerful and divine than what causes the bodily passions and controls you like a puppet." - Marcus Aurelius

Marcus Aurelius teaches us that we have a divine strength that’s more powerful than the emotions and negative thoughts that often control us.

In sales, it's easy to let fear of rejection, desire for quick wins, or suspicion cloud our minds.

These thoughts don’t just distract us though, they actually stop us from performing at our best.

When you feel negativity creeping in, pause and ask yourself: "Is this thought helping me?"

If not, let it go.

Focus on what truly matters, and over time, you’ll train your mind to approach each call or meeting with confidence and clarity.

Actionable tips:

• At the end of each day, reflect on the emotions that pulled you during your sales calls: fear, frustration, or anxiety. Recognize them and learn to release them.
• Use mindfulness techniques before important calls or meetings to centre yourself and eliminate distractions.

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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“We control our decisions and all actions that stem from our values and choices. What’s beyond our control are our bodies and their parts, our possessions, parents, siblings, children, or country - anything we might associate with." - Epictetus

Stoic wisdom teaches us to focus on what we can control: our thoughts, actions, and choices.

Epictetus reminds us we can't control external factors like our bodies, possessions, or even our family.

What we can control is our reasoned choices and moral will.

In sales, this means focusing on what you can control—your preparation, attitude, and approach. You can't control if a prospect buys or how the market fluctuates, but you can perfect your pitch, nurture relationships, and stay consistent in follow-ups. Detach from outcomes and reduce stress. Stay grounded and resilient during unpredictable sales cycles.

Actionable tips:

• Prepare thoroughly for each client interaction and focus on understanding their needs, rather than worrying about whether they will buy.
• Judge success by how well you execute your plan, not by whether the sale closes. If you can detach from the outcome, you’ll also put a lot of stress to the side too.
• Measure the quality of your outreach efforts, follow-ups, and communication, instead of fixating on external factors that are out of 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:

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

"There’s only one way to find true happiness: by letting go of everything outside your control." - Epictetus

Sales is full of unpredictability.

It’s totally out of your control whether a prospect picks up, if the market’s right, or even if the timing aligns.

But instead of stressing over these external factors, focus on what you can control: your approach, attitude, and effort.

By letting go of the outcome, you’ll reduce your stress and sharpen what you can influence, positioning yourself for success and inner peace.

Actionable tips:

• Concentrate on your inputs: making a certain number of calls, sending emails, or improving your pitch. Measure your success by your actions, not the outcomes.
• Adopt a growth mindset so that when you’re facing rejection or tough prospects, you can view it as an opportunity to learn and refine your process, rather than a personal failure.

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 someone directs their caution toward their own thoughtful decisions and the actions that follow, they will also develop the resolve to avoid…" - Epictetus

Do you often find yourself stressed about things outside your control, like a prospect’s budget, sudden changes in priorities, or fluctuating market conditions?

As Epictetus points out, focusing on the uncontrollable leads to anxiety and instability. Instead, true resilience comes from shifting your attention to what you can control.

Here’s how:

• Preparation: Focus on being as ready as possible for each conversation.
• Quality of your pitch: Perfect your approach, and make it authentic.
• Follow-up: Stay persistent and professional, even when things get tough.
• Mindset: Keep a calm, steady attitude throughout the process, no matter the outcome.

Even if a deal falls through, remember, you can’t really lose something you didn’t have to begin with.

By focusing on what you can control and letting go of the rest, you’ll protect your mental energy and maintain your resilience in the face of uncertainty.

Actionable tips:

• Preparation matters, so before a sales call or meeting, ensure you’ve researched your prospect thoroughly and tailored your message to their specific needs.
• Instead of fixating on closing a certain number of deals, set some process-based goals based on actions you control, such as the number of calls you make or meetings you schedule.

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 essence of what’s good is a thoughtful, reasoned choice; the essence of bad is another choice. External circumstances are just the raw material we work with. How we judge them determines if our choices are good or bad.” — Epictetus

We can’t allow external events (like deals falling through or market shifts) to define our success.

It's how we respond that matters. By focusing on reasoned choices and staying calm, you can turn setbacks into opportunities.

When you ask yourself, “Is this true?” and “Is this useful?” before reacting, you can make better decisions.

Rejections are part of the process but consistency, reliability, and discipline in your decisions will lead you to success.

Remember, clients will also trust you when they know you can handle challenges with care.

Actionable tips:

• Establish daily routines that enhance productivity, such as regular outreach and follow-ups.
• Stay steady in your communication with clients, reliability builds trust.

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/

“Some things are in our control, and others are not. We control our opinions, choices, desires, dislikes, and everything we choose to do. We don't control our body, property, reputation, position, or anything not of our own doing.” - Epictetus

In sales, we face external factors all the time.

Think market shifts, client changes, and evolving priorities. These things are beyond our control. 

But the Stoics remind us that true peace comes from focusing on what we can control: our mindset, actions, and adaptability.

We can’t control how others react or the timing of a deal, but we control how we engage with clients, manage our time, and respond to challenges.

Embrace change, stay adaptable, and focus on what’s within your reach; this is how we thrive, even in uncertain times.

Actionable tips:

• Be adaptable in your sales strategy. If something isn’t working, don’t be afraid to pivot and try a new approach.
• Encourage open-mindedness in your sales team. Embrace constructive feedback and use it to improve your performance. Open and frank conversations will help you and your team grow.
• Focus on improving your mindset and attitude, rather than fixating on outcomes beyond 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/

"We must give up the things we are attached to, thinking they are good. Otherwise, courage will vanish, as it is continually tested." - Seneca

Sales is an emotional rollercoaster.

From one day to the next you can be juggling deals closed, targets missed, and the constant pressure of approval.

But Seneca warns that attachments to quick wins or external validation can erode our courage and limit our potential. True greatness comes from mastering these impulses and focusing on what really matters.

What does that mean for salespeople?

Aim not to be swayed by the highs or lows. Stay grounded in your process and focus on long-term growth.

As Seneca suggests, ignore what others value and keep your eyes on the bigger picture.

Actionable tips:

• Celebrate wins, but don’t let them make you complacent. Keep your feet on the ground and keep refining your process.
• Rejection or missed targets are not personal. Treat them as learning opportunities rather than threats to your success.
• Focus on building steady habits, not just chasing the next big win. The most successful salespeople are the ones who show up day after day, rain or shine.

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 true work of the mind is in choosing, refusal, longing, repulsion, preparation, purpose, and assent." - Epectetus

Sales success starts with a clear mind.

Epictetus reminds us that the mind’s proper work is sound decision-making: choosing wisely, rejecting distractions, and preparing for success.

Cluttered thoughts and impulsive actions only derail progress.

So, shut out the noise, focus on purpose-driven actions, and engage with clients logically, not emotionally.

Your mental clarity is your greatest tool for achieving long-term results.

Actionable tips:

• Take a few moments before calls or meetings to clarify your objective. Make sure you know exactly what you aim to achieve and what you need to do to ensure that.
• Reflect on client interactions to ensure you’re acting rationally and not emotionally. Look back on notes rather than attempt to recall your last interaction to make sure you’re basing your actions off facts.

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 who doesn’t understand the universe doesn’t understand their place in it.... So what do you make of people who seek or avoid the praise of those who have no knowledge of where or who they are?" - Marcus Aurelius

For Marcus Aurelius it’s senseless to seek validation from those who lack understanding.

For salespeople, this means not chasing approval from prospects who don’t recognize your product’s value or align with its purpose.

Instead, focus on understanding your role, the value your company brings, and the specific problems your product solves.

Confidence in sales comes from clarity: knowing what you’re offering, who truly needs it, and how it addresses their challenges.

You can’t sell to everyone - and that’s okay. 

Actionable tips:

• Know your product better than ever by doing a deep dive into the product or service you’re selling. Be ready to explain not just its features, but also how it solves real-world problems for your clients.
• Spend time researching your prospects to really understand them. Know their business, industry challenges, and specific pain points so you can customise your sales message to resonate with them directly.

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/

"Let all your efforts be directed to something, and keep that goal in sight.” – Seneca

In sales (and life), clarity of purpose is everything.

Without a clear goal, efforts feel scattered and misdirected.

When you focus on solving a client’s problem or adding value, your actions become intentional, your strategy sharper, and your relationships stronger.

Own your role, align your purpose, and remember: if a ‘buy now’ button could replace you, sales wouldn’t exist.

Actionable tips:

• Before each sales meeting or call, make sure you are clear with yourself about what you aim to achieve and you have defined the goal of that meeting.
• Shift your focus from closing the sale to genuinely understanding the client’s needs and solving their problems.
• Align your approach with the needs of your client. Tailor your sales pitch to add value based on the client's goals, not just your own metrics.

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/