The Sales Stoic

“Show me that the good life isn't about how long it lasts, but how it's lived, and that it's all too common for someone with many years behind them to have truly lived so little.” - Seneca

In both life and sales, it's easy to fall into the trap of simply putting in the hours.

But a life well-lived, and a successful sales career, aren’t measured by time, but by how intentional and focused your actions are.

Are you busy or productive? Like a worker bee, you might be moving all the time without a clear purpose. Or you could be like a sniper, making every move count, with precision and intention.

Next time you feel overwhelmed, take a moment to step back, reset, and refocus.

A few minutes of movement can clear your mind and boost productivity, helping you approach each task with renewed energy. Make every hour count.

Actionable tips:

• Review your daily tasks and see which ones are driving results. Prioritise activities that directly contribute to your pipeline and closing deals.
• Spend 80% of your time on the 20% of activities that generate the most value. This could mean more time prospecting high-quality leads or preparing personalised pitches.

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/

Connect with We Have a Meeting:

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

“I don’t complain about not having enough time… what I have is enough. Today—this very day—will accomplish what no tomorrow can ignore. I’ll take on the impossible and make my mark on the world.” - Seneca

If you keep waiting for the “perfect time” to start, you risk losing momentum, and missing real opportunities.

We always think we’ll have more time. More time to improve, to take action, to be our best selves.

But as Seneca reminds us, today is the only time that truly matters. Tomorrow won’t remember the intentions you never acted on.

Small actions today lay the groundwork for tomorrow’s success. Stop delaying. Start now.

Actionable tips:

• If you’re tempted to save your follow-ups for tomorrow, take five minutes to send at least one email or make one call. It could be the difference between closing a deal and losing out.
• At the start of each day, pick one challenging task you've been putting off and tackle it before lunch. The sense of accomplishment will boost your confidence for the rest of the day.
• Break the 'someday' mentality. If there’s a skill you've been meaning to develop, don’t wait. Block out 20 minutes today to start learning, whether it’s reading up on negotiation techniques or watching a quick training video.

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 is philosophy, really? Isn’t it just preparing ourselves for whatever comes our way? If I train myself to endure, then let whatever happens, happen. Otherwise, it would be like a boxer quitting the fight just because he took some hits.” - Epictetus

Philosophy and sales are all about preparation.

Just as a boxer expects to take hits in the ring, sales professionals must embrace rejection as part of the game. A lost deal, an objection, an unanswered email - they’re not defeats; they’re training.

Every "no" sharpens your instincts. Every challenge builds resilience.

If you walk away from adversity, you walk away from growth.

So when the next rejection lands, don’t flinch. Instead, remind yourself: This is what I’ve trained for.

Actionable tips:

• See every "no" as a chance to improve your pitch. Each rejection is just a jab; learn to take it, adjust, and throw a better counterpunch next time.
• Just like a boxer practises combinations, rehearse responses to common objections. When they come up in real conversations, you'll be ready.
• After tough sales calls, review what went well and what didn't. It's your equivalent of watching the game tape to 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/

“What's the point of hoarding endless books when you couldn't get through them all in a lifetime? The learner isn't educated but overwhelmed by sheer volume; it's better to absorb the wisdom of a few great minds than to be lost in the noise of many.” - Seneca

Seneca reminds us: hoarding endless books won’t make you wiser, but deeply understanding a few great works will.

The same applies to sales. Chasing every lead, attending every event, and consuming endless content won’t guarantee success.

You ought to focus on quality over quantity, nurturing the right prospects, not spreading yourself too thin.

Prioritize depth over breadth. Master your craft. Build meaningful relationships. That’s where real success lies.

Actionable tips:

• Prioritise your leads. Not every prospect is worth your time so focus on leads that are truly aligned with your product and who are ready to buy.
• Instead of trying to learn every sales tactic, choose a few strategies that resonate with you and master them.
• Concentrate on delivering value to your best clients. The deeper your relationship, the more likely they are to become long-term partners.

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/

“That’s why philosophers remind us not to settle for just learning— we need to practice and train. Over time, we forget what we’ve learned, start doing the opposite, and end up believing the wrong things.” - Epictetus

Don’t settle for simply understanding a technique. Use it, test it, tweak it—until it’s second nature.

Learning isn’t enough, you have to be able to apply it. Knowledge fades without action, and worse, bad habits creep in.

The best salespeople don’t just know the perfect pitch—they refine it through constant repetition. Like Kobe Bryant drilling the same moves for hours, mastery comes from relentless practice.

Actionable tips:

• Set aside time daily for role-playing exercises to keep your sales techniques sharp. It might feel repetitive, but consistency is key.
• Review your calls and meetings regularly, identifying what went well and what could be improved. This practice can help you avoid slipping into bad habits.
• Take one new thing you’ve learned this week and apply it in a real conversation with a prospect. Test it, refine it, and then make it part of your toolkit.

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/

“Focus on what's in front of you— the principle, the task, or the message being communicated.” - Marcus Aurelius

Whether big or small, every task reflects your character.

Small actions shape who you are, so approach each one with diligence. If you cut corners on routine tasks, that mindset will carry over into your major deals.

Excellence isn’t a one-time effort; it’s a habit.

Like Tom Brady’s commitment to every practice, consistency in the fundamentals lays the foundation for success.

How you do one thing is how you do everything.

Actionable tips:

• Don’t just bring your A-game to high-stakes meetings. Make every interaction a quality one, whether it's a quick email response or a call with a cold lead.
• Focus on the basics that often get overlooked: follow-ups, CRM updates, and personal development. Consistently executing these "boring" tasks will make you more effective in the long run.

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/

“Show me someone who’s sick but still happy, in danger but still happy, dying but still happy, exiled but still happy, disgraced but still happy. Show me! I swear, I’d love to see a true Stoic. But since you can’t show me someone that perfectly formed, at least show me someone working to become that way, striving for it.” - Epictetus

Epictetus challenges us: Can you show me someone who remains happy despite illness, danger, or failure?

Perfection isn’t the goal, progress is.

Sales isn’t about reaching a flawless end state. It’s about showing up, refining your craft, and staying resilient.

A lost deal isn’t failure, it’s fuel for growth.

Keep striving. Keep improving. Every step, no matter how small, brings you closer to becoming your best self.

Actionable tips:

• After every call or meeting, ask yourself: "What went well? What can I improve next time?" Focus on consistent self-refinement.
• After a tough day, spend 5 minutes journaling on what you learned. Remind yourself that every “no” gets you closer to a “yes”, and every stumble is part of the journey to mastery

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 don’t want to be hot-headed, don’t fuel the habit. Start by staying calm and tracking the days you’ve kept your cool. I used to lose my temper daily—then every other day, then every third or fourth. If you make it to 30 days, be grateful! Habits weaken before they disappear.” - Epictetus

Bad habits don’t vanish overnight, they fade with consistent effort.

Losing your temper? Start tracking how many days you stay calm. One day turns into two, then a week, then a month. Over time, composure becomes your default.

In sales, pressure is constant: difficult prospects, missed targets, unexpected setbacks. But reacting emotionally can hurt relationships and credibility.

What if, instead of just tracking sales, you measured resilience? Can you go 30 days without losing your cool?

Every day you don’t react negatively is a win.

Actionable tips:

• Start a simple log and count how many days you go without losing your temper during stressful calls or meetings. Celebrate the small wins.
• When you feel your frustration building, use a grounding technique. Take a deep breath, step away for a moment, or count to ten before responding.
• At the end of each week, review how often you stayed calm. Recognise the improvement, no matter how small, it’s all about building momentum.

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 obsess over things you don’t have as if they already belong to you. Instead, appreciate what you do have and imagine how much you’d want them if they weren’t yours. But be careful—not to the point where losing them would disturb your peace.” - Marcus Aurelius

It’s easy to fixate on the next big deal, a bigger paycheck, or the next promotion. But if you’re always chasing what’s ahead, you risk overlooking what’s already in your hands.

Take a moment to recognize your existing wins: loyal clients, a great team, the progress you’ve made.

Contentment isn’t about getting more; it’s about appreciating what you’ve got.

When you shift your focus to gratitude, you’ll find yourself more confident, resilient, and able to perform at your best.

After all, success isn’t just about reaching the next milestone, it’s about enjoying the journey.

Actionable tips:

• At the end of each day, jot down three things you're grateful for in your sales career. It could be a helpful colleague, a client win, or simply getting through a tough call.
• Celebrate the effort, not just the results. If a deal doesn’t close, focus on what you learned from the process and how you can apply it to the next opportunity.
• Regularly thank your clients for their partnership. A simple message of appreciation can go a long way in strengthening your relationship.

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/

“Those who chase status base their happiness on the opinions of others. Those who seek pleasure tie it to their emotions. But the wise find it only in their own actions. Consider the people whose approval you seek, the things you strive to own, and the strategies you use to get them.” - Marcus Aurelius

If your happiness depends on recognition, quotas, or external praise, you’re handing control of your well-being to things outside your grasp.

A Stoic mindset teaches us that true fulfilment comes from what we can control: our actions, decisions, and efforts.

In sales, that means focusing on how you sell, not just the outcomes.

Prioritise the quality of your outreach, the sincerity of your follow-ups, and the relationships you build.

Targets may fluctuate, but the effort you put in is always within your control.

Actionable tips:

• When you receive praise or criticism, remember,  it’s just feedback. Ask yourself, “Did I give my best effort today?” That’s the only metric that really matters.
• To keep your focus grounded, start every day by writing down three actions you can take that will move the needle, regardless of external circumstances.

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/