The Sales Stoic

“People who pick up new ideas too quickly tend to spit them back out, like an upset stomach rejecting food. First, absorb what you learn, don’t just repeat it. Otherwise, it’ll come out raw, unrefined, and useless.” - Epictetus

The best decisions come from clarity, not urgency. So, a little reflection can turn good choices into great ones.

It's tempting to quickly share new ideas, but real understanding takes time.

Before reacting, take the time to process and internalize what you've learned. True knowledge isn't just about repeating information; it’s about letting it shape your actions.

Just like an athlete’s physique reflects their training, or an artisan’s work shows their skill, your decisions should showcase your expertise.

In sales, this means we shouldn’t just spout product details, but instead show how your knowledge shapes practical solutions.

Actionable tips:

• Before pitching, make sure you fully understand how your product solves problems for your clients. The better you understand it, the easier it will be to naturally highlight its benefits during a conversation.
• Instead of listing features, show potential clients how your solution works in real-world scenarios. Share case studies or testimonials that prove your point and let your success stories do the heavy lifting.
• When clients ask questions, don’t just regurgitate facts, demonstrate how your expertise can solve their specific problems. This shows you’ve truly digested the information and can apply it in a meaningful way.

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/

“First, decide the kind of person you want to be, then take the actions that align with it. This applies to nearly every pursuit in life. Athletes, for example, choose their sport first—then commit to the training it requires.” - Epictetus

Success isn’t random, it follows a formula and the best salespeople don’t rely on luck; they figure out what works and repeat it.

Consistency beats short bursts of effort every time.

Want to be known for trustworthiness, persistence, or empathy? Define it first. Then, align your daily actions with that vision.

Like an athlete committing to their training, build habits that move you toward your goals. Small, deliberate steps compound over time into something great.

Actionable tips:

• Take some time to think about the qualities you admire in top salespeople. Do you want to be known for your expertise? Your ability to handle objections smoothly? Write down your ideal qualities and focus on developing them.
• Once you’ve decided who you want to be, break down your goals into daily tasks. Want to be an expert? Set aside time every day to learn something new about your product or industry.

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:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

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

“Philosophy isn’t about appearances; it’s about recognising what truly matters and staying mindful of it.” - Musonius Rufus

Your reputation isn’t built on perfect pitches or easy wins. It’s shaped in the tough conversations, the objections, and the moments when frustration creeps in.

Do you stay patient and professional, or let desperation take over?

Neither Philosophy, nor sales are about appearances. They’re about what truly matters: your character in every moment, not just the polished ones.

Clients remember who listens, who cares, and who puts their needs first.

Be that person, consistently. Your character will always close more deals than any slick sales tactic.

Actionable tips:

• Rather than just waiting for your turn to talk, focus on understanding your client’s needs and concerns. Ask questions, and be genuinely interested in their answers.
• Integrity is built over time. If you're reliable and consistent in your actions, customers will recognize that and come to trust you.
• Don’t bend your morals to make a sale. Stick to your principles, and clients will appreciate your honesty.

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/

“Just as each person’s sense of what’s rational or irrational differs, so too does their view of good and evil, or what’s useful and useless. That’s why education matters—so we can learn to refine our assumptions about reason and logic in alignment with nature.” - Epictetus

There’s no one-size-fits-all approach. What’s "good" or "rational" varies from person to person.

The key to thriving is staying true to yourself.

Sales is like comedy - find your voice, don’t imitate others. Experiment with different styles until you discover what feels natural.

People want authenticity, not a carbon copy.

Focus on strategies that align with your strengths and personality, and you'll build trust with prospects while bringing your best self to the table.

Actionable tips:

• Reflect on what makes you unique as a salesperson, whether it’s your empathy, confidence, or strategic thinking, and lean into that.
• Instead of mimicking successful sales tactics word-for-word, adapt them in a way that feels authentic and aligns with your style.
• Pay attention to feedback, both internal and external. If something feels forced, tweak it. If prospects respond well to a particular approach, refine and double down on it. Authenticity is a process of continuous adjustment, not a fixed state.

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/

“Look up at the stars and picture yourself moving with them. Reflect often on how the elements transform into one another—such thoughts clear away the distractions of everyday life.” - Marcus Aurelius

Marcus Aurelius reminds us to look up and to see beyond daily frustrations and focus on the bigger picture.

Like the North Star guiding travelers, our goals should serve as steady points of direction in an unpredictable world.

Setbacks? Challenging clients? Missed deals?

They’re just passing moments in a long journey.

Keep moving, stay patient, and trust your course. Progress isn’t always immediate, but perspective will keep you on track.

Actionable tips:

• When things get tough, remind yourself of your long-term goals and the journey ahead, not just today’s obstacles.
• Picture yourself moving steadily toward your goals, just as stars follow their path. This can keep you focused and help put daily challenges in perspective.
• Set a "North Star Check-In" once a week in which you take 10 minutes to reflect on your long-term vision, what progress you’ve made, and what small steps you can take next. This keeps your direction clear and prevents you from getting lost in daily distractions.

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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:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

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

Remember you will die.

Actionable tips:

• Instead of focusing solely on the end goal, set goals around your daily actions (e.g., “Have five quality conversations each day”) to stay grounded.
• Don’t let the pressure to hit numbers control your well-being. Focus on mastering your skills and building strong client relationships instead of chasing every sale.

“Tantalus: The greatest power is—

Thyestes: No power at all, if you want for nothing." - Seneca

Desire can be a trap.

The chase for more, whether it’s deals, status, or recognition, can leave you unfulfilled. True power comes from needing less.

In The Lord of the Rings, Frodo’s strength isn’t in possessing the ring but in letting it go. The same applies to sales.

Obsessing over numbers can drain you, but focusing on mastery and meaningful connections brings lasting 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/

Actionable tips:

• Keep track of the skills you’re building and the strategies you’re improving, rather than just the praise or numbers.
• When a deal closes (or falls through), give yourself a moment to detach from the outcome. Remember, it’s just one of many, not the whole story.

“Flip it around and see what happens—how it changes when it’s aged, broken, or selling itself. How fleeting are both the admirer and the admired, the one who remembers and the one remembered.” - Marcus Aurelius

Marcus Aurelius encourages us to "flip it around" and see things from a deeper perspective—what may seem significant on the surface often fades with time.

Recognition and accolades are fleeting, but the skills we develop, the relationships we nurture, and the resilience we build are what truly matter in the long run.

In sales, the rush for titles and big wins is temporary, but the process and growth behind those moments is what sticks.

Dig deeper, ask 'why,' and focus on building long-term success, not just short-term glory.

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/

Actionable tips:

• Practise healthy avoidance. When faced with a difficult client or situation, take a step back. Acknowledge the challenge without letting it consume your focus. Decide how to approach the situation calmly.
• In moments of frustration or unexpected challenges, remind yourself that these hurdles are temporary. Keep your eyes on the bigger picture and don't get distracted by short-term setbacks. Acknowledge the challenge, then keep moving forward with your strategy, knowing that each round you survive gets you closer to your ultimate objective.
• Instead of viewing challenges as personal attacks or threats, see them as opportunities to learn and grow. Keep a journal of your experiences and reflections on what you can do differently next time.

“When someone crosses a line, whether it's through a cheap shot or a moment of aggression, you don’t overreact, make a scene, or assume they’re out to get you. You simply stay aware of them, not as an enemy, but with a healthy sense of distance.” - Marcus Aurelius

In sales, you’ll encounter difficult clients, tough objections, or unexpected setbacks. Instead of reacting defensively or letting frustration take over, stay calm and keep a clear mind.

Like a boxer in the ring, or a chess player eyeing the board, successful salespeople learn to roll with the punches.

By not letting negativity or setbacks cloud your judgment, you can stay focused on the bigger picture; closing that deal.

Remember, every challenge is just another opportunity to refine your strategy and sharpen your 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/

Actionable tips:

• After a challenging call or lost deal, review what went wrong and consider what you could do to improve.
• Don’t shy away from asking clients or colleagues for input. This feedback loop will help you identify blind spots and refine your approach.

“If anyone can show me that my thinking or actions are wrong, I’m happy to change—because I’m after the truth, and the truth never hurts anyone. It’s those who cling to lies and ignorance who suffer.” - Marcus Aurelius

Being wrong isn’t a failure, it’s an opportunity to grow.

Mistakes are inevitable, whether it's a misstep with a client or missing a market trend. The key to success is being open to learning from them.

Admitting errors builds trust with clients and helps you improve.

Seek feedback from your team without defensiveness, and approach it with an open mind: "Thank you, I’ll just listen and learn."

This mindset boosts resilience, adaptability, and makes you a stronger, more insightful 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/

Actionable tips:

• Before diving into any deal, strip it of buzzwords and look at its fundamentals. Ask, "What’s the core benefit here?"
• Be mindful of distractions and avoid over-idealising a deal. Challenge yourself to focus on the long-term value, not just the excitement or short-term rewards. By staying focused on what's truly important, you can resist being swept up by external pressures and maintain a clear, steady course toward sustainable success.
• Break down your targets into actionable steps without over-hyping the stakes. This helps avoid overwhelm and keeps you grounded in each task.

“Just as when steak or other food is placed in front of us, we think: this is just cooked meat, a once-living fish, bird, or pig. And this fine wine? Just fermented grape juices... In the same way, our minds take in events and colour them with meaning, until we strip them back and see them for what they truly are.” - Marcus Aurelius

Remember: That "fine wine"? It’s just fermented grape juice. A luxury suit? Nothing more than dyed fabric. A game-changing product? Just another tool.

We often let appearances cloud our judgement, whether it’s the allure of a big deal, the pressure of quotas, or the latest sales trend.

But when we strip away the glamour and see things as they truly are, we gain clarity.

• Focus on real value.
• Don’t let hype dictate your decisions.
• Stay grounded in what actually 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/