The Sales Stoic

Actionable tips:

• Remind yourself that while you can’t control outcomes, you can control your reaction. Before each call, set an intention to focus on being calm and resourceful.
• When things feel overwhelming, take a moment to breathe deeply and refocus on what you can influence, your thoughts and responses.

“You are made of three parts—body, breath, and mind. The first two are simply in your care, but only the third truly belongs to you.” - Marcus Aurelius

So much is out of our control: prospects’ decisions, market shifts, competition, etc. But your mindset? That’s entirely yours.

Top performers don’t waste energy on what they can’t change.

They focus on mastering their reactions, staying adaptable, and controlling the controllables.

When a deal falls through or a client goes dark, remind yourself: your response is your power.

Stay steady, stay focused, and own your mindset. Resilience starts in the mind.

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 each client interaction, jot down what you thought worked well and one thing you could try differently next time. This builds both awareness and adaptability.
• Set a weekly time to review your goals and see how your actions aligned with them. Adjust your strategy as needed to stay on track and ensure you’re growing in the right direction.

“These are the traits of a rational mind: self-awareness, self-reflection, and self-direction.” - Marcus Aurelius

Marcus Aurelius believed a rational mind thrives on self-awareness, self-reflection, and self-direction.

In sales this means understanding your habits, controlling your reactions, and continuously improving.

Ask yourself daily:

What did I learn?

What can I improve?

Small insights compound into big growth, so the more you reflect, the sharper you become.

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:

• When in a call or working on an important task, avoid multitasking. Give it your full attention to prevent small errors that can grow into larger issues.
• At the end of the day, take a few minutes to identify where your attention slipped and how you can strengthen your focus going forward.

“If you let your focus slip, don’t assume you can regain control whenever you want. Remember, today’s lapse makes everything that follows harder. Can we be completely free from mistakes? No. But we can always strive to minimize them.” - Epictetus

Losing focus, even for a moment, can make everything that follows harder. While mistakes are inevitable, staying sharp minimizes them.

In sales, missing a small detail can mean a lost deal, a misunderstanding, or a damaged relationship.

Every call, meeting, or email is an opportunity; stay present, pay attention, and build a reputation for reliability.

Success isn’t about never slipping up, it’s about catching those mistakes before they cost you.

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:

• Pick one or two qualities you’d like to strengthen, like patience or resilience, and focus on building them every day.
• Instead of only tracking deal closures, celebrate each time you show consistency, empathy, or self-control in your interactions.
• Identify distractions that pull you away from focusing on your core values (perhaps the constant pressure to hit targets, unhealthy competition, or the noise of social media), and set clear boundaries to protect your time and energy. By eliminating these distractions, you create space to prioritise the development of virtues that lead to long-term success.

“Here's a way to rethink what most people consider 'good.' Start by focusing on things that are truly valuable: wisdom, self-control, justice, courage. With this perspective, you'll find it hard to buy into the idea that there are too many great things to experience in one lifetime.” - Marcus Aurelius

You must focus on the things that truly matter: wisdom, self-control, justice, and courage.

In a world obsessed with material success and external validation, these virtues offer lasting value.

It’s easy to get distracted by flashy deals, awards, or rankings. But real, sustainable success comes from within, building qualities like resilience, patience, and empathy.

Just like Daniel in The Karate Kid mastered karate through discipline, sales success is rooted in honing foundational skills that build long-term impact.

Focus on the essentials. They’re your key to 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:

• Before reacting to client objections or demands, take a breath and assess whether your response is beneficial and aligned with the relationship you’re building.
• Ask yourself if an action benefits the client as well as your goals. This helps keep your impulses in check and ensures you’re acting with integrity.

“Epictetus teaches us to rediscover the essential skill of making thoughtful choices and to be mindful of our impulses, ensuring they align with what’s best for the greater good and are proportional to true value.” - Marcus Aurelius

Impulses can lead us astray, so creating non-negotiable rules for ourselves and holding ourselves accountable is key.

Every move you make should be made with patience, focus, and alignment with the bigger picture.

Epictetus reminds us of the vital skill of making thoughtful choices, especially in moments of impulse.

Instead of reacting on instinct, we should practice "the art of assent" - checking whether our responses align with what truly matters and the greater good.

Control your impulses, and you’ll build trust and stay on course for 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/

Actionable tips:

• When you hear a “no” or get tough feedback, remind yourself it’s just an outcome. Focus on what you did well and what you can improve.
• Embrace the “control what you can” mantra. Before calls or negotiations, remind yourself that only your effort and attitude are within your control. Let the rest go.

“What’s bad luck? It’s just a point of view. What are conflict, blame, accusations, irreverence, or frivolity? They’re all opinions, opinions that aren’t rooted in our own reasoning, presented as if they’re good or bad. If someone focuses only on what they can control, I promise they’ll find peace of mind, no matter what’s happening around them.” - Epictetus

Much of what we label as "bad luck" or conflict is simply an opinion—one we can choose not to entertain.

When faced with challenges, ask: Is this good, bad, or just an event?

By focusing on what we can control, such as our responses, preparation, and follow-up, we can maintain peace of mind and resilience.

Don't let external factors determine your state of mind.

Stay consistent, stay focused, and turn every setback into an opportunity for growth.

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:

• When a deal goes south or you face criticism, take a deep breath and remind yourself that this isn’t personal. Challenge yourself to find the lesson in it instead.
• Make it a habit to mentally “file away” any setbacks at the end of the day. Keep a daily journal or a quick checklist to mark what you’ve learned and then let it go and move on.
• When facing one of these situations, take a moment to reframe it and ask yourself: "What can I control here, and how can I use this moment to grow?" By shifting your focus from what went wrong to what you can control in the future, you transform the setback into a stepping stone, making you more agile and prepared for the next challenge.

“Let go of the belief that you’ve been hurt, and the hurt fades away. Let go of feeling hurt, and the pain disappears.” - Marcus Aurelius

In our careers, setbacks like unresponsive prospects or critical feedback can feel personal, but choosing to see these situations neutrally helps us maintain energy and focus.

Feeling harmed often stems from our own perception. When we let go of the belief that we’ve been hurt, the pain fades away.

Think of it like carrying a brick in your pocket all day. Once you let go of the belief you’ve been wronged, you’re lighter and faster, ready to move forward.

Shake off negativity and bounce back quickly, focusing on new opportunities instead of past losses.

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:

• Practice active listening. Avoid rehearsing your next line while the prospect speaks; focus fully on their words, tone, and pauses.
• After each call, note any recurring themes, objections, or requests. Over time, these insights will help you tailor your pitch to similar clients.

“In conversation, focus on both what’s being said and what it leads to. In actions, recognize the goal immediately; in words, listen for the underlying message.” - Marcus Aurelius

Remember to pay close attention - not just to words, but to the actions and outcomes that follow. In sales, this is everything.

It’s not just what prospects say, but what they signal.

The objections that keep coming up? That’s a pattern.

The subtle hesitations before a “no”? That’s a cue.

The more you train yourself to spot these, the better you’ll anticipate needs, navigate objections, and guide conversations with confidence.

Don’t forget, sales isn’t just about reacting, but is about reading the game and staying ahead.

Keep listening. Keep refining. Keep leading.

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:

• When you encounter setbacks, remind yourself that they’re part of the journey, not obstacles blocking your path.
• Catch yourself when your mindset slips into negativity, and take a moment to refocus on the positive aspects of the work.
• Look for the lesson in every challenge; each setback is an opportunity to refine your skills, improve your approach, and grow stronger for the next deal.

“Nothing will ever happen to me that I won't face with a level head and a good attitude. I'll even pay my taxes without complaint. The things people fear or grumble about are just life's dues.” - Seneca

One way or another, we all face our dues: tough clients, lost deals, long hours. See them as unfair, and they’ll drain you.

Accept them as part of the game, and you’ll stay sharp, resilient, and ready for success.

Seneca reminds us: life’s “taxes” are unavoidable, so why resist what must be paid?

Complaining only adds weight to the burden.

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:

• Define what growth means to you beyond sales targets. It could be improving negotiation skills, learning from each interaction, or building deeper client relationships.
• At the end of each week, reflect on one area where you grew, even if it’s not reflected in your sales numbers. This will keep you motivated and focused on your personal journey.

“Trust me, it's better to track the balance sheet of your own life than the stock market.” - Seneca

Sales is full of numbers: KPIs, targets, deal sizes, etc. But fixating on them alone leads to burnout.

Instead, ask: does this move the revenue forward? What can I learn from this?

Like Chris Gardner in The Pursuit of Happyness, real success isn’t just financial, it’s about resilience, confidence, and growth.

Balance your own life’s books. Prioritize progress over comparison.

What’s one metric in your life that truly 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/