Shows
Pipeline PlaybooksHow to Leverage Intent Data to Generate PipelineData isn’t your problem. The real challenge? Figuring out which signals actually matter—and how to use them to drive real pipeline. In this episode of Pipeline Playbooks, we teamed up with the experts at Fullfunnel.io to break down how smart, structured use of intent data can help you identify in-market accounts, align sales and marketing, and prioritize the right outreach at the right time.From defining your ICP and setting up dynamic account tiers to integrating tools like Dealfront and Leadfeeder with your CRM, this playbook is packed with practical steps. You'll also hear how...2025-07-2818 minPipeline PlaybooksTarget ICPs with Display AdsDisplay advertising doesn’t have to be a black hole of impressions and wasted budget. In this episode of Pipeline Playbooks, we walk through a smarter, more efficient way to use display ads—by focusing them entirely on your Ideal Customer Profile (ICP). Forget broad, generic targeting. This playbook is all about using tools like Dealfront Target, Promote, and Leadfeeder to ensure your ads reach the companies—and even the job titles—that matter most.We explore how to identify and segment your ICP, serve ads directly to those accounts, and then track which companies are actually showing...2025-07-2119 minPipeline PlaybooksEngage With Open Opportunities Visiting Your WebsiteYour open opportunities are sending you signals—you just might not be seeing them. In this episode of Pipeline Playbooks, we dive into how to track when prospects already in your CRM return to your website and how to turn those digital visits into revenue-driving conversations. These aren’t cold leads. They’re deals-in-progress revisiting your pricing page, reviewing case studies, or deep-diving your product features—aka buying signals hiding in plain sight.With insights from Dealfront’s proven playbook, we walk through how to spot this behavior in real time, integrate your CRM with tools like Leadfeeder...2025-07-1414 minPipeline PlaybooksIdentify Companies That Have Announced Expansion PlansSome of the best sales opportunities don’t start with a cold lead—they start with a news headline. In this episode of Pipeline Playbooks, we break down how to identify companies that are actively expanding—and how to turn those moments into timely, high-impact conversations. From new office openings to market entries and M&As, these “expansion signals” are often the first public indicator that a company is about to hit new challenges… and start searching for new solutions.We’ll walk through how to spot these signals using tools like Dealfront, how to integrate them into your CRM...2025-07-0712 minPipeline PlaybooksEngage Past Customers Who Revisit Your WebsiteIn sales, we often obsess over new logos. But what if your biggest growth opportunity is actually hiding in plain sight—past customers quietly returning to your website? In this episode of Pipeline Playbooks, we explore the power of revisit signals and how to turn them into revenue. When a churned customer checks out your pricing page or browses new product features, it's not a coincidence. It’s intent.This episode offers a step-by-step guide to identifying, tracking, and re-engaging returning customers using tools like Dealfront and Leadfeeder. You’ll learn how to set up real-time Slack alerts...2025-06-3024 minPipeline PlaybooksRevive Lost Deals When Prospects Revisit Your WebsiteJust because a prospect went cold doesn’t mean the deal is dead. In this episode of Pipeline Playbooks, we dig into the art of spotting when lost opportunities come back to life. When a previously silent prospect starts revisiting your site—especially high-intent pages like pricing, case studies, or feature overviews—that’s your window to re-engage. The best part? You’re not starting from scratch—they already know you.We walk through how to track those digital signals using tools like Dealfront and Leadfeeder, how to connect CRM history with real-time behavior, and how to personalize...2025-06-2313 minPipeline PlaybooksTarget Award Winning CompaniesSales teams are always looking for smarter ways to connect with the right buyers at the right time. In this episode of Pipeline Playbooks, we explore one often-overlooked but incredibly powerful intent signal: company awards. Whether it's an innovation accolade, a spot on a growth leaderboard, or a sustainability certification—these recognitions are more than just PR fluff. They're signals that a business is scaling, hiring, investing, and—most importantly—open to new solutions.Together, we unpack how to monitor these awards in real time, what they reveal about a company's mindset and priorities, and how to craft...2025-06-1613 minPipeline PlaybooksIdentify ICP Companies That Show IntentKnowing who your ideal customer is (ICP) is only half the battle. The real game-changer? Knowing when they’re ready to buy. In this episode of Pipeline Playbooks, we explore how to combine ICP targeting with buying intent signals to engage prospects at the exact right time. From tracking digital behaviors like repeat website visits and pricing page views, to setting up real-time alerts in tools like Dealfront and Leadfeeder, we walk through the systems that make this possible.We also unpack how to personalize your outreach based on what your buyers are doing—without relying on gues...2025-06-0916 minPipeline PlaybooksDefine Your ICP and Find Perfect-Fit Companies To TargetYour marketing and sales efforts are only as effective as your targeting. In this episode of Pipeline Playbooks, we explore how to build an Ideal Customer Profile (ICP) that moves beyond vague demographics and guesswork. By analyzing your best existing customers, you can uncover the shared traits that signal long-term value—and focus your resources where they’ll deliver the biggest impact.We walk through practical steps to define your ICP, validate it with real-world data, and apply segmentation to sharpen your outreach. You’ll also learn how to use tools like Dealfront Target to find ICP-matching compan...2025-06-0228 minPipeline PlaybooksIdentify Your Total Addressable Market (TAM)Before you scale your product or pitch your next investor, do you truly understand how big your opportunity is? In this episode of Pipeline Playbooks, we break down TAM—Total Addressable Market—and why getting it right can be the difference between chasing the wrong segment and unlocking serious growth. We’ll walk you through traditional methods, modern tools like Dealfront Target, and the critical link between TAM and your ideal customer profile (ICP).Expect to learn:What TAM actually means and why it mattersThe difference between top-down vs. bottom-up TAM calculationsHow market segmentation sharpens your target...2025-05-2610 minPipeline PlaybooksWelcome to Pipeline PlaybooksPipeline Playbooks is the go-to series for sales and marketing professionals looking to sharpen their strategies, optimize outreach, and close more deals with precision. Hosted by Ethan and Alicia, each episode breaks down actionable tactics from Dealfront’s proven Playbooks, helping revenue teams turn insights into results.Expect deep dives into real-world strategies that drive pipeline and conversions—whether it's identifying high-intent prospects, leveraging trigger events, or crafting personalized outreach that gets responses. No fluff, just practical frameworks, data-backed insights, and repeatable playbooks designed for modern revenue teams.Tune in to Pipeline Playbooks and start exec...2025-05-1404 min
Revenue Career LadderFrom Food Market Stalls to CEO & Founder with Hannah AjikawoIn this episode of The Revenue Career Ladder, host Jamie Pagan sits down with Hannah Ajikawo, CEO and Founder, to discuss her journey from working at a local food market stall to running her own successful business. Throughout the conversation, Hannah shares the lessons she learned from her early career experiences, the challenges she faced in the corporate world, and the unique approach she takes in consulting today.Hannah dives into how she navigated leadership transitions, dealt with cultural challenges, and ultimately found her way into the world of entrepreneurship. She also t...2025-04-211h 23Revenue Career LadderFrom Professional Ice Skater at Disney to Marketing Director with Ben SmithIn this episode of The Revenue Career Ladder, host Jamie Pagan is joined by Ben Smith, whose career journey has taken him from Professional Ice Skater at Disney on Ice to Marketing Director. Ben shares his unique path into marketing, reflecting on his early work experience, including his time with Youth Parliament, as well as the entrepreneurial mindset he developed through his family’s businesses.Ben discusses the valuable lessons he’s learned along the way, particularly around taking risks, stepping out of his comfort zone, and always striving for growth. 2025-04-141h 25Revenue Career LadderFrom Travel Agent to Head of Business Development with Mafalda JohannsenIn this episode of The Revenue Career Ladder, host Jamie Pagan sits down with Mafalda Johannsen, who shares her journey from working as a travel sales agent to becoming the Head of Business Development. Mafalda discusses her career trajectory, which spans multiple industries—from tourism to tech—and the skills she gained along the way. She offers an honest reflection on how overcoming challenges, including a 100% commission job, shaped her approach to sales and leadership. Mafalda also talks about her transition into the tech industry and the impact of her diverse experience in driving growth and success in he...2025-04-071h 18Revenue Career LadderFrom Bookseller to Sales Community Founder with David WilkinsIn this episode of The Revenue Career Ladder, host Jamie Pagan speaks with David Wilkins, an experienced sales leader and entrepreneur, about his journey from bookseller to founder. David shares his unconventional career path, including his time as a rugby coach, working in various sales roles, and eventually stepping into the entrepreneurial world. He offers valuable insights into what it takes to succeed in sales and how he navigated his career to build a successful business in the tech world.David talks about the lessons learned during his time at Palo Alto N...2025-03-311h 12Revenue Career LadderFrom Fish & Chip Shops to Founder & Managing Director with Neil BhuiyanIn this episode of The Revenue Career Ladder, host Jamie Pagan is joined by Neil Bhuiyan, the founder of HappySelling. Neil’s career trajectory is an insightful story of perseverance and reinvention, transitioning from a young person with a difficult relationship with authority to a leader in sales training and coaching.Neil opens up about his early work experiences, from his first job in a fish and chip shop to his role in local government, which shaped his approach to problem-solving and customer service. He then shares how his introduction to technology and the SaaS industry marked th...2025-03-241h 35
The Sales StoicMarch 18th - Own Your Response“Today I broke free from the pressure of my circumstances—or rather, I let them go. The pressure wasn’t coming from the outside but from my own assumptions.” - Marcus AureliusPressure doesn’t come from external events, but from how we interpret and react to them. Challenges don’t overwhelm us; our mindset does.In sales, rejection, missed targets, or last-minute changes can feel crushing. But the real weight isn’t in the events themselves, it’s in how we choose to respond.By controlling your reactions, you can approach setbacks...2025-03-1705 minRevenue Career LadderFrom Fast Food to Podcast Agency Founder with Tom HuntIn this episode of The Revenue Career Ladder, host Jamie Pagan speaks with Tom Hunt, the founder of Fame, a B2B podcast agency that helps businesses leverage podcasts for growth. Tom takes us through his unconventional career journey—from working in a family-run takeaway to launching multiple entrepreneurial ventures, before settling on creating one of the most successful podcast agencies in the industry.Tom reflects on his time at Ernst & Young and Accenture, where he honed his people management and consulting skills, before deciding that being employed wasn’t for him. His entrepreneurial journey began with a sm...2025-03-1748 minThe Sales StoicMarch 17th - The Power of Making the Right Choices“You are not defined by your appearance or hairstyle, but by your ability to make good choices. If your choices are beautiful, so too will you be.” - EpictetusTrue value isn’t about appearances, it's about the choices you make.Consistently making wise decisions earns respect and admiration, not through flashy displays, but through meaningful actions.In sales, your reputation is built in the small moments: following up thoughtfully, truly listening to prospects, and focusing on their needs over your pitch.Success doesn’t come from noise; it comes from quiet, c...2025-03-1607 minThe Sales StoicMarch 16th - Protect Your Mindspace“Value your ability to understand, for it ensures that nothing enters your mind that contradicts nature or logic. It’s the foundation of your responsibility, demanding care for others, diligence in your actions, and alignment with your values.” - Marcus AureliusOur ability to think clearly is sacred. It’s the foundation for making decisions that align with logic, empathy, and our core values.By protecting this capacity, we ensure our actions are grounded in wisdom.In sales, mental clarity is invaluable and it helps you understand client needs, navigate objections, and close deals.2025-03-1504 minThe Sales StoicMarch 15th - Be Grounded in the Present“No one loses a life but the one they're currently living, and no one experiences any life other than the one they’re losing. The longest and shortest lives are, in the end, the same, because the present moment is all we truly have.” - Marcus AureliusThe present moment is all we truly control.Whether we worry about past losses or future deals, those concerns only distract us from what’s right in front of us.For salespeople, this is a call to focus on the now. Every sales conversation is an opportun...2025-03-1405 minThe Sales StoicMarch 14th - Don't Let Yourself Off the Hook“Zeno would also say that nothing undermines a solid understanding more than self-deception.” - Diogenes LaërtiusSelf-deception is the biggest obstacle to growth. It’s tempting to comfort ourselves with lies to avoid tough truths, whether we’re overestimating our skills or ignoring feedback.But when we deceive ourselves, we stay blind to reality and hinder our progress.In sales, convincing yourself that a prospect is more interested than they are, or that you don’t need to change your approach, can lead to lost opportunities.As Zeno warns, self-deception undermines...2025-03-1307 minThe Sales StoicMarch 13th - Trust The Bigger Picture“Whenever you find yourself blaming circumstances, flip your perspective, and you'll see that what has happened aligns with reason.” - EpictetusLife and sales are full of challenges. Like the hero in a story, we build character by facing hardships and rising above them.Expecting smooth sailing is like entering a boxing ring and hoping not to be punched.Epictetus teaches us that setbacks aren’t just random; when we take a step back, we often see that they fit into a larger, reasonable pattern.In sales, a "no" isn’t a failur...2025-03-1206 minThe Sales StoicMarch 12th - Understanding, Not Resentment“Whenever someone wrongs you, take a moment to consider what ideas of right and wrong led them to act that way. When you understand this, you'll feel empathy instead of shock or anger. You might even realize that you share, or once shared, similar beliefs, making it easier to forgive them.” - Marcus AureliusSetbacks are inevitable. A client or colleague may let you down, but instead of reacting with frustration, pause and ask: What’s driving their behavior?Understanding the reasons behind their actions (perhaps stress, misinformation, competing priorities etc) can help shift your emotio...2025-03-1106 minThe Sales StoicMarch 11th - Master Of Your Own Choices“The unrestricted person, who remains in control of their choices no matter the circumstances, is free. But anyone who can be pressured, coerced, or manipulated into acting against their will is not truly free.” - EpictetusTrue freedom isn’t about doing whatever you want; it’s about controlling your decisions, no matter the circumstances.When you let external pressures such as quotas, demanding clients, or fear dictate your actions, you give up that freedom.Success comes from staying true to your approach and values, even when the pressure is on. Like Neo in The M...2025-03-1005 minRevenue Career LadderFrom Call Centre Technical Support to Head of Sales with Daan MatthesIn this episode of Revenue Career Ladder, host Jamie Pagan sits down with Daan Matthes, a seasoned sales professional turned entrepreneur. Daan shares his journey from his humble beginnings in call centres to becoming a sales leader at top startups and eventually founding his own company. This candid conversation covers pivotal career decisions, lessons learned from failures, and insights on navigating the fast-paced world of sales leadership. Whether you're climbing the revenue career ladder or charting your own entrepreneurial path, Daan's story is filled with actionable advice and inspiration.Expect to learn:2025-03-101h 34The Sales StoicMarch 10th - Get Yourself A Mentor“We can avoid most mistakes if we imagine someone watching us as we’re about to make a wrong choice. The mind should have someone it admires, whose example can help make its inner world more unshakeable.” - SenecaA mentor isn’t just someone you meet with, they’re a guiding presence, even when they’re not around.Whether it’s a leader you admire, a trusted colleague, or a fictional figure like Ted Lasso, their example can influence your decisions and inspire your best self.Next time you face a tough call, pause an...2025-03-0905 minThe Sales StoicMarch 9th - Choose Your Circle Wisely“Don’t let your past friendships or connections drag you down. If you do, you’ll be stuck... You need to decide whether to stay the same person to keep these relationships, or to evolve into a better version of yourself, even if that means letting some of them go” - EpictetusThe company you keep shapes who you become.If you surround yourself with people who pull you down or encourage complacency, you risk staying stuck, or even regressing.Growth often requires hard choices, like distancing yourself from those who don’t align with...2025-03-0808 minThe Sales StoicMarch 8th - Don’t Let Others Control Your Mind“If someone took control of your body and handed it over to a stranger, you’d be outraged. Yet you let anyone who crosses your path take over your mind, leaving it disturbed and troubled - aren't you embarrassed by that?” - EpictetusWe fight to protect our bodies, yet we often allow others to control our minds simply with a harsh comment, a rejection, or a bad moment.Imagine losing £10 out of £84,000. Would you dwell on that loss?So why do we let fleeting moments of negativity control our mindset?True fre...2025-03-0705 minThe Sales StoicMarch 7th - Perception Isn’t Always Reality“Heraclitus called self-deception a terrible illness and vision a deceptive sense.” - Diogenes LaërtiusHeraclitus called self-deception a "terrible illness," and it’s a reminder that our senses and assumptions often lead us astray.What we think we see isn’t always the full story.A prospect’s hesitation may not be a hard "no," and a deal that feels certain might not be as secure as it seems.Surface impressions can mislead, so don’t rely on them alone. Instead, dig deeper.Use data to validate assumptions, logic to anal...2025-03-0605 minThe Sales StoicMarch 6th - Let Your Work Do the Talking“In public, avoid talking too much about your achievements or challenges. While you might enjoy sharing your stories, others may not find your experiences as interesting.” - EpictetusAvoid oversharing your achievements or struggles - it’s likely you want to talk about it more than others want to hear about it.Consider your clients. They don’t want to hear endless stories about past deals or tough negotiations. They want solutions to their problems and to feel understood.Think of it like a surgeon - patients don’t care about personal anecdotes; they care...2025-03-0506 minThe Sales StoicMarch 5th - Trim The Fat“When it comes to the things we work so hard for, we should ask ourselves: are they really worth it? Many aren’t useful, some are unnecessary, and others don’t hold the value we think they do.” - SenecaNot everything we work hard for is worth the cost.Many pursuits consume our time, energy, or resources without adding real value.In sales, this lesson is critical. Are you chasing leads that aren’t a good fit or pouring energy into deals that won’t move the needle?Declutter your pipeline. Fo...2025-03-0408 minThe Sales StoicMarch 4th - Take The Red Pill“A free person lives as they choose, uncompelled, unhindered, and unlimited. Their choices flow freely, their desires are fulfilled, and they avoid what they hate.” - EpictetusTrue freedom isn’t about your circumstances; it’s about your mindset.As Epictetus reminds us, a free person lives without being controlled by distractions, fears, or unhealthy desires. They focus on what matters and act with discipline, creating a life of choice and clarity.In sales, freedom doesn’t come from hitting targets or controlling client behaviour, it comes from controlling your actions.Focus on w...2025-03-0307 minRevenue Career LadderFrom Radio DJ to SaaS Sales Manager with Laura ErdemIn this episode of The Revenue Career Ladder, host Jamie Pagan speaks with Laura Erdem, a sales leader at Dreamdata. Laura shares her journey from her early days in radio to her current role in sales, offering insights into how she navigated different career shifts.She discusses her time at Red Hat, the challenges of transitioning into sales, and her move to Dream Data, where she’s played a key role in scaling the company’s sales efforts. Throughout the conversation, Laura emphasizes the value of taking on challenging roles, stepping outside your comfort zone, and finding genu...2025-03-031h 15The Sales StoicMarch 3rd - Stay True To Yourself“You need to be consistent, committed to either being good or bad. Focus your energy either on sharpening your own thinking or getting caught up in things beyond your control. Prioritise your inner world, not external distractions.” - EpictetusSuccess stems from staying true to yourself.Epictetus reminds us: that you can’t live two conflicting lives, either stick to your principles or let external noise dictate your actions.True mastery comes from focusing on what you can control and aligning your actions with your values.In sales, this means prioritising honest...2025-03-0206 minThe Sales StoicMarch 2nd - Get Real“Above all, it is essential you have an honest sense of your abilities…” - SenecaOverconfidence often leads to overpromising and underdelivering, a definite recipe for disappointment.True growth starts with an honest self-assessment. Know your strengths, recognize your limitations, and focus on steady improvement.In sales, the best performers aren’t the ones who believe they can close every deal but those who understand their abilities and use that insight to build trust and deliver value.Take time to reflect regularly, whether through tools like Mark Manson’s life assessments or a simpl...2025-03-0107 minThe Sales StoicFebruary 29th - Less Is MoreWe know there’s no February 29th this year, but think of this as a little bonus - a leap into some extra wisdom to round out your year!-“When children stick their hand down a narrow sweet jar and can’t pull it out, they start crying. Drop a few and you will get your hand out!” - EpictetusIn sales, it’s easy to chase after every opportunity. But trying to grab too much can leave you with nothing.Like a child stuck in a jar full of treats, ho...2025-02-2805 minThe Sales StoicMarch 1st - Know Yourself“An important starting point in philosophy is this: a clear understanding of your own guiding principle.” - EpictetusBoth philosophy and progress begin with understanding your own guiding principle. Self-awareness is your internal GPS, steering your decisions and actions toward meaningful goals.Ask yourself: What drives you? Financial freedom? Professional growth? Making an impact? Knowing your "why" not only fuels your motivation but also helps you adapt in challenging situations and build deeper connections with others.Simon Sinek's Start with Why offers a great roadmap for uncovering your deeper purpose.Whe...2025-02-2806 minThe Sales StoicFebruary 28th - Stay Cool When Chaos Strikes“The soul is like a bowl of water, and our thoughts are like rays of light shining on it. When the water is disturbed, it appears that the light itself is moving too, but it isn't. In the same way, when a person loses their composure it isn't their skills and virtues that are unsettled, but the mindset they live in.” - EpictetusEpictetus compares the soul to a bowl of water - when it’s disturbed, the reflection becomes unclear.The same is true for us: when we lose our composure, it’s not our skil...2025-02-2707 minThe Sales StoicFebruary 27th - Know What Matters“Everything in life falls into one of three categories: some are good, some bad, and others neutral. Good things are virtues and anything aligned with them; bad things are vices and anything that feeds into them; the neutral things fall between virtue and vice…” - EpictetusNot everything in life is inherently good or bad. Most things, like wealth, health, or failure, are neutral. What gives them meaning is how we choose to respond.In sales, this perspective is powerful.Hitting targets feels great, but the real value lies in the discipline, resilience, and ef...2025-02-2606 minThe Sales StoicFebruary 26th - Focus On Your Path, Not Theirs“Someone has wronged me? That’s on them... What matters to me is staying aligned with the natural order…” - Marcus AureliusDon’t let the actions of others derail your focus.Whether it’s a deal gone wrong, office politics, or an unexpected rejection, their behavior is beyond your control. What’s within your power is your response.Redirect your energy to what truly matters. Focus on your actions, your attitude, and your goals. By staying aligned with your purpose, you turn setbacks into stepping stones and maintain the clarity needed to move...2025-02-2506 minThe Sales StoicFebruary 25th - Don't Chase Shadows“Keep a mental list of those who got caught up in anger and resentment over something, even the most renowned for success, misfortune, evil deeds, or any special distinction. Then ask yourself, how did that turn out? Just smoke and dust, the stuff of simple myth trying hard to be legend...” - Marcus AureliusMarcus Aurelius reminds us that many pursuits, like fame, wealth, or revenge, are nothing more than smoke and dust.Over time, the anger or ambition that fuels these goals fades, leaving little behind but empty myths.In sales, it’s easy...2025-02-2407 minRevenue Career LadderFrom Maths Tutor to Sales Agency Founding Director with Jack FrimstonIn this episode of The Revenue Career Ladder, host Jamie Pagan sits down with Jack Frimston, a founding director of We Have A Meeting (WAM). Jack reflects on his diverse career journey, from his early days as a maths tutor at Kumon to pursuing a career in music and eventually building a successful business in sales and marketing. He shares stories of the unique roles he’s held, including his time as a DJ and his experience in cold calling, and offers insights on the ups and downs of his professional path. Jack also discusses the personal gro...2025-02-241h 13The Sales StoicFebruary 24th - Master Your Reactions“Keep in mind that it isn't the person who criticises or insults you that causes harm - it’s your reaction to their words. So when someone triggers your anger, recognise that it's really your own opinion fueling it.” - EpictetusIn sales, rejection, criticism, or tough conversations are part of the job.But the true source of harm isn’t external events, it’s how we respond to them. Anger or frustration are reflections of how we interpret situations, not the situations themselves.When faced with a trigger, pause and ask yourself, "Is this pe...2025-02-2305 minThe Sales StoicFebruary 23rd - Don't Waste Energy On Useless Emotions“Don’t let circumstances trigger your anger - they’re not bothered either way.” - Marcus AureliusLife’s challenges, whether a deal falling through or a client ghosting you, are indifferent to our emotional reactions.Anger or frustration changes nothing.Instead of wasting energy on emotions that don’t serve you, focus on what you can control.In sales, setbacks are inevitable. By recognizing that circumstances don’t care about your feelings, you can shift your focus from reacting to taking productive action.Stay grounded, accept what you can't change...2025-02-2205 minThe Sales StoicFebruary 22nd - The Power Of Silence“Cato practised the kind of public speech that could inspire the masses, believing that strong political philosophy, like any great city, needs to protect its bold and decisive nature.” - Cato The YoungerCato the Younger knew the value of silence. He only spoke when his words would add value, choosing to remain silent rather than fill the air with unnecessary chatter.In a world that often values talking over listening, this restraint is a powerful tool.In sales, mastering silence can be just as crucial as speaking.Over-talking can derail nego...2025-02-2106 minThe Sales StoicFebruary 21st - Be Careful What You Wish For“Remember, it’s not just the pursuit of wealth or status that can trap and control us, but also the craving for peace, leisure, travel, and learning. It doesn't matter what the external goal is, the value we place on it subjugates us to another.” - EpictetusIt's not just the pursuit of wealth or status that can trap us; our craving for peace, leisure, or learning can have the same effect.When we place too much value on anything, it controls us, and our happiness becomes dependent on external factors.In sales, the pr...2025-02-2006 minThe Sales StoicFebruary 20th - The Illusion Of Desire“Robbers, perverts, killers, and tyrants— take a look at their so-called pleasures!” - Marcus AureliusFleeting pleasures can lead to harm, as seen in the pursuit of status, wealth, or instant gratification. True value lies in resisting these temptations and focusing on what truly matters.In sales, the lure of quick wins and high commissions can tempt us to cut corners, over-promise, or act out of self-interest. But such actions erode trust and damage relationships in the long run.Jordan Belfort, The Wolf of Wall Street, shows how unchecked desire for wealth and status...2025-02-1905 minThe Sales StoicFebruary 19th - Embracing Opportunity“Remember to live your life as if you’re at a banquet. When something comes your way, take a modest portion. If it passes by, let it go. If it hasn’t reached you yet, don’t obsess over it, but wait until it arrives in front of you.” - EpictetusEpictetus compared life to a banquet: take what’s offered with grace, let go of what passes by, and don’t obsess over what hasn’t come yet.It’s a powerful reminder to approach opportunities with patience and balance, rather than anxiety or greed.In sa...2025-02-1806 minThe Sales StoicFebruary 18th - Train For The Unexpected“This is the true athlete—the person in rigorous training to challenge false perceptions. Stay strong, you who endure, don’t let your perceptions take you captive!” - EpictetusEpictetus likened the Stoic to an athlete in training, building strength against false perceptions and fleeting emotions. The true test of mastery lies in staying steady under pressure, leading to freedom, happiness, and peace.In sales, the parallels are clear. Challenges are inevitable in rejections, tough negotiations, and high-pressure situations. But like athletes, we can train our minds to remain focused and resilient.A lost dea...2025-02-1706 minRevenue Career LadderFrom Bouncy Castles to Sales Agency Founding Director with Zac ThompsonIn this episode of The Revenue Career Ladder, host Jamie Pagan welcomes Zac Thompson, a Founding Director at We Have A Meeting, to discuss his journey into the world of sales and entrepreneurship. From humble beginnings working bouncy castles on council estates to founding a successful sales agency, Zac shares the raw and real moments that shaped his career.Zac reveals how his resilience and willingness to go against the grain helped him thrive in the world of sales. With a career that spans from a chaotic first job in sales to building a thriving business, Zac...2025-02-171h 26The Sales StoicFebruary 17th - The Pursuit Of Happiness“It’s impossible to find happiness while constantly yearning for what we don’t have. True happiness is content with what it already possesses, just like someone who’s well-fed, there’s no hunger or thirst.” - EpictetusHappiness thrives when we stop yearning for what we don’t have and instead learn to appreciate what we already have.As Epictetus reminds us, true contentment is like being well-fed, when you are no-longer hungry for more.In sales, ambition can drive success, but it can also create endless dissatisfaction if you're constantly chasing the next deal...2025-02-1605 minThe Sales StoicFebruary 16th - Simplify The Path“...remember that life’s duties are made up of small, individual actions. Focus on each one as you fulfill your responsibilities, and complete them with care.” - Marcus AureliusLife’s tasks are made up of small, individual actions. Rather than getting frustrated or overwhelmed by them, focus on one step at a time and complete each with care.In sales, we can also get caught up in the big picture too easily and hitting quotas, closing deals, navigating objections seems to take over. But by breaking responsibilities into manageable steps, you can avoid unnecessary stress.2025-02-1505 minThe Sales StoicFebruary 15th - Waking From Worry“Clear your mind and regain control, like waking up from a bad dream and realizing it wasn’t real, recognise that what’s troubling you is just as fleeting.” - Marcus AureliusMany of our worries are like bad dreams - intense in the moment but ultimately fleeting. When we recognize this, we free ourselves from unnecessary stress and gain clarity.In sales, it’s all too easy to get trapped in imagined fears of failure, rejection, or uncertainty. These are often worst-case scenarios that haven’t happened yet.Much like waking from a bad dream...2025-02-1405 minThe Sales StoicFebruary 14th - Pause Before The Pitch“Being wise is simply one thing—focusing our attention on our intellect, which guides all things everywhere.” - HeraclitusWisdom comes from measured decision-making, not impulsive reactions.Acting too quickly, whether in negotiations, responses, or pitches, often leads to regret or missed opportunities.Chris Voss also emphasizes the power of pausing in high-stakes situations.A moment of pause allows us to make better decisions, free from knee-jerk reactions, and align our actions with long-term goals. In sales, this simple pause can prevent overselling, making exaggerated promises, or misreading a client’s needs.2025-02-1306 minThe Sales StoicFebruary 13th - The Balance Between Indulgence and Discipline“Whenever you feel drawn to some pleasure… don’t let it sweep you away. Pause and hold off acting on it. Take a moment to reflect, think about both how it feels to indulge and how you might regret it later.” - EpictetusPause before acting on impulses.Whether it's a fleeting pleasure or a tempting shortcut, reflect on both the immediate satisfaction and potential regrets. Discipline lies in resisting short-term indulgence for long-term fulfillment.In sales, the rush to close deals or please clients can cloud our judgment.It’s easy to ov...2025-02-1207 minThe Sales StoicFebruary 12th - Be Steady“Keep a constant guard over your perceptions... You're protecting your self-respect, trustworthiness, stability, peace of mind, and freedom from pain and fear. In short, your freedom.” - EpictetusYour composure is your superpower.Maintaining a steady demeanor protects your integrity, sharpens your decisions, and fosters creativity.Think of Dwayne "The Rock" Johnson: his confidence and calm under pressure have been key to his success. For salespeople, the same is true. Staying composed helps you build stronger client relationships, handle objections with poise, and close deals effectively.Even when challenges arise or emot...2025-02-1107 minThe Sales StoicFebruary 11th - Lead Like a King, Not a Tyrant“Our soul is sometimes a king, and sometimes a tyrant. A king, by focusing on what is right, protects the good health of the body in its care, and gives it no selfish or harmful commands. But an uncontrolled, desire-fueled, over-indulged soul is turned from a king into the most dreaded and despised thing—a tyrant.” - SenecaSeneca teaches that our soul can either lead as a wise king or rule as a reckless tyrant.The king prioritizes discipline, integrity, and long-term well-being, while the tyrant chases unchecked desires and short-term wins.In sale...2025-02-1007 minThe Sales StoicFebruary 10th - Don’t Hulk Out“Nothing is more blinding than anger, nothing more bent on its own strength. If successful, none more arrogant, if foiled, none more insane.” - SenecaFrustration is inevitable.But letting anger take the wheel can sabotage deals, scare off prospects, and even hurt your career. Think of Bruce Banner: his power comes not from the Hulk's rage, but from controlling it.Emotional resilience is your superpower.Stay calm, think strategically, and respond with composure.Ask yourself: Who’s in control, me or my emotions? The answer could be the differ...2025-02-0907 minThe Sales StoicFebruary 9th - Mastering Clarity“We have the power to hold no opinion about something and to not let it upset our state of mind - after all things can’t inherently shape our judgments.” - Marcus AureliusIn sales, as in life, it’s easy to get caught up in every rejection or critique. But not everything requires your emotional reaction.Sometimes, clarity is all you need.When speaking with clients or colleagues, don’t just hear, instead make sure to truly listen. Clarify their meaning and ensure you understand. The more you do this, the more you can bu...2025-02-0806 minThe Sales StoicFebruary 8th - Strength in Adversity“You say, I'm suffering severe pain! But does complaining about it make it hurt any less?” - SenecaWhen challenges arise, complaining won’t ease the discomfort, it often amplifies it.Instead, pause, step back, and ask: What can I learn from this?For salespeople, rejection and pressure are part of the game. The real test isn’t avoiding setbacks but responding to them with resilience.Reframe obstacles as opportunities for growth, and channel emotions into constructive action. Remember, strength lies in how we rise, not in how we fall....2025-02-0705 minThe Sales StoicFebruary 7th - The Paradox of Fear“Many are hurt by fear itself, and many have met their fate while dreading it.” - SenecaFear often causes more harm than the situations we dread.Studies show that 90% of our worries never come true, yet we let imagined outcomes hold us back.In sales, fear might look like avoiding tough conversations or hesitating to make a call. But ask yourself, how often does reality match the fear in your mind?Instead of letting fear paralyse you, use it as fuel. Focus on the facts, not the “what-ifs,” and let courage...2025-02-0606 minThe Sales StoicFebruary 6th - Choose Peace Over Chaos “I don't agree with those who plunge straight into chaos, accepting a hectic life, struggling daily with difficult challenges. A wise person can handle that if necessary, but won't choose it…” - SenecaWhen challenges arise, like a ghosted prospect or a tense negotiation, it’s easy to let frustration take over. But holding onto anger is like grasping a hot coal: it burns you more than anyone else. Instead, release the negativity and focus on what you can control.Refine your pitch, revisit your pipeline, or take a moment to reset.Calm and...2025-02-0508 minThe Sales StoicFebruary 5th - Think Twice, Act Once“Don't be bounced around, but evaluate every impulse through the lens of justice, and stay true to your convictions in every situation.” - Marcus AureliusIt's easy to act impulsively, whether it's sending a hasty email or reacting emotionally to feedback. However, the Stoic principle of thinking before acting helps us stay grounded and aligned with our values.Taking a moment to breathe and reflect on decisions ensures they are driven by purpose, not impulse. This approach not only helps maintain your integrity but also enhances long-term success by preventing decisions driven by temporary emotions or e...2025-02-0407 minThe Sales StoicFebruary 4th - The Invincible Mindset“Who then is invincible? The one who stays unshaken by anything beyond their own reasoned choice” - EpictetusTrue invincibility comes from within.When we focus on what’s within our control such as our actions, thoughts, and responses, we become resilient in the face of adversity.In sales, external challenges like objections, market shifts, or targets can feel overwhelming, but how we respond is entirely up to us.Embrace a Stoic mindset: instead of letting rejection or setbacks define you, use them as learning opportunities. Pause and ask yourself, "Is this t...2025-02-0306 minThe Sales StoicFebruary 3rd - Control What You Can, Let Go of the Rest“When I see an anxious person, I ask myself, what do they want? Because if they weren’t focused on something outside of their own control, why would they be so anxious?” - EpictetusAnxiety often comes from focusing on things beyond our control.In sales, it’s easy to stress over quotas, silent prospects, or market shifts. But as Yoda wisely said, "Train yourself to let go of everything you fear to lose."Shift your energy to what you can control - your actions. Try to reverse engineer your goals and instead consider...2025-02-0208 minThe Sales StoicFebruary 2nd - Mastering Your Mindset“Think of it this way— you are an old person now, you won't let yourself be controlled by this anymore. No more being dragged around by every impulse, and you'll stop complaining about your present fortune or dreading what’s ahead.” - Marcus AureliusMarcus Aurelius reminds us not to let fleeting emotions or external circumstances control us. Instead, frame your thoughts maturely and focus on what you can control - your response.In Man’s Search for Meaning, Viktor Frankl highlights the same truth: while we can’t control events, we can always choose our mindset...2025-02-0105 minThe Sales StoicFebruary 1st - Keeping Your Cool“A truly strong person doesn’t give in to anger and discontent, they show strength, courage, and endurance—unlike the angry and complaining. The closer someone comes to a calm mind, the closer they are to strength.” - Marcus AureliusTrue strength isn’t found in anger, it’s in staying calm and composed.Rage may feel powerful, but it clouds judgment and leads to mistakes. Calmness gives you control and resilience, even under pressure.Dr. Steve Peters’ The Chimp Paradox explains this well: our "Chimp" brain reacts emotionally, while our "Human" brain responds with...2025-01-3104 minThe Sales StoicJanuary 31st - Philosophy For Sales Theory“Don't turn to philosophy like a task-master. Instead, approach it the way patients seek relief for the treatment of sore eyes, dressing a burn, or applying an ointment. Regarding it this way, you'll follow reason without showing off…” - Marcus AureliusPhilosophy isn’t about rigid rules or showing off. It’s a healing tool, a corner of calm refuge you can rely on when things get tough.In sales, rejection and pressure can feel relentless. But your principles, training, and experience aren’t just instructions, they’re your toolkit to soothe the daily grind. Use them to re...2025-01-3006 minThe Sales StoicJanuary 30th - Just Focus On What Matters“If you want to grow, be content to appear clueless or uninformed about things that don’t matter, don't try to seem knowledgeable. And if some regard you as important, stay humble and question yourself.” - EpictetusYou don’t need to know everything, just what truly moves the needle.Salespeople often spread their focus too thin, trying to stay on top of every detail. But like Steve Jobs, who simplified Apple’s product line and his own life, focus is the real superpower.Prioritise what matters:Master your craft (the sales process).D...2025-01-2906 minThe Sales StoicJanuary 29th - Cut Through The Noise“Treat each task as if it’s your last, giving up every distraction, emotional impulses, and all drama, vanity, and complains about what’s fair. You can see how mastery over a few things makes it possible to live a rich and meaningful life…” - Marcus AureliusTrue focus lies in simplicity.In sales it’s easy to get overwhelmed by endless meetings, emails, and distractions. But success often comes from mastering the essentials:Understand your customer’s needs.Deliver consistent value.Build meaningful relationships.When you strip away the noise and focus on what...2025-01-2806 minThe Sales StoicJanuary 28th - Learn From The Masters“Take a good hard look at people's ruling principle, especially of the wise, what they avoid and what they pursue.” - Marcus AureliusMarcus Aurelius teaches us that by studying the actions and principles of the wise, we can gain invaluable insights into living virtuously.For salespeople, this means learning from those who’ve mastered the craft. Observe top performers and industry leaders, analyze their strategies, and refine your own approach. You can accelerate your growth by learning from the best.By reflecting on the habits and decisions of those who’ve achieved success...2025-01-2706 minThe Sales StoicJanuary 27th - Be The Jedi“There are three areas where anyone striving to be wise and virtuous needs to focus their training. The first is managing desires and dislikes, so that you don’t chase the wrong things or get consumed by what you fear. The second has to do with impulses to when to act or hold back, and more broadly, in fulfilling your responsibilities, so your actions are intentional, not impulsive or careless. Third, in staying clear-headed and composed, mastering your judgment and the way your mind interprets what you experience.” - EpictetusIn sales success lies in mastering three key ar...2025-01-2607 minThe Sales StoicJanuary 26th - Build Yourself A Shield“Clear false impressions from your mind by reminding yourself: I have the inner strength to keep out any negativity, desires, or any kind of distractions. Instead, I'll focus on seeing things as they truly are and responding appropriately.” - Marcus AureliusYour inner strength is your best defence against negativity and distractions. Create a personal mantra to remind yourself of this power. Like Rocky Balboa rising from defeat, a mantra can keep you grounded and focused during tough sales calls, rejections, or high-pressure moments.In sales, as in life, you’ll face setbacks, pressure, and noise...2025-01-2506 minThe Sales StoicJanuary 25th - What Really Matters?“What's really worth valuing? This, I think: focusing our actions and choices on what aligns with our growth and preparation... it's what the exertions of education and teaching are all about— this is what’s most important! If you hold onto this, you’ll stop chasing everything else... If you don't, you won't be free, independent, or at peace, but full of envy, jealousy, and suspicion for distrust of those who have what you desire, and you'll plot against them to get it for yourself...” - Marcus AureliusMarcus Aurelius reminds us that true value lies in aligning o...2025-01-2407 minThe Sales StoicJanuary 24th - Understand, Don't Just Sell“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 AureliusMarcus 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 thos...2025-01-2307 minThe Sales StoicJanuary 23rd - The Illusion of Wealth“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.” - SenecaWealth 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 t...2025-01-2208 minThe Sales StoicJanuary 22nd - Turn Setbacks Into Comebacks“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.” - SenecaDaily 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 ga...2025-01-2108 minThe Sales StoicJanuary 21st - Win The Day, Every Day“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…” - EpictetesEach 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...2025-01-2007 minThe Sales StoicJanuary 20th - Reframe Your Mindset“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.” - EpictetusNo 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 con...2025-01-1908 minThe Sales StoicJanuary 19th - The Power of Your Response"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." - EpictetusAlmost 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...2025-01-1804 minThe Sales StoicJanuary 18th - Be Gracious"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 AureliusIn 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...2025-01-1707 minThe Sales StoicJanuary 17th - Commit To The Fundamentals"The work is quite doable, and within our power. Let go of the past. We only need to begin." - EpictetusEpictetus 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 re...2025-01-1607 minThe Sales StoicJanuary 16th - Break Free from Routine"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 RufusLiving 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 yo...2025-01-1506 minThe Sales StoicJanuary 15th - Consistency Over Uncertainty"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." - SenecaSeneca 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.2025-01-1407 minThe Sales StoicJanuary 14th - Let Go Of Distractions"Understand that within you is something more powerful and divine than what causes the bodily passions and controls you like a puppet." - Marcus AureliusMarcus 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...2025-01-1306 minThe Sales StoicJanuary 13th - Mastering The Art Of Control“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." - EpictetusStoic 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...2025-01-1206 minThe Sales StoicJanuary 12th - Let Go And Gain Control"There’s only one way to find true happiness: by letting go of everything outside your control." - EpictetusSales 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.Action...2025-01-1107 minThe Sales StoicJanuary 11th - Ground Yourself In What You Control"If someone directs their caution toward their own thoughtful decisions and the actions that follow, they will also develop the resolve to avoid…" - EpictetusDo 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...2025-01-1007 minThe Sales StoicJanuary 10th - Reason Over Reaction“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.” — EpictetusWe 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 decisi...2025-01-0909 minThe Sales StoicJanuary 9th - Embracing Change“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.” - EpictetusIn 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...2025-01-0809 minThe Sales StoicJanuary 8th - Breaking Habits To See Clearly"We must give up the things we are attached to, thinking they are good. Otherwise, courage will vanish, as it is continually tested." - SenecaSales 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...2025-01-0706 minThe Sales StoicJanuary 7th - Mastering Mental Clarity"The true work of the mind is in choosing, refusal, longing, repulsion, preparation, purpose, and assent." - EpectetusSales 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 be...2025-01-0607 minRevenue Career LadderWelcome to the Revenue Career LadderListen from Monday 17th February. Subscribe to The Revenue Career Ladder today and start making your professional aspirations a reality.—Watch on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/revenue-career-ladder/Follow Jamie Pagan: LinkedIn: https://www.linkedin.com/in/jamiepagan/Connect with us: LinkedIn: https://www.linkedin.com/company/dealfront/Facebook: https://www.facebook.com/getdealfront/Instagram: https://www.instagram.com/getdealfront/TikTok: https://www.t...2025-01-0601 minThe Sales StoicJanuary 6th - Know Your Role, Purpose, and Client"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 AureliusFor 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 produ...2025-01-0508 minThe Sales StoicJanuary 5th - Clear Intentions"Let all your efforts be directed to something, and keep that goal in sight.” – SenecaIn 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 y...2025-01-0407 minThe Sales StoicJanuary 4th - Perception, Action, and Resilience"In life, all you need are: clarity of judgment in the moment, action for the greater good… and an attitude of gratitude..." - Marcus AureliusAt its core, sales success boils down to three Stoic principles: clarity, action, and resilience.What does that mean for you?Stay calm and objective to uncover opportunities.Take purposeful action that creates value for clients.Cultivate gratitude and adaptability, no matter the outcome.Master the moment, and you'll master the deal.Actionable tips:Stay calm and objective when receiving feedback or objections from cl...2025-01-0306 minThe Sales StoicJanuary 3rd - If It's Not Delivering, Cut It"How many have stolen pieces of your life?.. You will realise you are running out of time!" - SenecaTime is your most valuable resource, especially in sales.Seneca's wisdom reminds us how easy it is to lose focus on what truly matters. Unnecessary meetings, admin overload, or emotional highs and lows can derail your day.Prioritize tasks that drive results such as prospecting, nurturing relationships, and refining your techniques. Identify time-wasters, eliminate distractions, and focus on what moves the needle.Your energy is limited; spend it where it counts.2025-01-0207 minThe Sales StoicJanuary 2nd - The Power of KnowledgeEpictetus believed that only the educated are truly free.But what does that mean for us? In sales, staying free from fear and ready to act comes down to one thing: continuous learning.Commit to sharpening your skills every week. Explore new sales strategies, dive into market trends, or tune in to industry podcasts. Knowledge isn’t just power; it’s confidence. 💡When you’re informed, you’re not just selling; you’re guiding, solving, and building trust.Actionable tips:Dedicate time each week to learning new sales strategies or finding new i...2025-01-0106 minThe Sales StoicJanuary 1st - Recognise The Limitations Of Your Responsibility“The main goal in life is this: to recognise and separate matters... which are externals not under my control, and which have to do with the choices I actually control.” – EpictetusIn sales, we can't control everything. Be it market conditions, client decisions, or even getting ghosted, some things are just out of our control. But what we can control is how we respond.Take rejection as a cue to refine your pitch.Use setbacks to improve your follow-up game.Focus on preparation and purpose over things outside your influence.When the phone slams or an...2024-12-3105 min