Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 1 minutes. This week, something different, a post that went viral in my Reddit sub - check it out: I’ve audited over 80 SaaS sales calls in the past year and only seen a demo like this twice. The product? Solid. But the AE? They won the deal in those 30 minutes, not in the months that followed. Here are the 6 things they did that I’ll never forget: 1. They opened with a real problemNo “quick intros” or fluff. Just a calm,...
1 day ago • 1 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. This is my last newsletter while on my HoneyMoon, so I thought I'd give my assistant a chance to write for you. The below is written by Alma. If you like it please tell me and you'll hear from her more often. Enjoy! 95% of the money comes from 8% of the market. Your newsletter today is inspired by Chet Holmes’ book “The Ultimate Sales Machine.” Below, we’ll cover: Story Time Why Volume is BS Dream 100 Action...
9 days ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. I’m still on my HoneyMoon right now, the below is an updated version of an article I had published on a few sites, including Business Insider, in around ~2010 (I think...) Enjoy! Fail Forward When I hear the word “failure”, I think of sporting events I didn’t win, missed deadlines, and that embarrassing time I tried tying a jelly snake into a knot in my mouth. It has taken many failures to get to where I am...
16 days ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. I’m on my HoneyMoon right now, so the below is an updated version of an article I had published on an Australian website called "Anthill Magazine Online", in around ~2008/09. Enjoy! 6.5 Reasons Surfing is like Founders Selling They might seem worlds apart, but there are many similarities between surfers and founders who sell. Here are six and a half. 1. Learning takes time Before even touching the water,...
23 days ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. The amount of investment and budget flowing into AI is mind-boggling. And from a sales perspective, nothing has changed. Today we’ll cover: Storytime Benefits of selling AI The Beginning The End Storytime In 2025, I have supported businesses selling AI as a: Direct offering (an AI agent automatically identifying and mitigating shadow AI use) Sundry offering (an AI automation agency), and Combination (a startup...
30 days ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 4 minutes. “You can’t manage what you can’t measure” - Peter Drucker. It’s the most cliché line in business … and it’s true. Today we’ll cover: Storytime Lead Generation Pipeline Created Closed Won Over Time Storytime I’ve built CRM-based dashboards for sales teams more times than I can count. It’s automatic by now. The core tracking is month-over-month, and by seller, comparisons of: Inbound leads and outcomes Outbound...
about 1 month ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 1 minutes. London I'll be in London in a few weeks - want to meet up with me? Reply back and let's make it happen. “Good is the enemy of great” - Jim Collins. Whether your sales process is working or not, keep iterating and trying new ideas. You never know if you’re at Great or stuck at Good. You may be brand new to selling, or you may be a seasoned seller. In either case, to prevent stagnation: Make one change to the...
about 2 months ago • 1 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. 100th Newsletter - Help 100th Newsletter coming up, what should I do to celebrate: Anything? Nothing? Please send me your ideas. For new customers transitioning from sales to onboarding can either be a delight or a nightmare. One leads to repeat customers, the other will cost you customers before their time. And the difference can be as simple as expectation management and effective communication. Today we’ll...
about 2 months ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. If the seller doesn't understand "why", they'll never close. Today we'll cover: Story Time Why Matters Osmosis Isn't a Strategy Find Their Motivation Story Time In early 2018, I was fired from my job. I was fired because for over 9 months, I never came close to closing a deal. Most mornings, I would walk into the Tottenham Court Road office in London thinking; "How do I still not get it? Why would anyone pay...
2 months ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. **Sorry this is 1 day late, after it didn't send I spotted it was scheduled for 24 hours later than usual and decided to leave it and add this message, apologies!** Close an Unexpected Deal in 10 Days or Less I'm developing a system for sellers with at least two years of selling to "Close 1 Unexpected Deal in 10 Days (or less)." And I need a group to help me test it out. We're launching in early August - keen?...
2 months ago • 3 min read