Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. "Founders who sell" are universally excited to become "founders who lead sellers". But that transition is often harder than learning to sell in the first place. Today we’ll cover: Storytime Sales Management is Different Sales Meetings The Larry Storytime I work with a founder who is an elite seller; he has closed millions of dollars' worth of deals. His company is now big enough that it needs a founder-leader...
4 days ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. Incremental change will get incremental improvements. Every now and again, it's good to use events to force significant change to reap significant results. Today we’ll cover: Storytime Something Old, Something New Take Action Storytime Recently, I expanded my remit with one of my oldest clients. The founder and I have had a weekly meeting since 2023. It was an hour-long session where we would dissect the most...
11 days ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Buyers think in terms of Price, Cost, and Total Cost - most sellers never make it past Price. Today we’ll cover: Storytime Price, Cost, Total Cost StoryPark Buyer More about Total Cost Storytime My daughter's former childcare centre uses an "all-in-one childcare management software" called Storypark. As a parent, I have the Storypark app on my phone, where educators have recorded my daughter's daily activities,...
18 days ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 4 minutes. Selling is best when kept simple; buyers want their pain solved, not to learn inputs and complexities. Today we’ll cover: Storytime Order Takers The Message Storytime In 1899, Elbert Hubbard's essay "A Message to Garcia" went as viral as any writing could for the late 19th century. The essay centres on the assignment given to US intelligence officer Andrew Summers Rowan (in the essay "Rowan") by US President...
25 days ago • 4 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Every business has three distinct buyer groups, depending on its stage. Today we’ll cover: Storytime Customers Partners Acquirers Storytime In 2010, I was in Sydney and saw a talk by a prominent business builder. He talked about three different types of buyers every founder needs to be thinking about: Who is going to 1? Who is going to buy 100? Who is going to buy you? One of the other panellists that day sold...
about 1 month ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Sellers lose their jobs for deals that don’t happen; buyers lose their jobs for deals that do happen and go wrong. Today we’ll cover: Storytime A-symmetry Four types of Risk Wrap Up Storytime While living in London, a mate asked me to buy his dad a beer at a typical English pub. It was an odd request. First, I barely knew his father (let’s call him Steve*); second, Steve lived in New York. My mate explained,...
about 2 months ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. Every business can be a partnership business. Every business should be a partnership business. Today we’ll cover: Storytime Partnership by Co The Question Make it Real Email Template Storytime I have a semi-regular catch-up with a partner, and referrals regularly flow both ways. We have also both been customers/suppliers for each other. He runs a recruitment agency, has a super unique value prop, and is one of...
about 2 months ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. When you forget to BAMFAM, the chance you’ll never speak to that specific buyer again is 59.7%. If you take no other action from the 100+ newsletters I’ve put out so far, at least remember to Book A Meeting From A Meeting. Today we’ll cover: Reminder Time What is BAMFAM BAMFAM Back-Up Reminder Time (instead of Storytime) In ~2022, I was VP of Sales for a SaaS company. We ran a 100% inbound sales org and the...
about 2 months ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 4 minutes. Being a manager is simple, but not easy. It’s about expectations, support, and accountability. Today we’ll cover: Storytime Chaos Expectations Storytime I currently coach two first-time sales managers. Both are/were excellent sellers who became “managers”. One is a founder who was the only seller in a ~15-person agency. And, for now, he will continue to sell as founder-player-coach. The other was the business’s...
2 months ago • 4 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. When in doubt, ask Will It Make The Boat Go Faster? Today we’ll cover: Storytime Will It Make the Boat Go Faster? Example Storytime My customers in 2026 have had a common theme: not knowing what to do next to move closer to their desired goal. One coachee runs an education business for a professional service. The kind that requires individuals to complete continuous professional development, or CPD hours, to...
2 months ago • 3 min read