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...
7 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...
14 days 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,...
28 days 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 1 month 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 1 month 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...
about 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...
about 2 months ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Authenticity in sales is overrated and will cost you deals. Instead, serve your buyers for mutual benefit. Today we’ll cover: Storytime It’s not about you Minimum Standards Hero to Zero Real Examples Storytime I am currently coaching a super-experienced sales rep who recently changed jobs, industries, and product type (from product to service). And as much as “sales is sales” (and I believe that), every time a...
2 months ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. “(Salespeople) do not rise to the level of (their) goals. (They) fall to the level of (their) systems.” James Clear Today we’ll cover: Storytime Leads and Pipeline North Star Examples Storytime A non-sales friend of mine is about to go on maternity leave and has been responsible for finding and onboarding a contractor to cover her leave. Her employer (a global, multi-billion-dollar behemoth) has been completely...
2 months ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 4 minutes. The first answer probably isn’t a lie, but it’s rarely the whole truth. The second answer is less of a lie, but it still isn’t the whole truth. If the third answer is the same as the second, you have the truth. Otherwise, ask a fourth time. Today we’ll cover: Storytime Applied to Sales Optional Techniques Storytime On the weekend, I ran into an old friend in the supermarket. We had a quick catch-up followed by...
3 months ago • 3 min read