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...
1 day 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...
9 days 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...
16 days 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...
23 days 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...
30 days 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...
about 1 month ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. When it comes to an individual salesperson, any statistic-based advice is almost meaningless to you, so let the noise pass you by. Instead, learn by doing. Today we’ll cover: Storytime Relatively Reliable Sources How to Listen Storytime About once a month, a seller I coach asks me for evidence on why I recommend a certain technique or why I recommend avoiding it. Often, they’ve done a quick Google or asked Chat...
about 1 month ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. This week, we’re breaking down a recent sale and the mistakes I made. Today we’ll cover: Storytime Proposals and Pricing Honour Your Word *Crickets* Another week - still nothing Six Days Later Summary Storytime Recently, a partner introduced me to a promising buyer. The pressure was on as every referral from this partner has turned into a paying customer. Before the introduction, my partner presented two...
3 months ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 1 minute. Some of you have been reading this newsletter for less than a month, others have been on here for over 3 years... But not everyone has ever seen my face or watched an interview with me. Let's change that this week. Above is an interview I did with the "I Used to be Crap at Sales" Podcast where I tell a story about my biggest failure as a seller - 9 months and I never sold a thing. Learn more by watching the...
4 months ago • 1 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 1 minutes. Today's newsletter is bought to you from the reddit sub I run: /founderledsales. Come say hi :) 7 Steps to Win Every Day, Even When Deals Aren’t Closing Sellers don’t control the outcomes. They only control inputs. Here’s how to build a daily system that guarantees progress even on your worst days: Accept You’re Not in Control of OutcomesA sale is a lagging indicator of someone deciding to buy. You can...
4 months ago • 1 min read