Mindset Changes for Achieving Sales Success

When I started my sales career 15 years ago, I was eager but clueless. Cold calling and emailing felt awkward and ineffective. Despite my persistence, I struggled to connect with buyers. After much trial and error, I discovered a simple but powerful mindset shift: Instead of leading with my product, lead with the buyer's enemy. What do I mean by "the buyer's enemy"? It's that dreadful task or process that's an absolute time-suck for them. The one they complain about over lunch or vent about when they get home. For example, as a #sales rep selling accounting software, I don't open with: "Hi, I'm calling from Acme Software and I wanted to tell you about our accounting platform." Instead, I say: "Noticed you're still using spreadsheets for financial reporting. With all the time manual entry takes, plus the chasing of department heads for missing info, I'm guessing month-end close is no fun for your team?" This grabs their attention because I called out a specific pain point. I picked on the enemy, struck a nerve. Once you have their interest, you can position your solution not as a sales pitch, but as the weapon to defeat their enemy. After adopting this "buyer's enemy" mindset, my results improved dramatically. I went from struggling to generate any interest to having prospects engage and ask for demos. So if you're doing outbound sales, remember: be relentless with your buyer's enemy. Stop leading with your product. Lead with their frustration. Pick the enemy, strike a nerve, then present your solution as the win they've been waiting for. It took me years to figure this out. But it can save you time if you apply it from day one. 😎 Now go pick a fight! What's your buyer's biggest enemy right now? Share in the comments! --- Learn how to apply this social psychology technique and many others to your cold calls at learntosell.io

Are you closing a deal… or opening a relationship? Back when I was leading sales during my corporate days, I remember chasing a big account. Everything was lined up — stakeholder buy-in, pricing, proposal. But in every conversation, I found myself too focused on closing because of the pressure from the top to meet the numbers. So was the client — they kept asking about commercials, discounts, deadlines. The deal didn’t close. But something else happened. A few months later, the same client reached out again. This time, we both approached it differently. I didn’t treat it as a deal that needs to be closed. I treated it as a co-owned initiative aimed at results. No pressure, just a clear purpose. We talked less about pricing and more about possibilities. Less about timelines and more about transformation. That shift made all the difference. Just recently, a client asked me to run a workshop for their sales team on closing skills.And while that’s part of what I teach, my response was: What if we taught them how to shift their mindset — from closing deals to opening trusted relationships? That's exactly we ended up doing. Yes, closing matters. But when you focus only on the finish line, you miss the opportunity to create something bigger — a relationship rooted in trust, collaboration, and long-term value. Because deals come and go. But relationships — when nurtured — open doors that keep on giving. You know this if you have been in sales for long and specifically in the services industry. Yes, the deal matters. But shift your mindset: view every transaction as the beginning of a relationship, not the end of a sales cycle. And when the relationship wins — the deal follows. #SalesMindset #ClientPartnership #ValueSelling #SalesCoaching #ConsultativeSelling #B2BSales #TrustedAdvisor

"Do you have budget? Who makes decisions? What's your timeline?" Your prospect just mentally checked out. They've heard these same three questions from every vendor who's called them this week. You're losing deals because you're QUALIFYING instead of DISCOVERING. After coaching hundreds of reps who crush small deals but lose the big ones, I've identified the #1 mistake in enterprise sales: → Treating discovery like a vendor interrogation instead of a trusted advisor conversation. Here's the reality: 10% of prospects will never buy, 10% will always buy, and 80% can be swayed either way. That middle 80%? They're won or lost in discovery. Most reps ask surface level questions and move on: "We're losing customers." "Got it. Next question." But top performers go DEEP: "How many customers exactly? What's the revenue per customer? What's your current churn rate? How does losing customers impact your ability to hit growth targets?" Suddenly you're not solving a "customer retention issue." You're solving a $300K annual revenue leak that's preventing them from hitting their board commitments. This is why I developed the POWERFUL framework: P - Pain  O - Opportunity cost  W - Wants and desires  E - Executive influence  R - Resources  F - Fear of failure  U - Unequivocal trust L- Little stuff" When prospects believe at a level 10 in all eight areas, deals roll fast. The hardest territory to manage is the one between your ears. When you change your mindset from "Do they qualify?" to "How can I understand their world?", you'll start winning those 6 and 7-figure deals you've been losing. One of my clients, Samantha, went from struggling with mid-market to closing 10 Fortune 500 logos in 5 months using this framework. Cold to close. Remember: Prospects don't buy from vendors who qualify them. They buy from advisors who understand them. Sales leaders: Stop training your reps to run through checklists. Train them to pull threads and go deep. Discovery isn't a step in your process - it's embedded in every conversation until close. — Reps: Book your call now to get the EXACT blueprint elite reps use to crush their quotas. https://lnkd.in/gr9u5Vgd Sales leaders: If you're serious about building a sales machine that consistently doubles results in 90 days, visit https://lnkd.in/ghh8VCaf

“I don’t want to bother them.” “Nobody picks up the phone anymore.” “I sent them an email. Now I’m waiting.” “I’m not sure what to say.” “They’re not in buying mode right now.” “LinkedIn is saturated.” “These leads are cold — they won’t convert.” “I’ll do more outreach tomorrow.” “They probably won’t be interested.” “I already called everyone in my territory.” These are 10 excuses I personally said when I was frustrated, thinking negatively, and throwing myself a pity party. I get it—sales is not easy. But when I got honest, stopped making excuses, and shifted my mindset, all of these negative situations started turning out differently. For example, yes, the leads may not all be great—but you can still try. Ask them for a referral or see if they could benefit. I had one the other day that was clearly the wrong person and wrong company. But I said, “Screw it. I’m here—I’ll shoot my shot.” Three minutes later, it turned into an opportunity. Turns out she could benefit too. I could’ve hung up when I first heard it wasn’t the right person and then complained about a bad lead… or I could change my mindset and see what happens. I can tell a success story like this for every single one of those excuses—where thinking differently and staying optimistic made all the difference. If you’re in that negative headspace, it’s all good. We’ve all been there. Here’s what helped me: 1. Take a break—walk around the block or office park. 2. Be honest with yourself. Call yourself out. 3. Change your mindset. 4. Look for what you can fix—and fix it. 5. Remember your "why" or goal for the day—and turn over every rock until you achieve it. Moral of the story: You’ve got this. There are more people out there who need what you have to offer than you think. Let’s go find them. #sales

"I'm not a salesperson"... might be costing you millions. A PhD Data Scientist. Former Chief Innovation Officer. Brilliant executive coach. Shared that he needs to increase his revenue. His words: "I'm not a salesperson. I love the interactions. I just don't like the chase." This is the Sales Stereotype Prison. And it's keeps incredible professionals stuck. The research is fascinating: → 73% of consultants avoid "sales" activities → Yet they excel at client conversations once trust is established → The issue isn't ability... it's identity conflict Here's what's really happening in your brain: When you think "sales," your unconscious mind triggers: → Pushy, manipulative behavior → Rejection and confrontation → Being "salesy" vs. being helpful → Compromising your professional identity So your nervous system literally shuts down pathways. You procrastinate. Avoid. Make excuses. But here's the truth: 🔍 You're already selling every day → When you present to a board - that's selling → When you coach a resistant client - that's selling → When you recommend solutions - that's selling The difference? Context and identity. What if instead of "sales," you thought: ✅ Strategic conversations ✅ Problem-solving discussions ✅ Value-sharing opportunities ✅ Professional relationship building ✅ Opportunity to make an impact Same activities. Different frame. Completely different neurological response. The most successful consultants and founders I know don't avoid sales. They redefine it. They build systems for: → Authentic relationship development → Value-first conversations → Trust-based problem solving → Natural business development Your expertise deserves to reach more people. 🌍 Don't let outdated sales stereotypes keep it locked away. What's your relationship with "sales"? Have you found ways to make business development feel authentic? It's possible. Just a few mindset shifts, along with the right systems, make the difference. Want the insights, tools, and systems that help break this cycle? 🔔Follow Holly Moe and subscribe to my newsletter for the free July Masterclass. (see feature section) ♻️ Share to help others break out of the sales stereotype prison.

Stop surviving and start thriving. 15 years as a top-tier seller and leader have taught me 3 ways to move past surviving to thriving. I'm sharing them with you. Here's the Modern Sales Philosophy in 3 parts. No longer do we besiege our customers with a barrage of emails and calls until they surrender to a 'yes'. Our task today? Earning our buyer's time and consideration by becoming irresistible. 💫 Rule 1: Be Magnetic 💫 Put time and effort into becoming irresistible to your prospects. Join their conversations, show genuine curiosity in their needs, and be the helping hand they didn't know they needed. 🤲 Rule 2: Reciprocity is Queen 🤲 Shift the mindset from 'getting' to 'giving'. Give before you take. Question of the day - have I earned the right, through my generosity, valuable insights, and deposits, to make this ask? 🔄 Rule 3: Grow or Perish 🔄 Change is your new best friend. Promise yourself you'll keep improving, keep learning. Adapting isn't just important, it's obligatory. Our buyer's needs aren't set in stone, and neither should our approach be. Make the right impact. Transform from a salesperson to a trusted advisor. #BuyerCentricSales #EarnTheRight #B2BSales

Let's get real about outbound sales it's a beast. Experience? Doesn't matter. Closed deals? Irrelevant. Call count? It's all just numbers There are those highs that make you feel like you are on top of the world and then there are those lows that can shake you to your very core I've been there. I have felt it all One of the toughest battles isn't just dealing with objections or rejections. It's staying sane when things dont go as planned. You get attached to outcomes and when they don't materialize it feels like a punch in the gut I was that person once. I was way too invested. Taking every rejection personally. It ate me up inside. But I had a revelation.  I learned that I couldnt control everything. Sh*t happens. Clients go silent. Deals fall through and you are left wondering why 🤷♂️ So here is the secret sauce. The key to not just surviving but thriving in this wild world of sales Focus on what you can control 👇 ✅ Your Activity How many calls are you making? How many emails are you sending? Activity breeds results ✅ Your Qualifying Are you talking to the right people? Are they a good fit for your solution? Don't waste time on tire kickers ✅ Your Attitude Keep that chin up. Sales is a mental game. Stay positive even when rejection stings ✅ Your Mindset Believe in your value and your product. Confidence is contagious ✅ Your Approach Adapt and refine. What's working? What isn't? Keep evolving ✅ Your Strategy Plan your work and work your plan. A well thought out strategy is your compass When I embraced this mindset shift the game changed for me. I stopped being the guy who took every setback personally. I focused on what I could control and that is when success started to flow for me The journey of sales is tough but it's worth every ounce of effort. Embrace the challenges, learn from the lows and celebrate those highs. Focus on what you can control and let the rest flow like water 😎 Because when you do you will find success beyond measure. Keep grinding, keep pushing and keep evolving. Your next win is right around the corner 🤘 P.S. How wicked is this AZ sunset?!

It’s time to ditch the “old-school sales mentality.”⁣ ⁣ The next generation of sellers craves something better.⁣ ⁣ So let’s chat about what that new reality looks like. ⁣ ⁣ For too long, sales has been driven by an “old-school mentality”—one that prioritizes numbers over people, glorifies burnout, and rewards aggressive tactics. But here’s the truth: this mentality isn’t just outdated; it’s harmful. And it’s time for a change.⁣ ⁣ This mentality has created a culture where many feel demotivated, unfulfilled, and question their worth. A culture where success is tied solely to quotas, where pushing takes precedence over connection, and where the human side of selling is often lost. This approach doesn’t serve the next generation of sellers who seek purpose, fulfillment, and sustainable growth.⁣ ⁣ After nearly a decade in sales, I’ve realized we need something different. A new approach. A “new sales mentality” that prioritizes confidence, emotional intelligence, and self-esteem as much as revenue. This mindset builds resilient, empowered professionals—people who know their worth, handle setbacks, and build trust-based relationships.⁣ ⁣ The past few months, I took a step back to reflect on where I want to take my work and how I can serve this community at a higher level. I don’t just want to share tips; I want to create a space for growth, real challenges, and redefining success in sales.⁣ ⁣ With a background in sales enablement, years of hands-on experience, and a commitment to personal development, I’m here to guide and grow with this new generation of sellers who want more than numbers. This journey isn’t just professional—it’s deeply personal.⁣ ⁣ Here’s what you can expect as we build this movement:⁣ ⁣ 1. 𝗖𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝗰𝗲: Choosing confidence isn’t always easy, but it’s a choice we can make every day. I’ll share stories, strategies, and mindsets to help us all build this essential skill.⁣ ⁣ 2. 𝗘𝗺𝗼𝘁𝗶𝗼𝗻𝗮𝗹 𝗜𝗻𝘁𝗲𝗹𝗹𝗶𝗴𝗲𝗻𝗰𝗲: Understanding ourselves and connecting on a human level transforms how we sell and lead. Let’s make empathy and self-awareness our greatest tools.⁣ ⁣ 3. 𝗦𝗲𝗹𝗳-𝗘𝘀𝘁𝗲𝗲𝗺: When we know our worth beyond numbers, we become unstoppable. Let’s build self-worth that isn’t solely defined by quotas.⁣ ⁣ I’m committed to sharing my journey, lessons, and tools for navigating this complex field. My goal is to help us feel confident in who we are, no matter what stage we’re in. If you’re ready to redefine success, join me.⁣ ⁣ Let’s start a conversation. What would you change about the old-school sales culture if you could? Comment below or DM me—I’d love to hear your thoughts.⁣ ⁣ —⁣ Join over 2,100 professionals just like you who are subscribed to my upcoming newsletter. Sign up here: https://lnkd.in/eRrePw2X

In the early stages of my sales career, I grappled with self-doubt and hesitancy, a phase where securing successful deals seemed elusive. A young salesman in a complex market, I sometimes felt like I was chasing my own tail - the closure of deals felt far and sparse. It was a test of my resolve, a chapter where every phone call echoed with the looming shadow of rejection. Yet, amidst the struggle, I stumbled upon a realization that became my guiding light. I comprehended that rejection wasn't a sign of failure but a facet of the intricate sales mosaic. It dawned on me that it was not a reflection of my incapabilities, but rather a signal that the prospect and I were not aligned at that moment. This shift in perception became my catalyst for transformation. I embraced rejection, no longer allowing it to be my adversary but turning it into a beacon guiding me towards the right opportunities. I fostered a belief system where every 'no' nudged me a step closer to a rewarding 'yes,' and every stumble was a lesson paving the way to triumph. With renewed vigor and a spirit buoyed by positive affirmations, I managed to turn the tide. In a span of a mere month, I clinched 25 deals, a testament to the power of resilience and a positive mindset. It was a period of personal metamorphosis, where I transcended my perceived limitations and soared to new heights. As someone who has navigated through these challenges, I would love to share a few kernels of wisdom to aid those embarking on this journey: 1. Embrace Rejection: View rejection not as a deterrent but as a natural element in the sales expedition. The courage to persevere through it increases your chances of eventual success. 2. Harbor a Positive Outlook: In the face of adversity, nurture a positive mindset. Remind yourself that each rejection propels you closer to a fruitful collaboration, and every setback serves as a stepping stone to success. 3. Unwavering Self-Belief: Foster a robust belief in your capabilities. Know that you have the potential to overcome any roadblocks that come your way. To those finding their footing in the sales landscape, I extend my heartfelt encouragement. Break free from your self-imposed limitations and stride forward with determination and tenacity. Remember, the journey to success begins with the belief that you can achieve it. #sales #success #limitations #mindset #positiveattitude #fintech