Sales Mindset: the 3 Pillars for Sales Success w/ Matt Austin

Outbound Sales Lift

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#82: Listen as Matt Austin, Head of Global Inside Sales at Comfy, discusses the sales mindset. He shares his experience with building high-achieving teams, the importance of setting concrete goals, and how to break goals into achievable parts.

Don’t feel like listening? Read the Episode Cliff Notes instead below:

Importance of the Sales Mindset (0:26)

Tactics are great, but if you don’t look at how they fit into an overall methodology, you can get lost trying too many things at once.

Some tactics will work, some won’t, but we never know which way to go if we don’t have some consistency.

Part of the biggest problem is that people don’t have a set way to implement these tactics in their day-to-day lives. So it becomes this nebulous thing of, “I know I should show up as my best self today, but I don’t don’t know how.”

The first part of developing a strong sales mindset is being clear about your “why.” Why are you doing what you’re doing?

Get down and ask it for several different reasons you want to be in sales. That’ll get you down to the core of what you’re doing.

Then remind yourself of those whys every day. That’s what will keep you going, so put physical reminders on your desk.

Concrete Goals (5:12)

Having concrete goals allows us not to get overwhelmed by the big picture because it can sometimes be intimidating. If we can break them down into smaller bones, that will enable us to feel good about ourselves when we’re in the process.

It’s not just goals- but concrete goals and breaking them down step by step. This gives us actionable pieces we can take a day or week at a time.

It helps to focus on what we can control because there’s so much in sales that we don’t.

The numbers don’t lie. If you want to succeed, look at the math of what you have to do. It makes everything a lot more black and white. Sometimes you have to let your goals come to you.

Putting it into Practice (12:08)

Every time a deal slips or someone would tell us “no,” it’s easy to take it personally.

We can’t worry about the rejection we had yesterday because it’s about what we need to do today to take the next step toward those goals.

If we can stay focused on today, show up as our best selves, and improve a little bit from yesterday, it allows us to remain focused on our process. That will get us closer to accomplishing concrete goals.

Focus on small goals. Write them down and put them in front of you on sticky notes on your monitor or desk.

Know your math. And keep a continuous learning mindset. Finally, stay curious and focused on your professional development.

The ones that control all of these things take ownership of a sales mindset.

Matt’s Bio:

I am an accomplished sales leader with a passion for bulding high-achieving teams. There is nothing that brings more joy in the workplace than to be able to watch professionals grow in an environment where being human is the center of our interactions.

Now on my third sales organization build-out, I have developed a deep understanding of the metrics that drive a SaaS business and the requirements necessary components of a Go-To-Market organization to drive growth.

Important Links:

Matt’s LinkedIn Profile

Comfy’s Website