Love this. I’ve found that many people are allergic to the word “sales,” which I always find so interesting. Call it whatever you want but that’s what it is at the end of the day!!!!
I remember my first sale: fresh out the womb I was freezing and hungry af cause my twin took all nutrients. Cried my face off until the nurse gave me my beanie and wrapped me up in a blankie and I sucked on a titty (moms for breast milk)… remember it like it was yesterday … yikes let’s see how this hits in the morning 👽🤷♂️
You have slowly crept into my world or maybe we just see things the same way when it comes to sales. I came across this article and the headline alone “cold called” me 👀
I tell people all the time that we sell every single day, and you captured that perfectly. You’ve sold your thought process and your writing to me, and now I have no choice but to subscribe.
Understanding who you are selling to is where most salespeople stop. Too early.
They map surface motivations. Goals, fears, incentives. Useful, but incomplete.
In complex B2B sales, the person in front of you is rarely the decision.
They are a node.
Behind them sits a system. A manager with a different agenda. A peer with veto power. A budget owner who never joins the call but defines the outcome.
If you only read the individual, you misread the deal.
Real sales intelligence is systemic. It requires mapping influence, not just intent. Understanding how decisions actually get made, not how they are presented.
And more importantly, identifying whose problem carries weight.
Because “mutual benefit” is not universal. It is negotiated inside that system.
"sell to them in a way that solves their problems, reduces their anxieties, and positions your proposed outcome as a solution, not a task."- This resonated with me because its a reminder to be a problem solver for the person I'm selling too. Sounds simple but it can be easy to lose sight of especially for someone like me who never really saw themselves as a seller but after breaking down how we all are selling something it makes sense.
Loved the three steps Mallory! If you are selling to create a win-win or helping solve a problem for another person, sales can be fun! And that's what sales should be about!
I’ve been thinking about this a lot lately. I’ve always been one of those “allergic to sales” people and recently I’ve started questioning where that narrative came from and if it’s really serving me. I think something must be in the air! (It’s the economy.)
Just discovered you today, amazing!!!! I’ve always been the “I hate sales” person but I’m realizing that I actually sell pretty well and I want to learn how to do that better. Also, I actually like selling myself lol
Spot on! I got into sells because a friend/mentor sold me that I was already doing sales in my previous roles. For me it’s been important to believe in what I sell; that also allows me to have a deeper level of empathy for those I’m selling to.
Once you embrace selling is in everything, it’s funny how your view of selling changes.
My way around this fear of making people feel sold to is realizing that someone’s gonna do it and if I’m not the one doing it for myself, my business, products, or my team, either: 1) someone else will do it at some point and that’s a missed opportunity OR 2) no one will step up, no one will do it and for those who are trying to tell the story will get burnt out.
Enabling people to story tell (i.e., providing them with data, scenarios, context, etc…) is also an underdeveloped skill that I think need is often not addressed.
you’re not wrong! and ultimately whatever makes you feel most confident and comfortable is the right narrative. BUT if you can try to push past the block around ‘sales’ you might unlock a whole new level of outcomes
True! you’re right that I need to push past the mental block. I think as fellow introverts we have to go through the full cycle first - feel the cringe, do it anyway, then eventually come out the other side when it hopefully starts to feel natural. I’m somewhere in the middle of that loop right now so the storytelling frame definitely helps!
i test like 87% introvert - it absolutely just takes reps of realizing the upside far outweighs the downside and that you’re capable of anything you want to be
I’ve always had a love-hate with sales but definitely more the hate and I know it’s what’s holding me back from achieving my goals and dreams. Thanks for these tips and great perspective.
Love this. I’ve found that many people are allergic to the word “sales,” which I always find so interesting. Call it whatever you want but that’s what it is at the end of the day!!!!
i think we’ve all had a few too many bad experiences being sold to
MORE OF THIS PLEASE. You are doing incredible.
omg thank you
+1!!!!
I remember my first sale: fresh out the womb I was freezing and hungry af cause my twin took all nutrients. Cried my face off until the nurse gave me my beanie and wrapped me up in a blankie and I sucked on a titty (moms for breast milk)… remember it like it was yesterday … yikes let’s see how this hits in the morning 👽🤷♂️
You have slowly crept into my world or maybe we just see things the same way when it comes to sales. I came across this article and the headline alone “cold called” me 👀
I tell people all the time that we sell every single day, and you captured that perfectly. You’ve sold your thought process and your writing to me, and now I have no choice but to subscribe.
Closer!
Understanding who you are selling to is where most salespeople stop. Too early.
They map surface motivations. Goals, fears, incentives. Useful, but incomplete.
In complex B2B sales, the person in front of you is rarely the decision.
They are a node.
Behind them sits a system. A manager with a different agenda. A peer with veto power. A budget owner who never joins the call but defines the outcome.
If you only read the individual, you misread the deal.
Real sales intelligence is systemic. It requires mapping influence, not just intent. Understanding how decisions actually get made, not how they are presented.
And more importantly, identifying whose problem carries weight.
Because “mutual benefit” is not universal. It is negotiated inside that system.
That is where deals become harder.
And where they become interesting.
J.M. Ros
Salt & Close
Might I also add: everything is marketing
"sell to them in a way that solves their problems, reduces their anxieties, and positions your proposed outcome as a solution, not a task."- This resonated with me because its a reminder to be a problem solver for the person I'm selling too. Sounds simple but it can be easy to lose sight of especially for someone like me who never really saw themselves as a seller but after breaking down how we all are selling something it makes sense.
Loved the three steps Mallory! If you are selling to create a win-win or helping solve a problem for another person, sales can be fun! And that's what sales should be about!
I’ve been thinking about this a lot lately. I’ve always been one of those “allergic to sales” people and recently I’ve started questioning where that narrative came from and if it’s really serving me. I think something must be in the air! (It’s the economy.)
haha spoiler - the economy is in the air
My mom always told me that everyone was in sales. No matter what you’re doing, you’re selling something 👏🏻👏🏻
mom's always right
Truth!!
Just discovered you today, amazing!!!! I’ve always been the “I hate sales” person but I’m realizing that I actually sell pretty well and I want to learn how to do that better. Also, I actually like selling myself lol
yay welcome to my lil internet world
This is so timely for me. I just told a friend that I hate “selling” but you put it into perspective perfectly. Thank you 🤗
I'm so glad it helped!! I have to tell myself these things all the time.
Spot on! I got into sells because a friend/mentor sold me that I was already doing sales in my previous roles. For me it’s been important to believe in what I sell; that also allows me to have a deeper level of empathy for those I’m selling to.
this is so meta i love it
Once you embrace selling is in everything, it’s funny how your view of selling changes.
My way around this fear of making people feel sold to is realizing that someone’s gonna do it and if I’m not the one doing it for myself, my business, products, or my team, either: 1) someone else will do it at some point and that’s a missed opportunity OR 2) no one will step up, no one will do it and for those who are trying to tell the story will get burnt out.
Enabling people to story tell (i.e., providing them with data, scenarios, context, etc…) is also an underdeveloped skill that I think need is often not addressed.
yes!!! also you’re putting way more thought and care into it than the other people are ♥
I’d much rather think of it as “sales is just storytelling” lol but lots of good thinking here as usual!
you’re not wrong! and ultimately whatever makes you feel most confident and comfortable is the right narrative. BUT if you can try to push past the block around ‘sales’ you might unlock a whole new level of outcomes
True! you’re right that I need to push past the mental block. I think as fellow introverts we have to go through the full cycle first - feel the cringe, do it anyway, then eventually come out the other side when it hopefully starts to feel natural. I’m somewhere in the middle of that loop right now so the storytelling frame definitely helps!
i test like 87% introvert - it absolutely just takes reps of realizing the upside far outweighs the downside and that you’re capable of anything you want to be
I’ve always had a love-hate with sales but definitely more the hate and I know it’s what’s holding me back from achieving my goals and dreams. Thanks for these tips and great perspective.