I had a friend of mine ask me "Jay I'm having trouble trying to balance becoming great at sales because I feel like I'm just turning my wheels". We talked for awhile about different things and he came to realize that he had the answers all along. Here are the key concepts from that conversation: In the world of remote sales, there’s a constant tension between two forces: hustle and rest, growth and patience, doing more and doing less with intention. 🤔 We often hear the same mantra: "Hustle harder, close more, work more hours." But what if the key to long-term success isn't in doing more, but in balancing the dualities that exist within this journey? 💡 Here’s how you can restructure this duality for true mastery in remote sales: 1️⃣ The Hustle & The Rest – We all know the grind. But high-performing salespeople also know the importance of recovery. Success doesn’t come from grinding endlessly—it comes from knowing when to push hard and when to recharge. 2️⃣ Action vs. Strategy – Many think success in sales is all about action, but without the right strategy, you're just running in circles. Balance your action with time for strategic thinking and planning. Your sales strategy should evolve just as much as your hustle. 3️⃣ Focus on the Process, Not Just the Result – It’s easy to get caught up in chasing the next sale, the next close, or the next dollar. But the magic happens when you focus on perfecting the process, the roadmap not the words, mastering the skills not the tactics, and building relationships not just clients that turn into lasting success. 4️⃣ Patience in Growth – Sales isn’t a sprint. It’s a marathon. But don’t mistake patience for stagnation. Keep refining, learning, and evolving, knowing that your growth is inevitable, but it requires consistent effort over time. The art of remote sales lies in balance—knowing when to push and when to step back, when to take action and when to reflect, and when to go after the big deals and when to nurture smaller wins.

How do ya'll go about drilling and studying the frameworks? Just curious.

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ARE YOU HELPING YOUR PROSPECT TO UNDERSTAND? Let me explain👇🏼 I hope that you guys are out there crushing it today. I woke up this morning to a great post from @Byan Harris which inspired this insight today. I want to talk about the 4 most common ways people learn things and how you can use this information when talking to a prospect in a discovery call rather your setting or closing the prospect. How do people learn/absorb information? Typically it's from 4 different ways: Visual, Auditory, Reading & Writing, Kinesthetic Now I'm not going to go too deep about this but if you want me to drop a link to the more in-depth understanding of it then drop down below out of the 4 what type of learner you are 💪🏽 A question you can ask your prospect when on the call after building report with them: "John out of curiosity are you the type of person when you go on holiday/vacation that you like to plan out the whole itinerary for everyone, prefer someone else to plan it out and just tell you what's happening, or just the type to book the trip just because it sounds like it'll be a fun time and figure out what to do when you get there?" Why am I asking this question? Type A Person: Likes to plan everything out and know the details so they need to be involved Type B Person: They don't have to be in control but they do have to be convinced Type C Person: Don't need to know or see anything to make a decision as long as it sounds good How will this help you on a call/demo? Type A Person: You will need to go over everything and make sure they have a full grasp about the product, service, and the steps involved before they are ready to make a decision. Think of this as your LOGIC based buyer. Type B Person: They don't need to see every detail about the product and service but they need a general overview to know enough and will need more of a VALUE and EMOTION based selling to get them to buy. Type C Person: They don't need much when it comes to details but just a lot of selling them on the dream, the benefits, and can more than likely win them on rapport building.