bendandsnack

Account Exec

Do you think you perform better when you care less?

Hey guys,

Kind of a stoner thought but would love to hear everyone else's opinion.

I genuinely think I perform better when I care less. Not to the point of skipping follow ups/not prepping for meetings, just less enough to act more authentic and be a little more selfish.

Ex. today I decided to skip a 5 hour flight for a 1 hour meeting that I can dial in for virtually. This gives me more time to prep for other meetings I have today that have more $ attached to them. The partner rep I work with probably isn't happy with me, but he hasn't been very lucrative to work with anyways.

Ex. when I first tried to quit my company as an SDR, I went through linkedin and mass blasted prospects with extremely short/casual messages just as a "fuck it" to see what would happen. As a result, I booked the most meetings I ever had at the company and ended up staying.

Anyone feel the same?

Also trying to save my own sanity with the mantra "do less" as my company just axed a bunch of friends for the fifth time since I've been here over the past 3 years. Hakuna Matata

👑 Sales Strategy

🙏 Mental Wellness

25

24 comments

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BTQ

Politicker

15

Account Manager

Detaching from the outcome prevents neediness.

RandyLahey

Politicker

5

Account Executive

This. This is the way

Kosta_Konfucius

Politicker

4

Sales Rep

Josh Braun says that a lot, got to get rid of the commish breath

BTQ

Politicker

3

Account Manager

Yep huge fan of his tactics

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

Perfect way to phrase it.

antiASKHOLE

Tycoon

7

Bravado's Resident Asshole

I don't think that it's "caring less" but rather having a different thought process on what is available in your pipeline.

The less you have, the more you stress on those opps. The more opps you have, the less you stress on the opps and the less you NEED and one deal.

I think "caring less" is a byproduct of having a healthy pipe.

punishedlad

Tycoon

4

Business Development Team Lead

"I think "caring less" is a byproduct of having a healthy pipe."

THIS.

No one is more stressed than a sales person at the end of a quarter that only has 2-3 opps that could close. Really easy to start over-pursuing those because your ass is on the line.

JustThor

1

CEO

agreed. this is it. not about "caring less" or "being careless" but more like "caring less about low-probability deals" -- avoid desperation and find more deals to sift through.

seen this so many times, and certainly have done this myself in the past. desperately chasing the two guys who answered the phone and begging them to come meet only to avoid dialing another 100 numbers...

just make the calls.

more calls = more opportunity = more options = better decisions

poweredbycaffeine

WR Lieutenant

3

☕️

When I race my bike, or get on the platform at a weightlifting meet, I perform my best when I am having fun and not focusing on the results.

I care, a lot, about performing well, but I'm not hellbent on the podium every time I clip my foot in or put my hands on the bar. The same can be said for a sales call or meeting--you're (probably) not closing the call that day, so enjoy the process and execute.

CadenceCombat

Tycoon

3

Account Executive

Definitely perform better when I’m not emotionally invested.

CuriousFox

WR Officer

3

🦊

Yup. Otherwise I'll get into my head and fuck it all up.

Diablo

Politicker

2

Sr. AE

My decision would be purely based on what the end result would be. If I am making more money for both the company and me by grabbing another ops, why not? But I don’t want to lose another opp who is equally interested though I will get less business. Time allocation is the key!

Justatitle

Big Shot

2

Account Executive

yes, there's a line though, the less you focus on the outcome the more amazing it becomes how sales happen in a natural way. love that you call out that you aren't blowing people off

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

I think its the same mentality as when you talk to a company about a job when you already have a job -vs- job hunting while unemployed. People are repelled by desperation, even when its not really apparent. They can "smell" it on you.

Kind of like when you try to pick someone up at a bar and you haven't got laid in like 6-12 months. People sense it and stay away.

SaaSyBee

Politicker

1

Founder

As a pothead and taker of anxiety meds, I can say absolutely. Complete and total apathy isn't great, but if you're trying your best but aren't anxious about outcomes, that's the key.

theguacamoleking

1

Account Executive

Every deal has a value in terms of time and money, for both you and the prospect. Sometimes the additional time isn't worth the payoff, and if you are confident you can still deliver on the deal with the decreased effort, do it.
My favorite analogy is the price of milk: Milk is $1.99 at the grocery and $4.59 at the gas station across the street. It's the same milk, but the desperation for the person in the gas station who needs milk right now justifies the $4.59.
If you need a $4.59 effort for a $1.99 deal, there's a problem and the milk tastes desperate. Conversely, if you're in a place to recognize the $1.99 deal and only need to spend that much effort, you're doing well.

detectivegibbles

Politicker

0

Sales Director

Success will come if you put in the reps. Play the numbers game and don't get hung up on a single deal. Like BTQ said - detach from the outcome!

UncleHoho

Good Citizen

0

Account Executive

You can’t count dollars in sales calls. Think about the customer, how you can help etc. count your money after it clears your account and you’ll perform better

lowhangersalesbanger

Executive

0

Director of Sales

Yes in general

justatopproducer

Politicker

0

VP OF SALES -US

I wouldn’t say when I careless but when I am more positive yes. I used to think it was caring less but figured out I was just more positive. I started to be more positive about the outcome and not focus on little things that I could have done better worry me as much. Hell, I would correct myself sometimes if I didn’t speak with proper grammar. I still do it I just don’t sweat it. I saved Amazon billions last year regardless of speaking proper English.

Maximas

Tycoon

0

Senior Sales Executive

It's not caring less but just detaching from the outcome, in another words don't get yourself stressed out for something that's not fully in your hands anyways!

kneehigh

Politicker

0

Senior Enterprise AE

In some respects yes - I stopped caring what a key founder thought of me for example. I decided I wasn't going to make him happy, so just to do my best. I also stopped caring making the sale and just focussing on trying to help the customer solver their problem be it with our solution or someone else's product

buckeyenation

Acclaimed Answer

0

AE

When I care less I am more resilient.

Take it or leave it.

CRAG112

Valued Contributor

0

Account Executive

I used to suck at sales because of all the stress….. but then I got high.

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