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The Sales Evangelist

Matt Phillips on TSE Podcast

What’s the number one skill you need to make it as a sales professional?

Do you know?

It’s self-confidence. If you don’t have the confidence to sell your services or products, how do you expect potential customers to buy from you?

Of course, developing self-confidence is easier said than done, and many people struggle with it. However, if you listen to this special episode of the TSE podcast, you’ll gain knowledgeable insight on becoming mentally tough for the sales industry.

Host Donald Kelly speaks with guest Matt Phillips, a leadership coach, on how sales professionals can build mental toughness. Discover how you can prepare mentally for sales in this episode.

5 Elements of Mental Toughness

  • Matt developed five elements to help sales professionals build mental toughness. These elements include:
    • Self-belief: If you don’t believe in yourself, you won’t succeed in sales. Matt discusses the importance of self-belief and how it helps a sales rep.
    • Focus: What are you focusing on right now, and is it helping your career? Sometimes distractions get in the way, and you have to shift your focus on what’s really important.
    • Emotional control: You can’t break down when things go wrong. When it happens, you must control your emotions to advance your career. 
    • Energy: Your energy is essential to gaining clients as a sales professional. If you believe nothing good is coming your way, it won’t. Also, remember to be mindful of your energy at home, as it carries into the workplace.
    • Consistent action: Try to develop a goal of out-reaching five times a day. Your consistency will help you build your pipeline and close more deals.

Prioritization and Focus in Sales and Leadership

  • Matt prioritizes focusing on 3-4 key areas to drive the biggest results rather than trying to be everything to everyone.
  • His wife keeps them focused on their priorities by asking if new ideas align with them, preventing them from getting off track. If you need help staying focused, consider asking someone for assistance.
  • Matt emphasizes the importance of focus and simplicity in leadership and sales, suggesting that it simplifies decision-making and reduces FOMO (fear of missing out).
  • Matt shares his personal experience with emotional reactions and teaches a methodology to prepare for and, ideally, react to difficult situations.

Emotional Control and Consistency in Sales

  • Matt emphasizes the importance of emotional control and leveraging past experiences to stay focused and confident in sales.
  • Donald agrees, highlighting the need to remember and leverage past successes for future success.
  • Matt emphasizes the importance of consistency in caring for oneself, both at work and home, to maintain energy and positivity.
  • He encourages listeners to focus on quality over quantity in their daily activities, such as making five quality outreaches a day instead of 100 calls that last only half a day.

Sales Leadership, Mindset, and Consistency

  • Matt emphasizes the importance of simplicity in achieving sales goals, suggesting that taking consistent small actions is more effective than creating a complex plan.
  • He advises against spending too much time on grandiose plans and instead recommends taking small, actionable steps toward sales goals.
  • Using Tony Robbins’s quote that we overestimate what we can accomplish in a year but underestimate what we can achieve in 10, Matt highlights the importance of small, consistent steps in sales leadership.

It’s amazing how having the right mindset can improve your life professionally and personally. For those who struggle with self-confidence and mental toughness, this episode of the TSE podcast is a must-listen. Also, for additional help, check out Matt’s free training and podcast for more insights on leadership, mindset, and mental toughness.


Website: Matt Phillips Coaching

Podcast: The Matt Phillips Podcast

LinkedIn: Matt Phillips

Facebook: Matt Phillips Leadership Coaching 

Instagram: Matt Phillips Leadership Coaching

Youtube: Matt Phillips Leadership Coaching

Sponsorship Offers

  • This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

  • This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

  • This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.


As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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