"An unintentional life accepts everything and does nothing. An intentional life embraces only the things that will add to the mission of significance."
John C. Maxwell, Intentional Living: Choosing a Life That Matters
What a wonderful quote as this encourages moving from a reactive to a proactive approach to life.
This calls out living with intention, purpose, and meaning.
Let's have some fun and apply this to sales:
An unintentional life - This is a passive existence where salespeople simply react to circumstances, accepts everything that comes their way, and takes no deliberate action to shape their future. It implies a lack of focus, direction or purpose. Let's refer to this as being a sales rep.
An intentional life - This is a proactive and purposeful way of living. It involves carefully choosing actions, commitments, and priorities that align with a greater mission or goal, one that adds meaning and significance to life. Let's refer to this as a heart-centered sales professional.
In our time together, you're encouraged to self-reflect as I will challenge you to focus on what truly matters, letting go of distractions or unimportant pursuits.
If you're committed to do the work, you can live a life of fulfillment and impact rather than one of aimless wandering.
Why Intentionality Matters in Sales
Success doesn’t happen by chance. It happens by choice.
Here's some cold hard truth, sales growth doesn’t happen by accident. It's the result of intentional actions, disciplined habits, and a commitment to authenticity.
Sales success isn’t just about showing up and hoping for the best. It requires intentionality, a deliberate approach to building relationships, adding meaningful value, and creating inspirational client experiences.
We all know that we live in business world where people are skeptical, trust is hard to earn, and competition is fierce, being intentional about your sales approach becomes the key to long-term sustainable success.
Intentionality in sales is about:
- Showing up consistently, meaning physically, mentally, and emotionally.
- Building authentic relationships that foster trust and loyalty.
- Delivering meaningful value to your prospects and clients.
- Creating inspirational experiences that differentiate you from competitors.
- Developing disciplined habits that drive long-term success.
Sales professionals who operate with purpose and strategy outperform those who rely on luck or outdated tactics.
The Intentional Sales Mindset
Salespeople often fall into the trap of reacting to situations instead of proactively creating opportunities. An intentional sales mindset shifts the focus from transactional selling to transformational relationships.
Leading an intentional life requires self-reflection and purpose. An intentional sales mindset requires a clear understanding of one's values and goals.
By focusing on building authentic relationships and providing meaning value, salespeople create a sense of harmony and alignment with their clients.
Intentionality leads to greater fulfillment and long-term success, as opposed to the stress and burnout associated with reactive selling.
The Four Pillars of Intentionality in Sales
"Simplicity is complex. It’s never simple to keep things simple. Simple solutions require the most advanced thinking."
Richie Norton
Simple works. Simple requires discipline. The simplest of things are the hardest to do with consistency, focus and determination.
Let's apply intentionality using the four pillars of the Trust Formula from Selling in a Post-Trust World. This intentional approach will transform your sales career.
Authentic Relationships
"Too many of us look outward for success, but Selling from the Heart reminds us that our success starts within, not out."
Keenan, CEO of A Sales Guy
Building deep, meaningful relationships is not just about making a sale, it’s about establishing trust. Intentional salespeople invest time in understanding their clients’ needs, challenges, goals, initiatives and aspirations.
Your action item:
- Map out your key relationships and plan consistent touch points.
- Engage in relational prospecting by connecting with all key decision makers, influencers and mid-level management.
Meaningful Value
The greatest way you can add value to your clients is to provide them with strategic, actionable advice going beyond the most obvious solutions.
Salespeople who intentionally deliver real value stand out. Clients don’t just want a product; they want insights, guidance, and problem-solving expertise.
Being intentional about delivering meaningful value means:
- Understanding each client's unique challenges.
- Providing insightful recommendations, not just generic sales pitches.
- Positioning yourself as a trusted advisor, not just a vendor.
Your action item:
- Create a 'Value Framework' for each client, list out how your solution addresses their specific business challenges.
- Regularly educate your clients on industry trends and innovative solutions.
Inspirational Experiences
Leaving a lasting impact influences the hearts and minds of your clients.
People remember experiences, not just transactions. Salespeople who intentionally craft memorable sales journeys build stronger client connections.
Your clients don’t just remember what you sold them; they remember how you made them feel. A transaction is forgettable, but an authentic, meaningful value-driven experience creates lasting loyalty.
Those salespeople who intentionally craft these experiences by being relational, adding meaningful value, and delivering trust, stand out in today’s marketplace fueled by sales sameness.
Memorable sales journeys aren’t about gimmicks and pattern interrupts; they’re about genuine care, deep listening, and making people feel valued.
Your action item:
- Design a pre and post meeting experience that leaves an impact.
- Find ways to surprise and delight clients through personalization.
Disciplined Habits
"It’s not what you do occasionally that matters; it’s what you do consistently."
Craig Groeschel
Intentionality in sales requires disciplined daily habits. Prospecting, follow-ups, and client engagement must be structured and repeatable.
Intentionality in sales isn't about random bursts of activity, it’s about consistent, disciplined daily habits that drive long-term success.
When it comes to prospecting, block time daily to reach out to potential clients with meaningful value, not just a sales pitch.
Authentic prospecting means building real relationships, not just lists.
When it comes to follow-ups,A well-structured process ensures no opportunity slips through the cracks.
Trust is built through persistence, not just the first conversation.
When it comes to client engagement, meaningful check-ins before, during, and after the sale create lasting loyalty.
Clients don’t just buy a product; they buy into the experience of working with you.
Salespeople who win aren’t just disciplined for a week or a month, they make success a habit.
Many salespeople struggle with the curse of inconsistency, periods of high activity followed by lulls. Intentional salespeople develop disciplined habits that keep their pipeline full.
Your action item:
- Set a daily routine for prospecting and relationship-building.
- Implement a weekly review process to analyze your sales activities and adjust strategies accordingly.
Intentionality Enhances Client Retention and Growth
If you want to achieve the results no one is achieving, you must be willing to do the things no one is doing.
Intentionality is the key to client retention and growth. Salespeople who operate with purpose don’t just win more deals; they cultivate relationships that lead to long-term loyalty and expansion.
Growth isn’t just about acquiring new clients; it’s about deepening relationships with the ones you already have.
Intentional client management includes:
- Regularly scheduled check-ins beyond renewal periods. Meaningful check-ins show you care beyond the transaction.
- Bringing new ideas and insights to the forefront. Offer strategic guidance and help them grow their business.
- Identifying expansion opportunities to sell more solutions. Upselling and cross-selling become natural extensions of a trusted partnership.
Your action item:
- Schedule quarterly strategy vision meetings with top clients to discuss growth opportunities.
- Develop a client loyalty plan that ensures long-term retention.
Overcoming the Challenges of Intentional Selling
Salespeople often struggle with distractions, inconsistency, and a lack of direction.
Here’s how to overcome these barriers:
- Avoid distractions by blocking out time for high-impact sales activities. Set non-negotiable time slots for prospecting, client calls, and strategy planning.
- Stay accountable by working with a mentor, sales coach, or peer accountability partner to stay on track.
- Measure what matters by tracking your progress, not just in terms of revenue, but also in the number of meaningful conversations, referrals gained, and client satisfaction levels.
Intentionality is Your Competitive Advantage
Your success in sales is not about luck or working harder, it’s about being intentional.
Sales success isn’t an accident, it’s the result of deliberate action.
When you show up with authenticity, deliver real meaningful value, create impactful experiences, and develop disciplined habits, you will not only grow your sales but also build a lasting legacy of trust and success.
Intentionality in sales means showing up every day with a plan, a purpose, and a commitment to serving clients at the highest level.
My challenge to you:
Over the next 30 days, commit to one intentional action in each of the four pillars. Track your progress and measure how it impacts your sales growth.
When it comes to relationships, reach out to three clients without a sales agenda.
When it comes to meaningful value, provide an insight or resource to one new prospect.
When it comes to discipline, block off one hour daily for focused sales activity.
Intentionality isn’t a tactic; it’s a way of life in sales.
The question I will leave you with is: Will you embrace it?
Zev D. Young, MS is a seasoned sales professional, educator, and founder of The Professor of Sales. With over two decades of experience in sales leadership and coaching, he is passionate about helping sales professionals build authentic relationships and master effective communication. As an adjunct professor at Bentley University, Zev teaches sales courses, mentors future sales leaders, and advocates for bridging the gap between academia and real-world sales training. His background in corporate sales leadership has equipped him with the tools to guide both emerging and experienced sales professionals toward greater success.
SHOW SUMMARY
In this episode of the Selling From the Heart Podcast, Darrell Amy, CEPA, VCG and I sit down with Zev Young, a veteran sales leader and educator, to discuss the evolution of sales beyond transactions and into relationship-driven strategies. Zev shares his passion for mentorship, the importance of curiosity in sales, and the shifting perception of sales professionals in today’s business world. He highlights how mentorship, education, and adaptability will define the future of sales and inspire the next generation of professionals. Sales leaders are encouraged to foster curiosity, build genuine relationships, and embrace their role as mentors.
KEY TAKEAWAYS
✅ Authenticity Wins in Sales – Sales is no longer about pushing products; it’s about building trust and long-term relationships.
✅ Sales is Evolving – The old-school transactional approach is being replaced by a modern, human-centric approach that values connection and expertise.
✅ Mentorship is Critical – Experienced sales leaders should invest in mentoring younger professionals, helping them develop their skills and confidence.
✅ Curiosity is a Sales Superpower – The next generation of sales professionals will thrive by staying curious, asking better questions, and continuously learning.
✅ Bridging the Education Gap – Traditional academic institutions lack sufficient sales training, and there is an urgent need for better education on real-world sales skills.
✅ Passion + Inspiration = Sales Success – Sales professionals must combine passion, curiosity, and a heartfelt approach to truly connect with their clients.
HIGHLIGHT QUOTES
💬 "The paradigm has shifted for sales. We are not the same sales professionals that our parents grew up with." – Zev Young
💬 "It’s our job to change the narrative about sales. Salespeople are passionate about their product, knowledgeable, and dedicated to their customers." – Zev Young
💬 "Mentoring younger professionals brings you back to the heart of why you started in sales." – Zev Young
💬 "Curiosity is a core skill of sales success. If you're gifted at curiosity, don’t lose it!" – Larry Levine
💬 "Imagine what you can do when you bring passion and inspiration, add curiosity, and learn how to sell from the heart." – Darrell Amy
📌FOLLOW THE CONVERSATION
Connect with Zev Young:
➡️ / zev-d-young-ms-1b65066
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: / darrellamy
➡️Larry's LinkedIn: / larrylevine1992
➡️Website: https://www.sellingfromtheheart.net/
ADDITIONAL RESOURCES
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🎧 Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World
Now available on Audible! Transform your sales approach with insights that matter. https://www.audible.com/pd/Selling-in...
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Get exclusive access to the latest episodes, leadership strategies, and sales tips. / @sellingfromtheheart
💡 Your Daily Dose of Inspiration:
Start each day with the motivation you need. https://daily.sellingfromtheheart.net/
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