That Uncomfortable Call You’re Avoiding? It’s the Key to making progress.
In sales, we often believe that success is in perfecting our pitch or having the best product. While important, the real driver of top-tier performance is usually found in the moments we’d rather avoid: the uncomfortable call, the direct question about the budget available to solve their challenge, or the pivot to a new strategy.
Your biggest wins aren’t hiding in your comfort zone. They’re waiting on the other side of one courageous decision.
This path to consistent success is built on three simple yet powerful concepts: Change, Courage, and Confidence.
The 3 C’s of Sales Dominance
- Change: Your Path to Opportunity
Change is the only constant in our profession. It might be a shift in your Ideal Customer Profile (ICP), a new conversation to connect with your customer, or a mandatory CRM update. Many see this as a disruption. Top performers see it as an advantage. Adapting quickly to a new sales motion or mastering a new tool before anyone else gives you a head start on hitting your next goal. - Courage: Your Engine for Action
Courage isn’t the absence of fear; it’s taking action despite it. In sales, courage manifests in small, critical moments every single day.
Making the first call of the day before you feel “ready.”
Staying in the conversation to handle a tough objection instead of folding.
Directly asking a prospect, “What are the next steps for us to work together?”
These actions feel risky, but they are the only way to move a deal forward and take control of your pipeline. - Confidence: Your Earned Momentum.
Confidence isn’t a personality trait you’re born with—it’s a result you build. It comes from making and keeping small promises to yourself. When you commit to making 10 outreach efforts and actually do them, you build self-trust. When you block time for your pipeline focus and follow through, you create evidence that you are someone who executes. This evidence builds belief, and that belief is the unshakable confidence that closes deals.
Putting It Into Practice Today
These ideas are useless without action. Don’t try to change everything at once. Instead, focus on small, intentional steps.
Embrace one change: Identify one new process you’ve been resisting and dedicate 15 minutes to mastering it.
Take one courageous step: Make that one call you’ve been putting off.
Keep one small promise: Set a single, non-negotiable activity goal for the day and crush it.
You build your future quota in the moments you choose courage over comfort.
What is one uncomfortable action you will commit to taking today to grow your pipeline? Please share it in the comments below.
Connect with Lisa:
https://www.linkedin.com/in/lisathal/
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