When I think back to my early days as a field sales rep, I’m reminded of the power of being intentional. Traveling across the country wasn’t just about clocking miles or meeting quotas—it was about truly understanding my customers. Those experiences shaped the way I approach sales even now. It’s not about pitching; it’s about showing up to listen, learn, and serve. This week, I’m sharing the lessons that helped me consistently hit my goals, build lasting relationships, and uncover opportunities I didn’t even know existed.

Here’s how you can take these lessons and apply them to your own sales approach:

Pause and Reflect

• When was the last time you showed up for a client purely to help them, not to sell?

• Are you intentional about how you spend your time with customers?

• What’s one way you can bring more value to your next customer conversation?

If you’re ready to approach your sales conversations with purpose and intention, I’m here to help. Let’s refine your strategy together. Book a Free Strategy Call today and start focusing on what matters most—your customers.

My Time in the Field

Early in my sales career, I was responsible for a massive territory, stretching from Texas to the Dakotas. To cover it all, I had to be strategic. I’d choose an “anchor city”—like Denver—and plan my week around it. One trip might include hopping over to Boulder, stopping in Fort Collins, and wrapping up in Laramie, Wyoming.

But I never just stopped by to check a box or say, “Hey, I’m in town.” That’s not my style. My goal was always to add value.

For example, I’d train my customers on how to use their equipment more effectively. Not only did this help them, but it also gave me a better understanding of their day-to-day challenges. It allowed me to “speak their language” when I approached similar prospects.

I’ll never forget one conversation where a client mentioned their colleagues in another department were using the same equipment. That one comment turned into a deeper discussion, and soon, I realized there was an opportunity to expand. I didn’t jump straight to pitching—I suggested we host a lunch-and-learn for the entire team.

They provided the audience, I brought the content and food, and together, we created a space to collaborate and solve problems. Opportunities like that didn’t just happen—they came from being intentional about how I spent my time and where I focused my energy.

And let me tell you, I never got on a plane or drove hundreds of miles without a solid plan. I made sure to book at least three confirmed appointments before heading out. I also looked for ways to maximize every visit—if a company was in a remote area, I’d make sure to meet with multiple people onsite.

This mindset—showing up to serve, not to sell—helped me uncover opportunities I couldn’t have planned for. And it’s what helped me hit quota year after year.

Here’s what I know for sure: sales is about so much more than closing deals. It’s about showing up for your customers, listening deeply, and looking for ways to help them succeed. When you focus on serving over selling, the results will follow. This week, I challenge you to approach every interaction with intention and purpose. You’ll be amazed at what you uncover.