Sometimes the best business lessons come from unexpected places. One of the greatest speeches I’ve ever come across was given by Admiral William McRaven, a retired Navy SEAL. In it, he shares ten lessons he learned from SEAL training—lessons that translate surprisingly well into smart prospecting.
He talks about making your bed every morning, not because the bed itself matters, but because small wins build momentum. In sales, those small wins might be sending one more follow-up email, picking up the phone even when you don’t feel like it, or logging your contacts with consistency. Those “small tasks” create discipline and progress over time.
He also reminds us that no one gets through tough times alone—you need people to help you paddle. Prospecting is the same. You’ll face rejection, quiet days, and deals that don’t work out, but when you surround yourself with mentors, peers, or a team that believes in you, you’ll keep rowing forward.
Admiral McRaven also challenges us to measure people by the size of their heart, not their appearance. In prospecting, this means not making snap judgments about clients or opportunities. Sometimes the best long-term relationship comes from the person you least expect.
And above all, he urges us: never give up when times get hard. Prospecting requires resilience. Every “no” is simply a step closer to a “yes.”
If you want to change your business—and maybe even your world—start by doing the simple things right. Show up, stay consistent, lean on your team, treat people with respect, and keep going.
Smart prospecting isn’t just about chasing deals; it’s about building habits, discipline, and relationships that last.
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