#My Best Sales Advice, Ian Alphin

Meet Ian Alphin, Sales, Inloop.

Six years ago, Ian started his old-school sales career—dialing for dollars. He began in the financial industry before transitioning into media sales, where he now works with senior-level executives in communication and marketing teams.

💡 Selling in high-stakes environments with limited resources meant Ian had to learn fast. With a small team and minimal formal training, he sharpened his skills through trial, error, and a relentless pursuit of knowledge.

I asked Ian:

💬 “What’s the best sales advice you’ve ever received or learned?”

Without hesitation, he said:

💡 "Persistence is everything. Not in an aggressive way, but in a disciplined, value-driven way. The best salespeople aren’t just persistent in follow-ups—they’re persistent in learning, in preparation, and in understanding their prospects’ real needs."

Persistence in Sales: What It Is (And What It’s Not)

🚨 The problem? Many salespeople confuse persistence with aggression.

📌 Persistence is NOT:
❌ Calling a prospect five times a day for a month hoping they’ll cave.
❌ Sending generic follow-ups that provide no new value.
❌ Ignoring objections and pushing forward anyway.

📌 Persistence IS:
✔️ Doing the work to truly understand the prospect’s business and pain points.
✔️ Continuously engaging with value-driven insights, not just requests for a meeting.
✔️ Respecting their time while ensuring they remember yours is valuable, too.

💡 The best salespeople aren’t persistent because they’re pushy. They’re persistent because they’re prepared.

Why Persistence Separates Top Performers

🔹 Rejection is part of the game. Great salespeople don’t hear "no"—they hear "not yet."
🔹 Discipline drives results. High performers don’t rely on luck but on process and consistency.
🔹 Sustained effort leads to long-term success. Anyone can get lucky once—but only persistent sellers stay at the top.

📢 Ian didn’t just read about persistence—he applied it.

By studying case studies, analyzing top performers, and implementing structured follow-up strategies, he learned that sales isn’t about wearing people down. It’s about staying in front of the right people with the right message—until they’re ready to buy.

How to Apply This in Your Sales Strategy

🔹 Instead of: Calling a prospect 10 times with the same pitch...
✔️ Try: Researching a relevant industry trend and sharing an insight.

🔹 Instead of: Sending another “Just checking in” email...
✔️ Try: Providing a case study or a new way to look at their problem.

🔹 Instead of: Giving up after two follow-ups...
✔️ Try: A multi-touch approach with calls, emails, LinkedIn engagement, and value-driven content.

📢 Persistence doesn’t mean forcing a sale. It means staying relevant and valuable until the timing is right.

Final Takeaway: Be Persistent, But Be Valuable

🚀 Sales isn’t about who shouts the loudest—it’s about who stays top of mind with the most value.

✅ Don’t mistake persistence for pressure.
✅ Be disciplined in your follow-ups, but always add value.
✅ Success in sales isn’t just about showing up—it’s about showing up prepared.

📢 Bottom line: The best salespeople don’t chase prospects—they position themselves as the obvious choice.

About Ian

Ian is Head of Partnership Sales at InLoop, the leading AI-powered content curator and publisher for associations.

🔹 InLoop leverages Artificial Intelligence, Natural Language Processing, and Machine Learning to help associations deliver personalized content and drive member engagement.

🔗 Learn more: www.inloop.com