Be yourself. Seriously. That’s the job. One of the biggest wins you can give yourself in sales (and in life) is to stop performing. We see it all the time. Salespeople flipping a switch the second they step into “sales mode.” Their voice changes. Their posture stiffens. They become some version of what they think a salesperson should sound like. And poof - their real self disappears. That’s why Authenticity is a core part of the Blind Zebra Sales Operating System. Because selling shouldn’t feel like an act. And coaching shouldn’t either. The best salespeople we know don’t “turn it on.” They just show up - fully, honestly, and as themselves.
What is Authenticity?
Authenticity means this: You don’t need a sales voice. You don’t need a persona. You just need to be you. Our founder Bryan tells the story all the time. Back when he started in sales, he thought he had to sound like a radio DJ. He’d answer the phone all stiff and polished like: “Hello, this is Bryan from Procter & Gamble! How are you today?” Even though that’s not how he talked to his friends, his wife, or literally anyone in real life. Sound familiar? A lot of us fall into that trap at the beginning. We over-professionalize. We mimic people we’ve seen succeed. We think “selling” means “sounding a certain way.” But buyers can sniff that out in two seconds. So can teammates. So can your coach. Eventually, Bryan dropped the act. And what do you know - sales got easier. People trusted him faster. Conversations felt more natural. He enjoyed the job more.
Authenticity ≠ informality
Let’s be clear: Being authentic doesn’t mean being casual to the point of sloppiness. It doesn’t mean winging it. And it doesn’t mean blurting every thought you have in the name of being “real.” It means:
- You speak in your real voice
- You lead with intention, not image
- You treat people like people
- You coach and sell from a place of truth, not performance
Whether you’re reserved or outgoing, funny or dry, thoughtful or blunt - the point isn’t how you are. The point is that you’re yourself.
Why Authenticity belongs in a Sales Operating System
We don’t just drop nice-sounding words like “authenticity” because they look good on a slide. At Blind Zebra, we build systems where authenticity becomes the default behavior. That includes:
- Call structures that feel like real conversations, not scripts
- Personal sales narratives that come from your story, not your resume
- Coaching frameworks that don’t rely on jargon or buzzwords
- Leadership that models the same tone we ask reps to use
The result? Sales teams that actually like how they sound. Buyers that don’t feel like they’re being handled. And a culture where people bring their whole selves (not just their work selves) to the table.
This principle is very human
When you strip away the persona, what’s left is trust. Authenticity makes selling feel like helping (because it is). It makes coaching feel like growth (not judgment). It makes relationships stickier, communication smoother, and sales cycles shorter. And the best part? It frees up all the energy you were using to pretend. Now you can use that energy to actually listen, solve problems, and move deals forward.
Want to see what an authentic sales culture actually looks like?
We coach teams to sell and lead with authenticity inside a fully built Sales Operating System that gives your reps structure without the script. If you’re tired of “sales mode” and want a way of selling that feels real, let’s talk. Book a Coin Toss Convo We’ll keep it honest. You just be you.
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