When was the last time you took on a challenge that felt bigger than you? Maybe it was launching a business, picking up the phone to a potential customer, standing on stage, or walking 26.2 miles across the Peak District! Whatever it was, the first step is always the hardest, but every step counts. In this article, we talk about what a 26-mile charity hike can teach you about sales.
Summary
- Big goals are achieved one step at a time.
- Your why fuels your motivation. A clear purpose helps you show up with confidence and connect authentically with customers.
- People buy people. Trust is built through shared values, genuine stories, empathy, and your Unique Human Proposition® (UHP®).
- Preparation creates confidence. Just like training for a marathon, successful sales require planning, practice, and clarity about the value you offer.
- Support from mentors, coaches, or your community can help you overcome challenges and keep moving forward.
- Celebrate your achievements. Recognising every milestone keeps you motivated for the next stage of your journey.
- Sales is a marathon, not a sprint. Lasting success comes from nurturing relationships, earning trust, and taking one purposeful step at a time.
Recently, I completed the Peak District Mighty Hike alongside my amazing son Sam, raising money for Macmillan Cancer Support. It was Sam’s first marathon walk, and although I’ve tackled long-distance hikes before (including Hadrian’s Wall back in 2019), I knew this one was going to test us both.
It did! It hurt a lot, but we did it!
Somewhere between mile one and mile twenty-six, I also realised this challenge had far more in common with sales than you might think.
Every Big Goal Starts with One Step
When people think about sales, they’ll automatically think about the finish line, which might be a signed contract, a new customer, or a paid invoice, but selling happens when you tune into your Unique Human Proposition® (UHP®) and build trust with consistent action.
You create conversations that matter and listen to what your customers are saying, follow up where necessary, and build relationships.
Walking 26 miles is the same. Nobody stands at the start line thinking about the enormity of the miles ahead. If they did, they’d probably get back in the car! Instead, you focus on the next step. Business works in exactly the same way.
Your Why Keeps You Moving
There were moments during the hike when stopping would have felt far easier than carrying on. My legs certainly thought so, but every step reminded me why we were there.
Macmillan supported both of my parents towards the end of their lives. The care, compassion and dignity they showed our family is something I will never forget. That made every aching muscle worthwhile.
In business, your why matters just as much. It’s one of the first things I help customers uncover because when selling feels uncomfortable, reconnecting with your purpose changes everything. People don’t buy from you because you’ve memorised the perfect script. They buy because:
- They believe and trust in you, your passion, and your purpose.
- You understand their struggles.
- Your values align with their own.
- They appreciate the language you use and feel comfortable because of your quirks.
- Your stories are relatable.
When your reason for doing what you do is bigger than making money, your confidence grows naturally.
Preparation Makes the Challenge Easier
We didn’t wake up and suddenly decide to walk a marathon. There were training walks around my lovely village, new walking boots, water, snacks, and planning.
The same is true in sales. Confidence needs preparation, knowing who you can help, understanding your Unique Human Proposition (UHP®), listening more than you talk, and being clear about the value you bring to your customers.
The businesses that appear to sell effortlessly are usually the ones that have prepared well behind the scenes, and my approach centres on helping people uncover and communicate their UHP® so selling feels authentic rather than forced.
You Don’t Have to Walk Alone
One of the best parts of the day was sharing it with Sam. When one of us struggled, the other encouraged, and when the hills became steeper, we kept each other going.
So many entrepreneurs try to do everything themselves.
Sales.
Marketing.
Finance.
Content.
Networking.
Strategy.
No wonder they feel exhausted.
Support from mentors, coaches, or your community can help you overcome challenges and keep you moving forward.
Progress Isn’t Always Pretty
There comes a point during a marathon walk where you stop caring about being graceful and focus on keeping going. How many times have you felt the same in business? Some weeks you feel unstoppable, and others leave you feeling like you’re wading through treacle!
As with our walk, the magic is in showing up, being consistent, trusting yourself and those around you, and keeping promises. Trust compounds over time, just like every mile you walk. However, it’s also worth recognising that sometimes things don’t go to plan and occasionally you have to slow down or take smaller steps. My knee injury flared up on some of the route’s sharp, uneven, hilly sections, so the only way we could finish was to slow down and take more breaks. It meant we took a bit longer than planned, but we still crossed the finish line!
Celebrate Every Finish Line
Crossing that finish line felt incredible. The achievement meant something because of the effort we put in, and the incredible support and sponsorship we received from so many wonderful people. As business owners, we sometimes rush for the next goal without celebrating what we’ve achieved. So, next time you complete something, big or small, take time to recognise the win.
Sales Is a Marathon, Not a Sprint
To build a successful business with a sales strategy that works, you need to develop heart-centred relationships, help people, and create trust. All of this takes time and nurturing, just like a 26-mile hike requires planning and training. It comes from thousands of small, determined steps.
Whatever challenge you’re facing in your business today, don’t worry about mile twenty-six; focus on the next step.
What small step can you take today that moves you closer to your next sale?
“Jules spoke at our company conference and it was genuinely a highlight of the day. She was professional, engaging, and brought real passion, enthusiasm, and knowledge around selling in a human way and finding your own strengths. It really shone through and left the team feeling inspired and motivated.” Holly Sale, Brand Manager at Placefirst
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