Breaking Sales
Breaking Sales is hosted by Dan Lappin, a sales trainer and founder of Lappin180. The show goes behind the scenes with his team and guests to challenge conventional sales tactics and rules. Through interviews with business leaders and industry insiders, it encourages salespeople to reject the status quo and rethink how they sell. Episodes aim to help listeners break free from ineffective techniques and develop a more effective, nonconformist approach.
Episodes
The Gold Standard of Sales Performance
The same drive that gets you into the conversation can sabotage you once you're in it. That's one of seven behaviors Dan and Pam have consistently seen in the highest performers they've coached, many of them earning seven figures a year. Some will sound familiar. Some won't. And one might change how you react the next time a prospect tells you the conversation is going well. I rechecked every line
The Cost of Avoiding Discomfort with Jason Moser
If you're in sales, you may have noticed a familiar pattern: a hard question you soften before you ask it, a prospecting call you keep pushing out to tomorrow, or an observation you don't make because saying it feels risky. It's easy to chalk these behaviors up to busyness or a lack of discipline. Usually, the root cause is something else entirely. In this episode, Dan sits down with Dr. Jason Mo
Your Value Doesn't Matter Yet
Sales professionals can spend enormous energy making sure a prospect understands their value, and it still isn't enough to move the deal. In this episode, Dan and Pam explore why that happens, and why demonstrating value is the wrong focus entirely. A prospect's brain reacts to change the same way it reacts to any perceived threat — and without a reason to think past the present moment, staying wh
The Skill That Rewrites How You Handle "No"
What if the thing holding back your performance isn't a problem with your abilities, but with how you think about the moments you're dreading? The outreach you avoid, the questions you hesitate to ask, the "no" you're bracing for before you pick up the phone — these are all examples of how your brain is wired to focus on what could go wrong instead of what could go right. But there's a skill that
Biases Dominate Your Prospect's Decision Process
Prospects don't enter sales conversations with a blank slate. They bring years of experiences, assumptions, loyalties, and fears that shape how they evaluate every option in front of them. Those biases influence the prospects willingness to change and how they filter your ability to help them change. In Part Two of their conversation, I and Pam explore why trying to convince someone they're wrong
Why We Stick to What's Not Working with Annie Duke
You probably don't think of yourself as resistant to change. But when something has worked for you before, it's easy to assume that's the reason for your success — and that habit makes it hard to notice when a different approach might actually work better. In this episode, Dan sits down with cognitive scientist, author, and former professional poker player Annie Duke. Together they explore what's
How you start does have a cost!
The opening minutes of a prospect meeting carry more weight than many sales professionals give them credit for. It can dictate whether you are starting from a position of strength or from behind. From that very first moment forward the prospect is trying to determine one thing: What does this person actually want from me? The question is - do you want your prospects thinking about where you're tr
The Work Nobody Sees with Coach Urban Meyer
There is a pattern that often appears in sales organizations: someone isn't performing, and the response is frustration, blame, or eventually, a conversation about whether they still belong on the team. What rarely happens is an honest look at whether that person was ever actually set up to succeed — whether they had the development, environment, and preparation to perform when the stakes were hig
Why You Choose to Play It Safe with Roy Baumeister
There's a reason so many smart, capable sales professionals consistently avoid doing the things they know they need to do and taking the risks they know they need to take. It's not laziness, and it's not a lack of motivation. As it turns out, it's rooted in something far more fundamental about how the human mind works. Roy Baumeister is a decorated social psychologist who has spent decades resea
Is Development Fatigue Real?
Plenty of sales professionals will tell you they're committed to their own development. But when you ask them what they're actually doing, how much time they're putting in, or whether it's paying off, the answers are all over the map. In this episode, Dan and Pam explore what real professional development requires — and what separates it from the kind that feels productive but doesn't actually he
Self-Awareness and Performance with Dr. Mark Leary
There's a pattern that affects almost every sales professional, regardless of experience level: the conversations that matter most are rarely the ones that bring out your best performance. The higher the stakes, the more you might find yourself hesitating, second-guessing, and holding back — even when you know exactly what needs to be said. It's easy to chalk this up to nerves. But the reality i
Designing a High-Performance Day
It can be common to not always give much thought to how you're setting yourself up each day. You might have habits, but not a deliberate practice built around how you actually want to perform. But performing at your best — and achieving a sense of fulfillment when the day is over — doesn't happen by accident. It requires deliberately building the structures and routines that actually support you.
The Neuroscience of Trust with Dr. Paul Zak
What does it actually take to build trust in a sales conversation? Not just rapport, but trust — the kind that makes a prospect lean in, open up, and ultimately make a decision? Dr. Paul Zak is a behavioral neuroscientist, the author of several books, including Trust Factor and Immersion, and one of the world's leading researchers on the science of trust and persuasion. In this illuminating conv
Providing for Today vs. Building for Tomorrow
Ask any underperforming sales professional why they're not doing what they need to do, and you'll eventually hear them say, "My family comes first." Ask a top performer the same question about what drives them, and you'll hear the exact same thing. It all comes down to how one demonstrates it. In this episode, Dan and Pam explore the uncomfortable reality behind one of the most universal (and mos
Rewiring Your Response to Adversity with Erez Avramov
What separates professionals who stay composed when facing rejection from those who get knocked off course? It's not experience or natural talent; it's understanding how your mind responds to challenges and redirecting it when it starts working against you. In this episode, Dan sits down with resilience expert Erez Avramov, who discovered something powerful about mental resilience after surviving
The Questions Your Prospects Can't Ask Themselves
What stops you from asking the question that could genuinely help a prospect think differently? Most of the time, it's not a lack of awareness. You can usually see what needs to be addressed—but something holds you back from creating the discomfort that leads to clarity. In this episode, Dan and Pam explore a simple but powerful reframe that will change how you approach these moments. They break d
The Warrior's Sales Playbook with Chris Harris
What can a martial artist who trained tier-one special forces teach you about sales performance? Everything. In this episode, Dan sits down with Chris Harris: bestselling author, keynote speaker, Martial Arts Hall of Fame inductee, and creator of the combat system Roku Jitsu. Chris spent 25 years training elite military operators in close-quarters combat before transitioning to sales, where he dis
The Price of Reaching Your Potential
Howard Stern admits he was the worst DJ imaginable when he started. But his obsessive will to get better transformed him into a legend. In this episode, Dan and Pam explore how this principle applies to every high performer, from athletes to salespeople. You'll learn about the two components that determine whether you reach your potential—drive and exposure to elite standards—and why surrounding y
Where Is Your Prospect in Their Decision Journey?
Why do even experienced sales professionals struggle to move prospects from initial interest to closed deals? The answer often lies in a fundamental misunderstanding of how prospects make decisions about change. Most salespeople jump straight to demonstrating their value without understanding where prospects are in their decision-making journey, assuming they're ready for solutions when they're s
Planning for 2026 When You're Tired of the Same Results
What determines whether your 2026 becomes a breakthrough year or just another year of good intentions? Most sales professionals approach year-end planning the same way they approach everything else: they only focus on what they want without examining why they don't already have it. This Breaking Sales episode provides a planning methodology that flips that approach on its head: Instead of startin
The Uncomfortable Truth About Giving Feedback
Why do we avoid giving feedback when we know someone needs to hear it? It's not a lack of time or unclear expectations; it's the fear that speaking up will damage the relationship. But the uncomfortable truth is that withholding feedback because you're afraid denies people the chance to fix the patterns that are holding them back. In this episode of Breaking Sales, Dan and Pam explore what happens
How Victim Mentality Sabotages Performance
How do you respond to pressure and repeated rejection? Most sales professionals can spot a victim mentality in their colleagues instantly: the rep who blames the CRM, the veteran who insists the territory is cursed, the coworker who always has an excuse for missed quota. But recognizing when you're the one deflecting responsibility? That's where it gets difficult and uncomfortable.
In this epis
Staying in the Game When Conversations Go Sideways
What separates the sales professionals who consistently close deals from those who accept rejection too easily isn't charisma, product knowledge, or years of experience. It's conversation resilience: the ability to maintain composure and curiosity when discussions take unwelcome turns. In this episode of Breaking Sales, Dan explores this critical skill. Through his personal story of landing his f
The Cost of Poor Preparation
What happens to your brain when a prospect says something you didn't expect to hear? In this episode, Dan and Kristie explore why even seasoned sales professionals can freeze up or panic when conversations take unexpected turns, and the specific preparation process that prevents it from happening. You'll learn why conversation resilience isn't about personality or experience, how top performers bu
What Do You Actually Mean By That?
Why do prospects choose competitors even when you clearly have the superior solution? In this episode, Dan and Pam uncover a critical gap that's costing sales professionals deals every day: the failure to understand what prospects actually mean by the descriptive words they use. Through real client examples and personal experiences, they reveal how making assumptions about terms like "innovative,"
Stop Forcing Sales Conversations
What if the secret to higher closing rates isn't better techniques, but better preparation? In this episode, Dan and Kristie break down one of the most common mistakes they've observed in client calls: professionals who force conversations instead of letting them unfold naturally. Drawing from extensive study of recorded sales calls, they reveal why experienced salespeople often jump too quickly t
Are You Tracking Performance or Just Hoping for the Best?
What if your sales success has more to do with luck and timing than actual skill? In this conversation, Dan and Pam tackle the uncomfortable truth that many sales professionals are operating in the dark—putting substantial effort into their pipelines without tracking the metrics that reveal whether their efforts are actually working. Pam shares her humbling story of going from a top performer to
Are All Nos Equal?
Are you proud of the nos you're getting? Most sales professionals celebrate any rejection as progress, but here's the uncomfortable truth: there are nos you should feel accomplished about, and then there are nos that are filled with regret. In this episode of Breaking Sales, Dan and Pam break down the critical difference between an easy no and a hard no. You'll discover why making prospects work
Stop Making Outreach Decisions Based on How You Feel
What separates high performers from everyone else when it comes to prospecting? It's not their message, their experience, or their market. It's how they think about the activity itself. Most sales professionals make the critical mistake of allowing their feelings in the moment to dictate whether they follow through on their prospecting commitments. They convince themselves that how they feel right
Choose Your Pain Wisely
Pain today or pain tomorrow. That should be the mantra for anyone trying to achieve or create something new and different in their life. Mark it #1 for sales professionals trying to achieve at a high level. High performance demands you pick your pain. Most sales professionals avoid the daily discomfort of prospecting, asking tough questions, and taking risks—only to experience crushing long-term
Stop Selling Today's Pain; Start Selling Tomorrow's Vision
What if the biggest factor in whether someone makes a change isn't their current pain? Most sales professionals are obsessed with the present. They dig into problems, poke at pain points, and highlight what's broken today. But Dan and Pam reveal what they're missing: human beings don't change because of where they are. They change because of where they're going. This episode explores future narra
The Hidden Threat Sabotaging Your Sales Conversations
There's a devastating invisible force awaiting you in every prospect and client conversation you have, and you hold the key that either lets it out or keeps it at bay. The good and bad news - it's all controlled by you. In this episode, Dan and Kristie explore how anxiety shows up in sales conversations and why it's such a performance killer. Through real client stories, they reveal how trying to
Four Closing Skills that Your Prospect Will Value (Part II)
Every closing technique you've been taught is training your prospects to resist you. While you're focused on "Always Be Closing," your prospects are running in the opposite direction, "Avoid Being Closed." The harder you push, the further they pull away. It's a losing game. In Part I, we revealed why traditional closing tactics backfire and the three stages prospects go through when debating chang
Rethinking the Close: Why Winning Isn't What You Think It Is (Part 1)
Traditional closing tactics focus on winning the deal—but that's not the process your prospects and clients experience. They experience a process that requires them to debate change. If you want to get better at closing, then you'll need to master the process that your prospects go through. The ABC, or "always be closing" method, is great for the movies, but detrimental to your real world conversa
Release Performance Anxiety with Emily Smith
In this revealing second part of our conversation with Lappin180 and top commercial real estate advisor Emily Smith, we dive deep on one of the most damaging barriers to successful selling: - anxiety, and how detachment is a practical and proven way to reduce the thoughts that hold you back. Emily shares the remarkable transformation that occurred when she stopped trying to control things that sh
If You Don't Change - Nothing Changes with Emily Smith
After 12 successful years in commercial real estate, Emily Smith thought she had the perfect formula: be the most prepared, most knowledgeable person in every room. Then she started working w/ Lappin180. In this candid conversation, Emily reveals how she completely transformed her approach by letting go of the "expert" persona that had defined her career. She shares the humbling process of recogni
Your Calendar as an Asset: The Zero-Sum Approach to Time Management
Do you view your calendar as a constraint or an asset? In this episode, Dan and Pam discuss why your relationship with time is the foundation of high performance. They explore the zero-sum approach to time management, revealing why traditional time blocking doesn't work for most sales professionals and how to build the discipline to stop re-prioritizing in the moment. Learn practical strategies to
Say Less To Get More: Embracing The Power Of Silence In Conversation
When was the last time you sat comfortably in silence during a sales conversation? In this episode, Dan Lappin and Pam Evanson explore the transformative power of giving prospects space to think. You'll learn: Why jumping in to fill every pause can cost you valuable insights Practical techniques for creating space in your conversation, and How to practice the art of detachment from label
How to Break Inherited Patterns: The Psychology Behind Sales Performance
What hidden patterns from your past might be limiting your sales performance? In this candid episode, Dan and Kristie share personal stories about how childhood experiences shaped their approach to business conversations. Dan reveals his journey from seeking validation to finding freedom in authentic interactions, while Kristie discusses reframing her view of tension from something negative to a p
Do You Feel Like You're Chasing The Day?
Have you ever felt like you were chasing the day? You know, that gap that exists when you set out to achieve or create something new, but you're unsure if the different routines and actions you're investing in will pay off. Your days include more uncertainty than normal because the new and different actions feel like you're taking a step back, not forward. In this episode of Breaking Sales, Dan
Are You Good or Are You a Professional?
WARNING: Part II of this conversation might make you uncomfortable—especially if you've been in sales for more than 10 years. When Dan asked a room of veteran salespeople with multiple 7-figure deals under their belts when they last practiced their sales conversations, the silence was deafening. Not a single hand went up. These same professionals tell their children to practice constantly to impro
What Do Your Routines Say About Your Real Priorities?
What separates sustainable high performance from occasional success? Often, it's not the big moments, but the small daily practices that create the foundation for excellence. In this final episode with MJ Insurance Chief Growth Officer and President of Benefits Consulting Andy Vetor, we explore how intentional routines enable us to maintain focus, energy, and impact across multiple demanding roles
Are Your Solutions Actually The Problem?
Ever notice how the more attached you are to someone's success (kids, friend, client, or prospect), the less likely they are to listen to and take your advice? Through stories from sales, leadership and parenting, MJ Insurance Chief Growth Officer and President of Benefits Consulting Andy Vetor talks about how slowing down and asking questions actually helps the other person take ownership of imp
Is Your Need to Prove Your Value Actually Destroying it?
Do you know what it's like to stay unwavering and fully committed to asking questions and seeking to understand the other person's perspective, versus sharing expertise or having all the answers? That powerful shift from no longer making yourself the lead character in the conversation, and instead allowing the other person to take on that lead role. This is exactly what long time client and friend
What Are You Really Running From?
Ever wonder how you can learn to embrace those uncomfortable moments? You know— the ones that light the path toward where you want to be headed verses where you currently are. Whether a difficult conversation, new routine, or some new action. In this episode, Pam and Dan break down: What's really happening in your head during those pivotal moments Why labeling something as "hard" versus "un
How To Release The Past To Create Your Future
When was the last time you felt truly confident in a high-stakes sales conversation—not just trying to project confidence, but actually feeling it? In this raw conversation, Kristie reveals what happened when she realized her "proven track record" wasn't good enough. You'll learn the exact process she used to recognize when she was operating from fear versus authentic confidence, specific techniq
What Is A High Performance Process? with Tim Filewicz
How do you fight off the anxiousness that floods in at times during your prospect and client conversations? The feeling that causes you to jump to solving, use filler words in moments of silence, and to back off of asking good, meaningful questions? In Part II of our conversation, Tim Filewicz shares his experiences in learning how to trust his voice of objectivity and detachment, and how he trul
How to Break Free from the Friend Zone with Tim Filewicz
How do you learn to trust a completely new approach or skill when the stakes are high? In this episode, Lockton VP Tim Filewicz shares how he transformed his mindset from seeking to be liked to embracing a peer to peer role, where the priority is to help his prospects and clients feel positive tension as they decide on change. You'll learn how to break free from the "friend zone" in your clien
Trust Starts with Permission to Walk Away
Have you ever noticed how hard it is to truly build trust with someone new—even when you come highly recommended? That's because we naturally hold people at a distance until we understand their intent. In this episode, Pam and Dan explore a counterintuitive truth about sales conversations. They break down why telling prospects they don't need to do anything with you—that "not moving forward" is
Stop Half-Assing Your Mindset
In this episode, Pam and Dan break down what real mindset preparation looks like, and why it matters - especially if you want better results from your conversations. Telling yourself to be calm, confident, or courageous is not enough. If it was, you'd already be having the more meaningful conversations and results. Listen in as Dan and Pam show you what it takes to develop real mindset strength—t
A New Approach To Setting Goals
Goals: Why do they frustrate so many of us? In this episode, Dan shares a different approach to setting goals designed to help you break free from the traditional goal-setting trap. We'll explore why the word "goal" itself might be holding you back, and discover a powerful framework that focuses on achievement, creation, and experience instead. If you're ready to transform how you think about and
SNIPPET: Mindset Drives Results
Have you ever walked into a sales meeting feeling perfectly prepared - research done, questions ready, value proposition polished - but still felt something was off? The reality is, research alone can only get you so far – mindset is the true catalyst behind every sales outcome, yet it is so often overlooked in our preparation. In this Snippet, Dan and Pam explore why traditional pre-meeting prep
Humility Drives High Performance
Today, people feel pressure to prove themselves on social media—sharing every win and accomplishment. Yet, the most successful people rarely feel the need to broadcast their achievements. When looking at who actually makes it in business long-term, there's one quality that stands out above all others: humility. In this episode, Dan and Pam explore why humility is the hidden key to high performance
Reshaping Your Inner High Performance Dialogue with Psychologist Rachel Turow
Sometimes, the thing that's holding us back from achieving that next level of performance isn't a lack of skill or ability – it's the voice inside our own head. However, with the right tools and practice, it is possible to strengthen your mindset so you can think clearly and decisively in almost any circumstance. In this episode of Breaking Sales, we're continuing Dan's conversation with Dr. Rach
High Performance Self-Talk with Psychologist Rachel Turow
Have you ever noticed a little voice in your head right before a big meeting, saying "Don't mess this up. Don't say anything stupid. Make sure they know how smart you are." That voice isn't just an annoyance; it's actually sabotaging your performance. In this episode, Dan sits down with psychologist and researcher Rachel Turow to explore the science behind self-talk and how it affects everything
Empathy is the Key to Building Trust
We've all been there – a conversation seems to be going well, when one comment or question causes everything to shift. The energy changes, walls go up, and what seemed like a productive discussion grinds to a halt. What made things go south? In many cases, it's a lack of empathy. In this episode of Breaking Sales, Dan and Pam dive deep into why empathy is the foundation of meaningful business rel
Taking the First Step Toward High Performance with Dr. Eric Potterat and Alan Eagle
This week on Breaking Sales, we conclude our eye-opening conversation on the psychology of high performance with Dr. Eric Potterat and Alan Eagle, authors of "Learned Excellence: Mental Disciplines for Leading and Winning from the World's Top Performers." In this final installment, we'll challenge some common misconceptions about excellence, explore the power of your social circle in shaping your
The Power of Mental Disciplines with Dr. Eric Potterat and Alan Eagle
What do Navy SEALs, professional athletes, and top sales professionals all have in common? On the surface, it may not seem like much. However, when you dig a little deeper, you'll notice a crucial commonality: They actively cultivate and practice learned mental disciplines to optimize their performance under pressure. In part two of our conversation with Dr. Eric Potterat and Alan Eagle, author
Unlocking Learned Excellence with Dr. Eric Potterat and Alan Eagle
For the 150th episode of Breaking Sales, we're welcoming "Learned Excellence" co-authors Dr. Eric Potterat, a leading performance psychologist who has worked with everyone from professional athletes to Navy SEALs; and Alan Eagle, a former Managing Director at Google and an executive communications consultant, to explore how excellence can be learned and is absolutely accessible to all of us, regar
Women Asserting in the Workplace
Have you ever found yourself walking a tightrope between being perceived as too aggressive or not assertive enough in the workplace? In this episode of Breaking Sales, Pam and Kristie share their perspective on assertiveness in the workplace. Drawing from their extensive experience as female leaders in male-dominated industries, they challenge common gender biases and explore the difference betwee
SNIPPET: Preparation Over Talent
Have you ever wondered why some salespeople consistently outperform others, even those who, on the surface, appear equally talented? High performance is not just about natural ability - it's also about the intensity and quality of preparation. Chances are, these top sales professionals are spending more time and energy preparing for their meetings than their peers. In this Snippet, Dan sits down
Familiarity Kills Performance
Have you reached your full potential? If you're a high performer, the answer should be a resounding "not yet." There's always room for growth, always another level to reach. Personal growth is a never-ending journey where we are constantly working toward becoming the next version of ourselves.The secret is learning how to embrace that change. In this episode of Breaking Sales, Dan and Pam dive dee
High Performers Need to Rejuvenate
It's no secret: many people in high-performance careers pride themselves on their work ethic. At first, the late nights, early mornings, and minimal sleep feel exciting and fulfilling. But as time goes on and they advance further in their careers, many begin to realize this approach isn't sustainable, or even productive in the long run. In this episode of Breaking Sales, Dan and Pam explore the cr
SNIPPET: Demos Are Often a Crutch
Has this ever happened to you? You walk into a sales conversation with your product demo ready. You've rehearsed your presentation to perfection, knowing every line and figure by heart, only to find your prospect is disengaged and uninterested in your production. There's a reason this didn't work: You made the conversation about yourself. Instead of approaching the prospect with curiosity and as
If You're Selling, You're Not Differentiating
Sales leaders often stress the importance of differentiation. But what if I told you that the conventional wisdom on how to stand out in sales conversations actually makes you sound more like everyone else? When have you ever heard a competitor of yours say to the prospect, "our resources aren't that good?" Differentiation isn't about having the most offices, the smartest people, or even the best
Turning RFP Presentations Upside Down
When was the last time you actually enjoyed responding to an RFP? The harsh reality is that buyer expectations are through the roof. The old playbook just doesn't cut it anymore. But what if there was a way to completely flip the script on RFPs? To turn them from a soul-crushing exercise into a chance to truly connect with your prospects? In this episode, Kristie and Dan dive into the mindset shif
SNIPPET: Asking Tough Questions
Are you brave enough to ask a prospect if they've tried fixing their problem with their current provider? Or does the risk that you could potentially lose a deal fill you with dread? Sales professionals often struggle with getting too attached in these situations, especially when they're excited about closing a deal. If you want to improve your sales conversations, you have to become very self-aw
What Are Your Prospects Actually Saying?
Have you ever felt a rush of excitement when a prospect says something positive about your sales conversation? That moment when you are sure you have it in the bag? Not so fast. In this episode, Dan and Pam explore a dangerous pitfall in sales - the temptation to hear what you want to believe, not what your prospect is actually saying. They'll dive into why labeling interactions as "good" or "bad"
SNIPPET: The Right Way to Build Rapport
Most salespeople approach rapport-building wrong, and here's why: they rely on superficial small talk that prospects can see right through, they abruptly switch from "rapport mode" to "sales mode," creating a jarring experience, or they assume rapport is only about finding common ground, when it's really about creating a much deeper connection. These mistakes don't just fail to build trust – they
Tough Questions Build Trust
What if the key to your success is hidden in the words you probably dread hearing most: "Can I give you some feedback?" For most people, those six words might cause your defenses to rise and your mind to race. But what if your mindset around feedback is actually a predictor of your future success? In this episode of Breaking Sales, Dan and Pam challenge the way professionals respond to feedback. W
It's Time To Create Positive Tension
Think about the most valuable feedback you've ever received, or that question that really helped you solve a problem by thinking both objectively and differently. Was there some level of discomfort at first? Did you have to lower your guard a little bit so you could objectively receive and debate either the feedback or the question? And more importantly, how did the experience impact how you felt
SNIPPET: Helping Your Prospects Think Critically
Are you comfortable asking the tough questions? Or do you find yourself holding back, afraid to rock the boat? That hesitation can be counterintuitive, as the ability to ask challenging questions may be the difference between closing a deal and watching it slip away. So how do you develop the confidence to push past your comfort zone and take the conversation into uncharted waters? In this snippe
Mindset Should Come From Within
What would happen if excuses and insecurities no longer held you back, and you were able to approach your prospecting with calm, confidence, and conviction? In this episode of Breaking Sales, Dan and Pam talk about how you can evolve your mindset and minimize annoying insecurities that hold you back. They cover conviction and how it can transform your performance, including why waiting for externa
SNIPPET: Sticking to Your Process
In this Snippet, Pam and Dan explore the power of process in transforming your sales results. You'll learn how to scale your prospecting efforts and build a consistent, high-performing sales machine. We'll break down how to tackle prospecting in an organized, consistent way, and why daily habits reduce stress. If you're ready to take your sales game to the next level, listen to this snippet, and
The Real Prospecting Silver Bullet
More and more salespeople are spending too much time and energy trying to find the perfect prospecting message—a silver bullet that guarantees success. The truth is that the real key to effective prospecting is not in the message itself, but in how we frame our goals and expectations. You can't control most things in life, including how your prospect responds to your messaging. However, there are
How to Create Freedom With Your Calendar
Are you spinning your wheels, feeling like you never have enough time? Think having a wide-open calendar would mean more freedom? Think again. Dan and Pam are about to challenge everything you thought you knew about managing your time. Resident time-management expert Pam sits down with Dan to unpack two crucial questions: 1. Does your schedule represent where you are today, or where you want t
The Myth of Sales Effectiveness
There will be a time where enough is enough. When all of us in sales look back and say, "What were we thinking?" And we ask, "Why would anyone accept a 20 percent win standard from 20 percent of the population?" Let's start questioning the sales norms and redefining how we measure success. It will be up to you to decide what level you'll play at. Will convention and the current misguided "ex
SNIPPET: The Relationship Between Trust and Competence
If you had one chance to build trust with someone, would you choose the path of sharing your competency or seeking to understand their point of view? Common sense would dictate that most will choose "seeking their point of view," but why then during conversations does it so often switch? How many times have you caught yourself telling the other person what they should do, or sharing your expert
Rethink RFPs
It's no secret: many salespeople dread participating in RFPs (request for proposals). Many feel they are unfair, unclear, inefficient, and otherwise difficult. However, with more businesses adopting RFPs as part of their decision-making process, it's crucial that sales professionals know how to approach them. More importantly, the problem may be less about the process and more about your mindse
Your Strength Is What You Can Control
While control provides us with a sense of comfort and security, it doesn't benefit us to keep an iron grip on every aspect of our lives. If you want to create something new, different, or special in your life, you'll have to learn to embrace things that you can't control and trust what you can. In this episode of Breaking Sales, Kristie and I discuss different perspectives on control, and how t
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