Breaking Sales

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 conversations.    In Part 1 of this two-part series on mastering the art of closing without closing, Dan and Pam challenge everything you thought you knew about closing sales—namely, that you get what you put in. They break down the three phases of decision-making prospects go through, reveal why your urgency to close actually delays deals, and explain why being trusted matters infinitely more than being liked. You'll discover why positive tension is essential for change, and how to create it without being self-serving.  

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 she couldn't, and started creating space for her clients to reach their own conclusions.  Whether you're struggling with work anxiety, feeling frustrated by stalled deals, or trying to build more authentic professional relationships, Emily's practical wisdom might help you find more fulfillment and success in your sales journey.   

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 recognizing that her success had come despite her attachment and scarcity mindset, not because of it. Whether you're in sales, leadership, or any field where relationships matter, Emily's journey offers a refreshing alternative to traditional performance advice and a roadmap to more meaningful client engagements.  

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 stop wasting the ample personal time you have available each day and discover why the average employee is only productive for less than 3 hours in an 8-hour day. If you're ready to stop being average and start making real progress toward your goals, this conversation will transform how you think about and use your most valuable resource: time.  

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 labeling interactions as "good" or "bad."  This episode will transform how you approach questioning in sales conversations and help you create the ideal conditions for prospects to share what's truly on their minds.  

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 positive force in sales dialogues. Discover how acknowledging and letting go of these inherited patterns can dramatically improve your effectiveness in challenging conversations. Plus, learn why creating positive tension is one of the most valuable services you can provide to prospects and clients. 

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 and Kristie share three practical adaptations that transform performance without adding stress: controlling only what's controllable (mindset, effort, actions); committing to non-negotiable work regardless of immediate validation; and separating professional responsibilities from personal identity. Using real-life examples, from sales outreach to fitness commitments, Dan and Kristie provide a framework for advancement that eliminates the weight of constant catch-up.   This episode offers practical wisdom for anyone looking to elevate their performance while eliminating the psychological burden that typically accompanies professional growth.  

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 improve, yet they've convinced themselves that their own development stopped being necessary years ago. In this brutally honest continuation of their previous discussion, Dan and Pam expose the career-limiting belief that's preventing even top performers from reaching their next level: the dangerous assumption that training is only for beginners. If you're satisfied with your current results, this episode isn't for you. But if you suspect you're capable of more and are willing to confront some uncomfortable truths about your approach to your craft, this might be the most important 20 minutes of your sales career.  

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.  Through powerful examples—from daily thank you notes to running through chemotherapy—Andy demonstrates how routines become the backbone of resilience and purposeful leadership. Whether you're looking to elevate your sales performance, leadership impact, or personal growth, this conversation offers practical insights for making your daily habits work for you.  

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 improving or making a change, and touches on the magic of helping them connect what they might gain or risk with the actions or non-actions that they are debating.  

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 Andy Vetor, Chief Growth Officer and President of MJ Benefits Consulting has done throughout his career as a top producer and leader.  Warning, if you've convinced yourself that competency is how you build trust and win business—you won't like this episode.   

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 "uncomfortable" changes everything How to stop letting your primal brain run the show Practical ways to build mental toughness one moment at a time The difference between being "good" and being a true professional   If you're tired of letting important moments slip by and ready to start showing up differently, this episode will change how you think about those daily choices that ultimately alter your path.  

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 techniques for quieting the voice of self-doubt, and why examining the beliefs you formed long before your sales career is crucial to breaking through to the next level. Whether you're hitting your numbers but feeling “imposter syndrome,” or sensing your past standards are no longer good enough, this episode may help you realize you're not alone, and that there might be some things you can do to free yourself from the internal voice that wants to hold onto the past, and hold you back.  

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 truly had to learn to let go ofimmediate gratification and focus on the moment, not the results.   You'll learn his specific morning routine, how he preps his mindset before important meetings, and what he tells himself to stay focused when things get uncomfortable. Whether you're in sales or leadership, you'll discover practical strategies for building and trusting a process that works under pressure—even when your instincts are telling you to fall back on old habits.

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 client conversations and trust your new process, even when it feels uncomfortable.  

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 perfectly acceptable—actually increases your chances of having an open, honest dialogue. You'll learn how this simple shift in approach can transform your interactions, whether you're in sales, leadership, or even parenting.  

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—the kind that lets you stay present, stay curious, and keep serving your prospect even when things don't go the way you hoped.  

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 pursue what you want in life - whether that's in sales, leadership, or your personal growth - this episode will give you practical tools and mindset shifts to make it happen.  

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 often misses the mark, and how shifting your mindset can transform your entire approach to sales conversations. If you're ready to discover the power of mindset and learn techniques that can dramatically improve your conversations, listen to this Snippet, then scroll back to Episode 118, How to Activate Your High-Performance Mindset, to hear the full discussion.

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. You'll learn what true humility looks like in business and relationships, and why it actually has nothing to do with downplaying your talents. We'll break down the specific behaviors that set humble high performers apart, and why all the success in the world doesn't entitle any of us to special treatment as human beings. If you want to understand how humility can transform your relationships and results—not the fake kind we see on social media, but the real deal—this episode is for you.   

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. Rachel Turow, a psychologist who studies how our inner dialogue impacts our ability to connect with others and perform under pressure. Rachel and Dan explore how that instinct to judge – that primal need to categorize everything around us – shapes our performance and relationships. They dig into research-backed strategies for shifting from harsh self-criticism to productive self-talk. Whether you're struggling with difficult conversations, meeting with prospects, or navigating any high-stakes interaction, you'll learn practical techniques for letting go of judgment so you can think more clearly and build deeper trust. If you're ready to discover how changing your inner dialogue can transform your outer results, stay tuned.   Links:   Read the Self Talk Workout: https://www.rachelturow.com/home/self-talk-workout    Visit Rachel's Website: www.rachelturow.com

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 from sales performance to our relationships.  You'll learn why 94% of our thinking is routine, why most of it is negative, and most importantly what you can do to change those negative thoughts and thus your behavior.  If you're ready to understand how your mindset might be holding you back and what you can do to perform at a higher level, stick around.  

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 relationships. They'll explore real examples of empathy in action, and how abandoning the empathetic approach can lead to disaster. They'll also discuss why even experienced sales professionals struggle to inject empathy into their conversations, and how this impacts their ability to build trust with prospects. This episode will challenge you to reconsider how you approach customer conversations and teach you how to create genuine connections that enable trust to flourish far more than a layer of superficial warmth would ever allow. Get ready to discover why empathy might be the most powerful—and most misunderstood—tool in your sales arsenal.  

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 success, and unpack the ABC model that top performers use to manage their thoughts and reactions. Eric and Alan also share their expert recommendations on how you can take those first steps towards improving performance, providing some surprisingly simple strategies that can make a big difference. Read “Learned Excellence” here: https://a.co/d/9vQiv2I

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, authors of "Learned Excellence: Mental Disciplines for Leading and Winning from the World's Top Performers,” we'll explore crucial topics like curiosity, reflective thinking, and adversity tolerance—skills that are essential for success in any field, but especially in sales and leadership.    We'll unpack how top performers use visualization techniques, breathing exercises, and pre-performance routines to prepare for high-stakes situations.    Whether you're gearing up for an important sales call, a crucial presentation, or leading your team through challenging times, Eric and Alan's insights will help you elevate your game. Read “Learned Excellence” here: https://a.co/d/9vQiv2I

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, regardless of our field or stage in life.  We'll examine the mental disciplines that drive high performance, how to strengthen adversity tolerance, and how the power of identity drives elite performers.   If you're ready to understand what truly drives excellence and how you can apply these principles in your own life and career, this episode is a must-listen.  Read “Learned Excellence” here: https://a.co/d/9vQiv2I

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 between assertiveness and aggression. You'll discover how personality type affects your natural level of assertiveness, and learn tactics designed to help you develop this essential leadership skill. Pam and Kristie share practical strategies for delivering confident, direct communication while maintaining authenticity and building trust. Listen in as we unpack the art of confident communication and learn how to match your assertiveness to any situation.  

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 with Nick Hardwick, former Center for the San Diego Chargers, to explore the parallels between preparing for a high-stakes football game and preparing for crucial sales meetings. They'll dive deep into why talent alone isn't enough to succeed in the long run, how to build systems that position you for greater success over time, and preparing for the unexpected so you can stay flexible when the game (or sales conversation) changes. Nick's insights from the world of professional football will challenge you to rethink your approach to sales preparation and give you practical strategies to elevate your game. Ready to transform your sales preparation and performance? Listen to this snippet, and then scroll back to Episode 10, Preparing to Win with NFL's Nick Hardwick, to hear the full conversation on the power of preparation in high-stakes situations.

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 deep into the power of change and experimentation. They'll explore why experimentation is crucial for personal and professional growth, and how it can help you reach that next level of performance. We'll break down the mindset shifts needed to embrace change, and why being willing to make mistakes is essential for learning and growth. You'll learn how to approach change as a game of creation, and discover practical exercises to visualize and work towards your future goals.  

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 critical importance of rejuvenation and grounding for high achievers and why taking time to recharge isn't just a luxury—it's a necessity for maintaining clarity and avoiding burnout. You'll discover how small, intentional habits can make a big difference in your overall well-being and productivity, the hard choices that come with prioritizing rejuvenation, and why being deliberate is so critical to avoiding burnout. Dan and Pam even share their personal methods of mental and physical rejuvenation, from evening walks and classical music to early morning workouts and prioritizing sleep, as inspiration on how you can make a change in your life. Tune in if you're ready to transform your mindset and boost your performance without sacrificing your well-being.  

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 asking questions about their business, you relied on a rehearsed demo presentation that didn't require you to step out of your comfort zone and engage with the prospect on their level. So how do we fix this? In this snippet, Dan shares why relying on your demo, though tempting, can hurt your ability to connect with your prospects and close the deal. We'll explore why this leads to missed opportunities and misaligned solutions, and how you can adjust your mindset to better serve your prospect's needs, not your own need for comfort and security. Listen to this snippet, and if you liked it, scroll back to episode 42, “Disqualifying You Is Easier” to hear the full conversation.  

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 product. True differentiation has to come from within you - how you show up mentally. In this episode of Breaking Sales, Dan and Kristie dive deep into what it takes to stand out in a crowded marketplace. They'll challenge the conventional wisdom about differentiation and explore why your mindset matters more than any feature or benefit you can tout. How it's often your ability and willingness to ask the questions others are afraid to ask.   

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 shift that can help you disrupt the RFP game, challenging everything you think you know about the process. What if instead of a scripted song and dance, you could have a real dialogue? What if you could build trust by being radically honest? And what if setting clear boundaries actually led to more success? Dan and Kristie break down exactly how to approach RFPs in a whole new way. One that keeps you objective, strategic, and focused on what really matters: helping your prospects make the best decision possible. If you're ready to throw out the old RFP rulebook and try something that might just transform your entire sales approach, listen in.  

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-aware about this tendency, and remind yourself that your attachments and insecurities aren't serving anyone's best interests. In this Snippet, Dan explores how adopting this mindset can help you build trust with insurance industry leader Danielle Lombardo. You'll learn how to shift your focus from closing at all costs to truly serving and understanding potential clients, focusing on creating long-term trust instead of short-term gains. If you're ready to challenge what you think you know about sales tactics, listen to this snippet, then scroll back to Episode 3, Breaking the Sales Mindset with Danielle Lombardo, to hear the complete discussion on avoiding these common sales conversation pitfalls.

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" can sabotage your efforts, and how to stay objective even when things feel optimistic. You'll learn why "buying signals" might not mean what you think they do, and how to keep pushing for deeper understanding instead of settling for surface-level positivity. Dan and Pam break down real examples of sales conversations gone wrong, and give you strategies to avoid the same mistakes. Prepare to challenge your assumptions, and learn how to avoid disappointment by listening with more curiosity.  

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 actively damage it. In this snippet, we revisit Dan's conversation with David Thompson, a master interrogator who shares his expert insights on building rapport. David reveals how to weave rapport throughout your entire conversation, how to be a human first and a salesperson second (and why this distinction matters), and techniques from high-stakes interrogations that can transform your sales approach. Plus, we'll explore the power of strategic questioning and why assuming you understand a prospect's needs is a dangerous game. After listening, scroll back to Episode 18, Questions that Build Trust with David Thompson, to hear our full conversation on dialogue and trust in sales.

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. We're diving deep into why most people run from criticism, while the top 1% of performers crave it. You'll discover how your instinctive reaction to feedback might be sabotaging your career, why you're probably not as self-aware as you think, and how to transform criticism from a threat into your secret weapon for growth. If you're ready to embrace discomfort and unlock a new level of performance, this episode is for you. It's time to stop running from feedback and start running towards it.

Have you ever left a sales conversation feeling like you barely scratched the surface? That's a sign that you may be missing one crucial element: positive tension. It's the art of asking questions and making observations that may be uncomfortable, but challenge your prospects to think differently and explore new ideas and possibilities, which helps build trust and allows them to see their situation more clearly. In this episode of Breaking Sales, Dan and Pam dive deep into why creating positive tension is crucial for transformative sales conversations. You'll learn why your prospects need to feel tension to seriously consider change, techniques for framing tough questions in a way that builds trust, and how to find your authentic voice when discussing sensitive topics. If you're ready to take your sales conversations from surface-level to truly impactful, this episode is for you.  

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 snippet, Quinn Damon and Dan explore the art of asking tough questions, and Quinn shares a pivotal moment in his career where a single, well-crafted question turned the tide in a sales conversation. If you're ready to learn how to ask the questions that truly matter to your prospect, listen in, and then scroll back to episode 44, “No Shortcuts to Sales Success” to hear our full conversation on mastering the art of tough questions.

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 external factors to boost your confidence is a losing game, and how you can get results by manufacturing that "I don't give a sh*t" attitude.  This conversation might just be the wake-up call you need to break through to your next level of achievement.  

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 then scroll back to Episode 12, Prospecting: The Missing Link to hear the full conversation.

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 four things you can control:  Your mindset, effort, actions, and consistency.  In this episode of Breaking Sales, Pam and Kristie dive deep into the mindset traps that hold us back, and the opportunities to change our approach—and thus, our results. Whether you're a seasoned pro or just starting out, get ready to reconsider everything you think about prospecting.  

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 to be tomorrow?  2. Are your calendar practices an asset or hindrance?     They dive deep into how top performers use their calendars as powerful assets, common misconceptions about scheduling that might be sabotaging your success, and how to transform your relationship with time. You'll find out why having the discipline to plan and stick to a schedule isn't just about getting more done. It's about safeguarding your promises—to yourself, your team, and your clients. Whether you're in sales, leadership, or any field where performance matters, this episode is your roadmap to next-level productivity.  

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 “expertise” keep you stuck, or will you have the conviction to challenge and carve your own path?   In this episode of Breaking Sales, Pam and Dan start to debunk the myth of sales. They move past the temptation to standardize and label prospects, push past closing ratios, and get to the heart of the matter—how to tear into that other 80 percent.  

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 expertise and experience hoping they adhere to your advice?  This snippet revisits Dan's conversation with Kent Grayson, an associate professor and researcher at the Kellogg School of Management and an expert on trust and authenticity in the marketplace. Kent and Dan unpack an analogy that demonstrates why competence in and of itself is not enough to build trust. To hear the full episode, scroll back to episode 96: Evolving Trust with Kent Grayson.

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 mindset.    In this episode of Breaking Sales, Dan and Pam discuss adopting a mindset that will help you to disrupt RFPs, and what tools and tactics can be used to help organizations in their decision-making during the RFP process.  

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 to develop a healthy mindset around it. The conversation also explores how trying to control too much can cloud our judgment and prevent us from making good objective decisions.  

How do we make sure we remain accountable to ourselves and our commitments when faced with discomfort?   Continually evolving ourselves and our mindset is essential to propelling our lives, careers, and businesses forward. Sustainable change requires a steady adherence to processes and principles that may sometimes be uncomfortable, but encourage long-term personal growth.    In this episode of Breaking Sales, Pam and Kristie explore what it takes to be accountable to oneself, and why this practice is one of the most important contributors to high performance.  

Language is one of the single most important factors in shaping human behavior and psychology. The words we choose dictate how we think, how we behave, and what experiences we have, positive or negative. How do we use our words to control our own thoughts and approach new situations with clarity and confidence?     In this episode of Breaking Sales, Dan continues his discussion with Dr. George S. Everly Jr., a highly accomplished psychologist, researcher, and author. We discuss the relationship between language and psychology: How self-talk helps us find courage and strengthen our tolerance for rejection or failure. We also discuss how questions help build trust and create new possibilities.  

High performers often cite their routines and sleep habits as essential ingredients to improving cognitive ability, productivity, and other aspects of performance. It's no different when we think of having meaningful conversations as leaders, teammates, or sales professionals. Powerful communication is no accident, and it can be learned.    In this episode of Breaking Sales, Dan continues his conversation with Dr. George S. Everly, Jr., a prolific researcher and author. George and Dan discuss how we can maximize our conversations and interactions with strong cognitive function through routine, sleep, exercise, and support.  

Have you ever wondered what it would take to add some cognitive and behavioral horsepower to your routines and activities? Or what really influences the choices that you make?    In this episode of Breaking Sales, Dan sits down with Dr. George S. Everly, Jr., a highly accomplished psychologist, researcher, and author whose work spans multiple scientific disciplines. The conversation explores the neuroscience behind decision-making, reframing your mindset to be more conducive to what you want to achieve, and what you can do to maximize your cognitive power.