Shows
Breaking SalesThe Price of Reaching Your PotentialHoward 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 yourself with people who operate at a higher level is non-negotiable for growth. Dan also shares the details of his brutal early sales journey, and the uncomfortable practice that became the foundation of h...
2026-01-1920 minBreaking SalesStaying in the Game When Conversations Go SidewaysWhat 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 first coaching client after sixteen months of failures, Dan demonstrates how conversation resilience converted apparent rejection into a closed deal. You'll discover what it actually takes to stay engaged in conversations when your instinct screams to retreat, apologize, or...
2025-11-0317 minBreaking SalesAre 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 hard isn't about being difficult—it's about being responsible, and why your role isn't to solve for prospects, but to help them figure out if there's anything worth solving for....
2025-08-1831 minBreaking SalesSay Less To Get More: Embracing The Power Of Silence In ConversationWhen 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 sh...
2025-03-3123 minBreaking SalesHow to Break Inherited Patterns: The Psychology Behind Sales PerformanceWhat 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...
2025-03-2416 minBreaking SalesDo 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 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 i...
2025-03-1727 minBreaking SalesAre 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 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 pr...
2025-03-1011 minBreaking SalesStop Half-Assing Your MindsetIn 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.
2025-01-0626 minBreaking SalesReshaping Your Inner High Performance Dialogue with Psychologist Rachel TurowSometimes, 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...
2024-12-0924 minBreaking SalesHigh Performers Need to RejuvenateIt'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 di...
2024-10-0721 minBreaking SalesTurning RFP Presentations Upside DownWhen 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...
2024-09-1723 minBreaking SalesWhat 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" can sabotage your efforts, and how to stay objective even when things feel optimistic. You'll learn why "buying signals" might not mean what...
2024-09-0318 min
Breaking SalesHow to Create Freedom With Your CalendarAre 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 pow...
2024-07-0821 min
Breaking SalesSNIPPET: The Relationship Between Trust and CompetenceIf 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 Kel...
2024-06-2406 min
Breaking SalesRoutine and Cognitive Function with Dr. George S. Everly, Jr.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.
2024-05-2016 min
Breaking SalesStop Labeling Conversations As BadOur innate instinct to label things as bad may have worked to protect us 20,000 years ago, but it often works against us in today's modern world. How are people that work in the most high-stakes roles able to keep their composure despite the elevated sense of urgency? In this episode of Breaking Sales, Dan shares how his recent conversations with pediatricians treating the sickest children have continued to shape his thinking around the power of detachment. Dan and Pam discuss how these extreme examples of using detachment can be very useful in h...
2024-04-2923 min
Breaking SalesThe Attributes of a Successful Leader with Stephen ShedletzkyIn this episode, Dan explores the attributes that define successful leadership with author and speaker Stephen Shedletzky. Stephen is an expert on building "Speak Up Cultures," which is the idea that a team is most successful when its members are willing to share their ideas openly and without fear. Stephen and Dan discuss this philosophy, as well as why self-awareness, benevolence, and curiosity are critical to successful leadership.
2023-10-0941 min
Breaking SalesExactly What Is Mindset?In this episode of Breaking Sales, Dan and Pam discuss the concept of mindset as a setting. Expanding upon a definition provided by David Yeager and Andrew Huberman, which describes mindset as the way we collect, filter, and codify information, Dan and Pam take a deep dive into mindset and how it relates to routine, control, and safety. Listeners will also learn how to avoid common pitfalls that can lead us into a poor performance mindset, as well as why we need to practice the three foundations of a high-performance mindset regularly to make it a competitive strength.
2023-09-2521 minBreaking SalesDan Lappin RawWhile we often discuss the shortcomings of low-intent mindsets, what does this look like in practice? Why does low intent get the better of so many professionals? In this episode, recorded live at a speaking event, Dan presents a fictional scenario to demonstrate how low intent mindset turns prospects away and lets down those who use it.
2023-05-0109 minBreaking SalesGiving People What They Need with Dr. Nicole Fisher RobertsWhether the goal is to find common ground or show our merit through raw expertise, salespeople need to meet prospects at their level in order to be successful. As a senior non-profit leader and contributor to Forbes, Dr. Nicole Fisher Roberts knows this well. Nicole is the Executive Director of Feed A Billion, an international nonprofit that feeds girls around the world to prevent food insecurity, exploitation, and trafficking, and the founder of Health & Human Rights Strategies, an international institute that works to promote the advancement of health care and human rights. In this two-part one-on-one i...
2023-01-0238 minBreaking SalesDan's Mystery Speaking EventEffective outreach is hard. You must be consistent, confident, and courageous to connect with people. The best outreach also includes honesty and transparency. Join Dan and Pam on this week's podcast as they break down an attempt to get Dan interested in a service, where flattery and hyperbole were used, and why it didn't work. Remember, when it comes to outreach, you get what you put in.
2022-11-1405 minBreaking SalesYour Mindset Impacts Your Results: Part 2Your mindset impacts your results. In this second part of a three-part series, Dan and Pam talk about how the questions you ask are a dead giveaway of the mindset you're in. Listen in to test your own methodology for questioning your prospects against Dan and Pam's advice, and identify whether you're projecting scarcity or abundance with the questions you ask.
2022-10-3115 minBreaking SalesSNIPPET: You're tracking your pipeline wrongIf you're calculating your pipeline wrong, then your business is at stake. That's why Dan is setting the record straight on pipeline in this snippet episode. Listen in to hear Dan share how he calculates pipeline for maximum accuracy—and, as an added bonus, his method is going to boost your relationship with your prospects, too. To hear the rest of the conversation, listen to Episode 26: Are You Measuring the Wrong Things?
2022-09-2610 minBreaking SalesBreak the pattern of BS outreachOutreach cadences have become ridiculous. Sometimes it takes 14, 16, 18+ messages to get a meeting. Why is that? Bad outreach cadences like the one in this episode. In today's 180 Conversations, Dan and Kiley share a painstakingly lengthy one-way outreach cadence that ends in Dan begging it to stop before Kiley is even halfway through. Listen in to hear why it's more important than ever that you break the pattern of BS outreach.
2022-08-2208 minBreaking SalesWinnie for the WinIf you want your prospect to take you seriously…don't impersonate your pet. Listen in to this 180 Conversation as Dan and Kiley share an anonymous email that will have you laughing and learning.
2022-08-0103 minBreaking SalesDoes Your Prospect Seek or Resist Change?Have you ever wondered what your prospects think about change? Are they open or closed? How much is too much? In this episode, Dan and Kiley share a question strategy that can give you tremendous insight into your prospect's ability to embrace and pursue change.
2022-07-2510 minBreaking SalesSNIPPET: Your smallest habits are keeping you from your goalsThe smallest actions turn into habits. Those habits make or break your progress toward your goals. Shifting your mindset to commit to the small things spills over into the larger things, and before you know it, your goals are crushed. Listen in as Dan & Kiley discuss what it takes to make your goals happen. To hear the full conversation, listen to Episode 54: Four Paths to Transform the New Year.
2022-07-1808 minBreaking SalesThe Power of QuestionsQuestions can be powerful—are you using them to their full potential? Two things influence how you ask questions in a meeting with a prospect: your mindset and the outcome that you expect. Are you asking questions so you can find an angle to tee up your solution, or are you asking questions that help your prospect think through what they need to in order to evaluate change? Listen in as Dan and Kiley discuss how to ask questions that motivate your prospect to think.
2022-07-1117 minBreaking SalesSNIPPET: Meaningfully Engage With Your ProspectsEmpathy leads to meaningful engagement. In order to gain their trust, you have to help your prospects objectively debate whether or not their current state is still serving them–and in order to do that effectively, they have to know you're there to help first, not sell. Listen to this snippet to hear Dan and Kiley talk about how important solid listening and question-asking skills are for your first conversation with a prospect. To listen to the full conversation, check out Episode 1: Your Prospect's Point of View
2022-06-2705 minBreaking SalesClosing Your Outreach with Detachment In today's 180 Conversations Dan and Kiley share an informative cold outreach email that has some good elements and some areas for improvement. Listen in for tips on how to end your outreach in a way that will make prospects feel comfortable jumping into the sales process.
2022-06-1305 minBreaking SalesThe Relationship Between Trust and RiskYour prospects don't know you. They don't know if you're there to really help them or just make a sale. Before you can even think about pitching them some kind of solution, they need to trust you and know that you've got their back. Doing this out of order can cause distrust and actually add to the potential risk that they perceive. Ultimately, it will result in them staying the course and maintaining the status quo without making a change—even if they really do need to do something different. Listen in as Dan and Kiley discuss the relationship be...
2022-06-0624 minBreaking SalesLazy Language Could Be Killing Your OutreachAre you using unnecessary or misleading phrases in your prospecting outreach? You might be and just don't know it. In this 180 Conversation, Dan and Kiley share what happens when you choose phrases and adjectives that don't further your objective. And don't worry, they've got suggestions to help you avoid these pitfalls.
2022-05-3105 minBreaking SalesSNIPPET: Introducing Snippets + Which player are you?Sometimes you just need a short burst of inspiration in your day. Enter: Snippets. These short episodes will give you a quick hit of challenging, insightful information that will inspire you to be better in your day-to-day. In this first Snippet episode, Dan is asking: which type of player are you? Are you an A player, who challenges themselves farther, faster, and better–without the need for trophies; Are you a B player, who is a high achiever, but struggles with complacency; Or, are you a C player, who is always looking for the next finish line an...
2022-05-2306 minBreaking SalesWhen's the Last Time You Tested Yourself?Have you ever looked in the mirror and questioned your success or how you created it? You created expectations and standards for how your conversations should flow, how to judge conversational progress (good or bad), and defined an endless list of "do's and don'ts." In some circles, you are considered successful. But it's a road less traveled –and few do – when you consider giving up the familiar for a new approach. Listen in as Dan and Kiley talk with Mike and Sean, their client from the management consulting firm, PointB. They learned to bet on themselves and their teams usin...
2022-05-1633 minBreaking SalesBehavior Over SkillSuccess in sales begins and ends with your ability to connect with prospects in need of your offering. Some circles call it hunting. Others prefer a more distinguished description – business development. Experts everywhere tell you what, how, and when to do it. Consistency is key. Here's the bottom line: if you want to get better at connecting with prospects, think and manage your behavior. Listen in as Dan and Kiley walk you through eight innate human behaviors that hold the key to better and more consistent outreach performance. Several will surprise you.
2022-05-0924 minBreaking SalesReach Out With RelevanceAre you making assumptions that could agitate your prospects? In this 180 Conversation, Dan and Kiley break down a set of email outreaches that might not sit well with the recipient. If you have ever used the phrase, "…maybe this isn't a priority for you right now" then this episode is for you!
2022-04-2512 minBreaking SalesKermit the Frog Killed Your OutreachDo you have expectations of your prospects? In this 180 Conversation, Dan and Kiley share what happens when you expect a response from your cold outreach. In the end, your expectations may be killing your chances of getting a response.
2022-04-1104 minBreaking SalesSharing Your Credentials Can Damage Your CredibilityCredentialing yourself is about elevating yourself on a pedestal. It mostly happens when pride collides with insecurity. Instead of impressing the recipient, it leaves them feeling skeptical and unimpressed. If you want to impress, double down on your questions and learning. Take a genuine interest in the other person. In this episode, Dan and Kiley explore the issues with credentialing and break down the five things you should do before sharing your accomplishments with the prospect.
2022-04-0419 minBreaking SalesDoes Your Outreach Sound Like You're BeggingAre you using language that makes you sound desperate in your prospecting outreach? In this 180 Conversation, Dan and Kiley share a prime example of what it looks like when you show up trying to convince, persuade, or push your prospect. Spoiler alert–it doesn't get you a meeting.
2022-03-2804 minBreaking SalesFive Behaviors That Will Change the GameTired of asking questions and receiving surface-level answers? This episode is for you. Over the past three years, Dan has listened to 100s of recorded prospect conversations, and behavior trumps skill. Yes, it's critical to prep your questions before any conversation so you have a roadmap of what you want to learn. But it's your ability to become self-aware and self-regulate five specific behaviors that forever changes the effectiveness of your questions – what you learn and how those questions build trust between you and your prospects. Listen in as Dan and Kiley blow the lid off of asking better qu...
2022-03-2217 minBreaking SalesChoosing a Chicken Sandwich over CredibilityDo you sacrifice your credibility to make your outreach stand out? In this 180 Conversation, Dan and Kiley break down an outreach that starts out promisingly but ends with a chicken sandwich. Confused? So was the prospect. Listen in as Dan and Kiley explore what happens when you try too hard to stand out and why using frivolous tactics is never the solution.
2022-03-1404 minBreaking SalesBuilding Trust with a Hesitant Prospect with James ChalmersWhat do you do when a prospect says they're not willing to share information with you? In this Conversation Dissection, James Chalmers, Senior Advisor at Moneta, joins the show to share his experience with a distrusting prospect. As Kiley and Dan take James through the exercise, they explore how you can proceed with empathy and detachment in these interactions, while paying attention to the red flags you're feeling along the way.
2022-03-0731 minBreaking SalesWhen the Need for Control Holds You BackWhat would happen if you could seize the moment instead of squandering it? Instead of contemplating all the things that could go wrong when you risk reaching out to a prospect, ask an important question, or push back in a conversation – think deliberately about what could go right. In this episode, Dan and Kiley discuss how to experience a steadier grip in the moment to push yourself, expand outreach, and drive conversations forward. Avoid the habit of hesitating and pulling back – making the moment the enemy. Empower yourself to let go of short-term control and comfort, so you can minimize long...
2022-02-2817 minBreaking SalesGood Cadence, Bad ContentWhat happens when your cadence is well-timed, but your content misses the mark? In this lively 180 Conversations episode, Dan and Kiley analyze a series of two emails to demonstrate how your approach can minimize the prospects' perception of your value and expertise – and get them to ignore your outreach. Hint: stop making the outreach about what you want – no one cares. Your prospect only cares about the things that matter to them and surrounding themselves with people who have their back.
2022-02-2107 minBreaking SalesBefore and After: Refining Your OutreachWith email outreach, a few important tweaks can radically transform your results. In this 180 Conversation, Kiley shares the before and after versions of a client's prospecting email, while Dan breaks down the adjustments to highlight what works and what doesn't lead to better engagement.
2022-02-0704 minBreaking SalesFailure: The Building Blocks of SuccessYou can take failure and identify with it as a permanent label or use it as nothing more than temporary feedback. Focusing on failure causes failure. The more you measure your worth through an outcome, the more pressure you place on yourself, and the higher the likelihood of procrastinating the actions you need to take to achieve success. In this episode, Dan takes a quick deep dive on reframing your perception of failure to help you embrace it as part of your high-performance journey.
2022-02-0113 minBreaking SalesGetting Comfortable with Uncomfortable Conversations with Jacob BobekIf you want your prospect to consider making a change to you, they're going to have to embrace some discomfort as they think differently about their business. Think of your own life and business. Do you solve all of the issues that cause you pain? Of course not. Sometimes, it's easier to live with what you know versus what you don't. The familiar versus the unknown. Your prospects are the same. Listen in as Dan and Kiley dissect a real deal with a client who needed to get comfortable making their prospect uncomfortable. If you're having comfortable conversations, your prospect...
2022-01-2421 minBreaking SalesOutreach Automation DisasterWould you refer business to someone you've never met or spoken to – not knowing anything about their reputation or character? When your first touchpoint is asking someone to network, it can give the impression of scarcity. The approach might attract other scarcity-minded professionals, but it rubs others the wrong way. In this episode, Kiley and Dan share a similar experience of someone who wanted – but failed – to connect with them due to their odd, automated outreach approach.
2022-01-1006 minBreaking SalesActivate a High-Performance MindsetWhen it comes to high-pressure sales conversations, your mental game is everything. Have you ever wondered how elite athletes and other top performers can quickly bounce back from mistakes to perform in the clutch? Let's take the mystery out of mindset. In this episode, Dan and Kiley reveal the power of anchor and activation thoughts to influence how you react or respond in prospect meetings. Listen as Dan shares some of his own activation thoughts for performing in the clutch with high intent, abundance, and detachment.
2022-01-0315 minBreaking SalesWhy Your Process is More Important than Your GoalsWhere you find yourself 12 months from now is up to you. For most people, New Year's resolutions are made to be broken. Without a plan or process in place to achieve success, it's easy to quit, make excuses, and fail. In this episode, Dan and Kiley offer meaningful suggestions to get more out of your business (and life) in the new year. It begins and ends with the process you build and hitting incremental milestones along the way. Remember, you can't control your results – but you can control your process.
2021-12-2117 minBreaking SalesThe Catalyst to ChangeHave you ever had a sales experience where it was so obvious that your prospect would be better off making a change to you – but they didn't? In this episode, Dan draws a parallel to sales from a story in Chip and Dan Heath's book, The Power of Moments. The story is a powerful example of how the obvious can be hard to see when habits, biases, and perceptions go unchecked. Discover how the positive tension you create with your questions will always outperform your demo and presentation
2021-12-1415 minBreaking SalesFour Paths to Transform the New YearSetting and pursuing goals can be tedious. To change your results – you first have to change the way you look at things. Simply committing to more discipline, hard work, and a better attitude isn't going to cut it. In this episode, Dan and Kiley go deep on four transformational paths that will add energy, fulfillment, and momentum toward whatever it is you want to achieve or experience in 2022. Listen in as they share their own experiences on what drains energy and what ignites it. The best part? You decide what, when, and how often – one step at a time.
2021-12-0626 minBreaking SalesStop-Start-Continue: An Exercise to Gain ClarityThe end of the year is a natural time to pause and reflect on your performance – what went well, what didn't, and what you want to continue. In this 180-episode, Dan tells Kiley about Stop-Start-Continue, an exercise he uses to prioritize the adjustments he wants to make going forward. To get started, all you need is a journal, honesty, and no judgments. High performers embrace this kind of self-assessment. It often becomes the catalyst for small but powerful changes.
2021-11-2404 minBreaking SalesHow to Make Your Mindset a Competitive Advantage with Collin HendersonThis episode with Dan and Collin Henderson is a mindset masterclass. Collin is an authority on high-performance mental conditioning and the author of Master Your Mindset. His teachings are embraced by leading organizations, including Nike, Salesforce, and Microsoft. Dan and Collin share powerful advice for mastering your inner dialogue, building confidence, overcoming imposter syndrome, and visualizing success. If you struggle with consistent performance and want to create and achieve at a higher level – this episode is loaded with concepts and tactics that you can implement right away.
2021-11-0930 minBreaking SalesDo You Emphasize the Negative or the Positive?Do your thoughts lean negative or positive before reaching out to a prospect or asking a tough question? How much time do you waste debating the consequences of screwing it up versus getting it right? Do you torture yourself crafting round after round of the perfect email? Welcome to loss aversion, a common human bias where the urge to avoid pain is twice as strong as the pleasure of what you could gain. In this episode, Dan shares how this mindset impacted a recent result – and how this bias translates into your daily sales experience.
2021-11-0106 minBreaking SalesTake The Urgency Out of Your OutreachYour competitiveness and drive are valuable sales attributes, but it's critical to know when and where to use them. Your prospect should never feel them through your outreach frequency. Listen in as Dan and Kiley share an example of how a good, well-intended email approach that initially grabbed the recipient's attention fell apart because the salesperson pushed too hard and reverted to silly gimmicks.
2021-10-2513 minBreaking SalesEmphasize Learning with EmpathyWhat's the best way to appeal to an elusive prospect? In this 180 Conversation, Kiley shares a recent coaching call with Dan about a client who successfully connected with their prospect. The key was focusing on meaningful questions and showing empathy in the conversation. Listen as Kiley breaks down their approach and gives valuable insights on how empathy can impact your interactions.
2021-10-1806 minBreaking SalesEmail Outreach that Builds TrustWho's teaching these obnoxious outreach tactics? Lead generation solutions (companies) play on your innate distaste for outreach while appealing to your ego to close more. They make promises of more appointments, qualified selling opportunities, and revenue (wins). They do all the hard work, so you can breeze in to make the close. Yet, when soliciting for their own business, their approach is often desperate and gimmicky. In this episode, Dan and Kiley break down what these so-called professionals do and provide an alternative that builds trust and engages your prospects – intro, purpose, the "give," and outro.
2021-09-2811 minBreaking SalesThe Power of Being in the MomentBeing in the moment is a real skill and strength. High performers know the dangers of cognitive overload. They work hard to free themselves from the often-overwhelming weight of conversation expectations and past regret when talking to prospects and clients. Filler words, rambling questions, feelings of hesitation are just some of the symptoms you'll experience by not being in the conversation moment. In this episode, Dan and Kiley get specific on a process to help you intensify your questions, improve your learning, and take your conversations to another level.
2021-09-2121 minBreaking SalesIt Might Be Your ApproachYou work hard with the skills and tools you have to schedule new prospect conversations – but your results are average at best. Your drive for success compels you to seek out and talk to more successful peers. You read books, listen to podcasts, and sign up for a free online prospecting workshop that assures better outcomes. In this episode, Dan and Kiley break down another well-intended effort that, unfortunately, misuses automation, makes annoying uninformed assumptions and empty promises that generate skepticism. Instead of engaging and drawing a prospect in – the cynicism you create pushes them away. Unfortunately, it's a very...
2021-09-0609 minBreaking SalesNo Shortcuts to Sales Success with Quinn DamonImagine it's Monday morning, 9:30 am. Your day is full of commitments over which you have no control. What have you done this morning to move your business forward? If you're Quinn Damon with Lockton Companies, you've prioritized some key activities – including outreach, and you've already made your 15 calls for the day. Why? Because you've learned the compounding effect of process. In this episode, Dan and Quinn talk about some of the critical lessons learned in Quinn's first four years in sales and how he learned to bet on his mindset and conversational approach to compete with those ten to twe...
2021-08-3125 minBreaking SalesDisqualification in 15 MinutesWhen your prospect cuts your meeting down to 15 minutes, but you planned for an hour, how do you respond? When the prospect tells you to recap the meeting and send them the notes – what does it indicate? Does it matter if you know why your prospect took the meeting with you – from a need or obligation? Join Dan and Kiley as they break down a real prospect conversation with a client. In this episode, they help him identify how his mindset impacted his responses and results.
2021-08-1722 minBreaking SalesDisqualifying You Is EasierWhat happens when someone tries to sell you something that you're not sure you need? Do you spend energy trying to qualify their service, product, or offering? Or do you spend your time disqualifying it? If you qualify, you're on the hook for spending money, trying something new, and possibly making a mistake – getting it wrong. If you disqualify, you maintain control of the story and avoid the discomfort of doing something different. How often do prospects make this choice? Listen in as Dan and Kiley provide insight into how to avoid your prospect's innate desire to disqualify you.
2021-08-1016 minBreaking SalesWhen Sounding Different Sounds BadThere's a fine line between unique and bizarre when it comes to piquing prospect interest. The more your outreach stretches convention, the more you risk alienating your audience. Sending an email or leaving a voicemail that entices the recipient to scream, "That's me!" is rewarding, but the odds of that happening are slim to nil. Maybe 10%, per the research. So, what impact does unusual outreach have on the remaining 90%? Join Dan and Kiley as they dissect an unconventional approach.
2021-08-0204 minBreaking SalesPractice: Don't Be Afraid To FailListen, learn, and practice. Individually, they won't move the needle, but together, they create a powerful chain reaction. Talking about what you've learned makes you feel knowledgeable. Putting it into practice with a willingness to fail produces results. In this 180 Conversation, Dan and Kiley add a new twist. They break down an actual cold call voicemail message from a Lappin180 client. Bottom line: You have to be willing to fail if you want to succeed.
2021-07-2104 minBreaking SalesAre Gift Cards an Effective Outreach Strategy?When your prospects compare your email outreach to your competitor – outside of your name and company, would they be able to tell the difference? The answer might surprise you. In this episode, Dan and Kiley offer you a glimpse into what prospects experience every day – an inbox saturated with offers for free demos, gift cards, and a pledge to take only 20 minutes of your time. Hint: if you don't own Starbucks stock – maybe now is a time to buy.
2021-07-1306 minBreaking SalesProspect Conversations: How High Performers Do It BetterEverything has a standard, and high performers follow and pursue a very different paradigm. In many cases, they look for conversation benchmarks that are 180-degrees different from what most sales professionals seek and observe. There's a strong likelihood that you might be valuing things in your conversation that provide little impact on your results. Listen in as Dan and Kiley deep dive on nine conversation shifts to help you build trust faster and improve your performance.
2021-07-0522 minBreaking SalesWhen Buzzwords Are a BuzzkillYou can spend hours crafting the perfect sounding sales message, but if the prospect doesn't understand it, it's worthless. In this episode, Dan and Kiley talk about the perils of using buzzwords, empty promises, repetition, or language specific to your inner circle in your outreach. You may think you sound well-informed, but the only one you're impressing is yourself.
2021-06-2204 minBreaking SalesCompliments Can Spark DoubtFlattery reeks of insincerity. When you walk into a store and a salesperson greets you with a compliment or an assumption, how do you feel? Does it trigger skepticism or trust? This style of outreach feels disingenuous: "I've been impressed with your work" or "It appears you've been doing well." Listen in as Dan and Kiley break down how praise can create barriers in your outreach strategy.
2021-06-1508 minBreaking SalesThe Difference Between A, B, and C PlayersAre you an A, B, or C-level player? Everyone likes to think they're an A player, and every leader wants A players on their team. But the reality is the journey to high performance starts with self-assessment, courage, and commitment. You have to take stock of where and how your talents and behaviors show up. If you're interested in self-assessing from the safety of wherever you privately listen to this podcast, tune in as Dan breaks down the differences between an A, B, and C players using the following eight high-performance competencies – learning, feedback, focus, failure, success, risk, motivation, an...
2021-06-0725 minBreaking SalesDon't Make Assumptions. Ask Questions.When your prospect meeting is going well, do you get ahead of yourself and become lazy with your questions and learning? In this 180 Conversation, Dan shares the importance of maintaining your focus on asking deep questions and learning. Never assume anything. Even when the prospect is ready to commit to another meeting.
2021-05-2504 minBreaking SalesStart Asking and Start Giving with Jeremey DonovanWith 5.7 million sales professionals making an average of 25 outreach attempts per day, your prospects are inundated with requests for their time. Prospects are savvy and skilled in learning how to avoid the time-suck of reading your conversation invite. Join Dan as he talks with Jeremey Donovan, SVP of Sales Strategy at SalesLoft, about tactics to help you avoid your prospect's immediate disqualification.
2021-05-1730 minBreaking SalesGive Before You AskWhen you send a LinkedIn message or introductory email to a prospect, do you ask for something or give something? Nine out of ten outreach emails ask prospects for their time and interest. Based on previous experience, what does this tell your prospect about your conversation intent – if they invite you in? It tells them you want to advance or position a sale. In this episode, Dan and Kiley share some thoughts and ideas on giving vs. asking.
2021-05-1006 minBreaking SalesSpeak Your Prospect's LanguageAre you speaking your prospect's language, or your own? In this 180 Conversation, Dan and Kiley break down an outreach that uses plenty of industry jargon but alienates the prospect.
2021-05-0304 minBreaking SalesOutreach Automation Gone WrongPlatforms that help you scale and leverage your outreach time and effort can have value, but if your approach focuses on you, your services, and what you want – the only thing you're automating is your neediness and desperation. In this episode, Dan and Kiley review a specific example of how automating outreach can go wrong.
2021-04-2609 minBreaking Sales4 Assumptions that Hurt Your Performance & Limit TrustMaking assumptions during your prospect conversations is a clear indicator of an amateur (sales) mindset. It limits the trust you build, what you learn, and creates the prototypical sales experience that your prospects have come to expect. Every time you assume anything, you make it easier for the prospect to disqualify you and harder to differentiate yourself from your competition. In this episode, Dan and Kiley break down the four most common assumptions sales professionals make and the impact they have on your ability to help your prospect debate change.
2021-04-1919 minBreaking SalesThe Right and Wrong Way to Automate ProspectingHow does outreach automation feel and sound to your prospects? In this 180 Conversation, Dan and Kiley clarify the difference between using automation to leverage and scale your outreach efforts versus deploying it out of laziness. Your prospects can tell when you are simply trying to play the numbers game - the "spray and pray" approach only tarnishes your brand. Why would your prospects invest time in getting to know you – when you invest minimal time in them?
2021-04-1308 minBreaking SalesThe Hippo Prospecting StrategyWhat is your outreach telling your prospect about your value? What's the cost of becoming too cute with your approach? Nothing against hippos, but they don't do well around humans or within your email strategy. In this 180 Conversation, Dan and Kiley break down the ways your outreach is diminishing your value before you even start a conversation.
2021-03-2405 minBreaking SalesAre You Measuring the Wrong Things?This episode may change how you view your sales process. Do you assess your prospect conversation based on what you got out of it or what your prospect experienced? You bring a perspective into and out of every prospect conversation: Did we connect enough? Did they answer our questions? Did they agree to next steps? These are common benchmarks for many sales professionals in measuring the quality of their prospect conversations. Unfortunately, they have very little to do with how your prospect assesses the conversation and have little impact on their ability to debate change successfully. Listen in as...
2021-03-1726 minBreaking SalesAre You Annoying and Destroying?How are you approaching prospects on LinkedIn? LinkedIn's technology and automation are misused 90% of the time, potentially destroying any opportunity to start a conversation. When you approach prospects on social media, your intention may be to scale your outreach efforts but you risk hurting your brand. In this 180 Conversation Dan provides guidance on the high-performance approach to prospecting on LinkedIn.
2021-03-0107 minBreaking SalesHow Top Performers Self-Motivate with Neel DoshiPeople often assume that money is the sole motivator for a career in sales. While it may be the carrot for some sales professionals, high performers have deeper incentives. In this episode, Dan and Neel Doshi, NY Times best-selling author of Primed to Perform, discuss the powerful motivation of play, potential, and purpose to maximize top performance and minimize stress.
2021-02-2245 minBreaking SalesWhat Your Outreach Reveals to ProspectsAre you sending the wrong message to your prospects? In this 180 Conversation, Dan breaks down what the style and quality of your outreach reveal to prospects. If you want to connect with someone and open up the possibility of a conversation, invest in educating yourself on what they post or follow. A blind monkey can reference a profile (sorry blind monkeys).
2021-02-0806 minBreaking SalesYour Virtual Brand From HomeYour home is your safe haven. Now it's become the place where you try to break free of comfort zones to hold yourself more accountable and build high-performance routines. If it's true we perform at the level of our environment, what does your current home office environment say about your future performance? About 55% of what we communicate comes from body language, 35% verbal tone, and 10% through our words. How are these innate human communication mechanisms being affected, and what do your prospects observe and interpret? In this episode, Dan and Kiley share ideas and techniques to...
2021-02-0322 minBreaking SalesThink Different to Sound DifferentDan and Kiley get to the heart of effective sales outreach in an episode devoted entirely to prospect communication. Prospects receive tens of millions of LinkedIn invites, emails, and voicemails. How can you frame the conversation to stand out and sound different from everyone else? It's a matter of mindset, exuding confidence, assuming nothing, and removing expectation. Tune in for tangible insights and real-life examples to help you change the conversation.
2021-01-2508 minBreaking SalesAccomplishment or Excuses (Who's Winning?)2020 was a year of disappointment and opportunity. Standards and routines were disrupted. These challenges may have sparked a new practice, the insidious habit of giving up ownership and making excuses. Excuses are like muscles—the more you use them, the stronger they become. Eventually, they pave the road to defeat. Join Dan Lappin, Pam Evanson, and Kiley Schmitz for an intense episode to help you to take ownership of your choices. Learn how excuses work, why they're deadly, and how to slow down the comfort train.
2021-01-1428 minBreaking SalesHow High Performers Will Approach 2021Can't wait for 2020 to be over? In this year-end wrap-up, Dan and Kiley share the key themes and takeaways from 2020 and the lessons learned from our guests. Tune in for 20 minutes of candid, fluff-free, sales-shattering truths that culminate in one deceptively simple question: what did you learn about yourself in 2020? It may be a scary thought process, but it's the one that will pay the most dividends in 2021.
2020-12-3022 minBreaking SalesQuestions That Build Trust with David ThompsonAre you guilty of making your prospect feel like the subject of an interrogation? David Thompson, an interrogation and interview expert, shares his experiences teaching the FBI and law enforcement how to build trust through non-confrontational questions. Imagine interrogating a suspect hell bent on avoiding any admission or prosecution and your job is to build enough trust so they confess to the crime. It can feel the same way with a prospect when you know you can help, but they refuse to see it. Listen in as Dan and David dive into the mindset and types of questions required...
2020-12-1641 minBreaking SalesHow do your prospects describe their relationship with you? with Dan Lappin and Kiley SchmitzDon't count on prospects to perceive your relationship the same way you do. Every time you enter a prospect conversation looking for signs of approval or the chance to prove your expertise, find pain, or get a commitment on next steps – you're pushing a sales experience. Even if the prospect likes you, it doesn't necessarily mean they trust you. In this episode, learn two simple conversation approaches to help you develop a prospect relationship based on trust and competitive advantage.
2020-10-2230 minBreaking SalesHealthy Habits for Sales Success with Nick Hardwick and Erica BallardIn today's Breaking Sales episode, we're featuring two conversations, one with Pro Bowl Center Nick Hardwick, and Erica Ballard, a health and wellness expert. They join Dan Lappin to discuss the impact sleep, nutrition, and exercise have on your ability to perform in the clutch. You'll learn how you work towards your success – or against it – by the way you take care of your health both mentally and physically. Connect with Nick Hardwick: https://hardwick.life/ Connect with Erica Ballard: https://www.ericaballardhealth.com/about-me Connect with Dan Lappin: https://www.linkedin.com/in/lappin180 Connect with Kiley Schm...
2020-08-2859 minBreaking SalesPreparing to Win with NFL's Nick HardwickPreparation is critical to perform at the highest level. Whether it's for an important prospect meeting or facing an immovable human wall in the NFL, what you do before the game matters most. In this episode, former NFL Pro Bowl Center Nick Hardwick from the San Diego Chargers joins Dan Lappin for a powerful lesson in preparation and performance. After You Listen: Take this assessment to determine how and where you can improve your sales results. https://www.lappin180.com/assessments Connect with Dan Lappin: https://www.linkedin.com/in/lappin180 Connect with Kiley Schmitz: https://w...
2020-08-1337 minBreaking SalesSales and Dating with Psychologist Dr. Karin Anderson AbrellMindset is essential to succeeding in sales. Whether it's preparation or detaching from outcomes, putting yourself in the right state of mind will significantly impact your ability to perform. Mindset also plays a crucial role in successful relationships. Dr. Karin Anderson Abrell, psychologist, author, and relationship expert joins Dan in this episode of Breaking Sales to address the mindset similarities between dating and sales. After You Listen: Take this assessment to determine how and where you can improve your sales results. https://www.lappin180.com/assessments Connect with Dan Lappin: https://www.linkedin.com/in/lappin180 C...
2020-07-2930 minBreaking SalesGetting Unstuck to Move ForwardAs pandemic uncertainty continues, you're either frozen in place waiting for external events to dictate your next move, or you've assessed the risk and decided to take action in anticipation of a better business climate. This episode addresses the reality of both situations with ideas to get unstuck so you can move your business forward. After You Listen: Bookmark this episode as we build upon this conversation from episode to episode. https://podcasts.apple.com/us/podcast/breaking-sales/id1503234243 Take this assessment to determine how and where you can improve your sales results. https://www.lappin180...
2020-07-1619 minBreaking SalesFinding Sales Flow with Brian DeckerFlow is the mental state of optimal performance. With flow, you execute an activity with complete focus and intentional control, unhindered by distraction, doubt, or negative internal chatter. In this second of two-part series, Indianapolis Colts' Brian Decker reveals how to achieve this high-functioning state of mind and how flow applies to your sales practice. Learn about the three combined elements that make up flow – preparation, visualization, and mindset - and how it drives high performance. After You Listen: Bookmark this episode as we build upon this conversation from episode to episode. https://podcasts.ap...
2020-07-0226 minBreaking SalesFrom US Special Forces to NFL to Sales: Brian Decker and ResilienceWhat's the biggest indicator of success? For Brian Decker, Director of Team Development for the Indianapolis Colts and a former US Army Special Forces Officer, it always comes back to resilience. Brian shares lessons gained from his experience identifying and preparing men for combat, both on the football field and in the military. He talks about the difference between natural and learned resilience, and how you can improve and evolve it. In this first of two-part series, Brian shares his insights on resilience, and Dan applies it to sales performance. Learn how to embrace obstacles as part...
2020-06-1728 minBreaking SalesMaybe It's Time to Rethink ProspectingIf you want to avoid your prospect's innate reaction in treating you like a salesperson, you'll need to stop chasing results. It may sound odd, but that burning intensity that drives you to pursue that new prospect appointment is often what stands in the way of setting it. Focusing purely on the outcome causes anxiety, hesitancy, and pressure before you make the initial phone call or send the email. Worse yet, your prospect can pick up on your nervousness and indecision. If you want to improve your prospecting results – you'll first need to remove all self-induced stress and...
2020-06-0325 minBreaking SalesHigh-Performance Mindset17 million sales conversations happen every week. These conversations all focus on finding pain, sharing expertise, and proving value – and they all sound the same. High performers take a different approach. It begins with how they think. In order to win, your prospect will need to objectively evaluate and debate change. Assessing your solution is easy – generating the courage to do something different is hard. Pam Evanson, of the Lappin180 team, joins Dan and Kiley on the latest episode. Pam is in the field every day coaching hundreds of high performers from New York to L.A. on how t...
2020-05-2029 minBreaking SalesBreaking the Sales Mindset with Danielle LombardoHigh performance in sales starts when you realize that it's not about winning, but helping the prospect effectively debate and decide if making a change matters. Danielle Lombardo, a top performer in commercial real estate with Lockton Companies, shares her experience in shifting her traditional sales mindset - focused only on making the sale - to an advisor mindset, to earn the Top Producer of the Year award in 2019. In this episode, learn the importance of conversation self-awareness, asking questions that help your prospect objectively evaluate change, and how mindset can be used to stay positive under p...
2020-05-0631 minBreaking SalesBuilding TrustPeople buy from people they like, right? Not true. People buy from people they trust. When it comes to your prospects, are you more focused on getting them to like you in order to buy from you? Or are you actually invested in what's best for them? You have the opportunity to build trust with every human conversation - sales or not - and trust comes in layers. In this episode, you'll learn the depths it takes to build trust and how you can shift your mindset to build it naturally and authentically with your prospects. A...
2020-04-2026 minBreaking SalesYour Prospect's Point of ViewIn this episode, experience the sales process from the prospect's perspective – from the warm introduction to your first meeting over coffee. Very often, the meeting is an obligatory courtesy to the person who made the introduction. Putting yourself in your prospect's shoes is something sales professionals often fail to do. Instead, we ask questions to uncover pain so that we can quickly solve it with our solution. But this is not the biggest mistake sales pros make. There is an even bigger one you may be overlooking. Uncover the one thing you're doing that is holding...
2020-04-2030 min
Breaking SalesIntroducing Breaking Sales: A New Way of Thinking When it Comes to SalesWe guarantee you haven't heard a sales podcast quite like Breaking Sales. Everything you thought you knew about sales is annihilated by sales renegade, Dan Lappin. His unapologetic rejection of the status quo will entertain and enlighten you, triggering new breakthroughs in your own sales process. This show is for anyone who sells any product or service, and for everyone who has experienced the tried-and-died tactics that fail you, and your prospects. You'll hear real stories, exclusive interviews with seven-figure earning sales professionals, and exclusive content from the Lappin180 professionals. Each episode will provide high-level concepts while br...
2020-03-1704 min