Breaking Sales

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...

In this episode, Pam and Dan break down what real mindset preparation looks like, and why it matters - especially if you want better results from your conversations. Telling yourself to be calm, confident, or courageous is not enough. If it was, you'd already be having the more meaningful conversations and results.  Listen in as Dan and Pam show you what it takes to develop real mindset strength—t...

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...

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...

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...

Sometimes, the thing that's holding us back from achieving that next level of performance isn't a lack of skill or ability –  it's the voice inside our own head. However, with the right tools and practice, it is possible to strengthen your mindset so you can think clearly and decisively in almost any circumstance. In this episode of Breaking Sales, we're continuing Dan's conversation with Dr. Rach...

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...

We've all been there – a conversation seems to be going well, when one comment or question causes everything to shift. The energy changes, walls go up, and what seemed like a productive discussion grinds to a halt. What made things go south? In many cases, it's a lack of empathy.  In this episode of Breaking Sales, Dan and Pam dive deep into why empathy is the foundation of meaningful business rel...

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...

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...

For the 150th episode of Breaking Sales, we're welcoming "Learned Excellence" co-authors Dr. Eric Potterat, a leading performance psychologist who has worked with everyone from professional athletes to Navy SEALs; and Alan Eagle, a former Managing Director at Google and an executive communications consultant, to explore how excellence can be learned and is absolutely accessible to all of us, regar...

Have you ever found yourself walking a tightrope between being perceived as too aggressive or not assertive enough in the workplace? In this episode of Breaking Sales, Pam and Kristie share their perspective on assertiveness in the workplace. Drawing from their extensive experience as female leaders in male-dominated industries, they challenge common gender biases and explore the difference betwee...

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...

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 de...

It's no secret: many people in high-performance careers pride themselves on their work ethic. At first, the late nights, early mornings, and minimal sleep feel exciting and fulfilling. But as time goes on and they advance further in their careers, many begin to realize this approach isn't sustainable, or even productive in the long run. In this episode of Breaking Sales, Dan and Pam explore the cr...

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 aski...

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...

When was the last time you actually enjoyed responding to an RFP? The harsh reality is that buyer expectations are through the roof. The old playbook just doesn't cut it anymore. But what if there was a way to completely flip the script on RFPs? To turn them from a soul-crushing exercise into a chance to truly connect with your prospects? In this episode, Kristie and Dan dive into the mindset shif...

Are you brave enough to ask a prospect if they've tried fixing their problem with their current provider? Or does the risk that you could potentially lose a deal fill you with dread?  Sales professionals often struggle with getting too attached in these situations, especially when they're excited about closing a deal. If you want to improve your sales conversations, you have to become very self-aw...

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"...

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...

What if the key to your success is hidden in the words you probably dread hearing most: "Can I give you some feedback?" For most people, those six words might cause your defenses to rise and your mind to race. But what if your mindset around feedback is actually a predictor of your future success? In this episode of Breaking Sales, Dan and Pam challenge the way professionals respond to feedback. W...

Think about the most valuable feedback you've ever received, or that question that really helped you solve a problem by thinking both objectively and differently. Was there some level of discomfort at first? Did you have to lower your guard a little bit so you could objectively receive and debate either the feedback or the question? And more importantly, how did the experience impact how you felt...

Are you comfortable asking the tough questions? Or do you find yourself holding back, afraid to rock the boat? That hesitation can be counterintuitive, as the ability to ask challenging questions may be the difference between closing a deal and watching it slip away.  So how do you develop the confidence to push past your comfort zone and take the conversation into uncharted waters? In this snippe...

What would happen if excuses and insecurities no longer held you back, and you were able to approach your prospecting with calm, confidence, and conviction? In this episode of Breaking Sales, Dan and Pam talk about how you can evolve your mindset and minimize annoying insecurities that hold you back. They cover conviction and how it can transform your performance, including why waiting for externa...