Breaking Sales

Sometimes it's easy to omit the basics in our conversations with prospects. If our standards aren't defined, we aren't setting ourselves up for success. In this snippet, we revisit a few of Dan's nine conversation standards that will help you gain self-awareness and drive high-performance results. To hear the rest of the conversation, scroll back to episode 38, Prospect Conversations: How High Per...

Your 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.

When it comes to outreach, every interaction matters. Building trust is essential if you want an invitation for a conversation. The second your outreach feels gimmicky, a high-quality prospect is out. Listen to this 180 Conversation as Dan and Pam share their reactions to a common outreach tactic – a dead giveaway for a low-intent offering.

Automation is a necessary tool in today's world, but what happens when it's used poorly? When it comes to your outreach, automation can destroy one of the necessary components of your relationship with your prospect: reciprocity. In this snippet, we revisit Dan's conversation on reciprocity with Jeremy Donovan, who was formerly the SVP of Revenue Strategy at the sales engagement platform SalesLoft...

Your mindset impacts your results. There's a lot of people out there giving "advice" on how to be a better sales professional. But guess what? A lot of their well-intentioned advice is outcomes-based—not mindset-based. In the first episode of a three-part series, Dan and Pam demystify some of the myths out there around why sales professionals fail, and they begin to share the real reasons, and how...

One of the quickest ways to discredit your outreach is to communicate assumptions about why your prospect hasn't responded. Listen to this 180 Conversation as Dan and Pam share their critiques of an anonymous thread of email messages that reveal the author's serious scarcity mindset.

If 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 M...

Why do so many in sales struggle to reach their full potential? Many reasons. Listen in as Dan and Pam break down three of them based on their work coaching top performers for over a decade. After listening, you'll have more self-awareness to identify which of the three is getting in your way.

No credibility = no meeting. If you're missing the bare minimums in your outreach (Who are you? Why should they care? Who are you associated with?) then you're never going to get their time. In this 180 Conversation, Dan and Kiley share an outreach that caused Kiley to simply respond: "You have no credibility". Listen in to gut-check your own outreach—are you being genuine and helpful, or are you...

What's your top priority when talking to clients? If your automatic answer isn't to learn, you need to go back to the drawing board. Listen in to hear Dan break down 4 assumptions you're making about your prospects that are holding you back from being a top performer, and more importantly, his strategies for moving past them. If you'd like to listen to the full episode, listen to Episode 29: 4 Ass...

A lot of work goes into getting your first call with a prospect, and naturally, you want to make sure you're putting your best foot forward. Or better yet, start off with a competitive advantage. It starts with the science of visualization, making sure you have the right mindset, and then activating it through role play. Just like an athlete, chef, or any other high performer would do. Listen in a...

Outreach 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 b...

You can develop and strengthen the muscle and skill of resilience to believe in yourself—but most don't know how to do it. Simply saying "I need to be more resilient" isn't enough. So how do you become more resilient to achieve that next level of success? Listen in as Pam and Kiley break down the three components of resilience. Identify ways to increase the toughness and stamina you need to create...

t's been over 2 years, so if you still aren't nailing your virtual meetings, it's time to straighten that out. Dan and Kiley break down body language cues and give actionable tips to improve your virtual meetings—for you and your prospects & clients. If you'd like to listen to the full episode, listen to Episode 22: Your Virtual Brand From Home .

If 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.

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.

The 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 .

Questions 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 K...

If you have ever made a promise to a prospect that you can add value or guaranteed that what you do will help them, listen in! Making promises based on assumptions will create skepticism on the receiving end. This is rooted in attachment to scarcity, damaging trust before you even get to a conversation. This 180 Conversation reminds us why it's so important to approach prospects with neutrality.

Empathy 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 fir...

Discipline is a ten-letter word that induces both stress and freedom. In the short term, you feel stressed about making the consistent daily sacrifices to meet your goals, uncertain if your efforts will pay off. Procrastinating these efforts increases stress because you carry the knowledge that you didn't stay consistent or bring your best. Before you know it, you've moved further away from the ke...

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.  

Your 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 maintai...

Are 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.

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 trop...