Breaking Sales

What do sales professionals have in common with Navy SEALS?  More than you think. The drive to succeed, commitment to the process, and the willingness to push personal boundaries are surprising common ground.  Failure to perform is directly linked to how much you're willing to invest in yourself, and the personal standards you set.  In this episode, retired U.S. Navy SEAL officer and author Mike S...

Don'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 appro...

Prospecting isn't about giving away your character – it's about finding it. When it comes to business development, one of the worst traps is tying your self-worth to outcome. The pressure you feel to deliver results works against you as you buckle under the weight of self-perceived humiliation of rejection. Lappin180 team member, Tom Short, has built an impressive prospecting machine that consiste...

2020 is closing quickly and 2021 is right around the corner. If you want to have a different experience and create different results, you will need to think, plan, and execute differently. In this episode we talk with Bob Wierema, Executive Vice President of Lockton Companies. Bob has been through the ups and downs – the second guessing and self-doubt – and has come out the other side as a top per...

Are you prepared to prospect in a virtual environment? We're taking a deep dive into prospecting for the next few episodes and what you need to know to rejuvenate and sustain your pipeline. Pam Evanson of the Lappin180 team joins the conversation to discuss the importance of process and its impact on prospecting. Are your processes propelling you forward, or is the lack thereof causing you to wast...

In 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 a...

Preparation 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 determin...

Mindset 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 simi...

As 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 thi...

Flow 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 elem...

What'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 resilien...

If 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 ema...

17 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 dif...

High 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 th...

People 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 d...

In 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...

We 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 t...