Breaking Sales

Rejection, self-doubt, imposter syndrome, or simple uncertainty—any one of them can cause anxiety, hesitation, and frustration. All of them reside in your mindset, and it's often very difficult to consistently shake them.    Enter gratitude.    Whether preparing for a big sales call, leadership moment, or family dynamic, gratitude is a practice that can calm your nerves, instill conviction, and st...

When in a conversation, the process of seeking to understand the other person is core to building trust.     In this Snippet, Pam and Dan discuss how to use questions to help your prospect become more objective as they evaluate your value and expertise.   To hear the full conversation, scroll back to Episode 91—Your Mindset Impacts Your Results Pt 2.  

Changing your mindset is essential for growth, and yet it remains a vague process and destination for so many. Yes, the word is overused and misused.   It's the absolute determining factor in how you perform and the trust you build in a conversation. It's the crucial difference between the same results you've always experienced and moving into a realm of higher performance. In this episode, Dan co...

Theory, methodology, ideology: life's full of intriguing concepts, but in the end, success comes down to the risk (and reward) of taking action.    In this episode, Dan speaks with commercial real estate professional and Lappin180 client Jeff Vertun to explore what it means to change your mindset, and how this directly impacts your ability to connect with your prospects by being curious (instead o...

For the past three years, the Breaking Sales podcast has explored how sales professionals and leaders can develop a high-performance mindset. Now, we're looking back at the most poignant moments to create the Best Of series, where we feature curated segments on select topics to help you approach your sales conversations and prospecting with more intentionality.    In this episode, we will take a l...

The Breaking Sales podcast has released hundreds of episodes exploring how sales professionals and leaders can develop a high-performance mindset. Now, we're looking back at our favorite moments to create the Best Of series, where we feature curated segments on select topics to help you approach your conversations and relationships with more intentionality.    In this episode, we will take a look...

The Breaking Sales podcast is looking back at our favorite moments from past episodes to create the Best Of series, where we will feature curated conversations on select topics that will help you approach your conversations and relationships with more intentionality. In this episode, we will be reviewing three conversations focused on Detachment - the ability to avoid labeling what you observe, he...

If you are hungry for the sale, there's a good chance you're not curious enough to win the deal. In this episode, Dan and Kristie discuss the tight relationship between trust and curiosity, and how curiosity will outperform competency 80% of the time. 

Why do sales professionals burn out quickly? The missing piece: mindset. In this snippet, Dan and Pam reveal the key to consistent, successful outreach. They share approaches for how to adapt your mindset for success.  If you enjoyed this Snippet, listen to the full conversation in Episode 89 - Your Mindset Impacts Your Results Part 1.  

Achieving the right mindset is one of the most important factors in business and sales, and yet sales professionals frequently misunderstand and underutilize it. In this episode, Dan and Pam break down what goes into activating that next-level mindset, sharing real-world examples and actionable tips in the process.

In this Snippet, we explore the art of asking powerful questions. We'll see how these questions can guide your prospects on a journey of self-discovery, helping them gain a clearer understanding of what they gain or risk in their change or no change debate.  If you enjoyed this episode, scroll back to Episode 80: The Power of Questions to hear the full conversation.

Abrasive outreach might capture your prospect's attention, but it dramatically reduces the chances that they will respond positively. In this 180 Conversation, Dan shares with Pam an off-putting cold outreach email that he received. The two discuss why this tactic is reflective of scarcity and a low-intent mindset

Author and speaker Stephen Shedletzky joins Dan for a discussion on benevolence, creating successful and long-lasting business relationships, and building a "Speak-Up Culture" in part two of this interview.

In 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...

One of the most common reasons that sales professionals struggle to reach their full potential is that many often confuse their own arrogance with being confident, and aren't self aware enough to see the difference between the two.   Listen in as Pam and I break down what arrogance and confidence are in practice, and share ways to help avoid falling into this pitfall yourself.   If you enjoy this...

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 c...

You can develop and strengthen the muscle and skill of resilience, but many people don't know how. 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?   In this snippet, Pam shares why commitment is important to building resilience, and shares a personal story about how she was able to achieve a goal despite a major s...

Professionals struggle with creating work-life balance. How do we find it, and Is it even possible? In this snippet, Pam shares her own experience trying to create harmony between her personal and professional lives, and shares the tactics she uses to stay in the moment and make focused, quality time.   Listen to this snippet, and if you enjoyed it, scroll back to episode 62, The Myth of Work-Life...

Here's a scenario that happens all too often: somebody reaches out to me without doing any prior research, engages with me in a low-intent manner, and then makes a big ask of me. No effort was made to deepen our relationship or make a genuine connection, and I'm instantly turned off. Why do so many people conduct their outreach this way, and how can you ensure you don't fall into this trap? Enter...

Every relationship requires the effort of both parties to work together effectively. While I'm not a big fan of customizing approaches to a particular generation, the reality is often that each generation's set of values (in business and personal life) require professionals of all ages to understand one another and navigate differences.    Enter Chris Tuff, Author of "Save Your Asks" and "The Mile...

As professionals, we can sometimes be put in situations where we experience a physical and/or emotional response when there is conflict between job demands and the amount of control we have over meeting these demands. This phenomenon, which Neel Doshi describes as "emotional pressure," can be harmful to adaptive performance. Where does this phenomenon show up, and how can we recognize the signs to...

When faced with uncomfortable situations, how do you respond? Do you go on the defensive, or do you show your vulnerability and use the opportunity to make a deeper connection?   Colin Hunter is the Founder and CEO of PotentialSquared, a company dedicated to amplifying leaders' intrinsic qualities to help them build a culture that is more thoughtful, innovative, and experimental. Colin's approach...

Having the right mindset and a strong sense of self is imperative to leading a team and scaling a business. Without the willingness to take risks or the tools to show up authentically, leaders and professionals can do a major disservice to themselves, their teams, and their clients.   Colin Hunter is the Founder and CEO of PotentialSquared, a company dedicated to amplifying leaders' intrinsic qual...

We are all creatures of habit, and all of us have our own set of thinking and reactionary routines. As a result, when someone enters a situation with a statement, question, or demeanor that rubs us the wrong way, it has a tendency to trigger scarcity and attachment. In this episode, Dan and Pam explore three common poor performance triggers (eagerness, demeanor, and competition), and discuss how t...

Often in life, we find ourselves comparing our accomplishments to those of others. In many cases, this takes the form of a bitter belief that we are entitled to the same things someone else has without considering if we've really earned them. However, if we approach this from the viewpoint of learning where we are and how we can get to that next step, there is actually a healthy way to compare our...