Breaking Sales

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...

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...

Success 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...

Are 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!

In the journey to high-performance, you need a scoreboard. Without it, you have no idea what's working or not and how to make adjustments for better results. In this episode, Pam and Kiley dive into the uncomfortable conversation of metrics. You'll learn why they're so important, why we might not like them, and why you need to pay close attention to what you're NOT measuring.

Do 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.

Credentialing 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...

Are 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.

Tired 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 behavio...