In this Snippet, Pam and Dan explore the power of process in transforming your sales results. You'll learn how to scale your prospecting efforts and build a consistent, high-performing sales machine. We'll break down how to tackle prospecting in an organized, consistent way, and why daily habits reduce stress.   If you're ready to take your sales game to the next level, listen to this snippet, and then scroll back to Episode 12, Prospecting: The Missing Link to hear the full conversation ..read more

More and more salespeople are spending too much time and energy trying to find the perfect prospecting message—a silver bullet that guarantees success. The truth is that the real key to effective prospecting is not in the message itself, but in how we frame our goals and expectations.  You can’t control most things in life, including how your prospect responds to your messaging. However, there are four things you can control:  Your mindset, effort, actions, and consistency.  In this episode of Breaking Sales, Pam and Kristie dive deep into the mindset traps that hold us back, an ..read more

Are you spinning your wheels, feeling like you never have enough time? Think having a wide-open calendar would mean more freedom? Think again. Dan and Pam are about to challenge everything you thought you knew about managing your time.   Resident time-management expert Pam sits down with Dan to unpack two crucial questions:  1. Does your schedule represent where you are today, or where you want to be tomorrow?  2. Are your calendar practices an asset or hindrance?     They dive deep into how top performers use their calendars as powerful assets, common misconcepti ..read more

There will be a time where enough is enough. When all of us in sales look back and say, “What were we thinking?” And we ask, “Why would anyone accept a 20 percent win standard from 20 percent of the population?”    Let’s start questioning the sales norms and redefining how we measure success. It will be up to you to decide what level you’ll play at.    Will convention and the current misguided “expertise” keep you stuck, or will you have the conviction to challenge and carve your own path?   In this episode of Breaking Sales, Pam and Dan start to debunk the myth of sal ..read more

If you had one chance to build trust with someone, would you choose the path of sharing your competency or seeking to understand their point of view?    Common sense would dictate that most will choose “seeking their point of view,” but why then during conversations does it so often switch? How many times have you caught yourself telling the other person what they should do, or sharing your expertise and experience hoping they adhere to your advice?  This snippet revisits Dan’s conversation with Kent Grayson, an associate professor and researcher at the Kellogg School of Managem ..read more

It’s no secret: many salespeople dread participating in RFPs (request for proposals). Many feel they are unfair, unclear, inefficient, and otherwise difficult. However, with more businesses adopting RFPs as part of their decision-making process, it’s crucial that sales professionals know how to approach them.    More importantly, the problem may be less about the process and more about your mindset.    In this episode of Breaking Sales, Dan and Pam discuss adopting a mindset that will help you to disrupt RFPs, and what tools and tactics can be used to help organizations in ..read more

While control provides us with a sense of comfort and security, it doesn’t benefit us to keep an iron grip on every aspect of our lives. If you want to create something new, different, or special in your life, you’ll have to learn to embrace things that you can’t control and trust what you can.    In this episode of Breaking Sales, Kristie and I discuss different perspectives on control, and how to develop a healthy mindset around it. The conversation also explores how trying to control too much can cloud our judgment and prevent us from making good objective decisions.   ..read more

How do we make sure we remain accountable to ourselves and our commitments when faced with discomfort?   Continually evolving ourselves and our mindset is essential to propelling our lives, careers, and businesses forward. Sustainable change requires a steady adherence to processes and principles that may sometimes be uncomfortable, but encourage long-term personal growth.    In this episode of Breaking Sales, Pam and Kristie explore what it takes to be accountable to oneself, and why this practice is one of the most important contributors to high performance.   ..read more

Language is one of the single most important factors in shaping human behavior and psychology. The words we choose dictate how we think, how we behave, and what experiences we have, positive or negative. How do we use our words to control our own thoughts and approach new situations with clarity and confidence?     In this episode of Breaking Sales, Dan continues his discussion with Dr. George S. Everly Jr., a highly accomplished psychologist, researcher, and author. We discuss the relationship between language and psychology: How self-talk helps us find courage and strengthen our to ..read more

High performers often cite their routines and sleep habits as essential ingredients to improving cognitive ability, productivity, and other aspects of performance. It’s no different when we think of having meaningful conversations as leaders, teammates, or sales professionals. Powerful communication is no accident, and it can be learned.    In this episode of Breaking Sales, Dan continues his conversation with Dr. George S. Everly, Jr., a prolific researcher and author. George and Dan discuss how we can maximize our conversations and interactions with strong cognitive function throug ..read more