Breaking Sales

The Skill That Rewrites How You Handle "No"

What if the thing holding back your performance isn't a problem with your abilities, but with how you think about the moments you're dreading? The outreach you avoid, t

Biases Dominate Your Prospect's Decision Process

Prospects don't enter sales conversations with a blank slate. They bring years of experiences, assumptions, loyalties, and fears that shape how they evaluate every option

Why We Stick to What's Not Working with Annie Duke

You probably don't think of yourself as resistant to change. But when something has worked for you before, it's easy to assume that's the reason for your success — and th

How you start does have a cost!

The opening minutes of a prospect meeting carry more weight than many sales professionals give them credit for. It can dictate whether you are starting from a position of

The Work Nobody Sees with Coach Urban Meyer

There is a pattern that often appears in sales organizations: someone isn't performing, and the response is frustration, blame, or eventually, a conversation about whethe

Why You Choose to Play It Safe with Roy Baumeister

There's a reason so many smart, capable sales professionals consistently avoid doing the things they know they need to do and taking the risks they know they need to take

Is Development Fatigue Real?

Plenty of sales professionals will tell you they're committed to their own development. But when you ask them what they're actually doing, how much time they're putting i

Self-Awareness and Performance with Dr. Mark Leary

There's a pattern that affects almost every sales professional, regardless of experience level: the conversations that matter most are rarely the ones that bring out your

Designing a High-Performance Day

It can be common to not always give much thought to how you're setting yourself up each day. You might have habits, but not a deliberate practice built around how you act

The Neuroscience of Trust with Dr. Paul Zak

What does it actually take to build trust in a sales conversation? Not just rapport, but trust — the kind that makes a prospect lean in, open up, and ultimately make a de

Providing for Today vs. Building for Tomorrow

Ask any underperforming sales professional why they're not doing what they need to do, and you'll eventually hear them say, "My family comes first." Ask a top performer

Rewiring Your Response to Adversity with Erez Avramov

What separates professionals who stay composed when facing rejection from those who get knocked off course? It's not experience or natural talent; it's understanding how

The Questions Your Prospects Can't Ask Themselves

What stops you from asking the question that could genuinely help a prospect think differently? Most of the time, it's not a lack of awareness. You can usually see what n

The Warrior's Sales Playbook with Chris Harris

What can a martial artist who trained tier-one special forces teach you about sales performance? Everything. In this episode, Dan sits down with Chris Harris: bestselli

The Price of Reaching Your Potential

Howard Stern admits he was the worst DJ imaginable when he started. But his obsessive will to get better transformed him into a legend. In this episode, Dan and Pam explo

Where Is Your Prospect in Their Decision Journey?

Why do even experienced sales professionals struggle to move prospects from initial interest to closed deals?  The answer often lies in a fundamental misunderstanding o

Planning for 2026 When You're Tired of the Same Results

What determines whether your 2026 becomes a breakthrough year or just another year of good intentions? Most sales professionals approach year-end planning the same way

The Uncomfortable Truth About Giving Feedback

Why do we avoid giving feedback when we know someone needs to hear it? It's not a lack of time or unclear expectations; it's the fear that speaking up will damage the r

How Victim Mentality Sabotages Performance

How do you respond to pressure and repeated rejection?  Most sales professionals can spot a victim mentality in their colleagues instantly: the rep who blames the CRM,

Staying in the Game When Conversations Go Sideways

What separates the sales professionals who consistently close deals from those who accept rejection too easily isn't charisma, product knowledge, or years of experience.