Breaking Sales

Break Your Prospect Out Of Routine Mode

Sellers tend to treat a prospect's problem as a reason to buy. In reality, admitting to a problem and deciding to fix it are two very different things, and the gap betwee

Why the Hardest Questions Never Get Asked with Elizabeth Weingarten

Why do sales professionals avoid the questions that matter most? Sometimes it's because every conversation starts to feel like a verdict on who they are. In this episod

The Gold Standard of Sales Performance

The same drive that gets you into the conversation can sabotage you once you're in it. That's one of seven behaviors Dan and Pam have consistently seen in the highest p

The Cost of Avoiding Discomfort with Jason Moser

If you're in sales, you may have noticed a familiar pattern: a hard question you soften before you ask it, a prospecting call you keep pushing out to tomorrow, or an obse

Your Value Doesn't Matter Yet

Sales professionals can spend enormous energy making sure a prospect understands their value, and it still isn't enough to move the deal. In this episode, Dan and Pam exp

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