Mindset During Adversity: Turning Brain Cancer Into a Blessing w/ David Karp
Release Date: 10/09/2025
Why Salespeople Skip Discovery
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Summary: Master the discovery call by learning why salespeople fall into pitch mode -- and how to stay focused on qualifying, not convincing. Discovery calls are where deals are won or lost, yet most salespeople skip real discovery and default to pitch mode. In this episode, Mark McGraw and Josh Pitchford break down why sellers fall into the pitch trap -- from bait questions to being too "I-centered" -- and what to do instead. Learn the Sandler behavior-attitude-technique framework for running better discovery: pre-call planning, setting the dial to "no," using reversing to redirect bait...
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Master WIMP Junction—the Sandler concept that separates top sellers from those who give away leverage—with a 5-step framework to stay in control of every deal. WIMP Junction is the Sandler concept every seller needs to master: that fork in the road where you either follow the buyer's system and lose leverage, or maintain control of your sales process. When prospects say "Can you send a quote?" or "Can we get a demo?"—these are danger zones, not buying signals. In this episode, Mark McGraw and Josh Pitchford share five practical strategies to overcome WIMP Junction: pre-deciding your...
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Inversion Thinking: How to Fail Before You Fail
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Inversion thinking helps sales professionals anticipate failure before it happens, creating prevention rules that guarantee goal achievement. What if the secret to hitting your sales goals was visualizing failure instead of success? In this episode, Mark McGraw and Josh Pitchford explore inversion thinking, a powerful three-step framework that flips traditional goal-setting on its head. Instead of imagining success, you imagine failing at your goal and work backward to identify what went wrong. The process is simple but transformative: First, set your goal. Second, imagine it is the end of the...
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The Six-Point Sales Checklist: Start Your Year Strong w/ Josh Pitchford
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Mark McGraw and Josh Pitchford reveal the six essential checkpoints every seller needs to crush their goals and start the new year with confidence. Are you ready to hit the ground running in the new year? In this milestone 50th episode, Mark McGraw and Josh Pitchford break down the six critical areas every sales professional must address to start strong and finish stronger. From setting stretch goals you'll only achieve 25% of the time (yes, really) to building your "cookbook" of controllable behaviors, Mark and Josh share the exact framework they use with clients to transform overwhelming...
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Stop Failing at Goals: The REACH Method w/ Dustin Schadt
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Summary: A proven 5-step framework for setting and achieving goals—from removing clutter to celebrating success along the way. Description: Most people fail at goals because they start without a foundation. Dustin Schadt has developed the REACH method—a framework that helped him mentor 18 people, with 16 earning promotions, raises, or recognition as top performers. As a sales leader with 27 years in packaging, Dustin breaks down the REACH framework: Realize greatness and remove clutter, Evaluate your mission and execute your plan, Account for your time and acknowledge failures, Celebrate...
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ReRun: 7 Lies Salespeople Tell Themselves
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How to Lead When You Don't Manage: Influence, Trust & Career Growth w/ Darryl Stromberg
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How to build influence and lead without a title—from an individual contributor to recognized leader in your organization. Can you be a leader without managing anyone? Absolutely. Darryl Stromberg reveals exactly how to position yourself as a leader even when no one reports to you. As a Sandler Coach at Sales Engine with 30+ years of experience, Darryl knows what separates people who get promoted from those who get stuck. In this episode, he shares the strategies that helped him mentor 18 people—16 of whom earned promotions, above-average raises, or recognition as top performers. You'll...
info_outlineHow a brain cancer diagnosis became the best thing that ever happened—and what it teaches us about responding to adversity in business and life.
"It was one of the best things that ever happened to me." That's how David Karp describes his brain cancer diagnosis—and he means it.
On his 60th birthday, David got a call from a neuro-oncologist confirming he had a tumor in his brain. Instead of falling into despair, he made a choice—and that choice changed everything.
In this conversation with Mark McGraw, David shares the mindset shifts that helped him navigate adversity: deciding it's not about you, pre-deciding how you'll respond before crisis hits, and being a "person person" instead of a "people person." He also shares the "dog poop principle"—a moment on January 1st that prepared him for the hardest year of his life.
If you're facing adversity in business, health, or life, this episode is a masterclass in perspective, resilience, and choosing growth over fear.
About David Karp:
David Karp is Chief Customer Officer at Disqo, where he leads customer success for some of the world's biggest brands measuring brand advertising impact. With decades of experience in sales, account management, and customer success, David specializes in closing operational gaps and championing the customer. He's been married for 36+ years, is rooted in his faith, and believes in showing up for others—especially when life gets hard.
🔗 David on LinkedIn: https://www.linkedin.com/in/davidalankarp/
Host: Mark McGraw — Building Your Sales Engine
In This Episode:
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The brain cancer diagnosis on his 60th birthday—and why David calls it "the best thing"
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How to pre-decide your response to adversity before it happens
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The "dog poop principle": What stepping in dog poop taught him about perspective
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Why "it's not about you" is the most powerful mindset shift in crisis
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The roller coaster analogy: Holding hands through the terrifying moments
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How David influenced 10+ men to start going to the doctor
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Be a "person person," not a "people person"—the power of presence
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Why 80% of people you meet are going through something serious
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The sphere of control vs. influence: What you can actually change
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Learning from adversity: Growth-minded lessons from failure and hardship
Links
Sandler: https://www.Sandler.com
Episode page: https://www.BuildingYourSalesEngine.com
Show links: https://linktr.ee/buildingyoursalesengine