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Don’t Make Your Outreach About You

Breaking Sales

Release Date: 04/17/2023

Rethink RFPs show art Rethink RFPs

Breaking Sales

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...

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Your Strength Is What You Can Control show art Your Strength Is What You Can Control

Breaking Sales

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.  

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How High Performers Keep Accountable show art How High Performers Keep Accountable

Breaking Sales

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.  

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Language Creates Courage with Dr. George S. Everly, Jr. show art Language Creates Courage with Dr. George S. Everly, Jr.

Breaking Sales

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...

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Routine and Cognitive Function with Dr. George S. Everly, Jr. show art Routine and Cognitive Function with Dr. George S. Everly, Jr.

Breaking Sales

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...

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Do You Make Careful or Committed Decisions? with Dr. George S, Everly, Jr. show art Do You Make Careful or Committed Decisions? with Dr. George S, Everly, Jr.

Breaking Sales

Have you ever wondered what it would take to add some cognitive and behavioral horsepower to your routines and activities? Or what really influences the choices that you make?    In this episode of Breaking Sales, Dan sits down with Dr. George S. Everly, Jr., a highly accomplished psychologist, researcher, and author whose work spans multiple scientific disciplines. The conversation explores the neuroscience behind decision-making, reframing your mindset to be more conducive to what you want to achieve, and what you can do to maximize your cognitive power.  

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Meet the Lappin180 Team: Feedback Strengthens Everyone show art Meet the Lappin180 Team: Feedback Strengthens Everyone

Breaking Sales

How has honest but difficult feedback helped shape the individual members of the Lappin180 coaching team for the better? In this behind-the-scenes episode, Dan, Pam, and Kristie share the stories behind the toughest feedback they have ever received, and how it has helped them learn, grow, and achieve better outcomes. This conversation highlights why feedback is so essential to personal and professional growth at all stages of life.  

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Stop Labeling Conversations As Bad show art Stop Labeling Conversations As Bad

Breaking Sales

Our innate instinct to label things as bad may have worked to protect us 20,000 years ago, but it often works against us in today’s modern world. How are people that work in the most high-stakes roles able to keep their composure despite the elevated sense of urgency?    In this episode of Breaking Sales, Dan shares how his recent conversations with pediatricians treating the sickest children have continued to shape his thinking around the power of detachment.    Dan and Pam discuss how these extreme examples of using detachment can be very useful in helping us stay calm...

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SNIPPET: How Do You Know That You’re Evolving? show art SNIPPET: How Do You Know That You’re Evolving?

Breaking Sales

How can you be certain that your day-to-day activities are helping you achieve your goals? Additionally, how do you identify opportunities that you may have missed, so you can capture them the next time around?   In this snippet, Pam shares why metrics are fundamental to knowing whether or not you are growing in your business, and what metrics you need to understand whether or not you are making progress. To hear the full episode, scroll back to

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The Controversy Between Choices and Commitment show art The Controversy Between Choices and Commitment

Breaking Sales

High-performance is heavily influenced by your choices. There are studies that suggest that those who seek immediate gratification are less successful than those who delay gratification.    Do you sacrifice the present for the future? Or do you give up the future to indulge in the present? This is not an easy question.    Join Dan and Pam as they explore how our choices either promote or hinder our routines, commitments, and sense of fulfillment. In this episode, you’ll hear some interesting perspectives on the relationship between commitment and choices that will help...

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More Episodes

Benevolence is central to building trust, so why do so many professionals ruin their outreach by making it about themselves? In this 180 Conversation, Dan and Pam examine an email where the writer makes this crucial mistake and jeopardizes their potential for success, as well as other examples where outreach messaging misses the mark in putting the prospect’s interests first.