Are You Good or Are You a Professional?
Breaking Sales
WARNING: Part II of this conversation might make you uncomfortable—especially if you've been in sales for more than 10 years. When Dan asked a room of veteran salespeople with multiple 7-figure deals under their belts when they last practiced their sales conversations, the silence was deafening. Not a single hand went up. These same professionals tell their children to practice constantly to improve, yet they've convinced themselves that their own development stopped being necessary years ago. In this brutally honest continuation of their previous discussion, Dan and Pam expose the...
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What Do Your Routines Say About Your Real Priorities?
Breaking Sales
What separates sustainable high performance from occasional success? Often, it's not the big moments, but the small daily practices that create the foundation for excellence. In this final episode with MJ Insurance Chief Growth Officer and President of Benefits Consulting Andy Vetor, we explore how intentional routines enable us to maintain focus, energy, and impact across multiple demanding roles. Through powerful examples—from daily thank you notes to running through chemotherapy—Andy demonstrates how routines become the backbone of resilience and purposeful leadership. Whether...
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Are Your Solutions Actually The Problem?
Breaking Sales
Ever notice how the more attached you are to someone's success (kids, friend, client, or prospect), the less likely they are to listen to and take your advice? Through stories from sales, leadership and parenting, MJ Insurance Chief Growth Officer and President of Benefits Consulting Andy Vetor talks about how slowing down and asking questions actually helps the other person take ownership of improving or making a change, and touches on the magic of helping them connect what they might gain or risk with the actions or non-actions that they are debating.
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Is Your Need to Prove Your Value Actually Destroying it?
Breaking Sales
Do you know what it’s like to stay unwavering and fully committed to asking questions and seeking to understand the other person’s perspective, versus sharing expertise or having all the answers? That powerful shift from no longer making yourself the lead character in the conversation, and instead allowing the other person to take on that lead role. This is exactly what long time client and friend Andy Vetor, Chief Growth Officer and President of MJ Benefits Consulting has done throughout his career as a top producer and leader. Warning, if you’ve convinced yourself that competency...
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What Are You Really Running From?
Breaking Sales
Ever wonder how you can learn to embrace those uncomfortable moments? You know— the ones that light the path toward where you want to be headed verses where you currently are. Whether a difficult conversation, new routine, or some new action. In this episode, Pam and Dan break down: What's really happening in your head during those pivotal moments Why labeling something as "hard" versus "uncomfortable" changes everything How to stop letting your primal brain run the show Practical ways to build mental toughness one moment at a time The difference between being "good"...
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How To Release The Past To Create Your Future
Breaking Sales
When was the last time you felt truly confident in a high-stakes sales conversation—not just trying to project confidence, but actually feeling it? In this raw conversation, Kristie reveals what happened when she realized her "proven track record" wasn’t good enough. You'll learn the exact process she used to recognize when she was operating from fear versus authentic confidence, specific techniques for quieting the voice of self-doubt, and why examining the beliefs you formed long before your sales career is crucial to breaking through to the next level. Whether you're hitting your...
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What Is A High Performance Process? with Tim Filewicz
Breaking Sales
How do you fight off the anxiousness that floods in at times during your prospect and client conversations? The feeling that causes you to jump to solving, use filler words in moments of silence, and to back off of asking good, meaningful questions? In Part II of our conversation, Tim Filewicz shares his experiences in learning how to trust his voice of objectivity and detachment, and how he truly had to learn to let go ofimmediate gratification and focus on the moment, not the results. You’ll learn his specific morning routine, how he preps his mindset before important...
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How to Break Free from the Friend Zone with Tim Filewicz
Breaking Sales
How do you learn to trust a completely new approach or skill when the stakes are high? In this episode, Lockton VP Tim Filewicz shares how he transformed his mindset from seeking to be liked to embracing a peer to peer role, where the priority is to help his prospects and clients feel positive tension as they decide on change. You’ll learn how to break free from the "friend zone" in your client conversations and trust your new process, even when it feels uncomfortable.
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Trust Starts with Permission to Walk Away
Breaking Sales
Have you ever noticed how hard it is to truly build trust with someone new—even when you come highly recommended? That’s because we naturally hold people at a distance until we understand their intent. In this episode, Pam and Dan explore a counterintuitive truth about sales conversations. They break down why telling prospects they don't need to do anything with you—that “not moving forward” is perfectly acceptable—actually increases your chances of having an open, honest dialogue. You'll learn how this simple shift in approach can transform your interactions, whether...
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Stop Half-Assing Your Mindset
Breaking Sales
In this episode, Pam and Dan break down what real mindset preparation looks like, and why it matters - especially if you want better results from your conversations. Telling yourself to be calm, confident, or courageous is not enough. If it was, you’d already be having the more meaningful conversations and results. Listen in as Dan and Pam show you what it takes to develop real mindset strength—the kind that lets you stay present, stay curious, and keep serving your prospect even when things don't go the way you hoped.
info_outlineIt’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 their decision-making during the RFP process.