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High Performers Need to Rejuvenate

Breaking Sales

Release Date: 10/07/2024

Unlocking Learned Excellence with Dr. Eric Potterat and Alan Eagle show art Unlocking Learned Excellence with Dr. Eric Potterat and Alan Eagle

Breaking Sales

For the 150th episode of Breaking Sales, we’re welcoming “Learned Excellence” co-authors Dr. Eric Potterat, a leading performance psychologist who has worked with everyone from professional athletes to Navy SEALs; and Alan Eagle, a former Managing Director at Google and an executive communications consultant, to explore how excellence can be learned and is absolutely accessible to all of us, regardless of our field or stage in life.  We'll examine the mental disciplines that drive high performance, how to strengthen adversity tolerance, and how the power of identity drives elite...

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Women Asserting in the Workplace show art Women Asserting in the Workplace

Breaking Sales

Have you ever found yourself walking a tightrope between being perceived as too aggressive or not assertive enough in the workplace? In this episode of Breaking Sales, Pam and Kristie share their perspective on assertiveness in the workplace. Drawing from their extensive experience as female leaders in male-dominated industries, they challenge common gender biases and explore the difference between assertiveness and aggression. You'll discover how personality type affects your natural level of assertiveness, and learn tactics designed to help you develop this essential leadership skill. Pam...

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SNIPPET: Preparation Over Talent show art SNIPPET: Preparation Over Talent

Breaking Sales

Have you ever wondered why some salespeople consistently outperform others, even those who, on the surface, appear equally talented? High performance is not just about natural ability - it’s also about the intensity and quality of preparation. Chances are, these top sales professionals are spending more time and energy preparing for their meetings than their peers.  In this Snippet, Dan sits down with Nick Hardwick, former Center for the San Diego Chargers, to explore the parallels between preparing for a high-stakes football game and preparing for crucial sales meetings. They’ll dive...

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Familiarity Kills Performance show art Familiarity Kills Performance

Breaking Sales

Have you reached your full potential? If you’re a high performer, the answer should be a resounding "not yet." There's always room for growth, always another level to reach. Personal growth is a never-ending journey where we are constantly working toward becoming the next version of ourselves.The secret is learning how to embrace that change. In this episode of Breaking Sales, Dan and Pam dive deep into the power of change and experimentation. They’ll explore why experimentation is crucial for personal and professional growth, and how it can help you reach that next level of performance....

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High Performers Need to Rejuvenate show art High Performers Need to Rejuvenate

Breaking Sales

It's no secret: many people in high-performance careers pride themselves on their work ethic. At first, the late nights, early mornings, and minimal sleep feel exciting and fulfilling. But as time goes on and they advance further in their careers, many begin to realize this approach isn't sustainable, or even productive in the long run. In this episode of Breaking Sales, Dan and Pam explore the critical importance of rejuvenation and grounding for high achievers and why taking time to recharge isn't just a luxury—it's a necessity for maintaining clarity and avoiding burnout. You'll discover...

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SNIPPET: Demos Are Often a Crutch show art SNIPPET: Demos Are Often a Crutch

Breaking Sales

Has this ever happened to you? You walk into a sales conversation with your product demo ready. You’ve rehearsed your presentation to perfection, knowing every line and figure by heart, only to find your prospect is disengaged and uninterested in your production. There’s a reason this didn’t work: You made the conversation about yourself. Instead of approaching the prospect with curiosity and asking questions about their business, you relied on a rehearsed demo presentation that didn’t require you to step out of your comfort zone and engage with the prospect on their level. So how do...

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If You’re Selling, You’re Not Differentiating show art If You’re Selling, You’re Not Differentiating

Breaking Sales

Sales leaders often stress the importance of differentiation. But what if I told you that the conventional wisdom on how to stand out in sales conversations actually makes you sound more like everyone else? When have you ever heard a competitor of yours say to the prospect, “our resources aren’t that good?”  Differentiation isn't about having the most offices, the smartest people, or even the best product. True differentiation has to come from within you - how you show up mentally. In this episode of Breaking Sales, Dan and Kristie dive deep into what it takes to stand out in a...

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Turning RFP Presentations Upside Down show art Turning RFP Presentations Upside Down

Breaking Sales

When was the last time you actually enjoyed responding to an RFP? The harsh reality is that buyer expectations are through the roof. The old playbook just doesn't cut it anymore. But what if there was a way to completely flip the script on RFPs? To turn them from a soul-crushing exercise into a chance to truly connect with your prospects? In this episode, Kristie and Dan dive into the mindset shift that can help you disrupt the RFP game, challenging everything you think you know about the process. What if instead of a scripted song and dance, you could have a real dialogue? What if you could...

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SNIPPET: Asking Tough Questions show art SNIPPET: Asking Tough Questions

Breaking Sales

Are you brave enough to ask a prospect if they've tried fixing their problem with their current provider? Or does the risk that you could potentially lose a deal fill you with dread?  Sales professionals often struggle with getting too attached in these situations, especially when they’re excited about closing a deal. If you want to improve your sales conversations, you have to become very self-aware about this tendency, and remind yourself that your attachments and insecurities aren’t serving anyone’s best interests. In this Snippet, Dan explores how adopting this mindset can help...

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What Are Your Prospects Actually Saying? show art What Are Your Prospects Actually Saying?

Breaking Sales

Have you ever felt a rush of excitement when a prospect says something positive about your sales conversation? That moment when you are sure you have it in the bag? Not so fast. In this episode, Dan and Pam explore a dangerous pitfall in sales - the temptation to hear what you want to believe, not what your prospect is actually saying. They’ll dive into why labeling interactions as "good" or "bad" can sabotage your efforts, and how to stay objective even when things feel optimistic. You'll learn why "buying signals" might not mean what you think they do, and how to keep pushing for deeper...

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More Episodes

It's no secret: many people in high-performance careers pride themselves on their work ethic. At first, the late nights, early mornings, and minimal sleep feel exciting and fulfilling. But as time goes on and they advance further in their careers, many begin to realize this approach isn't sustainable, or even productive in the long run.

In this episode of Breaking Sales, Dan and Pam explore the critical importance of rejuvenation and grounding for high achievers and why taking time to recharge isn't just a luxury—it's a necessity for maintaining clarity and avoiding burnout.

You'll discover how small, intentional habits can make a big difference in your overall well-being and productivity, the hard choices that come with prioritizing rejuvenation, and why being deliberate is so critical to avoiding burnout. Dan and Pam even share their personal methods of mental and physical rejuvenation, from evening walks and classical music to early morning workouts and prioritizing sleep, as inspiration on how you can make a change in your life.

Tune in if you're ready to transform your mindset and boost your performance without sacrificing your well-being.