When engaging with prospects that are already inundated with computer-generated emails and phone calls, how can we give something of value without coming off like we’re asking for something in return? 

In this snippet, I sit down with Jeremy Donovan, Senior VP of Sales Strategy at Salesloft, who shares a simple, actionable tip for how you can provide something of value to your prospect in your initial outreach. This will help to build trust not just with prospects, but with your clients and peers as well. 

If you enjoy this snippet, scroll back to Episode 33, Start Asking and Start Giving with Jeremy Donovan, to hear the full conversation.

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.

High performers have a tendency to develop attachments to their successes, failures, and clients. Attaching your personal identity to metrics and people can be a major hurdle to overcome as you try and figure out who you are as a person. 

Ken Mossman has seen the catastrophic role attachment to the wrong thing can play in shaping and understanding our identity. As the head of Cirrus Leadership, Ken has been coaching men who have lost sight of their personal identity to help them realign and, as he puts it, get their mojo back.

In this episode, Dan and Ken discuss the role attachments play in the relationship between your personal identity and your professional life, and examine the different voices we listen to that influence our decision-making.

Failure can be painful, but it’s actually one of the most important tools we have for learning. However, traditional definitions of success and failure leave little room for nuance, which prevents people from applying the knowledge they’ve learned from their failures to be more successful. Listen to this snippet, and if you enjoyed it, scroll back to episode 60, Failure: The Building Blocks of Success to hear the full conversation. 

High performers have a tendency to confuse their performance results with their identity. Labeling yourself can be catastrophic as you try and figure out who you are as a person. If you play the labeling game – you are going to lose. 

Ken Mossman knows this well. As the head of Cirrus Leadership, Ken has been coaching men who have lost sight of their personal identity to help them realign and, as he puts it, get their mojo back.

In this episode, Dan and Ken talk about the game and the journey of trying to accomplish a major career milestone, and how to identify the voices that cause doubt, stress, and setbacks.

When it comes to setting goals, the amount of effort we put in affects our outcome. However, psychological and neurochemical factors can keep us from achieving goals when gratification is far off. How do we overcome this? Listen to this snippet, and if you want to hear this full conversation, scroll back to episode 56: Why Your Process is More Important than Your Goals.

“I need to learn about you” isn’t a trendy catchphrase. It’s one of the core components of building trust. Saying this phrase and not executing on it is one of the quickest ways to deteriorate trust. 

In this episode, Kristie shares a recent experience with Dan where she was the prospect being sold to. She shares how the sales professional emphasized learning, but was only concerned with sharing their expertise and demo. Ironically, the salesperson’s frustration with not being able to align their solution could have been avoided if they had done simple research and learned about Kristie’s situation. This breakdown will help you avoid making the same mistakes.

When faced with adversity, it is common to want to retreat into our comfort zones. We revert back to what we can control. When we do this, we end up exerting more energy trying to get out of the uncomfortable situation than we would by facing it head-on. In this snippet, we’ll listen to a story Pam shares where how she realized that excuses build upon each other and directly impact the results we create.

Listen to this quick snippet, and if you want to listen to the full-length conversation, scroll back to episode 20: Accomplishment or Excuses (Who's Winning?).

As we face uncertain economic conditions, many of Lappin180’s clients find themselves discussing rate increases with clients. It can be an awkward and daunting interaction, informing your client of a rate increase knowing that they might be slashing budgets, downsizing, or  placing new projects on hold. In the end, you can only control the controllables - your mindset and how you approach the conversation. In this episode, Dan and Pam discuss four tactical areas where detachment will help you perform in the clutch. 

Nobody likes to fail. But when you strip away the emotion, plenty can be learned and gained from disappointment. In this episode, Dan and Pam explore the topic of disappointment, including why we avoid it, why our expectations and attachments often betray us, and why the most seasoned professionals are often the least equipped to deal with disappointment.