Sometimes it’s easy to omit the basics in our conversations with prospects. If our standards aren’t defined, we aren’t setting ourselves up for success. In this snippet, we revisit a few of Dan’s nine conversation standards that will help you gain self-awareness and drive high-performance results.

To hear the rest of the conversation, scroll back to episode 38, Prospect Conversations: How High Performers Do It Better.

Your mindset impacts your results. In this second part of a three-part series, Dan and Pam talk about how the questions you ask are a dead giveaway of the mindset you’re in. Listen in to test your own methodology for questioning your prospects against Dan and Pam’s advice, and identify whether you’re projecting scarcity or abundance with the questions you ask.

When it comes to outreach, every interaction matters. Building trust is essential if you want an invitation for a conversation. The second your outreach feels gimmicky, a high-quality prospect is out. Listen to this 180 Conversation as Dan and Pam share their reactions to a common outreach tactic – a dead giveaway for a low-intent offering.

Automation is a necessary tool in today’s world, but what happens when it’s used poorly? When it comes to your outreach, automation can destroy one of the necessary components of your relationship with your prospect: reciprocity. In this snippet, we revisit Dan’s conversation on reciprocity with Jeremy Donovan, who was formerly the SVP of Revenue Strategy at the sales engagement platform SalesLoft.

If you want to revisit the full-length conversation, scroll back to episode 33, Start Asking and Start Giving with Jeremey Donovan.

Your mindset impacts your results. There’s a lot of people out there giving “advice” on how to be a better sales professional. But guess what? A lot of their well-intentioned advice is outcomes-based—not mindset-based. In the first episode of a three-part series, Dan and Pam demystify some of the myths out there around why sales professionals fail, and they begin to share the real reasons, and how to avoid them.

One of the quickest ways to discredit your outreach is to communicate assumptions about why your prospect hasn’t responded. Listen to this 180 Conversation as Dan and Pam share their critiques of an anonymous thread of email messages that reveal the author’s serious scarcity mindset.

If you’re calculating your pipeline wrong, then your business is at stake. That’s why Dan is setting the record straight on pipeline in this snippet episode. Listen in to hear Dan share how he calculates pipeline for maximum accuracy—and, as an added bonus, his method is going to boost your relationship with your prospects, too.

To hear the rest of the conversation, listen to Episode 26: Are You Measuring the Wrong Things?

Why do so many in sales struggle to reach their full potential? Many reasons. Listen in as Dan and Pam break down three of them based on their work coaching top performers for over a decade. After listening, you’ll have more self-awareness to identify which of the three is getting in your way.

No credibility = no meeting. If you’re missing the bare minimums in your outreach (Who are you? Why should they care? Who are you associated with?) then you’re never going to get their time.

In this 180 Conversation, Dan and Kiley share an outreach that caused Kiley to simply respond: “You have no credibility”. Listen in to gut-check your own outreach—are you being genuine and helpful, or are you being self-serving?

What’s your top priority when talking to clients? If your automatic answer isn’t to learn, you need to go back to the drawing board. Listen in to hear Dan break down 4 assumptions you’re making about your prospects that are holding you back from being a top performer, and more importantly, his strategies for moving past them.

If you’d like to listen to the full episode, listen to Episode 29: 4 Assumptions Blocking You From Success.