Trust is at the center of how our society functions, and nobody knows this better than Kent Grayson. Kent is an expert on trust and authenticity in the marketplace who has conducted substantial research on how consumer habits are affected by their perception of a company/industry. In this one-on-one interview, Kent and Dan discuss the origins of trust in early human society, risk tolerance, and how sales professionals can build trust in their clients or potential clients.

In this 180 Conversation, Dan and Pam break down an email outreach that attempts to use buzzwords words that reflect trust, but because of the way they are misused they end up deteriorating trust quickly and create a sleazy email outreach experience. If you have to state that you're trying to be clear - you're probable not being clear.

The old adage still holds true, first impressions matter. Poor outreach tells your potential customer everything they need to know about your intent and value. Remember that they're not looking for a reason to spend time with you, they're looking for a reason not to spend time with you. Poor attention to details and mismanaged automation is the only excuse your recipient needs. Listen in as Dan and Pam debate the impact and relevance of offering gifts and freebies to solicit time with a prospect.

Filler words, rambling questions, and feelings of hesitation are just some of the symptoms you'll experience by not being in the moment during your conversations. In this snippet, Dan revisits episode 46, where he shares a process to help you intensify your questions, improve your learning, and take your conversations to the next level.

To hear the rest of this conversation, listen to Episode 46: The Power of Being in the Moment.

Your mindset impacts your results. There are 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 third and final episode of a three-part series, Dan and Pam build off the previous two episodes and discuss how much time we spend chasing prospects, our ability to compartmentalize, and our ability to manage bias.

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.