Making assumptions during your prospect conversations is a clear indicator of an amateur (sales) mindset. It limits the trust you build, what you learn, and creates the prototypical sales experience that your prospects have come to expect. Every time you assume anything, you make it easier for the prospect to disqualify you and harder to differentiate yourself from your competition. In this episode, Dan and Kiley break down the four most common assumptions sales professionals make and the impact they have on your ability to help your prospect debate change.

How does outreach automation feel and sound to your prospects? In this 180 Conversation, Dan and Kiley clarify the difference between using automation to leverage and scale your outreach efforts versus deploying it out of laziness. Your prospects can tell when you are simply trying to play the numbers game - the “spray and pray” approach only tarnishes your brand. Why would your prospects invest time in getting to know you – when you invest minimal time in them? 

What is your outreach telling your prospect about your value? What’s the cost of becoming too cute with your approach? Nothing against hippos, but they don’t do well around humans or within your email strategy. In this 180 Conversation, Dan and Kiley break down the ways your outreach is diminishing your value before you even start a conversation.

This episode may change how you view your sales process. Do you assess your prospect conversation based on what you got out of it or what your prospect experienced? You bring a perspective into and out of every prospect conversation: Did we connect enough? Did they answer our questions? Did they agree to next steps? These are common benchmarks for many sales professionals in measuring the quality of their prospect conversations. Unfortunately, they have very little to do with how your prospect assesses the conversation and have little impact on their ability to debate change successfully. Listen in as Dan and Kiley walk you through how the prospect assesses the conversation.

How are you approaching prospects on LinkedIn? 

LinkedIn’s technology and automation are misused 90% of the time, potentially destroying any opportunity to start a conversation. When you approach prospects on social media, your intention may be to scale your outreach efforts but you risk hurting your brand. In this 180 Conversation Dan provides guidance on the high-performance approach to prospecting on LinkedIn.

People often assume that money is the sole motivator for a career in sales.  While it may be the carrot for some sales professionals, high performers have deeper incentives.  In this episode, Dan and Neel Doshi, NY Times best-selling author of Primed to Perform, discuss the powerful motivation of play, potential, and purpose to maximize top performance and minimize stress.

Are you sending the wrong message to your prospects? 

In this 180 Conversation, Dan breaks down what the style and quality of your outreach reveal to prospects. If you want to connect with someone and open up the possibility of a conversation, invest in educating yourself on what they post or follow. A blind monkey can reference a profile (sorry blind monkeys).

Your home is your safe haven. Now it’s become the place where you try to break free of comfort zones to hold yourself more accountable and build high-performance routines. If it's true we perform at the level of our environment, what does your current home office environment say about your future performance? About 55% of what we communicate comes from body language, 35% verbal tone, and 10% through our words. How are these innate human communication mechanisms being affected, and what do your prospects observe and interpret? In this episode, Dan and Kiley share ideas and techniques to help you maximize the virtual experience you create for your prospects and clients.   

Dan and Kiley get to the heart of effective sales outreach in an episode devoted entirely to prospect communication. Prospects receive tens of millions of LinkedIn invites, emails, and voicemails. How can you frame the conversation to stand out and sound different from everyone else?  It’s a matter of mindset, exuding confidence, assuming nothing, and removing expectation. Tune in for tangible insights and real-life examples to help you change the conversation.

2020 was a year of disappointment and opportunity. Standards and routines were disrupted. These challenges may have sparked a new practice, the insidious habit of giving up ownership and making excuses. Excuses are like muscles—the more you use them, the stronger they become. Eventually, they pave the road to defeat. Join Dan Lappin, Pam Evanson, and Kiley Schmitz for an intense episode to help you to take ownership of your choices. Learn how excuses work, why they’re deadly, and how to slow down the comfort train.