Are you comfortable asking the tough questions? Or do you find yourself holding back, afraid to rock the boat? That hesitation can be counterintuitive, as the ability to ask challenging questions may be the difference between closing a deal and watching it slip away.  So how do you develop the confidence to push past your comfort zone and take the conversation into uncharted waters?

In this snippet, Quinn Damon and Dan explore the art of asking tough questions, and Quinn shares a pivotal moment in his career where a single, well-crafted question turned the tide in a sales conversation.

If you're ready to learn how to ask the questions that truly matter to your prospect, listen in, and then scroll back to episode 44, “No Shortcuts to Sales Success” to hear our full conversation on mastering the art of tough questions.

What would happen if excuses and insecurities no longer held you back, and you were able to approach your prospecting with calm, confidence, and conviction?

In this episode of Breaking Sales, Dan and Pam talk about how you can evolve your mindset and minimize annoying insecurities that hold you back. They cover conviction and how it can transform your performance, including why waiting for external factors to boost your confidence is a losing game, and how you can get results by manufacturing that "I don't give a sh*t" attitude. 

This conversation might just be the wake-up call you need to break through to your next level of achievement.

In this Snippet, Pam and Dan explore the power of process in transforming your sales results. You'll learn how to scale your prospecting efforts and build a consistent, high-performing sales machine. We'll break down how to tackle prospecting in an organized, consistent way, and why daily habits reduce stress.

If you're ready to take your sales game to the next level, listen to this snippet, and then scroll back to Episode 12, Prospecting: The Missing Link to hear the full conversation.

More and more salespeople are spending too much time and energy trying to find the perfect prospecting message—a silver bullet that guarantees success. The truth is that the real key to effective prospecting is not in the message itself, but in how we frame our goals and expectations. 

You can’t control most things in life, including how your prospect responds to your messaging. However, there are four things you can control: 

Your mindset, effort, actions, and consistency. 

In this episode of Breaking Sales, Pam and Kristie dive deep into the mindset traps that hold us back, and the opportunities to change our approach—and thus, our results. Whether you’re a seasoned pro or just starting out, get ready to reconsider everything you think about prospecting.

Are you spinning your wheels, feeling like you never have enough time? Think having a wide-open calendar would mean more freedom? Think again. Dan and Pam are about to challenge everything you thought you knew about managing your time.

Resident time-management expert Pam sits down with Dan to unpack two crucial questions: 

1. Does your schedule represent where you are today, or where you want to be tomorrow? 

2. Are your calendar practices an asset or hindrance?  

They dive deep into how top performers use their calendars as powerful assets, common misconceptions about scheduling that might be sabotaging your success, and how to transform your relationship with time. You’ll find out why having the discipline to plan and stick to a schedule isn't just about getting more done. It's about safeguarding your promises—to yourself, your team, and your clients. Whether you're in sales, leadership, or any field where performance matters, this episode is your roadmap to next-level productivity.

There will be a time where enough is enough. When all of us in sales look back and say, “What were we thinking?” And we ask, “Why would anyone accept a 20 percent win standard from 20 percent of the population?” 

Let’s start questioning the sales norms and redefining how we measure success. It will be up to you to decide what level you’ll play at. 

Will convention and the current misguided “expertise” keep you stuck, or will you have the conviction to challenge and carve your own path?

In this episode of Breaking Sales, Pam and Dan start to debunk the myth of sales. They move past the temptation to standardize and label prospects, push past closing ratios, and get to the heart of the matter—how to tear into that other 80 percent.

If you had one chance to build trust with someone, would you choose the path of sharing your competency or seeking to understand their point of view? 

Common sense would dictate that most will choose “seeking their point of view,” but why then during conversations does it so often switch? How many times have you caught yourself telling the other person what they should do, or sharing your expertise and experience hoping they adhere to your advice? 

This snippet revisits Dan’s conversation with Kent Grayson, an associate professor and researcher at the Kellogg School of Management and an expert on trust and authenticity in the marketplace. Kent and Dan unpack an analogy that demonstrates why competence in and of itself is not enough to build trust. To hear the full episode, scroll back to episode 96: Evolving Trust with Kent Grayson.

It’s no secret: many salespeople dread participating in RFPs (request for proposals). Many feel they are unfair, unclear, inefficient, and otherwise difficult. However, with more businesses adopting RFPs as part of their decision-making process, it’s crucial that sales professionals know how to approach them. 

More importantly, the problem may be less about the process and more about your mindset. 

In this episode of Breaking Sales, Dan and Pam discuss adopting a mindset that will help you to disrupt RFPs, and what tools and tactics can be used to help organizations in their decision-making during the RFP process.

While control provides us with a sense of comfort and security, it doesn’t benefit us to keep an iron grip on every aspect of our lives. If you want to create something new, different, or special in your life, you’ll have to learn to embrace things that you can’t control and trust what you can. 

In this episode of Breaking Sales, Kristie and I discuss different perspectives on control, and how to develop a healthy mindset around it. The conversation also explores how trying to control too much can cloud our judgment and prevent us from making good objective decisions.

How do we make sure we remain accountable to ourselves and our commitments when faced with discomfort?

Continually evolving ourselves and our mindset is essential to propelling our lives, careers, and businesses forward. Sustainable change requires a steady adherence to processes and principles that may sometimes be uncomfortable, but encourage long-term personal growth. 

In this episode of Breaking Sales, Pam and Kristie explore what it takes to be accountable to oneself, and why this practice is one of the most important contributors to high performance.