Breaking Sales all Episodes with AI Transcript | PodExtra.AI

Home

Explore

Popular Podcasts

Latest Podcasts

Latest Episodes

Latest AI-processed

Categories

Setting

Sign in

Education

Business

Dan Lappin

Behind the scenes with one of America’s leading sales renegades, Dan Lappin, and his fanatic crew of disruptors from Lappin180. Listen as Dan, his sales training team, and their guests destroy everything you thought you knew about selling. A nonconformist take on rejecting the status quo, Lappin180 annihilates the tried-and-died sales tactics and techniques that have failed you, and your prospects. Here is your chance to break free of convention and tedious sales rules top earners never follow. In interviews with business leaders and industry insiders, Dan will inspire you to think differently, stop selling, and break the sale. Join Dan on his unorthodox mission to shatter the dull monotony of performance stagnation.

Total 191 episodes

4

Go to

When Sounding Different Sounds Bad

When Sounding Different Sounds Bad

There’s a fine line between unique and bizarre when it comes to piquing prospect interest. The more your outreach stretches convention, the more you risk alienating your audience. Sending an email or leaving a voicemail that entices the recipient to scream, “That’s me!” is rewarding, but the odds of that happening are slim to nil. Maybe 10%, per the research. So, what impact does unusual outreach have on the remaining 90%? Join Dan and Kiley as they dissect an unconventional approach.

04:1202/08/2021

Practice: Don’t Be Afraid To Fail

Practice: Don’t Be Afraid To Fail

Listen, learn, and practice. Individually, they won’t move the needle, but together, they create a powerful chain reaction. Talking about what you’ve learned makes you feel knowledgeable. Putting it into practice with a willingness to fail produces results. In this 180 Conversation, Dan and Kiley add a new twist. They break down an actual cold call voicemail message from a Lappin180 client. Bottom line: You have to be willing to fail if you want to succeed.

04:1621/07/2021

Are Gift Cards an Effective Outreach Strategy?

Are Gift Cards an Effective Outreach Strategy?

When your prospects compare your email outreach to your competitor – outside of your name and company, would they be able to tell the difference? The answer might surprise you. In this episode, Dan and Kiley offer you a glimpse into what prospects experience every day – an inbox saturated with offers for free demos, gift cards, and a pledge to take only 20 minutes of your time. Hint: if you don’t own Starbucks stock – maybe now is a time to buy.

06:5913/07/2021

Prospect Conversations: How High Performers Do It Better

Prospect Conversations: How High Performers Do It Better

Everything has a standard, and high performers follow and pursue a very different paradigm. In many cases, they look for conversation benchmarks that are 180-degrees different from what most sales professionals seek and observe. There’s a strong likelihood that you might be valuing things in your conversation that provide little impact on your results. Listen in as Dan and Kiley deep dive on nine conversation shifts to help you build trust faster and improve your performance.

22:2705/07/2021

When Buzzwords Are a Buzzkill

When Buzzwords Are a Buzzkill

You can spend hours crafting the perfect sounding sales message, but if the prospect doesn’t understand it, it’s worthless. In this episode, Dan and Kiley talk about the perils of using buzzwords, empty promises, repetition, or language specific to your inner circle in your outreach. You may think you sound well-informed, but the only one you’re impressing is yourself.

04:2022/06/2021

Compliments Can Spark Doubt

Compliments Can Spark Doubt

Flattery reeks of insincerity. When you walk into a store and a salesperson greets you with a compliment or an assumption, how do you feel? Does it trigger skepticism or trust? This style of outreach feels disingenuous: “I’ve been impressed with your work” or “It appears you’ve been doing well.” Listen in as Dan and Kiley break down how praise can create barriers in your outreach strategy.

08:4315/06/2021

The Difference Between A, B, and C Players

The Difference Between A, B, and C Players

Are you an A, B, or C-level player? Everyone likes to think they’re an A player, and every leader wants A players on their team. But the reality is the journey to high performance starts with self-assessment, courage, and commitment. You have to take stock of where and how your talents and behaviors show up. If you’re interested in self-assessing from the safety of wherever you privately listen to this podcast, tune in as Dan breaks down the differences between an A, B, and C players using the following eight high-performance competencies – learning, feedback, focus, failure, success, risk, motivation, and betting on oneself. Whether you’re an individual performer, mentor, or sales leader, this episode makes a great growth opportunity for you or your entire team.

25:5507/06/2021

Don’t Make Assumptions. Ask Questions.

Don’t Make Assumptions. Ask Questions.

When your prospect meeting is going well, do you get ahead of yourself and become lazy with your questions and learning? In this 180 Conversation, Dan shares the importance of maintaining your focus on asking deep questions and learning. Never assume anything. Even when the prospect is ready to commit to another meeting.

04:2925/05/2021

Start Asking and Start Giving with Jeremey Donovan

Start Asking and Start Giving with Jeremey Donovan

With 5.7 million sales professionals making an average of 25 outreach attempts per day, your prospects are inundated with requests for their time. Prospects are savvy and skilled in learning how to avoid the time-suck of reading your conversation invite. Join Dan as he talks with Jeremey Donovan, SVP of Sales Strategy at SalesLoft, about tactics to help you avoid your prospect's immediate disqualification.

30:2817/05/2021

Give Before You Ask

Give Before You Ask

When you send a LinkedIn message or introductory email to a prospect, do you ask for something or give something? Nine out of ten outreach emails ask prospects for their time and interest. Based on previous experience, what does this tell your prospect about your conversation intent – if they invite you in? It tells them you want to advance or position a sale. In this episode, Dan and Kiley share some thoughts and ideas on giving vs. asking.

06:0810/05/2021

Speak Your Prospect’s Language

Speak Your Prospect’s Language

Are you speaking your prospect’s language, or your own? In this 180 Conversation, Dan and Kiley break down an outreach that uses plenty of industry jargon but alienates the prospect.

04:1503/05/2021

Outreach Automation Gone Wrong

Outreach Automation Gone Wrong

Platforms that help you scale and leverage your outreach time and effort can have value, but if your approach focuses on you, your services, and what you want – the only thing you're automating is your neediness and desperation. In this episode, Dan and Kiley review a specific example of how automating outreach can go wrong.

09:2126/04/2021

4 Assumptions that Hurt Your Performance & Limit Trust

4 Assumptions that Hurt Your Performance & Limit Trust

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.

19:5919/04/2021

The Right and Wrong Way to Automate Prospecting

The Right and Wrong Way to Automate Prospecting

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?

08:1413/04/2021

The Hippo Prospecting Strategy

The Hippo Prospecting Strategy

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.

05:0424/03/2021

Are You Measuring the Wrong Things?

Are You Measuring the Wrong Things?

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.

26:2317/03/2021

Are You Annoying and Destroying?

Are You Annoying and Destroying?

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.

07:0301/03/2021

How Top Performers Self-Motivate with Neel Doshi

How Top Performers Self-Motivate with Neel Doshi

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.

45:2222/02/2021

What Your Outreach Reveals to Prospects

What Your Outreach Reveals to Prospects

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).

06:3708/02/2021

Your Virtual Brand From Home

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.

22:1403/02/2021

Think Different to Sound Different

Think Different to Sound Different

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.

08:4825/01/2021

Accomplishment or Excuses (Who’s Winning?)

Accomplishment or Excuses (Who’s Winning?)

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.

28:2514/01/2021

How High Performers Will Approach 2021

How High Performers Will Approach 2021

Can’t wait for 2020 to be over? In this year-end wrap-up, Dan and Kiley share the key themes and takeaways from 2020 and the lessons learned from our guests. Tune in for 20 minutes of candid, fluff-free, sales-shattering truths that culminate in one deceptively simple question: what did you learn about yourself in 2020? It may be a scary thought process, but it’s the one that will pay the most dividends in 2021.

22:0730/12/2020

Questions That Build Trust with David Thompson

Questions That Build Trust with David Thompson

Are you guilty of making your prospect feel like the subject of an interrogation? David Thompson, an interrogation and interview expert, shares his experiences teaching the FBI and law enforcement how to build trust through non-confrontational questions. Imagine interrogating a suspect hell bent on avoiding any admission or prosecution and your job is to build enough trust so they confess to the crime. It can feel the same way with a prospect when you know you can help, but they refuse to see it. Listen in as Dan and David dive into the mindset and types of questions required to break your prospect from the prison of their biases.

41:0516/12/2020

The 9 Characteristics of High Performers with Mike Sarraille

The 9 Characteristics of High Performers with Mike Sarraille

Can self-awareness, ownership, and resilience be trained? In part two of our conversation, retired U.S. Navy SEAL and author Mike Sarraille shares his personal story of how he learned these critical qualities as a Marine before joining the SEALs. Mike also previews his book, The Talent War, breaking down the nine characteristics high performers must have to be successful in sales.

22:5002/12/2020

Are You Opting In or Out of High Performance? with Mike Sarraille

Are You Opting In or Out of High Performance? with Mike Sarraille

What do sales professionals have in common with Navy SEALS? More than you think. The drive to succeed, commitment to the process, and the willingness to push personal boundaries are surprising common ground. Failure to perform is directly linked to how much you’re willing to invest in yourself, and the personal standards you set. In this episode, retired U.S. Navy SEAL officer and author Mike Sarraille examines resilience and the value of pushing yourself to your edge – vital elements of high performance.

39:5710/11/2020

How do your prospects describe their relationship with you? with Dan Lappin and Kiley Schmitz

How do your prospects describe their relationship with you? with Dan Lappin and Kiley Schmitz

Don’t count on prospects to perceive your relationship the same way you do. Every time you enter a prospect conversation looking for signs of approval or the chance to prove your expertise, find pain, or get a commitment on next steps – you're pushing a sales experience. Even if the prospect likes you, it doesn’t necessarily mean they trust you. In this episode, learn two simple conversation approaches to help you develop a prospect relationship based on trust and competitive advantage.

30:5022/10/2020

How You Prospect Reflects Your Character with Tom Short

How You Prospect Reflects Your Character with Tom Short

Prospecting isn’t about giving away your character – it’s about finding it. When it comes to business development, one of the worst traps is tying your self-worth to outcome. The pressure you feel to deliver results works against you as you buckle under the weight of self-perceived humiliation of rejection. Lappin180 team member, Tom Short, has built an impressive prospecting machine that consistently delivers four or more conversations every week. But that wasn’t always the case. In this episode, Tom shares his struggles with self-doubt and poor results before changing his mindset and his definition of success to produce high-level BD results.

51:4708/10/2020

What are today’s high performers doing? with Bob Wierema

What are today’s high performers doing? with Bob Wierema

2020 is closing quickly and 2021 is right around the corner. If you want to have a different experience and create different results, you will need to think, plan, and execute differently. In this episode we talk with Bob Wierema, Executive Vice President of Lockton Companies. Bob has been through the ups and downs – the second guessing and self-doubt – and has come out the other side as a top performer at his company and in his field. Listen as Bob shares some of the tactics that he uses to set up his day and week for success, as well as the philosophies and mindset that keep him constantly moving forward and evolving.

33:4825/09/2020

Prospecting: The Missing Link with Pam Evanson

Prospecting: The Missing Link with Pam Evanson

Are you prepared to prospect in a virtual environment? We’re taking a deep dive into prospecting for the next few episodes and what you need to know to rejuvenate and sustain your pipeline. Pam Evanson of the Lappin180 team joins the conversation to discuss the importance of process and its impact on prospecting. Are your processes propelling you forward, or is the lack thereof causing you to waste energy and time playing pipeline catch up?

40:2909/09/2020

Healthy Habits for Sales Success with Nick Hardwick and Erica Ballard

Healthy Habits for Sales Success with Nick Hardwick and Erica Ballard

In today’s Breaking Sales episode, we’re featuring two conversations, one with Pro Bowl Center Nick Hardwick, and Erica Ballard, a health and wellness expert. They join Dan Lappin to discuss the impact sleep, nutrition, and exercise have on your ability to perform in the clutch. You’ll learn how you work towards your success – or against it – by the way you take care of your health both mentally and physically. Connect with Nick Hardwick: https://hardwick.life/ Connect with Erica Ballard: https://www.ericaballardhealth.com/about-me Connect with Dan Lappin: https://www.linkedin.com/in/lappin180 Connect with Kiley Schmitz: https://www.linkedin.com/in/kileyschmitz/ Learn more about Lappin180: https://www.lappin180.com/

59:0328/08/2020

Preparing to Win with NFL’s Nick Hardwick

Preparing to Win with NFL’s Nick Hardwick

Preparation is critical to perform at the highest level. Whether it’s for an important prospect meeting or facing an immovable human wall in the NFL, what you do before the game matters most. In this episode, former NFL Pro Bowl Center Nick Hardwick from the San Diego Chargers joins Dan Lappin for a powerful lesson in preparation and performance. After You Listen: Take this assessment to determine how and where you can improve your sales results. https://www.lappin180.com/assessments Connect with Dan Lappin: https://www.linkedin.com/in/lappin180 Connect with Kiley Schmitz: https://www.linkedin.com/in/kileyschmitz/ Learn more about Lappin180: https://www.lappin180.com/

37:4113/08/2020

Sales and Dating with Psychologist Dr. Karin Anderson Abrell

Sales and Dating with Psychologist Dr. Karin Anderson Abrell

Mindset is essential to succeeding in sales. Whether it’s preparation or detaching from outcomes, putting yourself in the right state of mind will significantly impact your ability to perform. Mindset also plays a crucial role in successful relationships. Dr. Karin Anderson Abrell, psychologist, author, and relationship expert joins Dan in this episode of Breaking Sales to address the mindset similarities between dating and sales. After You Listen: Take this assessment to determine how and where you can improve your sales results. https://www.lappin180.com/assessments Connect with Dan Lappin: https://www.linkedin.com/in/lappin180 Connect with Kiley Schmitz: https://www.linkedin.com/in/kileyschmitz/ Learn more about Lappin180: https://www.lappin180.com/

30:2729/07/2020

Getting Unstuck to Move Forward

Getting Unstuck to Move Forward

As pandemic uncertainty continues, you’re either frozen in place waiting for external events to dictate your next move, or you’ve assessed the risk and decided to take action in anticipation of a better business climate. This episode addresses the reality of both situations with ideas to get unstuck so you can move your business forward. After You Listen: Bookmark this episode as we build upon this conversation from episode to episode. https://podcasts.apple.com/us/podcast/breaking-sales/id1503234243 Take this assessment to determine how and where you can improve your sales results. https://www.lappin180.com/assessments Connect with Dan Lappin: https://www.linkedin.com/in/lappin180 Connect with Kiley Schmitz: https://www.linkedin.com/in/kileyschmitz/ Learn more about Lappin180: https://www.lappin180.com/

19:3016/07/2020

Finding Sales Flow with Brian Decker

Finding Sales Flow with Brian Decker

Flow is the mental state of optimal performance. With flow, you execute an activity with complete focus and intentional control, unhindered by distraction, doubt, or negative internal chatter. In this second of two-part series, Indianapolis Colts’ Brian Decker reveals how to achieve this high-functioning state of mind and how flow applies to your sales practice. Learn about the three combined elements that make up flow – preparation, visualization, and mindset - and how it drives high performance. After You Listen: Bookmark this episode as we build upon this conversation from episode to episode. https://podcasts.apple.com/us/podcast/breaking-sales/id1503234243 Take this assessment to determine how and where you can improve your sales results. https://www.lappin180.com/assessments Connect with Dan Lappin: https://www.linkedin.com/in/lappin180 Connect with Kiley Schmitz: https://www.linkedin.com/in/kileyschmitz/ Learn more about Lappin180: https://www.lappin180.com/

26:5102/07/2020

From US Special Forces to NFL to Sales: Brian Decker and Resilience

From US Special Forces to NFL to Sales: Brian Decker and Resilience

What’s the biggest indicator of success? For Brian Decker, Director of Team Development for the Indianapolis Colts and a former US Army Special Forces Officer, it always comes back to resilience. Brian shares lessons gained from his experience identifying and preparing men for combat, both on the football field and in the military. He talks about the difference between natural and learned resilience, and how you can improve and evolve it. In this first of two-part series, Brian shares his insights on resilience, and Dan applies it to sales performance. Learn how to embrace obstacles as part of the process for improving your resilience, so you can take your performance to a new level. After You Listen: Bookmark this episode as we build upon this conversation from episode to episode. https://podcasts.apple.com/us/podcast/breaking-sales/id1503234243 Take this assessment to determine how and where you can improve your sales results. https://www.lappin180.com/assessments Connect with Dan Lappin: https://www.linkedin.com/in/lappin180 Connect with Kiley Schmitz: https://www.linkedin.com/in/kileyschmitz/ Learn more about Lappin180: https://www.lappin180.com/

28:3817/06/2020

Maybe It’s Time to Rethink Prospecting

Maybe It’s Time to Rethink Prospecting

If you want to avoid your prospect’s innate reaction in treating you like a salesperson, you’ll need to stop chasing results. It may sound odd, but that burning intensity that drives you to pursue that new prospect appointment is often what stands in the way of setting it. Focusing purely on the outcome causes anxiety, hesitancy, and pressure before you make the initial phone call or send the email. Worse yet, your prospect can pick up on your nervousness and indecision. If you want to improve your prospecting results – you’ll first need to remove all self-induced stress and pressure. Join Pam Evanson, Dan Lappin, and Kiley Schmitz as they breakdown the prospecting pitfalls holding you back from having meaningful conversations.

25:3203/06/2020

High-Performance Mindset

High-Performance Mindset

17 million sales conversations happen every week. These conversations all focus on finding pain, sharing expertise, and proving value – and they all sound the same. High performers take a different approach. It begins with how they think. In order to win, your prospect will need to objectively evaluate and debate change. Assessing your solution is easy – generating the courage to do something different is hard. Pam Evanson, of the Lappin180 team, joins Dan and Kiley on the latest episode. Pam is in the field every day coaching hundreds of high performers from New York to L.A. on how to shift their mindset and conversations. Together, Pam and Dan share insights and experiences on how to become a top performer. In Pam’s words, “how you think is everything.”

29:1620/05/2020

Breaking the Sales Mindset with Danielle Lombardo

Breaking the Sales Mindset with Danielle Lombardo

High performance in sales starts when you realize that it’s not about winning, but helping the prospect effectively debate and decide if making a change matters. Danielle Lombardo, a top performer in commercial real estate with Lockton Companies, shares her experience in shifting her traditional sales mindset - focused only on making the sale - to an advisor mindset, to earn the Top Producer of the Year award in 2019. In this episode, learn the importance of conversation self-awareness, asking questions that help your prospect objectively evaluate change, and how mindset can be used to stay positive under pressure. Danielle shares her journey and process for breaking her own sales mindset. She calls it her “sales detox.” After You Listen: Connect with Dan Lappin: https://www.linkedin.com/in/lappin180 Comments, show ideas, guest requests? We want to hear from you: https://[email protected] Learn more about Lappin180: https://www.lappin180.com/

31:0206/05/2020

Building Trust

Building Trust

People buy from people they like, right? Not true. People buy from people they trust. When it comes to your prospects, are you more focused on getting them to like you in order to buy from you? Or are you actually invested in what’s best for them? You have the opportunity to build trust with every human conversation - sales or not - and trust comes in layers. In this episode, you’ll learn the depths it takes to build trust and how you can shift your mindset to build it naturally and authentically with your prospects. After You Listen: Are you building trust with your prospects? Get honest with yourself by taking this quick assessment: https://www.lappin180.com/consultative-acumen-assessmen Connect with Dan Lappin: https://www.linkedin.com/in/lappin180 Comments, show ideas, guest requests? We want to hear from you: https://[email protected] Learn more about Lappin180: https://www.lappin180.com/

26:1820/04/2020

Your Prospect’s Point of View

Your Prospect’s Point of View

In this episode, experience the sales process from the prospect’s perspective – from the warm introduction to your first meeting over coffee. Very often, the meeting is an obligatory courtesy to the person who made the introduction. Putting yourself in your prospect’s shoes is something sales professionals often fail to do. Instead, we ask questions to uncover pain so that we can quickly solve it with our solution. But this is not the biggest mistake sales pros make. There is an even bigger one you may be overlooking. Uncover the one thing you’re doing that is holding you back from becoming an elite sales professional. Grab a cup a coffee, a pen, and paper, and learn how to change the trajectory of your sales conversations. After You Listen: Bookmark this episode as we build upon this conversation from episode to episode. https://podcasts.apple.com/us/podcast/breaking-sales/id1503234243 Do you want to know why you’re not getting the sales results you want? Take this assessment to determine how and where you can improve your results. https://www.lappin180.com/sales-performance-assessment Connect with Dan Lappin: https://www.linkedin.com/in/lappin180 Give us your comments, show ideas, and guest requests: https://[email protected] Learn more about Lappin180: https://www.lappin180.com/

30:3120/04/2020