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4 minutes | 5 days ago
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.
9 minutes | 12 days ago
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.
20 minutes | 19 days ago
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.
8 minutes | 25 days ago
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?
5 minutes | a month ago
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.
26 minutes | 2 months ago
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.
7 minutes | 2 months ago
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.
45 minutes | 3 months ago
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.
7 minutes | 3 months ago
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).
22 minutes | 3 months ago
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.
9 minutes | 3 months ago
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.
28 minutes | 4 months ago
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.
22 minutes | 4 months ago
How High-Performers 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.
41 minutes | 5 months ago
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.
23 minutes | 5 months ago
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.
40 minutes | 6 months ago
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.
31 minutes | 7 months ago
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.
52 minutes | 7 months ago
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.
34 minutes | 7 months ago
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.
40 minutes | 8 months ago
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?
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