Has this ever happened to you?

You walk into a sales conversation with your product demo ready. You’ve rehearsed your presentation to perfection, knowing every line and figure by heart, only to find your prospect is disengaged and uninterested in your production.

There’s a reason this didn’t work: You made the conversation about yourself.

Instead of approaching the prospect with curiosity and asking questions about their business, you relied on a rehearsed demo presentation that didn’t require you to step out of your comfort zone and engage with the prospect on their level. So how do we fix this?

In this snippet, Dan shares why relying on your demo, though tempting, can hurt your ability to connect with your prospects and close the deal. We’ll explore why this leads to missed opportunities and misaligned solutions, and how you can adjust your mindset to better serve your prospect’s needs, not your own need for comfort and security.

Listen to this snippet, and if you liked it, scroll back to episode 42, “Disqualifying You Is Easier” to hear the full conversation.

Sales leaders often stress the importance of differentiation. But what if I told you that the conventional wisdom on how to stand out in sales conversations actually makes you sound more like everyone else?

When have you ever heard a competitor of yours say to the prospect, “our resources aren’t that good?”

Differentiation isn't about having the most offices, the smartest people, or even the best product. True differentiation has to come from within you - how you show up mentally.

In this episode of Breaking Sales, Dan and Kristie dive deep into what it takes to stand out in a crowded marketplace. They’ll challenge the conventional wisdom about differentiation and explore why your mindset matters more than any feature or benefit you can tout. How it’s often your ability and willingness to ask the questions others are afraid to ask.

When was the last time you actually enjoyed responding to an RFP?

The harsh reality is that buyer expectations are through the roof. The old playbook just doesn't cut it anymore. But what if there was a way to completely flip the script on RFPs? To turn them from a soul-crushing exercise into a chance to truly connect with your prospects?

In this episode, Kristie and Dan dive into the mindset shift that can help you disrupt the RFP game, challenging everything you think you know about the process.

What if instead of a scripted song and dance, you could have a real dialogue? What if you could build trust by being radically honest? And what if setting clear boundaries actually led to more success?

Dan and Kristie break down exactly how to approach RFPs in a whole new way. One that keeps you objective, strategic, and focused on what really matters: helping your prospects make the best decision possible.

If you’re ready to throw out the old RFP rulebook and try something that might just transform your entire sales approach, listen in.