Skip to content
Sign in
Artwork for Breaking Sales
BusinessManagementEducationSelf-Improvement

Breaking Sales

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.

Play
Open in
  • 25 episodes
  • fortnightly
  • Avg 40 min
  • English

Episodes 25

NewestOldestLongest
All5Unplayed5In progress0Played0
Counted on this page — what you have heard stays on this device, so it is not something the list can be paged by.
  • #189
    January 5 · 25 min

    Where Is Your Prospect in Their Decision Journey?

    Why do even experienced sales professionals struggle to move prospects from initial interest to closed deals? The answer often lies in a fundamental misunderstanding of how prospects make decisions about change. Most salespeople jump straight to demonstrating their value without understanding where prospects are in their decision-making journey, assuming they're ready for solutions when they're still figuring out if they even have problems worth solving. In this episode of Breaking Sales, Dan and Pam break down the four distinct phases that every meaningful sales conversation must navigate. They explore why the sequence of these phases matters, how to assess whether prospects are truly ready for change, and how the time and effort prospects invest in working through decisions with you creates natural momentum toward partnership. You'll come away with a roadmap for creating conversations that honor how people actually work through complex decisions. If you're ready to start having interactions that feel collaborative rather than transactional, this episode will show you how.

  • #188
    Dec 15, 2025 · 22 min

    Planning for 2026 When You're Tired of the Same Results

    What determines whether your 2026 becomes a breakthrough year or just another year of good intentions? Most sales professionals approach year-end planning the same way they approach everything else: they only focus on what they want without examining why they don't already have it. This Breaking Sales episode provides a planning methodology that flips that approach on its head: Instead of starting with ambitious goals and hoping for the best, you begin with brutal honesty about the behaviors and thinking patterns that have kept you stuck—and the ones that will move you forward. In this episode, Dan walks you through exercises that help you connect what you want to achieve with the mental shifts required to get there. You'll also discover how your natural tendency to imagine negative outcomes causes you to avoid taking action, and why the most successful people have learned to reframe their internal dialogue around risk and opportunity. Whether you're looking to break through a performance plateau or finally bridge the gap between your potential and your results, this framework provides the foundation for creating lasting change in the new year.

  • #187
    Dec 1, 2025 · 29 min

    The Uncomfortable Truth About Giving Feedback

    Why do we avoid giving feedback when we know someone needs to hear it? It's not a lack of time or unclear expectations; it's the fear that speaking up will damage the relationship. But the uncomfortable truth is that withholding feedback because you're afraid denies people the chance to fix the patterns that are holding them back. In this episode of Breaking Sales, Dan and Pam explore what happens when the need to be liked overtakes the responsibility to help people improve. Their conversation reveals how passivity and people-pleasing keep you from sharing valuable observations, the three questions to ask yourself before giving someone feedback, and what body language signals tell you that they aren't ready to receive what you're about to say. If you've been sitting on a piece of feedback because you don't know how to deliver it, this episode reveals how to make it land—and why staying silent isn't protecting anyone.

  • #186
    Nov 17, 2025 · 30 min

    How Victim Mentality Sabotages Performance

    How do you respond to pressure and repeated rejection? Most sales professionals can spot a victim mentality in their colleagues instantly: the rep who blames the CRM, the veteran who insists the territory is cursed, the coworker who always has an excuse for missed quota. But recognizing when you're the one deflecting responsibility? That's where it gets difficult and uncomfortable. In this episode of Breaking Sales, Dan and Pam explore how victim mentality creeps into sales performance—not as a permanent character flaw, but as a natural response to the demanding pursuit of success, and the delayed results that often come with it. Through candid personal reflections, they discuss how blaming external factors can feel like a relief, but strips away your power to improve—and why catching yourself at that critical moment changes everything. Listen to discover why stress and frustration make victim mentality almost irresistible, why dwelling on what you can't control keeps you stuck, and what it takes to maintain agency even when circumstances feel overwhelming.

  • #185
    Nov 3, 2025 · 17 min

    Staying in the Game When Conversations Go Sideways

    What separates the sales professionals who consistently close deals from those who accept rejection too easily isn't charisma, product knowledge, or years of experience. It's conversation resilience: the ability to maintain composure and curiosity when discussions take unwelcome turns. In this episode of Breaking Sales, Dan explores this critical skill. Through his personal story of landing his first coaching client after sixteen months of failures, Dan demonstrates how conversation resilience converted apparent rejection into a closed deal. You'll discover what it actually takes to stay engaged in conversations when your instinct screams to retreat, apologize, or accept defeat—and why the professionals who master this skill don't panic when conversations go south. Whether you're encountering prospects who seem disengaged despite strong referrals, facing unexpected resistance, or struggling to maintain confidence when discussions turn negative, this episode will show you how to build the mindset that keeps you in the game when it matters most.

Showing 21–25 of 25 episodes