Dean Harder: How Better Conversations Drive Better Results
Mon Feb 02 2026
Join our champion program: mark@themomentumcompany.com
Attend a Thriving Leader event: https://thriving-leader-2026.lovable.app/
Instagram: @the.momentum.company
LinkedIn: /momentum-company
In this episode of The Intentional Agribusiness Leader, Mark sits down with Dean Harder for a powerful conversation about intentionality, purpose, and why most sales conversations fail before they ever begin.
Dean’s definition of intentional leadership starts with one word: purpose. Without clearly defined purpose, it’s impossible to lead well, sell well, or even make good decisions. Throughout the episode, Dean challenges listeners to rethink how they define success, how they communicate value, and how they show up in conversations—whether in sales, leadership, or life.
One of the central themes of the conversation is the difference between pitching and conversational selling. Dean explains that pitching starts from the inside out—it’s focused on what you do, what you sell, and what you want. Conversational selling flips that model. It starts from the outside in by focusing on what the other person wants, what they care about, and what outcomes they’re trying to achieve.
The shift sounds simple, but it’s transformative. Instead of trying to convince, impress, or persuade, the goal becomes understanding. When you understand what someone wants, you earn the right to proceed—and only then does what you offer actually matter.
Dean also introduces a powerful framework for influence built on two principles: focus on the other person, and earn the right to proceed. Rather than jumping in with advice or opinions, great leaders and sellers ask permission, make observations, and invite conversation. This approach lowers defenses, builds trust, and creates space for real dialogue.
The episode goes deep into mindset and preparation, especially for newer sales professionals who feel stuck or intimidated. Dean emphasizes that confidence doesn’t come from talent—it comes from clarity. When outcomes are clearly defined and expectations are realistic, people are free to grow without comparing themselves to veterans with decades of experience.
Mark and Dean also explore accountability, drawing a distinction between monitoring activity and aligning around results. True accountability focuses on outcomes, not micromanaging behavior. When leaders agree on results and review progress consistently, people take ownership—and performance follows.
Throughout the conversation, there’s a recurring reminder: improvement doesn’t come from comparison. It comes from progress. Measuring yourself against who you were yesterday, not against someone with 30 years of experience, is how real growth happens.
This episode is a masterclass in communication, leadership, and selling with integrity. It’s not about scripts or tactics—it’s about mindset, discipline, and learning how to have better conversations that actually move people forward.
Listen if you are:
A sales professional who feels stuck pitching instead of connectingA leader responsible for developing people, not just hitting numbersNew to sales and looking for confidence without pressureExperienced in your role but ready to improve how you communicateSomeone who believes relationships still matter in business
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Join our champion program: mark@themomentumcompany.com Attend a Thriving Leader event: https://thriving-leader-2026.lovable.app/ Instagram: @the.momentum.company LinkedIn: /momentum-company In this episode of The Intentional Agribusiness Leader, Mark sits down with Dean Harder for a powerful conversation about intentionality, purpose, and why most sales conversations fail before they ever begin. Dean’s definition of intentional leadership starts with one word: purpose. Without clearly defined purpose, it’s impossible to lead well, sell well, or even make good decisions. Throughout the episode, Dean challenges listeners to rethink how they define success, how they communicate value, and how they show up in conversations—whether in sales, leadership, or life. One of the central themes of the conversation is the difference between pitching and conversational selling. Dean explains that pitching starts from the inside out—it’s focused on what you do, what you sell, and what you want. Conversational selling flips that model. It starts from the outside in by focusing on what the other person wants, what they care about, and what outcomes they’re trying to achieve. The shift sounds simple, but it’s transformative. Instead of trying to convince, impress, or persuade, the goal becomes understanding. When you understand what someone wants, you earn the right to proceed—and only then does what you offer actually matter. Dean also introduces a powerful framework for influence built on two principles: focus on the other person, and earn the right to proceed. Rather than jumping in with advice or opinions, great leaders and sellers ask permission, make observations, and invite conversation. This approach lowers defenses, builds trust, and creates space for real dialogue. The episode goes deep into mindset and preparation, especially for newer sales professionals who feel stuck or intimidated. Dean emphasizes that confidence doesn’t come from talent—it comes from clarity. When outcomes are clearly defined and expectations are realistic, people are free to grow without comparing themselves to veterans with decades of experience. Mark and Dean also explore accountability, drawing a distinction between monitoring activity and aligning around results. True accountability focuses on outcomes, not micromanaging behavior. When leaders agree on results and review progress consistently, people take ownership—and performance follows. Throughout the conversation, there’s a recurring reminder: improvement doesn’t come from comparison. It comes from progress. Measuring yourself against who you were yesterday, not against someone with 30 years of experience, is how real growth happens. This episode is a masterclass in communication, leadership, and selling with integrity. It’s not about scripts or tactics—it’s about mindset, discipline, and learning how to have better conversations that actually move people forward. Listen if you are: A sales professional who feels stuck pitching instead of connectingA leader responsible for developing people, not just hitting numbersNew to sales and looking for confidence without pressureExperienced in your role but ready to improve how you communicateSomeone who believes relationships still matter in business