Sales Logic - Selling Strategies That Work: Recent Episodes
Sales Logic Podcast
Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today's toughest selling questions with logical answers that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty suddenly becomes your competitive advantage and the sale... becomes logical.
Lightning Round: Top 10 Ways to Coach Yourself in Sales
Question: Priya Chandrasekaran from Texas asks, "I've got clients who love me—we golf, we grab dinner, but when a competitor undercuts me on value, I lose the deal anyway. How do you build relationships that actually hold up when the value conversation gets hard?"
Book: Epic 5x Contract Wins by Lisa Magnuson
🧠 Catch the BLOG for this episode!
Lightning Round: Top 10 Ways to Prepare for a Sales Call
Question: Franco from Paris asks, "My win rate used to be around 30%, and now I'm closer to 18% — same effort, same pipeline size. Is this a me problem, a market problem, or am I just measuring it wrong?"
Book: Chasing Cheetahs by Nancy Nardin and Robert Nardin
🧠 Catch the BLOG for this episode!
Lightning Round: Top 10 Biggest Mistakes Sales Professionals Make
Question: Cynthia from Tanzania asks, "I have been in sales for 12 years and I have to say I am a rock star :) and I want to stay at the top of my game. What do I need to know, where do I need to focus? How do I keep my growing edge?"
Book: The Permission Mission by Dr. Cindy McGovern
🧠 Catch the BLOG for this episode!
Lightning Round: Top 10 Criteria for Qualifying Prospects
Question: David from Denver, CO asked, "My manager is buried in meetings and doesn't coach much. How do I stay visible and get support without constantly sounding desperate."
Book: Extreme Ownership by Jocko Willink and Leif Babin
🧠 Catch the BLOG for this episode!!
Lightning Round: Top 10 Trade Show Mistakes
Question: Margo from West Palm Beach asks, "My company spends a fortune on trade shows.. I just don't see the ROI. Would be interested to know your thoughts on trade shows and more important your ideas for getting ROI."
Book: Never Lose A Customer by Joey Coleman
🧠 Catch the BLOG for this episode!
Lightning Round: 10 Ways to Find New Prospects
Question: Fred from Montana says, "Love the show, been listening for a few months. My question, I have some reps that hit their quota every month, and some that aren't even coming close. What do I need to do to not overmanage the successful reps and better support the struggling ones?"
Book: Scale Your Sales by Brandon Bornancin
🧠 Read the BLOG for today's episode!
Lightning Round: Top 10 Emotional Intelligence Skills You Need to Build
Question: Mark Caton on Spotify asks, "I think a valuable podcast would be to address how sales people are utilizing AI, and perhaps how the SDR role is being automated with so many AI agent tools."
Book: AI Mindshift by Ford Saeks
🧠 Read the BLOG for this episode!
Lightning Round: Top 10 Ways to Deal with Margin Pressure
Question: Jason in Denver asks, "I just lost it with a prospect. We had talked, she was interested, asked me to do a proposal —which I did—took hours, then nothing. I called, emailed, texted and nothing. Finally I wrote her a less than professional email, this time she responded. Told me she had a lot going on in her life, and was not blowing me off. She actually wanted to move forward UNTIL she got my email. Clearly, I need a better strategy for dealing with getting ghosted."
Book: Thinking, Fast and Slow by Daniel Kahneman.
🧠 Read the BLOG for this episode!
Lightning Round: Top 10 Ways Buyers Are Changing
Question: Sean from Seattle asks, "We work in the food distribution industry, it's competitive. We are doing a great job of bringing on new customers, but our churn rate has been higher than ever this year. What advice do you have for me and my team?"
Book: The Effortless Experience by Matthew Dixon, Nick Toman and Rick DeLisi
🧠 Read the BLOG for this episode.
Lightning Round: Top 10 Sales Skills You Need to Succeed in Second Quarter
Question: Luka from Dubrovnik asks, "Love the show thank you. We listen here in Croatia every week. My question is what is wrong with my sales pipeline? I am qualifying like you say, getting deals in the pipeline but I cannot get them across the finish line.I either lose them at the end to a competitor or they just fall out, say they are not making a decision."
Book: The Challenger Customer by Brent Admanson and Matt Dixon
🧠 Read the BLOG for this episode!
Lightning Round: Top 10 Ways to Build Your Confidence
Question: Enrica from Mexico City asks, "Love the show, I have my team listen to the download every week. So this question is for them. We are already behind on our quota, and as we head into summer I am worried. Between our vacations, our customers' vacations, and the general slow down of the summer months—what do we need to be doing to ensure we do not fall any further behind?"
Book: The Slight Edge by Jeff Olson
🧠 Read the BLOG for this episode!
Lightning Round: Top 10 Things You Need to Ask to Qualify a Prospect
Question: Michael from Illinois asks, "Absolutely love the Sales Logic podcast. I wanted to ask how you keep your motivation up when your pipeline starts to go thin?
Book: Elite Sales Habits: Daily Rituals, Mindsets, and Routines of High Performers
🧠 Read the BLOG for this episode!
Lightning Round: Top 10 Most Important Skills to Have in Sales
Question: Charlotte in Omaha asks, "I have 10 Sales Reps. We started the year out strong, but between the war, economy, and ongoing uncertainty, over half my team is struggling to hit their numbers. I have tried everything. What advice do you have?"
Book: Growing Your Business by Mark LeBlanc
🧠 Read the BLOG for this episode!
Lightning Round: Top 10 Things You Learned From First Quarter
Question: Roy from Phoenix AZ "My manager says I need to prepare more, but honestly my best calls have been when I just go in natural and conversational — am I wrong?"
Book: Sell the Way You Buy by David Priemer
🧠 Read the BLOG for this episode.
Lightning Round: Top 10 Reasons You Should Use Stories in Sales
Question: Johanna from Phoenix "I had a deal I was sure I was going to win — great rapport, multiple meetings, they loved our demo — and then I lost it to a competitor at the last minute. The buyer said the other company just 'felt like a better fit.' What does that even mean, and how do I prevent it from happening again?"
Book: The Experience Economy by Pine & Gilmore
Lightning Round: Top 10 Ways to Know It's Time to Give Up on a Prospect
Question: Nikki from Finland asks, "this marketplace is killing us - so much uncertainty is causing us to raise prices, which has been okay since our competitors need to do it too - but now if the straight does not open we will get hit with supply chain issues and not sure how to hit my goals if that happens. How do you make your goals when all the odds are stacked against you,"
Book: The Obstacle Is The Way by Ryan Holliday
🧠 Read the BLOG for this episode.
Lightning Round: Top 10 Ways to Stay Motivated During Disruption
Question: Igor from Melbourne asks, "love sales logic—listen every week. I have been in sales—manufacturing—for twenty years. I have seen tough sales cycles, but never with this much pressure to perform. I am down one-quarter from last year and I just don't feel like I can push my prospects and customers any harder? Any ideas? I need to hit my sales goal."
Book: THRIVE: Turn Uncertainty To Competitive Advantage by Meridith Elliott Powell
🧠Catch the BLOG for this episode!
Lightning Round: Top 10 Must-Do's in Second Quarter
Question: Nico from Madrid asks, "I have a great customer retention rate, the highest in the company. I am heavily involved in my industry and community, but I rarely get referrals. What am I doing wrong?"
Book: Endless Referrals by Bob Burg
🧠Catch the BLOG for this episode.
Lightning Round: Top 10 Strategies To Build Resilience
Question: Pavin from Singapore asks, "I'm struggling this year with sales, worried as my pipeline is not full. My boss is really putting the pressure on me. What skills do I need? What do I need to do? And what advice do you have? What I'm doing is not working."
Book: Necessary Endings by Henry Cloud
Lightning Round: Top 10 Ways to Overcome Rejections
Question: Josh from Toronto asks, "I run a global sales team and we have done well over the last few years - but this year the market is tough - I mean really tough. We are being negatively impacted by so many global issues. I need my team to get it, to not use it as an excuse and to be more aggressive—far more aggressive than they have been in the past few years. Any advice?"
Book: Predictable Revenue by Aaron Ross and Marylou Tyler
🧠Catch the BLOG for this episode.
Lightning Round: Top 10 Ways to Increase Productivity in Sales
Question: Rashid from Asia asks, "We love the show—the whole team listens. We have not had a good first quarter, and not sure what is going on. Feels like we are doing all the things we did in 2025 that made it a strong year. We are coaching, role playing, being consistent. Why can't we hit our sales goal?"
Book: Emotional Intelligence For Sales Success by Colleen Stanley
🧠Catch the BLOG for this episode.
Lightning Round: Top 10 Ways to Get Consistently Better at Sales
Question: Daniel in Chicago asks, "I've been in sales for 18 months. Some months I crush it, some months I feel like I'm drowning. How do I know if I'm just in a slump — or if sales isn't for me?"
Book: To Sell Is Human by Daniel Pink
🧠Catch the BLOG for this episode.
Lightning Round: Top 10 Ways to Retain Your Top Customers
Question: Rachel from Canton Ohio asks, "I am new to sales, new to my company, only celebrating one year. While I am new, I still have not hit my sales goal, and I am getting worried. My boss is getting really frustrated with me. I don't know what I am doing wrong. How do I know if I have the right sales process? Or how do I know what I am doing wrong?"
Book: 𝗕𝗲𝘆𝗼𝗻𝗱 𝗗𝗶𝘀𝘁𝗶𝗻𝗰𝘁𝗶𝗼𝗻 by Scott McKain
🧠Catch the BLOG for this episode.
Question: Leo from Sydney asks, "Congrats on six years, Sales Logic is a great show. Wondering here down under what your best strategies are for getting to decision-makers. How do you get more customer facing time?"
Book: Influence by Robert Cialdini
Lightning Round: Top 10 BEST Ways to Close Out First Quarter
Lightning Round - Top 10 Metrics You Should Be Tracking in Sales
Question: Anna from Ontario asks, "Love the show—not up that early on a Saturday, but my team and I catch it as a podcast. Here's a question for you: how do you know if a deal is progressing slowly or it is dead and you need to walk away?"
Book: Integrity First Selling by Mark Hunter
🧠Catch the BLOG for this episode.
What Six Years and 200+ Episodes Teach Us About Winning in Sales
Welcome to a special milestone episode of the Sales Logic Podcast! In this 6-year anniversary celebration, hosts Mark Hunter and Meridith Elliott Powell reflect on their journey from launching the very first episode just before the world changed in 2020, to creating a thriving sales community that gathers every Saturday morning. They share the lessons that have fueled their consistency and growth—like the power of accountability, always listening to your audience, and pushing through the failures that pave the way to long-term success.
You'll hear behind-the-scenes stories, from recording in far-flung locations (yes, even at 2:30 AM in Hawaii!) to how guest engagement and adapting to changing market trends have shaped the show. Plus, Mark and Meridith offer their top tips for sales success, favorite episodes, and favorite books, all while highlighting the crucial role listeners play in making the podcast what it is today.
Lightning Round: Mark & Meredith's Best Sales Advice
Books: Atomic Habits by James Clear, How to Win Friends and Influence People by Dale Carnegie.
🧠Catch the BLOG for this episode.
Lightning Round: Top 10 Worst Sales Questions to Ask
Question: Jason of B2B Tech asks, "I've missed my goals four weeks in a row. I feel like throwing in the towel. Any ideas on how to turn things around - this year is going downhill fast?"
Book: '30 Days to Sales Success' by Meridith Elliott Powell
🧠Read the BLOG for this week's episode.
Lightning Round: Top 10 Ways to Differentiate Yourself in The Marketplace
Question: Cynthia from Minneapolis asks, "We love the show here in Minny! So my company is focused on one thing this year—cross sells. We have had so many mergers and acquisitions in the last few years, and offer several products that our customers could benefit from. Frankly, I am a little overwhelmed. Where do I start, and how do I make sure I am adding value? Thanks so much for the help."
Book: The Framemaking Sale by Brent Adamson and Karl Schmidt
🧠Read the BLOG for this week's episode.
Lightening Round: Top 10 Ways to Build Your Sales Confidence
Question: Philip from Tennessee asks, "Hey guys, can you talk more about that perspective of abundance rather than scarcity? What does that look like, sound like, and how do you actually practice it?"
Book: The Go Giver by Bob Burg and John David Mann
🧠Read the BLOG for this week's episode.
Lightning Round: Top 10 Best Pieces of Sales Advice You've Ever Received
Question: Alice from Madison Wisconsin asks, "I am excited about 2026 and I want to do well this year. What is your best advice for a sales person looking to hit her goal in 2026?"
Book: Market Eminence by David Newman
🧠Read the BLOG for this week's episode.
Lightning Round: Top 10 Ways to Get to Decision Makers
Question: Amal from Morocco asks, "We love this show—we listen as a team to Sales Logic every week. Here's our question: how do you not sell on price when procurement turns every conversation to price?"
Book: Value Based Selling by John Doerr and Neil Rackham
🧠Read the BLOG for this week's episode!
Lightning Round: Top 10 Things to Accelerate First Quarter Sales
Question: Althea from the Philippines asks, "Buyers are taking so much longer to decide and it feels like the list of people involved in the decision is growing. How am I supposed to know when a deal is truly stalled versus just moving at today's normal pace?"
Book: Selling Through Tough Times By Tom Reilly
🧠 Read the BLOG for this week's episode!
Lightning Round: Top 10 Ways Buyer Expectations Are Changing
Question: Elizabeth from Santa Cruz asks, "I love Sales Logic. I listen every week and share your podcast with my team and clients. So here's my question: all everyone is talking about is AI and how it is going to change sales. Are there other sales trends I need to be paying attention to?"
Book: Selling Without Selling Out by Andy Paul
👀Read the BLOG for this week's episode.
CFOs: The True Decision-Maker in Today's Buying Cycle
Lightning Round: Top 10 Things You Need to Do Now to Start 2026 Strong
Question: From Chris in London asks, "I have been selling pharmaceuticals for years, and I have ridden economic ups and downs, but I have never in all my career made so many sales presentations where the CFO is in the room. I know how to sell to a CRO, I know how to sell to a CEO, but how do I sell to a CFO?"
Book: The Value Sale by Ian Altman
👀Read the BLOG for this week's episode
Lightning Round: Top 10 Ways to Know a Deal Is Dead
Question: Felipe from Quebec asks, "I have three deals that made it to proposal stage but all went silent. They said timing was good, budget was approved—now nothing. What's the best way to re-create urgency without sounding desperate?"
Book: The JOLT Effect by Matthew Dixon & Ted McKenna
👀Read the BLOG for this week's episode.
Question: Marcus from Toronto asks, "My company has rolled out several AI tools, but none of them actually save me time. How do I know which parts of my process I should automate and which I should never hand over to AI?"
Book: The AI-First Sales Rep" by Tony Hughes
Lightning Round: Top 10 Things You Are Grateful for in Sales
👀Read the BLOG for this week's episode.
Lightning Round: Top 10 Ways To Build Trust With Your Customers
Question: Panchal from Spotify asks, "I am from a different country. My English accent is a little different than the native. Will that delay building trust with the customer? If yes, what's the solution?"
Book: The Culture Map by Erin Meyer
👀 Read the BLOG for this week's episode
Topic: The “Danger” of Selling Into One Vertical
Lightning Round: Top 10 Ways to Retain Customers
Question: Jordan from Chicago asks, “I have had a bad year. I sell into Manufacturing and I have five major clients. I have taken such perfect care of them, my competition could not get in. But this year, out of nowhere, my largest got new leadership and changed vendors without even telling me? There is no way I can replace that revenue. Any advice?”
Book: Eat Their Lunch: Winning Customers Away From Your Competition by Anthony Iannarino
👀 Read the BLOG for this episode.
Lightning Round: Top 10 Favorite Sales Tools
Question: Rowena from the British Virgin Islands asks, “I’m active on LinkedIn but I'm not seeing results. I'm so frustrated. I listen every week so I'd ask experts should I double down on posting more or is there a smarter way to turn my online presence into real sales conversations?”
Book: ‘Fanatical Prospecting’ by Jeb Blount and ‘The LinkedIn Edge’ by Jeb Blount and Brynne Tillman
👀 Read the BLOG for this episode.
Lightning Round: Top 10 Mistakes that Are Killing Your Pipeline
Question: Mike from San Diego asks, “Our company is growing fast, both organically and through acquisitions. We’re great at landing new business, but I’m worried our customer retention is slipping. How do I get my team to focus on both?”
Book: Never Lose a Customer Again by Joey Coleman
👀 Read the BLOG for this episode.
Lightning Round: Top 10 Follow-Up Moves
Question: Lucia in Seattle asks, “Love the show–I am a new listener. Here’s my question: I’m killing myself and cannot get one of my deals across the finish line. I get to proposal stage and then they go cold or I lose to my competition. I really need help.”
Book: Gap Selling by Keenan
👀 Read the BLOG for this episode.
Lightning Round: Top 10 Discipline & Mindset Hacks for Salespeople
Question: John Leota asked on Spotify, “Hello Meredith and Mark, amazing show. I feel that I’m falling short as a sales rep because my sales discipline is lacking. I always convince myself that I’m going to start prospecting, and when it’s time to do so I find a reason to not get out there and do it. I think it’s due to my lack of knowing my Ideal Customer Profile or plan of action. Any advice you can give me to change my mindset?"
Book: Unbeatable—The Legend of the Salesman on Fire by Carson Heady
👀 Read the BLOG for this episode.
Lightning Round: Top 10 Sales Mistakes You’re Making
Question: Quaron from Toronto asks, “I work in sales for a large HVAC company and it has been a year—between tariffs, economy, competition and private equity dominating our market, I am struggling with my sales. What's working this year—what are others doing that I am missing?”
Book: Go for No and When They Say No by Andrea Waltz and Richard Fenton
👀 Read the blog for this episode here!
Lightning Round: 10 Ways to Update Your Sales Process
Question: Shawn from Madison Wisconsin asks, “So heard your podcast last week—congratulations on 250 shows. I heard you all talking about the sales process and how both are making adjustments and doing things differently. What is changing and why—I am curious.”
Book: The Sales Rhythm Playbook by Steve Powell
Ever wonder if the pursuit of perfection is holding you back? Join us for the 250th episode of Sales Logic as we celebrate our journey—from a spontaneous idea to a Saturday morning ritual—and reveal why starting and adapting beats waiting for perfection. Hear our top insights on sales leadership, hitting quotas, staying focused, and how AI is reshaping the game. With audience questions, book picks, and our signature lightning round, this episode is packed with lessons from our wins, missteps, and everything in between. Listen in to celebrate this journey with us and get ready to transform your sales strategies.
⚡Lightning Round: Best Sales Advice We’ve Ever Gotten
💡Congratulate Mark & Meridith by leaving a review on your favorite podcast app!
Lightning Round: Top 10 Ways to Build Your Personal Brand
Question: Juan from Santa Fe asks, “I sell software for a small firm that focuses on manufacturing firms - and for the last few years business has been great. Once the election happened we are struggling—struggling because it seems like everyone has become price sensitive—so price sensitive. I have listened to your podcast and I know I need to sell value if I want to get price off the table - what are the best questions to ask to get to the value?”
Book: Spin Selling by Neil Rackman
Lightning Round: Top 10 Ways to Protect Your Price
Question: Lucia from Seattle asks, “ I love sales logic—listen on my way to work—you have been so helpful. I am writing in because I am stuck. I am killing myself and cannot get one of my deals across the finish line. The harder I try the worse it gets - I get to the proposal stage, then nothing.”
Book: Wealthy and Well-Known by Rory and AJ Vaden
Lightning Round: Top 10 Ways to Fill a Dry Pipeline
Question: Mike from San Diego asks, “I am the CRO of a large DME company and we have been experiencing strong growth—organic and through acquisitions. And experiencing all that comes with that: disorganization, constant shifts in strategy and structure and I am really worried we have lost our focus on keeping customers. We have no problems getting new customers, but I am really worried about our retention rate. How do I get my team to focus on both? and should I? Love the show by the way - make my entire team listen to it.”
Book: How to Get a Meeting with Anyone by Stu Heinecke
Lightning Round: Top 10 Ways You Should Be Doing Marketing
Question: April from Milwaukee asks, “I am a veteran sales professional – I have been selling in manufacturing for more than twenty-five years. But I have to tell you this last year has been hell— tariff threats, the economy, competition, a total reorg of our sales team, and oh did I mention we were acquired. For the first time in my sales career, I am not making my sales goals. Help, what am I doing wrong?”
Book: This Is Marketing by Seth Godin
💡 Join us Monday, July 28th at 3 p.m. CT for an exclusive Sales Logic Expert Exchange with sales legends Mark Hunter and Meridith Elliott Powell, featuring Sam Richter, a global authority on sales intelligence.
Reserve your spot here.
➡️ Prospecting doesn’t have to be a numbers game. With the right data, it becomes a precision strategy.
This episode brought to you by our Sales Logic Expert Exchange with Brynne Tillman.
Uncover actionable social selling strategies that prioritize value and trust. This episode focuses on the importance of a structured social selling approach, featuring critical stages such as buyer mapping and content strategy. Brynne, Mark and Meridith explore why being the first to add value is vital, with 74% of buyers choosing reps who offer insights. Brynne shares her expertise on optimizing your LinkedIn profile to stand out as the vendor of choice, transforming from just a salesperson to a trusted resource.
This episode brought to you by our Sales Logic Expert Exchange with Mike Weinberg.
Join Mark and Meridith as Mike shares his personal journey and reminds us that sales is more than a job—it's a key driver of the economy, offering both freedom and fun. With the sales world reshaped by COVID-19 and AI, Mike highlights the need to revisit the fundamentals. He explores how AI and traditional techniques can work together, stressing the importance of strong frameworks and training to help teams create demand—not just respond to it. Mike calls for a return to basics: real customer connections and value-driven conversations. He encourages sales pros to stay passionate, focused, and strategic—creating, advancing, and closing deals—even in uncertain times.
Lightning Round: Top 10 Qualities of a Successful Sales Professional
Question: Steve from Atlanta GA asks, “I am a senior executive in a large manufacturing corporation, I handle the Eastern Region. We are struggling with our sales people, more than 40% are not hitting quota. We just redid our sales training, but wondering if you have any thoughts.”
Book: Hire Right, Fire Less by Kelly Riggs
Lightning Round: Top 10 Ways to Use Client Testimonials
Question: Lanora from Toronto, Canada asks, “ I am struggling with my sales managers—I feel like he wants me to focus on the wrong sales strategies for our market and I have been doing HIS sales process for more than six months—and I am not getting results. I have tried to talk with him about my ideas - but he is NOT open. I am also about to go on a PIP for not hitting my numbers.. HELP what do I do?”
Book: Building A Story Brand 2.0 by Donald Miller
💡Join Mark and Meridith on June 23 for a dynamic conversation featuring special guest Sonia Dumas.
This session goes beyond AI as a tool—you’ll learn how to use AI as a strategic advantage
Grab your spot at this link
Lightning Round: Top 10 Ways to Build Your Personal Brand
Question: Sina from Tokyo, Japan asks, “I work in the financial services industry, and expanding my portfolio is a long sales cycle - feels like these days it is getting longer. I am doing a great job of getting the meetings, and connecting with decision-makers. I am even having good conversations, but not quite getting the decision-maker to make decisions—any ideas would be appreciated.”
Book: Secrets of Closing The Deal by Zig Ziglar
Lightning Round: Top 10 Ways to Update Your Sales Strategy
Question: Marquessa from Salt Lake City, Utah asks, “I work for a tech start-up and we are doing well - start-ups are a struggle - and while we have been well-funded, we need sales. We have been great at getting through the door, getting to decision makers, and getting good questions during our sales presentations - but we can't close the deal. Ideas?”
Book: Business Storytelling by Janine Kurnoff
Lightning Round: Top 10 Ways to Boost Your Confidence
Question: Felipe asks on Spotify, “I have a quick question. I have started in a new job in mid-February for introduction of a new product in the market and cooperate with a coworker who is the Team Leader of the project (we both report to the same boss). My colleague is calling me every day to ask my plan of the day, if I will have a visit with the customer, how many projects I have created. I do not mind being accountable, but I do not know if it is productive everyday reviewing of my job. What you think?”
Book: Sales Management Simplified by Mike Weinberg
⚡Lightning Round: Top 10 Ways to Set the Right Sales Cadence
Question: “Hi Meredith and Mark, I am really enjoying the show and learning so much. However, I haven't yet earned a dollar as I struggle to "ask for the sale". I am a solopreneur providing professional services and my sales cycles are long. I don't want to blow a good relationship by being too pushy. Any tips would be very welcome.”
Book: The Lost Art of Closing by Anthony Iannarino
🔥Sales Logic EXPERT Exchange, NEXT WEEK on May 27th at 04:00 PM!
This month’s guest: Carson Heady→ on “What it really takes to rise to the top 1% in today’s fast-changing sales landscape.”
🔥Register here to grab your spot! 🔥
Lightning Round: Top 10 Client Acquisition Strategies
Question: John from Milwaukee asks, “I am in the packaging industry, and it is tough right now with the threat of tariffs, the economy, inflation—so much going on with our customers—yet our leaders just keep pushing our sales quotas higher and higher. I have never missed my sales goal, but wow, this year I am worried about it— any advice?"
Book: Predictable Sales by Michael Anderson
🔥Sales Logic EXPERT Exchange, coming up on May 27th at 04:00 PM!
This month’s guest: Carson Heady
What’s our topic? What it really takes to rise to the top 1% in today’s fast-changing sales landscape.
Register here to grab your spot!
Balancing Ambition with Personal Well-Being.
Lightning Round: Top 10 Ways to Manage Your Energy, NOT Your Time
Question: “How do you keep the enjoyment of being in sales: balancing work and life? What are your best tips on how to ensure you retain a healthy balance, as sales can be stressful and intense?”
Book: The Joy of Selling by Steve Chandler
Handling Underperforming Salespeople
Lightning Round: Top 10 Ways to Become More Disciplined
Question from a New Listener: “How do you grow a sales team when ownership struggles to let go of underperformers? These employees were never really trained, but sales is our only revenue stream, and the owners hesitate to make tough calls. They want change but aren’t ready to act—often making excuses in hopes things will improve.”
Book: Mentally Fit by Meridith Elliott Powell
From Disinterest to Dialogue…Master the Art of Engaging Prospects.
Lightning Round: Top 10 Ways to Shorten the Sales Cycle
Question: Tawanda from Baltimore M.D. asks, “ I do not know what has happened in the last 30 days but I cannot get anyone to answer a call, an email, or a text. What is going on with prospects? I have goals to hit. What ideas do you have that can help?”
Book: Exactly What To Say by Phil Jones
🔥Register for this month’s Sales Logic Expert Exchange with Mike Weinberg!
Let’s have a no-fluff conversation on what salespeople and sales managers are getting wrong in today’s market—and what to do instead.
🌩️Lightning Round: Top 10 Ways to Build Your Network
Question: Maria from Cartagena, Colombia asks, “I just got the job of my dreams. I have been working in operations for a large manufacturing firm for years. I have wanted to be in sales, and I have finally gotten my shot. But wow this is different—so much freedom with time and it is up to me to structure my day, my week. What is your best advice?”
Book: Build What Matters: Creating A Life of Significance by Sydne Jacques
🔥Register for this month’s Sales Logic Expert Exchange with Mike Weinberg!
Let’s have a no-fluff conversation on what salespeople and sales managers are getting wrong in today’s market—and what to do instead.
Harnessing Online Presence for Lead Generation
🔥 Lightning Round: Top 10 Signs Your Sales Strategy Needs a Tune Up
Question: George from Bar Harbor Maine asks, “I am a consultant, moved to Maine a few years ago to get out of the rat race of Boston. I love it—but I have lost my ability to easily make sales calls or attend networking events to drum up business. What can I do to DRIVE inbound leads?”
Book: Pick Up The Phone and Sell by Alex GoldFayn
Episode Summary Can sales be both powerful and principled? Join us as we unpack the art of driving inbound leads through authentic relationship-building. From the value of a daily posting routine to overcoming the hurdles of maintaining momentum in a new location, listen as we share stories and strategies that highlight the importance of a strong online presence and proactive outreach.
M&M explore the dynamic dance between inbound and outbound sales strategies. It’s not just about waiting for leads to come to you, but also picking up the phone when necessary. We discuss how a balanced approach, coupled with consistency and discipline, can significantly enhance your sales success. Whether it’s through leveraging content on LinkedIn or practicing the principles in "Atomic Habits" by James Clear, we guide you through the steps to refine your lead generation and qualification processes.
Transforming One-Time Buyers into Lifelong Clients: Building Lasting Customer Relationships for Sustainable Growth
Question: Zoltan asks, “I recently came across your co-hosted podcast, Sales Logic, and have been enjoying the insights you share. This year, I’m focused on developing stronger sales skills within the AEC professional services industry in Europe. I would love to learn from you—which three books would you recommend to help me on this journey? I’ve completed Dale Carnegie’s sales training and really connected with its client-centric approach. Many thanks in advance for your recommendations! Wishing you a great day.”
Book: What Great Sales People Do by Michael Bosworth
🔥 Hot Topic: Top 10 Ways to Retain Customers
Lightning Round: Top 10 Ways AI Can Make You More Human
Question: Marina in Silicon Valley asks, “I work software sales and it is competitive—crazy competitive. It is so hard just to get a meeting with a customer. I need to stand out from my competition, but am struggling to figure out how.”
Book: Purple Cow by Seth Godin
Should you ever fire a client? With Guest Co-Host, Verl Workman.
Lightning Round: Top 10 Ways to Define Your Ideal Prospect
Question: Maria from St Augustine asks, “I have been in sales for years, and I think this is the MOST stressed out I have ever been. A long-time client, used to be my favorite, has become a bear. They are driving me crazy, fight me on my prices, and working with them is stressful. I think about letting them go, but they are 1/3 of my annual goal? Help?”
Book: Raving Referrals For Real Estate Agents by Verl Workman
Lightning Round: Top 10 Ways to Gain More Sales Knowledge
Question: Maria from Singapore asks, “I am new to sales, just started my first job as an inside sales rep. I am excited and scared all at the same time. My sales goals don't kick in until May—what are the best strategies I can put into place to ensure I hit my sales goal?”
Book: The Future of Sales, the Rise of AI Agents by Victor Antonio
Read the blog for this episode here.
ROI is in the eyes of the customer. You need to understand their goals, their pain points, and their desired results before you can effectively sell the ROI.
Lightning Round: Top 10 Ways to Ask for Referrals
Question: Jonathan from Missoula, Montana asks, “I am a classic sales guy; I have been in sales for more than 20 years. In 2025 I got the news that I am now reporting to the CFO - how strange is that? Anyway, he wants to deliver every presentation and every conversation in terms of ROI? This is foreign to me—help?”
Book: Deliberate Creative Teams: How to Lead for Innovative Results by Amy Climer, Ph.D.
📖 Read the blog for this episode at this link.
Episode Summary:
Join us Mark & Meredith as they explore incorporating ROI into your sales presentations. They’ll unpack the significance of understanding what truly matters to your customers before discussing ROI, helping you distinguish between price and value. M&M also discuss the role of time in ROI, emphasizing that immediacy in delivery can add significant value for your customers.
We'll guide you in presenting a compelling ROI to clients by framing conversations around their needs and desired outcomes rather than just pricing. Tune in to adopt these strategies for sustained business growth and stay ahead in your sales game.
❓Send YOUR questions to Mark & Meridith at hello@saleslogicpodcast.com
Lightning Round - Top 10 Ways to Follow Up Without Being Annoying
Question: Mateo from Cartagena asks, “ I just changed job[s]—same industry—big equipment sales. Most of my team is struggling, [the] economy is tough right now—but three or four guys in our company are blowing it out of the water. I am curious, what do you think they are doing [that] we are not doing? What makes a top producer?”
Book: Relentless by Tim Grover
Lightning Round: 10 Worst Mistakes You Can Make in Sales Question: Lorenzo from San Francisco asks, “I have been working in insurance sales for more than 15 years, and it is getting harder and harder to get to the right person. I ask prospects who to talk with, who makes decisions—they assure me they can—and then I hit a dead end? How do you determine who makes the decisions in organizations? Am I doing something wrong?”
Book: Selling to Big Companies by Jill Konrath
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
🧠 Register now for the Sales Logic Expert Exchange→This month: Tiffany Bova!
Topic: "Unlocking Sustainable Growth: The Roadmap to Long-Term Success"
→ Register for Feb. 25th from 3-4 p.m. CT here.
+The sales advice we wish we had been given!
Lightning Round: Top 10 Best Habits for Sales Professionals
Question: Brook Ingram from Shreveport, Louisiana asks, "What’s the best advice you give to new sales professionals starting out?"
Book: The Best Sales Book Ever by Connie Podesta and Meridith Elliott Powell
❓Submit your OWN question at SalesLogicPodcast.com or send us an email at hello@saleslogicpodcast.com
🧠 Register now for the Sales Logic Expert Exchange→This month: Tiffany Bova!
Topic: "Unlocking Sustainable Growth: The Roadmap to Long-Term Success"
Register for Feb. 25th from 3-4 p.m. CT here.
Lightning Round: Top 10 Ways to Execute Effectively
Question: “How do you incorporate customer service into sales conversations?” -A Spotify Fan
Book: Own Your Career Own Your Life: Stop Drifting and Take Control of Your Future by Andy Storch
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
Lightning Round: Top 10 Ways to Avoid Burnout
Question: Gina from Portland, ME asks, “I work in financial services and last year was a tough year—between interest rates, regulations and inflation—I lost a lot of deals. Here we are with a new year, things look brighter, but still I am not landing the deals. HELP.”
Book: Get Out of Your Own Way by Philp Goldberg and Mark Goulston
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
Lightning Round: Top 10 Strategies to Have Better Sales Conversations
Question: Renaldo from Seattle asks, “I manage a large sales team, and we are growing—adding 10 new reps this year. My team seems to be getting younger and younger, and while we are successful, we deal with a lot of rejection in our industry. How can I help them build resilience and build the right mindset to succeed at sales?”
Book: A Mind For Sales by Mark Hunter
🧠 You won’t want to miss this month’s Sales Logic Expert Exchange on Monday, January 27th from 3 - 4 PM CST.
Join Mark Hunter, Meridith Elliott Powell, and Shari Levitin as they dive into one of the most powerful tools for driving results in sales: Storytelling.
In a world where facts alone don’t move the needle, Shari will share her 5-step “StorySelling” Formula. Reserve your spot here to get the webinar link.
❓ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
Lightening Round: Top 10 Ways to Use AI in Sales
Question: Eduardo from Cancun asks, “I am a small business owner—I manage luxury homes—and Sales Logic has given me some great tips to help me grow my business. As I look at 2025, what other ideas do you have for sales training for someone with a limited budget and limited time.”
Book: Spin Selling by Neil Rackman
❓ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
🧠 Get amazing sales training and accountability at The Sales Logic Mastermind. Find out more here.
Lightning Round: Top 10 Ways to Make Your RFPs More Successful
Question: Marina from Brownsville Texas asks, “Love the show— listen every week —wondering what you two gurus are seeing for 2025. What do we as sales people need to be looking for, learning about and listening to?”
Book: The Show Must Go On by Carson Heady
💡 Read the blog post detailing the contents of this episode at this link!
Summary:
Discover the future of sales in 2025 as we unravel the transformative role of AI in the industry. From pioneering AI tools like ChatGPT, Copilot, and Gemini, to their seamless integration with CRM systems such as Salesforce and HubSpot, we'll guide you through the technological advancements reshaping content creation, research, and customer interactions. Amidst this digital revolution, we remind ourselves of the irreplaceable human touch, crucial for navigating the complexities that technology alone cannot resolve. Join us as we outline a strategic top 100 list approach, demonstrating how AI can enhance efficiency while reinforcing the necessity of human engagement throughout the sales process.
Stay ahead of the curve in tomorrow's dynamic landscape with indispensable insights. We delve into the critical importance of staying informed and adaptable as sales professionals, with a keen eye on personal and professional development, geopolitical tensions, and economic trends. This episode promises an engaging blend of cutting-edge trends and timeless strategies to keep you at the forefront of the sales industry.
Lightning Round: 10 Ways to Connect with Prospects
Question: Charles from Southern California asks, “Today on my first outbound sales call a manager picked up the phone. After our conversation he said he’d speak with his purchasing manager. My question is, would you continue to call into this company to find a person of interest or wait to hear what my contact has found out from his purchasing manager?”
Book: Smart Calling by Art Sobzcak
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
Episode Summary:
Transform the often tense dynamic between sales professionals and purchasing departments into a harmonious and productive partnership. Through this episode, we guarantee you'll gain invaluable insights into aligning sales strategies with the broader objectives of purchasing departments, such as cost control, risk mitigation, and value creation. By reframing your perspective, you'll learn how to make your products stand out as strategic investments rather than mere expenses, ultimately benefiting both parties involved. Our exploration includes strategies for engaging in meaningful discussions about inventory management and vendor consolidation, which can provide crucial insights into the priorities of purchasing departments.
Lightning Round: Top 10 Strategies to Stay Motivated and Selling Through the Holidays
Question: Vincent from Nigeria asks, “ I am new to sales, and your platform has really helped me. 'Can you discuss which sales strategies are effective to target B2B or corporate clients in the investment industry. E.g, mutual funds?”
Book: Blue Ocean Strategy by W. Chan Kim and Renee Maugborgne
Summary Can you imagine transforming your sales strategy just like you would a fitness routine? This episode shows you how to reshape your approach by understanding customer needs and evolving your methods to stay ahead in a rapidly changing market.
We dive into Meridith’s banking experience to illustrate the necessity of adaptability and the power of versatile communication. Whether it's adjusting the timing of your outreach, or selecting the right channel to connect, staying tuned to your customer's preferences is key.
As the holiday season approaches, maintaining motivation becomes crucial. In this episode, we uncover the importance of focusing on key metrics that matter, rather than getting lost in vanity metrics.
Lightning Round: Top 10 Skills Every Salesperson Will Need in 2025
Question: Lenora from Reno, Nevada asks, "I work in an industry where customers are very price sensitive, and we are not the cheapest. I need to really connect and sell value—my customers seem to want it all. What tools can I use to help me spend more time customer facing? What can I automate, use or invest in to speed up my sales process and make it more effective?"
Book: Book More Business by Lois Creamer
Join us Monday, Dec. 23rd for our Sales Logic Expert Exchange with Art Sobczak! 3-4 p.m. CT
Register to save your spot here to attend or get the replay!
Art will share proven strategies to help you break through the noise and build genuine relationships with prospects.
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
Lightning Round: Top 10 Ways to Retain Customers
Question: Sierra from Toronto, Canada asks, “I am in equipment financing sales and in the last year we have grown a lot— some organic, most through acquisition. While this has been exciting, it feels like the demands on us as salespeople are doing nothing but expanding. I used to be focused on mostly new sales, but now they wants us to find new business, grow existing accounts and above all keep our retention rates high. How am I supposed to do all that?”
💡 Heard about the Sales Logic Brain, or Sales Logic Role Play? These are just some of the amazing features in the Sales Logic Mastermind. Find out how to join here.
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
Lightning Round: Top 10 Ways to Get a Prospect to Engage
Question: Anzah Mustafa from New York asks, “What is the best way to find, generate and engage with leads —inbound? outbound? What is a better strategy?”
Book: Influence Elevated by Stacey Hancke
💡 Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. Find out more here!
Question: Shawnta Hooks from Atlanta, GA asks “Do you have any tips or ideas on how to effectively use video in sales?”
Book: The Visual Sales by Marcus Sheridan
💡 Access the brains of Mark and Meridith 24/7— The Sales Logic Brain 🧠, one of the many perks of being a mastermind member! Learn more at: http://www.saleslogicpodcast.com
Lightning Round: Top 10 Ways to Negotiate More Effectively in Sales
Question: Nathaniel from the Philippines asks, “I have been in sales for more than 10 years, but I am changing industries and not sure where to start. My colleagues use so many different strategies to sell—in person, phone, social media, email, trade shows. How do I figure out what is right for me and most effective in hitting my goals?”
Book: The Channel Advantage by Timothy Furee and Lawrence Friedman
→ This month’s Sales Logic Expert Exchange with Lauren Bailey is all about Outbound Selling Skills for the Small Business! Grab your spot at this free webinar here.
Monday, Nov. 25th at 3 p.m. EST. You don’t want to miss this!
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
💡 Access the Brains of Mark and Meridith 24/7— The Sales Logic Brain 🧠, one of the many perks of being a mastermind member! Learn more at: www.saleslogicpodcast.com
Our strategies for prospecting during the holiday season.
Lightning Round: Top 10 Strategies to Hold an Effective Sales Meeting
Question: Bill King from Texas asks, “What advice do you have for prospecting around the holidays?”
Book: High-Profit Prospecting by Mark Hunter
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
💡 Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. Find out more here!
Lightning Round: Top 10 BEST Sales Advice You Have Ever Been Given
Question: Rene from Baton Rouge asks, “I am new to sales, this is just my second job. I am excited about this opportunity—bigger territory, more commission—but there is just one problem. My manager is old school. He wants me to use the phone. That makes me uncomfortable. I have never made sales calls, always used email, in person, or even text. Where do I start? And more importantly do I have to do this?”
Book: Pick Up the Phone and Sell by Alex Goldfyn
🤍 Please donate to help Western NC at www.828strong.com
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
Lightning Round: Top 10 Ways to Sell Through the Holidays
Question: Carl in Bozeman, Montana asks, “I'm new in sales, having moved from engineering to the sales side of the company and I am excited about it. I have been given a brand new territory for our company, so much opportunity it is almost overwhelming. Where do I start? What is the best use of my time?”
Book: New Sales Simplified by Mike Weinberg
🤍 Please donate to help Western NC at www.828strong.com
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
💡 Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. Find out more here!
Lightning Round: Top 10 Ways to Increase the Value You Give to Customers
Question: Davis Brow from Chicago asks, “My clientele is civil construction, which is very seasonal in the Midwest. When I follow up too much, I risk being annoying. When I try to give them time & space, it becomes easier to forget about their need for our service. In addition to better discovery, do you have any advice on best practices for following up after a proposal is sent? I've looked for books on the topic and nothing has caught my eye. Since I've struggled to find solutions on my own, I assumed I should ask the experts. You and Mark always have sound advice on all things sales.”
Book: The Automatic Follow-up Formula by Dorothy Vernon Brown
🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine.
Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it.
October 28th at 4 p.m. EST! Don’t miss it. Register here.
🤍 Please donate to help Western NC at www.828strong.com
Lightning Round: 10 Ways to Make Sales Relationships More Meaningful
Question: Tammy from Phoenix asks, “My boss is pushing us to use AI for everything we do. Feels like my job is at risk. My clients love me. We sell cyber security services and they need personal service. It’s a big reason they buy from me. What should I do?”
Book: Selling from the Heart by Larry Levine
🤍 Please donate to help Western NC at www.828strong.com
🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine.
Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it.
October 28th at 4 p.m. EST! Don’t miss it. Register here.
Lightning Round: Top 10 Strategies to Build Your Personal Brand
Question: Donna from Asheville NC asks, “I have a salesperson who is a rockstar when it comes to setting appointments. She is definitely talking to our target market - many of the prospects know her name. They all seem excited to talk, and then they don't show up. It's maddening because the schedule is so busy right now, that setting time for those calls is even a challenge - and then we have to reschedule. And yes - we send confirmation emails and even phone calls. But just today, two people didn't show up and one of them was an inbound lead! Any ideas?”
Book: High Profit Prospecting by Mark Hunter
🤍 Please donate to help Western NC at www.828strong.com
🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine.
Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it.
October 28th at 4 p.m. EST! Don’t miss it. Register here.
Lightning Round: Top 10 Ways to Consistently Build Your Sales Skills
Question: Marvin from Daytona Beach, FL asks, “I have been in insurance sales all my life—started really when I was a kid. This industry is getting tough—rules, regulations, and the list goes on. I am a traditional sales guy; golf tournaments, chamber events, taking clients out for a beer. My strategies are just not working anymore—why?”
Book: The Digital Selling Handbook - Bill Stinet
Lightning Round: Top 10 Ways to Prospect Effectively
Question: Nathaniel Friday from Nigeria asks, “How do you gain market share in a highly competitive marketplace, like Nigeria?”
Book: Insight Selling by Mike Schultz
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
💡 Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. Find out more here!
Lightning Round: 10 Ways to Close More Sales
Question: Ronnie from Tucson asks, “I have a very low closing ratio when compared to everyone else in my company. I push like crazy to get deals to close but they never do. My boss has told me it has to improve or I’m going to be terminated. What am I doing wrong?”
Book: Secrets of Closing the Sale by Zig Ziglar, updated by Dr. Mufazzal Lakdawala
It’s time to get real about the role of social media in your sales strategy.
Join us Sept. 23 at 4 p.m. for a FREE webinar with Brynne Tillman, the “LinkedIn Whisperer.” Register here!
❖ Have you gotten Mark’s new book? 33 days of sales wisdom multiplied by your own reflections and evaluations.📗 Find ‘The Making of a Mind for Sales’ on Amazon now!
Hot Topic: Top 10 Ways to Use STORY in Sales
Question: Eric from Toronto asks, “I have been in sales for more than 30 years—insurance industry. I just joined a new agency owned by corporate, and they are trying to make me use THEIR sales strategy. I don't need it— they insist. Any advice? I am good at sales, and don't need their help.”
Book: Rejection Proof, Jia Jiang
Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. Find out more here!
Lightning Round: Top 10 Ways to Standout on Social Media
Question: Ben Ibarra asks on Spotify: "I work in the toy industry selling to mass market. Since Covid, getting buyers to accept a meeting or call or even respond to emails has become much harder. How do I get a buyer's attention without spamming them with emails?"
Book: Secrets of Master Closers by Mike Kaplan
💡 Heard about the Sales Logic Brain or Sales Logic Role Play? These are just some of the amazing features of the Sales Logic Mastermind. Find out how to join here.
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
Lightning Round: 10 Ways to Stay Focused During Tough Times
Question: Alanna from Seattle asks, “It’s always been hard getting customers to stay engaged, but this past year it has become harder than ever. Is it me or has something changed I’m not aware of?”
Book: Selling in a Post-Trust World by Larry Levine
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
Lightning Round: 10 Ways to Build Your Sales Confidence
Question: John from San Diego asks, “I am a bit of a news junkie, and watching this week everyone is talking about the stock market going down and interest rate cuts coming. I work in the restaurant industry—is there anything I should be doing to prepare for the change in market conditions, how will my customers be impacted?”
Book: Selling Your Way - Kristie Jones
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
Lightning Round: Best Places to Find Ideas for Content Creation
Question: Regina in Milwaukee says, “I’m in manufacturing sales, things are getting slow. We just had our mid-year meeting and they came down with the bad news. With inflation, interest rates, election year, sales are slowing, and now they’re cutting our budget. Fewer trade shows, fewer golf events, fewer lunches, and the list goes on and on. How am I supposed to make my quota if I don’t have money to spend?”
Book: High Road Leadership: Bringing People Together in a World that Divides by John C. Maxwell
💡What would a mindset journal for salespeople look like?
The Making of a Mind for Sales is your sales accountability partner in book form.
Get it now on Amazon!
❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com
Lightning Round: 10 Hardest Sales Lessons You Have Ever Learned
Question: Ramona from Ventura CA asks, “I am feeling the pressure in my current role—the coming election has impacted my clients, their budgets, projects getting cut, and I think just fear. I don't know what to do or how to handle it. Ideas?”
Book: Ignite Your Sales Strategy by Kevin Jones
Learn more about joining the Sales Logic Mastermind here!
Lightning Round: Top 10 Things You Can Gain from Our Mastermind
Question: Cindy from Little Rock, AR asks, “I am brand new to sales—moving out of IT. I want to learn from the best—is it better to get a coach or join a mastermind?”
Learn more about joining the Sales Logic Mastermind here!
Lightning Round: Top 10 Ways to Build a Circle of Influence
Question: Juanita from Miami asks, “I am new in my role in manufacturing sales—I moved over from IT. I love it, but I am struggling. My sales leader is not very supportive, and I am behind on my sales goal. Any ideas?”
Book: 30 Days To Sales Success by Meridith Elliott Powell
▣ Get 24/7 Access to Mark and Meridyth via the Sales Logic Brain. This amazing new A.I. is only available to Mastermind members! Become one today here.
Lightning Round: Top 10 Strategies to Increase Your Sales Discipline
Question: Phillipe from London asks, “I have been in sales most of my career—almost 30 years now—and never have I ever had so many challenges with getting prospects to respond, keep appointments, or just do what they say they are going to do. Is it me? Is the world changing? What is your advice? Writing this as I am sitting in a coffee shop waiting on a prospect who is 20 minutes late—guessing I have been ghosted!”
Book: $100M Leads—How to Get Strangers to Want to Buy Your Stuff by Alex Hormozi
📗 Kindle deal ends this week!
Get Mark’s new book on Kindle for $0.99 for a limited time…sale ends this weekend!
The Making of a Mind for Sales: 33 Strategies for Success
That’s 33 days of sales wisdom multiplied by your own reflections and evaluations.
Get it now!
Lightning Round: Top 10 Ways to Keep Your Prospect List Up-to-Date
Question: Mark Bregman asks, “You both have said value statements need to be updated, and refreshed because what may have worked last year may not be right for now. And I’m wondering if things have changed, value-wise, in mid-year 2024 from just the beginning of the year?”
Book: Building a Story Brand - Clarify Your Message So Customers will Listen by Donald Miller
📗 New Book by Mark Hunter! 📗
Now Available: The Making of a Mind for Sales: 33 Strategies for Success
Take the 33-Day Challenge, and Change the Trajectory of Your Sales Career!
Now $0.99 on Kindle for a limited time.
Lightning Round - Top 10 Ways to Coach a New Sales Professional
Question: Yannik from Berlin asks, “I have a young sales team. We are growing and expanding and to keep up with demand we have had to bring on sales professionals that are new in the field. They are eager, high-energy and unafraid, but their youth and over-aggressive tactics are keeping them from getting to decision-makers. As their sales leader, how can I best help?”
Book: Easy to Do Business With by David Avrin
📗 $0.99 for 33 days of tips, motivation, and sales strategy? Get The Making of a Mind for Sales by Mark Hunter on Amazon today!
Sales insights meet mindset journal in this new book! Print copies also available.
Lightning Round: Top 10 Ways to Know It's Time to Fire Your Salesperson
Question: Ron from Salt Lake asks, “I want to increase my closing ratio. It is not bad, but I think I can do better, be more effective. Do you have strategies, ideas?”
Book: Unsticking Deals by James Muir
📗 Now Available on Amazon by Mark Hunter!
The Making of a Mind for Sales: 33 Strategies for Success
It’s expert sales strategies meets mindset journal, and it’s going to change your career’s trajectory!
Lightning Round: Top 10 Strategies to Be a More Active Listener
Question: Lucia from Norway asks, “I listen every week—love the podcast—thank you. So my team needs training—a lot of training —most are new, some are stuck doing the same sales process they have always done. Where do I start? What training would be most effective to get the team moving and successful again?"
Book: The Making of a Mind for Sales: 33 Strategies for Success by Mark Hunter
💡 Take the 33-Day Challenge, and Change the Trajectory of Your Sales Career!
‼️ Now $0.99 on Kindle for a limited time.
Lightning Round: 10 Things Top Performers Do and You Should Too
Question: Arnie from Missoula, Montana asks, “I’m always in the top 1/3 of salespeople in my company, but what do I need to do to be the top salesperson, not just for a quarter but for year after year?”
Book: Sales Success Stories: 60 Stories from 20 Top 1% Sales Professionals by Scott Ingram
📗 New Book by Mark Hunter! 📗
Now Available: The Making of a Mind for Sales: 33 Strategies for Success
Take the 33-Day Challenge, and Change the Trajectory of Your Sales Career!
Now $0.99 on Kindle for a limited time.
Lightning Round: Top 10 Strategies to Prepare for Third Quarter
Question: Frederico asks on Spotify: "I am in insurance sales and I'm doing very well …my worry is that I might slip and become an average performer again. How do I maintain my momentum as I want to achieve more?"
Book: Extraordinary Transformation by Nido Quebin
❓Submit your OWN question at SalesLogicPodcast.com or send us an email at hello@saleslogicpodcast.com.
📗 New Book by Mark Hunter! 📗
Now Available: The Making of a Mind for Sales: 33 Strategies for Success
Take the 33-Day Challenge, and Change the Trajectory of Your Sales Career!
Now $0.99 on Kindle for a limited time.
Lightning Round: Top 10 Ways to Stay on Top of Your Game in Sales
Question: Bernard from Minneapolis asks, “So my team and I are debating sales questions. Should they or should they not change in a shifting marketplace? Not going to tell you which side I am on, but want you to solve our argument. What do you think?”
Book: Relationship Selling by Victor Antonio and Jim Cathcart
❓Submit your OWN question at SalesLogicPodcast.com or send us an email at hello@saleslogicpodcast.com.
w/ Guest Host Brynne Tillman!
Lightning Round: Top 10 Focus Areas If You Want to Rock Your Sales Goal
Question: John from Wichita, KS asks, “I am new to sales—just 23—and I am new to Wichita. My boss says I need to network, get connected in our community. I have no idea how or where to start—ideas? Honestly, I am a little scared.”
Book: Never Eat Alone by Keith Ferazzi
Lightning Round: 10 Biggest Mistakes Salespeople Make
Question: Serena from Ft. Myers asks, “I feel like everywhere I turn, and everything I read these days sales gurus are talking about personalizing the customer experience. Is that different than what we have been doing for years? How important is it in sales today, and what do I need to help my team learn these skills?”
Book: How Clients Buy by Doug Fletcher Tom McMakin
❖ Learn more about the Mastermind here.
Lightning Round: Top 10 Ways to Get Better at Sales
Question: Rhonda from Kauai, Hawaii asks, “ I am struggling—I can get in the door, get to the decision-maker, but my conversations are falling flat. I am new to sales, moved over from packaging design and distribution. My company provided some training, but honestly do not think it was very good. Can you talk about sales conversations and what makes a good one?”
Book: How to Win Friends and Influence People by Dale Carnegie
❖ Want to ask the Sales Logic Brain your own questions? Learn more about becoming a member of the Mastermind here.
Lightning Round: Top 10 Sales Trends for 2024
Question: from London: “Hey, I’m in tech. The problem is, I’ve got stuff in my pipeline that’s just not moving through. What’s happening? I’ve never encountered this problem before, but I’m living it day by day now.”
❓Submit your OWN question at SalesLogicPodcast.com or send us an email at hello@saleslogicpodcast.com.
❖ Learn more about the Mastermind here.
Lightning Round: Top 10 Ways to Learn from First Quarter Results
Question: Katarina from Athens, Greece asks, "My team is GREAT at top of funnel. We have a clear process, a well-defined target market, and a great ability to get through the door—but we struggle to get the deal to close. I am wondering if we are chasing too much business that is never going to close. How do you know if and when you should walk away?"
Book: New Sales Simplified by Mike Weinberg
❖ Learn more about the Mastermind here.
Lightning Round: Top 10 Strategies for Creating a Sales Mindset
Question: Natasha in Toronto asks, "Is sales call prep still important? If we're supposed to listen to customers, be aware of what they say and need, how critical is sales call prep?"
Book: A Mind for Sales by Mark Hunter
❓Submit your OWN question at SalesLogicPodcast.com or send us an email at hello@saleslogicpodcast.com.
❖ Learn more about the Mastermind here.
Lightning Round: Top 10 Inbound Sales Strategies
Question: Phillipe from Paris, France asks, “My sales team is amazing at getting out and hitting the streets—literally—to find the deals, make the connections. But I am wondering, when I go to my peer groups, they are all talking about generating inbound leads for their teams. Is this something I should be pursuing?”
Book: They Ask You Answer by Marcus Sheridan
• Driven by ambition, but seeking direction? Invest in your success today at The Sales Logic Mastermind today.
❓Submit your OWN question at SalesLogicPodcast.com or send us an email at hello@saleslogicpodcast.com.
Lightning Round - Top 10 Ways to Get Across the Finish Line
Question: Roger from Boise, Idaho says, “ I am in the insurance industry. I run a top-producing team for a large carrier, and I do not have to tell you—we are dealing with some level of uncertainty in this industry. My team is doing well —very well—but feels like they are stuck in the dark ages—lots of golf tournaments, beer drinking, and have to see every client in-person. I feel like I should push them to evolve, but you can't argue with success. Thoughts?
Book: The Market Ownership Method by Sonia Dumas and Gaynor Meilke
NOW is the time to join the Sales Logic Mastermind. Up your sales game in this unique group. Tap the link to learn more!
Lightning Round: Top 10 Strategies for Building Influence in the Marketplace
Question: John from Ft. Lauderdale asks, “I have two new sales professionals—lots of talent and enthusiasm for the job and our products—but they lack confidence. Will that come? Should I be helping them build confidence? Or does it matter?”
Book: The Confidence Plan by Meridith Elliott Powell
→ The Sales Logic Mastermind is tailor-made for professionals like YOU!
Driven by ambition, but seeking direction? Invest in your success today.
❖ Learn more about the Mastermind here.
Hot Topic: Self Leadership:10 Strategies to Put Yourself in Charge of Your Life and Career
Question: Eric from Los Angeles says, “I am worried about my team. We are under tremendous pressure; last week Corporate sent out an email—unknown to me—that told everyone to be on a call in 24 hours and that they were going to cut staff by 50%. Most of my team survived, but it has killed morale, productivity, and their overall desire to sell. At the same time our sales goals have increased—how do I help my team, how do I lead and still support Corporate?”
Book: Mindset: The New Psychology of Success by Carol S. Dweck
The marketplace is changing fast. Don’t get left behind!
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Lightning Round: 10 Ways to Build a Growth Mindset
❖ DON’T MISS IT! FREE WEBINAR TOMORROW ❖
Join Mark & Meridith Wednesday, March 13th at 1 p.m. CT, or register now to get the replay!
This bonus content is a learning opportunity only available to those that register.
→ What are the TOP 5 Ways to Increase Your Sales Results? Tune in 3/13 and find out more. Register here!
Question: Roy from Toronto asks, “I am a new sales leader and excited about the role. What can I do to really help my team—who are all top performers—be successful? I am having a little imposter syndrome.”
Book: Think Remarkable by Guy Kawasaki
Lightning Round: Best Strategies to Eliminate Fear
Question: Dr. Ani Shinde asks for “tips to overcome the fear of cold calling and how to maximize results.”
Book: No More Cold Calling by Joanne Black
↪ Join us LIVE for the upcoming Sales Logic Webinar!
Top 5 Ways to Increase Your Sales Results | March 13th at 1p.m. CT
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Lightning Round: Top 10 Sales Trends You Need to Be Paying Attention To
Question: Kelsey McNamara asks via Spotify, “I’m a field sales rep seeking advice. How can I get better at discipline and prioritization?”
Book: LinkedIn for Personal Branding by Sandra Long
▣ Join us LIVE for the our first Sales Logic webinar of the year!
Top 5 Ways to Increase Your Sales Results | March 13th at 1p.m. CT
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Lightning Round: Top 10 Strategies for Cold Calling
Question: Joanna in San Francisco asks, “I run a large sales team for a start-up. We had a strong 2023, but around the 4th quarter things started to slow. We were still making calls, lots of calls. Even getting in front of customers. But our close ratio is slowing down quite a bit. Any ideas to jump start our close ratio?”
Book: Streetwise to Saleswise by Jeff C West & Bob Burg
▣ Get 24/7 Access to Mark and Meridyth via the Sales Logic Brain. This amazing new A.I. is only available to Mastermind members! Become one today here…
Mark and Meridith’s Best Sales Advice for Increased Production and Market Share
Lightning Round: Top Strategies for Increasing Performance in Q1
Question: Gina from Toronto says, “Love your podcast, I listen every week. Just curious, what do you think has been some of the best sales advice you have ever been given or you would give.”
Book: Authentically Social by Corey Perlman
▣ Get 24/7 Access to Mark and Meridith's insight via the Sales Logic Brain. This amazing new A.I. is only available to Mastermind members! Become one today here…and ask The Brain any sales question you've got!
Or, get advice on any prospecting problem as if you're speaking with Meridith or Mark. It's actionable answers at your fingertips!
Lightning Round: Top 10 Marketing Strategies for 2024
Question: Susan from Boise, Idaho asks, “I run the sales team for a Fortune 500 Insurance Company and we have been an island for years and quite successful. In December, we got a new head of Marketing, and I really like her. She was a CRO in some very successful companies, so I feel like she really gets sales. It is the first time I have ever seen potential for sales and marketing to work together. What can I do to support her, learn from her, and use this new asset to DRIVE sales?”
Book: This Is Marketing by Seth Godin
▣ Learn more about the Sales Logic Brain and how to access it through the Sales Logic Mastermind here.
Lightning Round: Top 10 Sales Habits for 2024
Question: Gretchen from Panama asks, “I barely hit my sales goal last year, in fact three times during the year I was struggling to hit quota. I work so hard, I am at the office early, make calls all day, and push my clients to get the deal to close. I can't take another year under this level of pressure. What am I doing wrong? What do I need to change?”
❖ Send your own sales question to Mark and Meridith via SalesLogic.com
Book: The Happy Sales Manager: Drive Sales, Lead Your Team with Ease, and Have Fun! By Gretchen Gordon
▣ Learn more about the Sales Logic Brain and how to access it through the Sales Logic Mastermind here.
What does personalizing the sales experience mean? How do you do it? Why do customers care?
Lightning Round: Top Ways to Create a Personalized Sales Follow-Up System
Question: Rico from Mexico City asks, “We sell a commodity, our competitive landscape is thick. We are getting beaten up on price. What can I do to help my sales team create a better and more personal experience for our customers? One that makes them easily choose us over the competition and takes price off the table?”
Book: To Sell Is Human by Daniel Pink
❖ Are you driven to achieve your sales goals? Eager to be a top performer? Looking for a sales community? The Sales Logic Mastermind is for YOU! Learn more here.
Right focus, right results. Start 2024 off strong!
Lightning Round: Top 10 Strategies to Stay Motivated
Question: David from Dublin asks, “I need to turn my customer service reps into salespeople if we are going to hit our goals—where do I start? How do I help them understand their new role?”
Book: The Anatomy of Leadership by Chris Comeaux
❖Looking for a sales community? Join the Sales Logic Mastermind and make 2024 amazing alongside like-minded professionals.
Lightning Round - Where and How to Use Social Media in Your Overall Sales Strategy
Question: “Can you share the top ways to sell on LinkedIn?”
Book: The LinkedIn Sales Playbook by Brynne Tillman
❖ Start the New Year off right...invest in a year of accountability, learning and growth. Join the Sales Logic Mastermind group today!
Building, Nurturing, Closing, Expanding
Lightning Round: Top 10 Sales Priorities for 2023
Question: LaTisha from Upstate New York asks, “My sales team has a challenging year in front of us, mergers and acquisitions are going to disrupt our market like crazy. As I look at this first sales huddle of the year, how do I prepare my team, how do I get them ready?”
Book: Fanatical Prospecting by Jeb Blount
Start the New Year off right...invest in a year of accountability, learning and growth. Join the Sales Logic Mastermind group today!
Lightning Round: Top 10 Reasons You Will Exceed Your Sales Goal in 2024
Question: Bill from Phoenix AZ asks, “Just curious—I listen every week and you guys are so spot on with so much of your advice. I have a meeting with my sales team on the 19th - last meeting of the year. What should I focus on? How can I best prepare them for 2024?”
Book: Blue Ocean Strategy by W. Chan Kim and Renee Mauborgne
◆The smartest thing you could do for 2024: Join the Sales Logic Mastermind. Find out more here.
Lightning Round: Top 10 Strategies for Building a Prospect List
Question: Paul from Frankfurt Germany asks, “We have huge growth goals for next year, and my team does an amazing job of taking care of our existing customers, and deepening those relationships. But if we are going to hit our goals we need to prospect. How do I convince them of that? How do I give them the tools and resources to help them? How to I make sure we prospect effectively?”
Book: High Profit Prospecting by Mark Hunter
◆14 Ways to Digitally Harvest Leads from Brynne Tillman◆
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Email Marketing Campaigns
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Prospecting by Referrals with LinkedIn
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Search Engine Optimization (SEO)
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Pay-Per-Click (PPC) Advertising
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Content Marketing (Blogs, Articles, etc.)
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Webinars and Online Workshops
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Influencer Partnerships
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Online Networking with COI’s
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Website Lead Capture Forms
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Affiliate Marketing Programs
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LIVE Streams
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Audio Rooms
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Podcasts
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Engaging on Content and with the Commentors
Lightning Round: Top Strategies to Tapping Into Your Network
Question: John Register asks, “What are the best strategies for building your network?”
Book: Never Eat Alone by Keith Ferrazzi
Lightning Round: Top 10 Ways to Position Yourself for Success in a Tough Economy
Question: Hugh Hornsby from Virginia asks, “While I understand what you are saying in terms of an economic downturn, my fear is that what you focus on is what you get. Would love your thoughts.”
Book: Think and Grow Rich by Napoleon Hill
◆ We still want YOU in our Sales Logic Mastermind. Learn more about it here.
Lightning Round: Top 10 Ways to Identify Customer Pain Points
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Tailor-made for professionals like you, driven by ambition, but seeking direction.
You get the best of the best: a driven group of members to inspire and support you, an online learning vault of strategy and insight, and direct access to Mark and Meridith through coaching calls, sales briefs, even crisis calls.
Learn more here to take advantage of this amazing deal today!
Question: John from Temecula, CA asks, “Rising interest rates, inflation and just general fear about the economy is seriously impacting our sales. My team is having trouble getting deals to move forward. They can get in the door, have great conversations, and get the interest of their prospects, but they can't get the deal to close.. Help?”
Book: 30 Days To Sales Success by Meridith Elliott Powell
Lightning Round: Top Automation Tools
Question: Davis Brown from Chicago says, “Would love to hear about how you and Mark use automation. I'm not using any automation currently, outside of scheduling calls on my CRM. Should I be doing more? What tools specifically do you suggest and how to integrate it into my sales strategy?”
Book: Sales Automation Survival Guide by Dick Lee
Coming Soon! Catch a sneak peek now...
❖ Sales Logic Mastermind CYBER MONDAY Sale....50% off to join an exclusive community dedicated to crafting the best salespeople. Learn more here
Lightning Round : Top 10 Ways to Sell Effectively Through the Holiday Season
Question: Ron from Milwaukee asks, “I am a sales leader of a newly merged team, and we are having a big debate—do we or do we not sell through the holidays? My team has had an amazing year, but we are worried about 2024. Most of my newly formed team is tired, wants a break, but a few of my top performers think we need to strike while the iron is hot. Your thoughts?”
Book: Lessons from the Legends by Brian Biro
◈ Make 2024 your best year on record. Join the Sales Logic Mastermind today!
Lightning Round: Top 10 Ways to Improve Confidence
Question: - Mary asks, “I am a real estate agent and right now interest rates are killing my team. We have gone from the best year on record, to looking at a tough go until interest rates settle and start to come down. How do I keep my team motivated, engaged and believing they can continue to be successful?”
Book: The Negativity Fast by Anthony Iannarino
Your time to join the Sales Logic Mastermind is NOW! Jump start your success here.
Lightning Round: Top 10 Ways to Qualify and Get Better Leads
Question: Sylvia from London asks, “My sales team is underperforming and they are blaming marketing for bad leads. Marketing feels like they are doing their job - help? How do I get these two to work together, and how do I figure out if this is a marketing issue or a sales team issue?”
Book: Lead Generate: 61 Days To Double Your Pay by Scott Groves
Join the powerhouse group that is the Sales Logic Mastermind now! Follow this link for more info.
Lightning Round: 10 Ways to Deal with the Procurement Department
Question: Brian in Wichita, KS asks, “Help I am so frustrated! I have been nurturing this deal for more than a year. I have sold Human Resources, engaged the CEO, and even gotten past the CFO, but now they have turned me over to procurement and it has become a nightmare. They are finding every reason under the sun for this deal not to work - and when I go back to my contacts - the CFO, CEO and HR - they just throw up their hands and say procurement is in charge. What do I do?”
Book: To Sell Is Human by Daniel Pink
Get your seat at the table. Join the Sales Logic Mastermind today!
Lightning Round: Top 10 Ways to Follow Up without Being Annoying
Question: Christian from Traverse City, Michigan asks, “I am so bummed. I had a lead come in – contacted me. We had several conversations, and they asked me to put together a proposal and set a follow-up meeting. I sent the proposal, a reminder of our call, made the call and sent another email. The lead has gone cold. I am getting NO response. What do I do? Is the deal dead? What do you suggest?”
Book: Follow-Up and Close the Sale by Jeff Shore
Find like-minded professionals that lift you up and propel you forward at the Sales Logic Mastermind. Sign up for this powerful group here.
Lightning Round: Top 10 Strategies to Finish the 4thQuarter STRONG
Question: Matt from Miami Florida asks, “We are starting to feel the shift in our market. In the last month, more than half of our reps are reporting their clients are highly focused on reducing expenses. This is both slowing down our decision-making process, and lengthening the sales process. We expect this to continue into 2024. Just curious – thoughts and ideas on what my team could be doing now to prepare?”
Book: Civility Unleashed by Diana Damron
There’s a spot for you in the Sales Logic Mastermind! Come grow with us.
Lightning Round: Top 10 Ways to Prospect
Question: Andrea from San Diego, CA asks, “The leads I am getting from my marketing department are pretty bad, and a waste of my time to follow up on. I am an inbound sales professional, and need some input on how to guide the marketing department on how to give me better leads.”
Book: High-Profit Prospecting by Mark Hunter
★ Find like-minded professionals that lift you up and propel you forward at the Sales Logic Mastermind. Sign up for this powerful group here.
Lightning Round: Top 10 Ways to Access Decision-Makers
Question: Daniel from Evora, Portugal asks, “I am really struggling these last few months in sales. I am getting to the decision maker, having a great conversation, but then the deal seems to stall. I track my days it takes to close a sale, and for the past six months it has been growing in the wrong direction. Advice?”
Book: The First-Time Manager: Sales by Mike Weinberg
There’s a spot for you in the Sales Logic Mastermind! Come grow with us.
Lightning Round: Top 10 Ways to Become a Top Performing Salesperson
Question: Clint from Dallas asks, “I’ve been in sales for years but have not punched through to the top. What do you suggest I do to become the best salesperson in my company and industry?”
Book: Selling 101 by Zig Ziglar
There’s a spot for you in the Sales Logic Mastermind!
Are you looking for:
- Like-minded sales professionals
- Something to take you to the next level
- Motivation, insight, and training
The Sales Logic Mastermind is the place for you. Come grow with us.
Lightning Round - 10 Ways to Build Relationships in Sales
Question: Regina from Seattle asks, “I work for a company that just restructured—don't you love that word. We now only sell one line of business and to cross sell our customers we need to work with other sales teams. I have been a LONE wolf for 30 years - help what do I do?”
Book: Buyer First: Grow Your Business with Collaborative Selling by Carole Mahoney
--> Find like-minded professionals that lift you up and propel you forward at the Sales Logic Mastermind.
Lightning Round: Top 10 Ways to Keep Your Value Proposition Relevant
Question: Susanna from Miami asks, “I am in the hotel business - selling to corporate. Wow, this space has become so competitive, and pricing such an issue. How do I continue to grow, and win business without giving up on price, and giving away are already too slim margins?”
Book: The Time To Win by Jay Baer
--> Find like-minded professionals that lift you up and propel you forward at the Sales Logic Mastermind
How rampant is Sales Burnout…and how can you avoid it?
Lightning Round - Top 10 Ways to Take Care of Your Sales Team
Question: Regina from Santa Barbara asks, “I am in tech sales, been in selling technology and pharmaceuticals for more than 20 years. But I have to tell you these last few years have been rough—rougher than anything I can remember. The competition, pressure to hit goals, protect margins and the list goes on. I want and need to work 5 to 7 more years, and right now I am wondering if I can make it. What advice do you have for me?”
Book: To Sell Is Human by Daniel Pink
Find like-minded professionals that lift you up and propel you forward at the Sales Logic Mastermind. Join today!
Lightning Round: How to Sell without Cutting Your Price
Question: Robert from Charlotte asks, “I sell in a very competitive space, my competitors all offer steep discounts and it’s hard for me to compete. What do you suggest I do?”
Book: The Psychology of Price by Leigh Caldwell
Join us for this powerful mastermind: Sales Logic Mastermind.
If you want to be better at sales, if you want to take it over the top, if you want to exceed your goals, this is the mastermind for you.
Lightning Round: Top 10 Ways to Be Consistent in Sales
Question: Dante from Istanbul asks, “ We are getting hit hard by the economy; we work in an industry that is first to feel the impact - sales cycles have slowed, decision makers seem ready to move and then just go cold, and forecasting and predicting revenue is nearly impossible. How do I keep my team motivated? How do we stay on track? What advice do you have?”
Book: Rethinking the Sales Cycle by John R. Holland and Tim Young
Join Mark & Meridith's mastermind at this link today!
Lightning Round: Top 10 Ways to Collaborate to Grow Sales
Question: Magnus from Sweden asks, “ I am head of sales for a company that is growing and expanding through global partners that sell to the end user. While efficient, this is hard to manage, coach and impact. What thoughts and advice would you have? Is this a good strategy? How can I best focus my team to support?”
Book: 10X Is Easier than 2x by Dan Sullivan
Join the Sales Logic Mastermind at this link!
Lightning Round: Top 10 Ways to Make Goal for 2023
Question: Regina from Little Rock, Arkansas asks, “Thank you - I LOVE Sales Logic. I lead a team of sales reps in the manufacturing industry. Production and demand are down across our industry. I still think we can achieve our goals, but I need to motivate my team, help them make some changes to their strategy, and just believe they can do it. HELP!”
Book: Goals: How to Get Everything You Want, Faster than You Ever Thought Possible by Brian Tracy
--> Join the Sales Logic Mastermind at https://www.saleslogicpodcast.com/sales-logic-mastermind/
Remember to submit your own questions for Mark & Meridith!
Lightning Round - Top 10 Ways to Effectively Negotiate the Deal
Question: Bernardo from Lisbon asks, “I am a sales leader that tracks data very closely. In the last six months of our sales cycle, the time it takes us to close a deal has been ticking up, taking longer to get customers to commit or sign the deal. Why? What are we doing wrong? How should I advise my team? Is this okay or normal?"
Book: Secrets of a Master Closer by Mike Kaplan
Lightning Round: Top 10 Strategies to Get Your Team to Use the CRM
Question: Nathan from Detroit, Michigan asks, “I am a CRO for a large manufacturer with a global salesforce. My team does well, not as great as they should be. We are hit or miss with several tech tools, including our CRM. I think it is time for a new CRM. Any input or advice?”
Book: Shift and Disrupt by Bernadette McClelland
--> Join the Sales Logic Mastermind at: https://www.saleslogicpodcast.com/sales-logic-mastermind/
Key Takeaway - Top 10 Ways to Train Your Sales Team
Question: Leone from Paris asks, “I have a brand new sales team—brand new—and I have to start from scratch. They have amazing attitudes, lots of energy and passion, but no real skills or experience. Where do I start?”
Book: How to Win Friends and Influence People - Dale Carnegie
- Better pricing, and leveraging the close to get referrals.
Lightning Round: Top 10 Ways to Get Out of the Price War
Question: Giusseppee from Milan asks, “Heard you speak in Milan two years ago, and have been following the show ever since. In Europe we are feeling the shift in the marketplace—things are slowing. My team is getting a lot of meetings, first and second, but we can't close the deal. Ideas?”
Book: The Experience Mindset by Tiffani Bova
It's time to hire great salespeople.
Lightning Round: Top 10 Reasons to Join Our MasterMind
Question: Anna from Brownsville, Texas asks, “So, I am wondering with interest rates rising, a possible softening economy, and obvious threat of recession— the one bright spot may be the end of this Great Resignation. I have two spots open on my team, would love to hire, but how do I do it? And is now a good time? If there is a recession, should I be adding headcount?"
Book: The Best Sales Leadership Book Ever by Connie Podesta and Meridith Elliott Powell
→ For more information or to sign up for a Sales Logic Mastermind, send an email to hello@saleslogicpodcast.com
Lightning Round: Top 10 Ways to Keep Your Sales Strategy Relevant
Question: Juan from Princeton, NJ asks, “ HELP! I was on fire last year, and was getting in doors and closing deals like crazy . This year, especially in the last month, things have slowed way down - what is going on? What do I do? By the way, I am in manufacturing.”
Book: The Sales Development Playbook by Trish Bertuzzi
→ For more information or to sign up for a Sales Logic Mastermind, send an email to hello@saleslogicpodcast.com
Lightning Round: Best Ways for a New Salesperson to Be Successful
Question: (from a student) “How do I go about finding the right sales job that is going to set me up for a good career…if that’s even possible?”
Book: New Sales Simplified by Mike Wienberg
→ For more information or to sign up for a Sales Logic Mastermind, send an email to hello@saleslogicpodcast.com
Lightning Round: The Best Ways to Keep Your Value Proposition Relevant
Question: Brian from Lake City, Florida asks “I am feeling the challenge of the marketplace. I am in the home services industry. We have been on fire for the last few years and now things are changing. How do I get business to pick back up? Or can I?"
Book: Building a Story Brand by Donald Miller
→ For more information or to sign up for a Sales Logic Mastermind, send an email to hello@saleslogicpodcast.com
Listen in as Mark and Meredith dish on the Sales Logic System: Contact, Connect, Close.
Recorded LIVE from Dallas, TX at Sales Logic LIVE!
--> For more information about Mastermind groups, send an email to: hello@saleslogicpodcast.com
Top 10 Reasons You Should Join a Sales Logic Mastermind:
- To have a community to share ideas
- To stay on top of trends in the sales industry
- To learn new insights, new strategies you can use and apply
- A place to be vulnerable and share when you’re stuck
- A place to rejuvenate when you’re down
- To hold you accountable and push you to your best
- To be around other people that also want to succeed
- To invest in yourself to add value to your customers
- Because everyone can get better
- To become a top performer, and stay a top performer.
Top 10 Ways to Build an Effective Personal Brand
Question: Our industry has been hit hard and has been continuing to get hammered. The four bank failures and fear in the marketplace is casting a shadow and opening up the door for the competition. How can I help my commercial banking sales team hit their goals right now? How can I help them build their sales confidence, create trust, and go out and sell?
Book: Sell Yourself by Dr. Cindy McGovern
LAST CALL for Sales Logic LIVE on May 24th! Snag your seat and join us to revolutionize your sales process.
- Top 10 Ways to Lead a Sales Team Through Uncertainty
Question: Ron from Minneapolis asks, “So I want to know, you and Mark seem to have such different views of the marketplace and the future of sales. What do you think is happening with inflation, interest rates, the economy and consumer confidence—and what should I be doing to get my sales team ready?”
Book: Find Your Red Thread by Tamsen Webster
Just a few spots left at Sales Logic LIVE on May 24th! Let's give your sales process the lift it needs to stay competetive in this marketplace. Join us virtually or in Dallas, TX!
Join us for Sales Logic LIVE on May 24th! You absolutely can't miss it! Register here.
Save your spot for an amazing day of training, insights, and breakthroughs.
Question: Ricardo from illinois asks, “So I think that my sales team is unusual. We have no trouble getting in the door. We can get to the decision-makers, have great conversations, but after one or two calls more than half of our prospects are going cold. The conversations just stop— why? What is going on? How do we turn it around?"
Book: High Profit Prospecting by Mark Hunter
Top Takeaways: Top 10 Ways to Keep Prospects Engaged
Lightning Round: Top 10 Reasons to Attend Sales Logic LIVE:
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Your sales strategy needs an upgrade.
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You can feel the market shifting and want to be ahead of the change.
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Your need a little motivation.
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You need to know what the best in the business are doing to excel in sales.
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You want to outsell your competition.
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You want to find new ways to add more value to your clients.
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You want your sales team to increase their performance.
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You know to succeed, something has to change, and Sales Logic Live can fill the void.
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You LOVE Sales Logic.
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You want 2023 to be your best sales year on record.
Question: Roosevelt from Nassau, Bahamas asks, “I am in the real estate business and for now sales are holding strong, but inventory that is another story – there are just not enough houses to sell. I am doing everything to convince people to sell, but it is tough going. So much rejection, so many NO’s. How do I keep my motivation and persistence up when I go weeks, even months, without a positive response?”
Book: Do It Selling by David Newman
"Every time the marketplace shifts, your sales strategy needs to shift with it."
Lightning Round: 10 Reasons You Need to Attend Sales Logic Live
Question: Sonia from San Francisco asks, “I hear you both talking about the Sales Logic System and Sales Logic LIVE. What do I need to know about what it is, what you’re doing, and if and how I should get involved?”
Book: The Sales Logic System ← available only at Sales Logic LIVE! Reserve your spot now.
Spend the day with Mark and Meridith diving into your sales strategy and how to capitalize on today’s shifting marketplace. Register for Sales Logic LIVE here!
Question: Louis from Jacksonville asks, “Customers are more uncertain than ever with the economy and what’s going to happen. I’ve even had prospects not show up for meetings because they’ve been laid off. How do I deal with all of this uncertainty?
Book: Thrive: Strategies to Turn Uncertainty to a Competitive Advantage by Meridith Elliott Powell
Lightning Round Handout: Top 10 Ways to Overcome Customer Uncertainty
Spend the day with Mark and Meridith diving into your sales strategy and how to capitalize on today’s shifting marketplace. Register for Sales Logic LIVE here!
Lightning Round: Top 10 Conversation Openers With a New Prospect
Question: Donna Cutting from Asheville NC asks, “Have you ever discussed "scripting?" (I hate that word, but you know what I mean.) Here's the question: I've been making 5 daily calls to customers and prospects to keep relationships strong and grow my business. The goal is to get a meeting. I am typically leaving messages and following up with an email. This is averaging one new meeting every day. I'd love to increase those numbers. Knowing you do something similar, and hearing that you are closing something every single week, I'm curious as to the language you're using when you're making those calls. What messages are you leaving? What's the conversation when you get someone on the phone?
Book: Exactly What to Say by Phil M. Jones
May 24th—Don’t miss Sales Logic Live! Meet Meridith and Mark in-person in Dallas, or watch online.
Get your ticket today.
Question: Carolina from Madrid asks, “We are struggling here in Europe with a challenging economy, and to make our sales goals and grow our business we need to expand our markets and sales efforts - I think sell more globally. I would like to incorporate social selling into our sales process. We have never done any social selling, where do we start?”
Book: The LinkedIn Sales Playbook - A Tactical Guide to Social Selling by Brynne Tillman
Lightning Round: Top 10 Most Effective Social Selling Strategies
Join Mark and Meridith at Sales Logic Live— May 24, 2023 in Dallas TX or online!
Question: Steve from Dallas asks: I’m with a small company and I manage two other salespeople but we’re starting to grow fast, plan is to hire 10 more salespeople this year and even more next year. What advice can you give me, as this is new territory for me?
Book: Sales Management Simplified by Mike Weinberg
Lightning Round Handout: 10 Questions Sales Leaders Must Ask Themselves
Find it at www.saleslogicpodcast.com or send us an email at hello@saleslogicpodcast.com for your copy.
Question: David from London asks, “I am new to sales - been working in operations for most of my career, but have decided to take the leap and move over to our sales team. I am just curious, what is your best sales advice?”
Book: How To Win Friends and Influence People by Dale Carnegie
Sales Logic’s Free Tool: Top 10 Sales Tools to Decrease Stress and Increase Sales
--> Find it at www.saleslogicpodcast.com or send us an email at hello@saleslogicpodcast.com
Sales Logic Live, May 24, 2023 Dallas TX or online, more info at: https://www.saleslogicpodcast.com/sales-logic-live/
Lightning Round: Best Strategies For Leading Yourself
Question: Marshall asks, “ I am a vendor that sells into the real estate industry, and this year agents and companies are pulling back. Hitting goals is getting challenging. I can deal with all of that, but the pressure coming down on us from corporate is a serious challenge. They are increasing campaigns, wanting us to push product, and every month it is like starting over. I have been in this industry long enough to know there are up years and down years—but how do I handle the pressure coming from the higher ups?
Book: Salesman on Fire by Carson Heady
FREE TOOL: How to Successfully Navigate Pressure In Sales .. email us at: hello@SalesLogicPodcast.com !
Sales Logic Live: May 24, 2023 Dallas TX or online
More info at: https://www.saleslogicpodcast.com/sales-logic-live/
What should you track, what should you measure, why does it matter?
Lightning Round: Top 10 Ways to Get Your Team to Use the CRM
Question: David from Liverpool asks, “So I am starting a new division of our company. I work for a large technology company that has been in business for over 40 years. I feel like what we track for the more traditional side of our business may not be right for our team. How do you determine what to track? How should we track it? How will I know I have made the right decisions for my team?”
Book: The Power of Discipline by Daniel Walter
Lightning Round: Top 10 Ways to Manage a Bad Sales Manager
Question: Carolyn from San Antonio asks, “I feel like the sales profession is really changing. Companies are more concerned with sales quotas and how quick you can close the sale rather than building relationships. I love my clients and add value to their businesses and lives, but the pressures of sales numbers and quotas I no longer enjoy. I have been in sales for close to 20 yrs and I am now looking to do a transition to something else.
I love Sales Logic with you and Mark - and just wonder what you would recommend for someone who cares more about the client's experience instead of the numbers?”
Book: Selling from the Heart by Larry Levine
LIghtning Round - 10 Ways to Start Second Quarter Strong
Question: Justin from Richmond, VA asks, “I am a new sales manager working in Pharma, and while we are doing well, we are still not meeting our sales quotas—and to get there I need my team to open more doors. They tend to go back to the well— the customers we already have. While I appreciate the service levels they are providing, and the willingness to do more business with our existing customers, we will never reach our goals without my team focused on opening more doors.
Book: How to Get a Meeting with Anyone by Stu Heincke
Lightning Round: 10 Ways to Use ChatGPT Now
Question: Henry in NYC asks; “Everyone is talking about ChatGPT and how it’s going to change everything. Is this going to wipe out a large % of sales jobs?”
Book: Sales Ex Machina by Victor Antonio, James Glenn-Anderson
Check out the article: 15 Ways We Are Using Chat GBT in Banking
Lightning Round: 10 Things Your Need to Understand to Break Into a Global Market
Question: Yamit in Jerusalem asks, “We’ve been selling in Asian and European markets and we want to break into the United States market since it holds a lot of potential. But we don’t have any connections and don’t know much about the market other than it’s hot. What advice do you have to break into a brand new market?"
Book: Whale Hunting with Global Accounts by Dr. Barbara Weaver Smith
Join Meridith Feb. 9th at 12 p.m. EST for New Year’s ReSOLUTIONS
Learn from Mark and Meridith about selling during difficult times in their joint Calendly Webinar, How to Fill Pipeline During Economic Uncertainty.
February 9th at 4 p.m. EST
Lightning Round: Top 10 Ways to Get the Dormant Customer Active
Question: Ann from Israel asks, “If a “former” client has not ordered in a year or two should their account status in CRM be changed back to Prospect or should it still say Client? Do they need the outreach of a client who ordered in 2022 or should they be treated as a new prospect? We know they are a prospect, not a lead, as they have ordered the product in the past, and from us.”
Book: The Bonus Round by Patrick Tinney
Also check out: Perpetual Hunger and Unlocking Yes
+Find more info on the Calendly webinar here.
+Register for Meridith's 2023 ReSOLUTION Masterclass here.
Lightning Round: Top 10 Sales Skills Sales Professionals Need to Remain Relevant
Question: Mere from Sales Logic asks, "I have been glued this week to the World Economic Forum in Davos Switzerland this week. So much talk around the juxtoposition of the slowing economy and the continued lack of labor participation - the result - companies are turning to AI. looking to solve their future labor issues with technology. How will this impact sales professionals?"
Book: Who Not How by Dan Sullivan
Lightning Round: Top 10 Ways to Prepare Your Team for Objections
Question: Jenna from New Orleans asks, “I am in luxury sales - the nice to have but not necessity products. The last few years have been great - and I have blown through my goals every month, but with the expected recession, rising interest rates.. more and more prospects are turning me down or delaying the purchase. Any ideas?”
Book: 25 Toughest Sales Objections and How to Overcome Them by Stephen Schiffman
Lightning Round: 10 Ways to Coach Your Sales Team
Question: Sam from Boston asks, “I lead a team of sales professionals. We sell medical devices; we are getting so many turns at bat but just not closing the deal. I feel very good about the prospects, but I wonder if something is off in the sales conversation. As I get ready to work one-on-one with my sales team, what should I be looking for? How do I help them craft a better sales conversation?”
Book: ASK by Ryan Levesque
Question: Joan from Madison asks, “I have my own insurance agency, each year I make an annual plan and each year by April I feel like I need to start over. What should be in the plan and what should not be in it? I suffer from setting goals that are simply not attainable.”
Book: The Perfect Plan by Don Barden
Lightning Round: Best Practices for Creating a Simple Annual Plan
Lightning Round: Top 10 Ways You Know Your Sales Strategy Is Effective
Question: Igor from London asks, "I am the new sales manager - well I have been here six months -for a fintech start-up in London. Looking at our aggressive sales goals for 2023. The challenging marketplace and changing landscape - what about our sales strategy needs to change?"
Book: The Ultimate Sales Machine by Chet Holmes
Lightning Round: Top 10 Changes You Need to Be Ready For in 2023
Question: Allison from Wisconsin asks, "I love this show listen in every week--live or download later. Just curious--what do you see for 2023? What technology is hot, what do we need to invest in, stay away from and how do we get our team best prepared for 2023?"
Book: Buoyant - The Entrepreneur's Guide to becoming Wildly Successful, Creative, and Free by Susie Deville
This episode sponsored by Calendly.
Lightning Round: Top 10 Sales Strategies You Need to Execute in December
Question Mareena from Costa Rica asks, "I love your show--listen every week! My sales team is starting to slow down--holiday parties, vacations, family commitments - I want them to finish the year strong. What is your best advice?”
Book: Atomic Habits by James Clear
This episode sponsored by Calendly.
Experiencing Struggles with Time Management?
Lightning Round: Top 10 Time Management Strategies
Question: Peter from Toronto asks, “I lead a sales team of 4 and also have customers I’m responsible for. I feel I lose way too much time bouncing between issues ranging from demands the CEO makes of me, trying to manage my team and still serve my own customers. I’m drowning and I know my 4 salespeople feel the same way too. What can I do?"
Book: Own Your Day: How Sales Leaders Master Time Management, Minimize Distractions, and Create Their Ideal Lives by Keith Rosen
This episode sponsored by Calendly.
TRUST - Why it matters in the sales process, how to build it, and what it takes to build it in a virtual world.
Lightning Round: Top 10 BEST Trust Building Strategies
Question: Spencer from Arlington, VA asks, "The pandemic is over, yet our leadership has made the decision to continue to limit travel and to keep our sales team virtual. And while my sales team does not like it, I tend to agree with the decision. Our clients like meeting via zoom or phone now, and the cost savings are incredible. How do I help my team make the transition - both mentally and in their ability to improve their relationships and trust-building skills?"
Book: Look Me in the Eye by Julie Hansen
This episode sponsored by Calendly.
Lightning Round: Top 10 Ways to Thank Your Clients
Question: Loic from Barcelona asks, "As we head into the holiday season, I have been thinking of my team and my clients, and how grateful I am for their partnership and relationship these last few years. My team worked so hard through COVID, supply chain issues, and ALL the challenges we have faced. My clients stayed loyal and continued to buy and refer. Again, I am grateful - what can I or should I do to show them how thankful I am for their support?"
Book: The Business of Gratitude by Steven Littlefield
Special Episode with Larry Levine!
Lightning Round: 8 Ways to Create Centers of Influence and Power
Book: Selling from the Heart by Larry Levine
Lightening Round - Top 10 Ways To DRIVE Customer Loyalty
Question: Jack Hubbard says, "Jack and his team at St Meyer and Hubbard did a study and found that less than 8% of commercial bank divisions had any formal onboarding process. Being a new customer of any business is scary and getting a customer off on the right foot not only mitigates buyers remorse, it facilitates cross solving and many referral possibilities. So how do you put together an effective customer onboarding strategy?
Book: Onboarding Matters: How Successful Companies Transform New Customers Into Loyal Champions by Donna Weber
This episode was sponsored by Calendly.
Lightning Round: Top Sales Practices of the Top 1 Percent
Question: Jonathan Pwajok asks, "I’m in a new tech space that requires us to educate customers about how what we offer will help them. I’ve been able to get customers to sign up but so far none are using the service. What should I be doing as we need customers using the service to make revenue?"
Book: The Winning Playbook by Rob Welsh and Jonathan Scott
Lightening Round: Top 10 Ways You Know Your Sales Process Is Working
Question: Tito from Majorca, Spain asks, "I work at a mature technology company, and I am a newer sales manager - have only been here a year. I think our sales process is outdated - it was designed over five years ago. What are your thoughts - do sales process' need updated, and how would you handle with senior leadership if you were me."
Book: 30 Days To Sales Success by Meridith Elliott Powell
Lightning Round: 10 Ways to Achieve Consistent Sales Success
Question: Jerry from Atlanta asks, "I lead a sales team of 9 salespeople and there’s no consistency in the results quarter to quarter. Each quarter there are one or two that blow past their numbers and there’s another one or two that fall far short. Problem is each quarter it’s different people."
Book: Leading Growth by Anthony Iannarino
Lightning Round - Top 10 Strategies for Social Selling Effectively
Question - April from Duluth asks, "I am a fairly new sales leader for a company in Minnesota. This last year has been up and down for my team. Their biggest struggle is getting to the decision maker. I have inherited a fairly traditional sales team - bunch of older men who have been selling for years. I want them to invest in social selling, but this is an uphill battle. My question is should I give up? Should I keep trying? And if I keep trying what are some good ways to convince my team this is the way to go?"
Book: LinkedIn & Social Selling For Business Development - Brynne Tillman
- We apologize for the audio issues on Mark's end during this episode. These issues will promptly be resolved for future episodes.
Lightning Round: Top 10 Things You Need to Do to Prepare for a Shifting Marketplace
Question: Matt from Wilmington Delaware asks, "So I lead a team that sells into the housing market. We are on the frontlines of a downturning economy. As a leader what do I do? Be transparent with my team and have them think I am a debbie downer, or just tell them we are not participating? What is the best course of action to keep my team motivated, committed and selling?"
Book: The Winning Playbook by Rob Welsh and Jonathan R. Scott
Lightning Round: Top 10 Ways to Know a Customer Is NOT a Right Fit
Question: Ricardo from Santos, Brazil asks, "We are a busy sales team that is working for a growing company. We can barely keep up with leads - incoming as well as those we seek. I am trying to help my team manage their time, and attract the business we really want. How do I coach and develop my team to know when to quit following up or let a lead go?"
Book: FIRE Your Customers by Humza Chowdhry
Lightning Round: Top 10 Ways to Know a Customer Is NOT a Right Fit
Question: Ricardo from Santos, Brazil asks, "We are a busy sales team that is working for a growing company. We can barely keep up with leads - incoming as well as those we seek. I am trying to help my team manage their time, and attract the business we really want. How do I coach and develop my team to know when to quit following up or let a lead go?"
Book: FIRE Your Customers by Humza Chowdhry
Lightning Round: How to Sell at Full Price
Question: Pete from the UK asks, “I get paid based on my gross sales achieved which means I want to sell at full price or even more. My manager keeps pushing me to speed up the sales cycle by offering the customer a discount, what should I do?”
Book: Selling Value, How to Win More Deals at Higher Prices by Mark Stiving
Lightning Round: How to Sell at Full Price
Question: Pete from the UK asks, “I get paid based on my gross sales achieved which means I want to sell at full price or even more. My manager keeps pushing me to speed up the sales cycle by offering the customer a discount, what should I do?”
Book: Selling Value, How to Win More Deals at Higher Prices by Mark Stiving
Lightning Round - Top 10 Ways Sales Leaders Can Support Sales Reps Who Do Inside and/or Outside Sales
Question: Corey Fobare asks, “I am about to begin the transition from an inside sales role to an outside sales role -- what advice do you have? What differences can I expect?”
Book: The OutWard Mindset - The Arbinger Institute
Lightning Round - Top 10 Ways Sales Leaders Can Support Sales Reps Who Do Inside and/or Outside Sales
Question: Corey Fobare asks, “I am about to begin the transition from an inside sales role to an outside sales role -- what advice do you have? What differences can I expect?”
Book: The OutWard Mindset - The Arbinger Institute
Is your value statement helping you or hurting you on sales calls? Listen in for how to create a strong value statement, and why it’s so important.
Lightning Round: Top 10 Ways To Uncover the Right Pain Point
Question: Abedellah from Morroco asks, “I hired a sales consultant to come in and do some interviewing with our company to find out where the team is strong and where they are struggling. We got a lot of great information, but I was shocked to discover that my team neither knows nor uses a value statement. Probably one of the most important parts of the sales process. Where do we start?”
Book: Value Propositions that Sell by Lisa Dennis
Is your value statement helping you or hurting you on sales calls? Listen in for how to create a strong value statement, and why it’s so important.
Lightning Round: Top 10 Ways To Uncover the Right Pain Point
Question: Abedellah from Morroco asks, “I hired a sales consultant to come in and do some interviewing with our company to find out where the team is strong and where they are struggling. We got a lot of great information, but I was shocked to discover that my team neither knows nor uses a value statement. Probably one of the most important parts of the sales process. Where do we start?”
Book: Value Propositions that Sell by Lisa Dennis
Lightning Round: 10 Ways to Exercise Self-Discipline
Question: Simon from the UK asks, “How do I get my sales team to use their time more effectively? They complain they don’t have enough time to prospect and yet I see them wasting time talking amongst themselves and doing other non-productive things."
Book: 30 Days to Sales Success by Meridith Elliott Powell
Lightning Round: 10 Ways to Exercise Self-Discipline
Question: Simon from the UK asks, “How do I get my sales team to use their time more effectively? They complain they don’t have enough time to prospect and yet I see them wasting time talking amongst themselves and doing other non-productive things."
Book: 30 Days to Sales Success by Meridith Elliott Powell
Lightning Round: 10 Ways to Crack Open Big Accounts
Question: Danny from New Orleans asks, "I’ve been assigned a new list of enterprise accounts. I’ve only got connections with a couple of them. What should I be doing? I know if I don’t show major progress within 6 months I’ll be let go."
Book: Selling to Big Companies by Jill Konrath
Lightning Round: Top 10 Ways to Actively Listen to Customers
Question: Traci from Boulder, CO asks, "I am a business owner and the sales leader - I am new in the role, and leading a very, very experienced sales team. What should I be doing, expecting and how do I know if I am doing this right?"
Book: Emotional Intelligence for Sales Leadership by Colleen Stanley
Lightning Round: Top 10 Ways to Get Ready for Fourth Quarter
Question: Santiago from Ecuador asks, "I am a wholesaler, new in the industry, and putting together a new sales team in a new division, and I am curious as I build my team, who should I be looking for? What are the qualities, skills, habits of great salespeople?"
Book: The Greatest Salesman in the World by Og Mandino
Lightning Round: 10 Ways to Overcome the Struggles with Prospecting
Question: Andy from Boston asks, “I’ve got two people on my enterprise sales team who just won’t prospect. All they do is make excuses and I think it comes down to one thing, they’re scared to do it because they think they’ll be exposed as being lousy. What’s the best way to deal with this?”
Book: To Sell is Human by Daniel Pink
Lightning Round: Top 10 Ways to Deepen Customer Relationships
Question: Diara from Istanbul asks, "I am fairly new in my role (one year), and I am still struggling to build a sales culture. The sales team is on board, but how do I get customer service, operations and purchasing to understand they are in sales?"
Book: JOLT by Larry Long Jr.
Lightning Round: Best Practices for Sales Coaches
Question: Anna from Texas asks, "I have two superstars and two underperformers on my team. What is the best way to manage these 4 out of the 7 I manage?"
Book: The Energy Bus by Jon Gordon
Register here to attend the Sales Logic Special Event LIVE July 20th, 12-2pm EST or to receive the recording. We want to help you optimize your sales process for yourself, or for your team. Join us, you won't want to miss out!
Lightning Round: Top 10 Ways to Put the Art In Sales
Question: Lisa from LA asks, "My sales team is struggling. They have all the tools they need, they know what to do, or at least I think they do and yet there’s only person on my team that’s even coming close to making quota. What should I do?"
Book: How to Win Friends and Influence People by Dale Carnegie
Lightning Round: Quick things any overworked sales manager can do to be an effective coach.
Question: Randy from New Jersey asks, “I manage 8 salespeople, how do I find the time to coach them when I also have a full set of responsibilities I need to do for corporate?”
Book: Leaders Eat Last by Simon Sinek
Be sure to register for the Sales Logic Special Event, on July 20th, 12 – 2 PM EDT. Click here to register.
Topic: Sales Process and How to Get it Right.
Even if you can’t make it, register anyway and you’ll get the replay. https://thesaleshunter.com/saleslogicvirtualevent/
How, why, and the value of getting prepared for a sales call.
Lightning Round : The Biggest Mistakes Salespeople Make
Question: Martin from Munich asks, "So I feel the sales process flowing and becoming more complex both here in Germany and with our global clients - as the world economy is showing signs of slowing down. As a sales leader, I need to focus more on ensuring my team is productive not just busy. How can I increase their efficiencies and effectiveness with sales calls?"
Book: Selling The Price Increase by Jeb Blount
Lightning Round: Top 10 things you need to do NOW to prepare for the market changing.
Question: Katarina from Athens Greece: "We have barely recovered from COVID and now rising prices, supply chain issues continuing, and rising interest rates. How do I prepare for the shifts coming in the marketplace? How do I make sure as the market tightens I can still meet my goals and earn my bonus' and commissions?"
Book: SNAP Selling by Jill Konrath
Lightning Round: Top 10 Strategies to Dominate Your Market Question: Sharona from Dublin asks, "For years we have had the dominant market share in our region. But with new competitors entering the marketplace. globalization, and the shift to customer's controlling the buying cycle, we have been steadily slipping for the last three years. This downward trend is troubling me, and I am wondering what we can do to reestablish ourselves as the market leader and stop the bleeding." Book: Sell It Like a Mango by Donald Kelly
Yea or nay? Should salespeople provide consulting ahead of the sale?
Lightning Round: 10 Ways to Increase Your Value with the Customer Before the Sale
Question: Dianna from St. Louis asks, “I have two big customers I’m trying to close, but both of them keep asking me for more information. I feel like they’re just trying to take advantage of my industry knowledge. Where do I draw the line? What we sell is equipment, we don’t even consulting services!"
Book: Trillion Dollar Coach by Eric Schmidt, Jonathan Rsoenberg and Alan Eagle
Lightning Round: How To Build Customer Value - Top 10 Strategies
Question: Jan from Lincoln, Arkansas asks, "I own a small software company. We sell to small manufacturers. All of our competitors use third world labor, and develop software in countries where everything is less expensive. We are getting killed on price, my sales team wants me to lower the price, and while I empathize, if I go any lower it will cost me money to be in business. What do I do? Can I still compete?
Book: Jeb Blount - Selling The Price Increase
WANTED: Strong, effective sale strategy. Mark and Meredith answer, what it is, why you need one, and how it works. Lightning Round: Top 10 Ways To Get Your Sales Team Focused
Question: Haytham Radwan asks, "What is the strategic plan for a sales manager in a new market and a new country with different culture?"
Book: Blue Ocean Strategies by W. Chan Kim
How do you go about nurturing a sales lead that is not quite ready?
Lightning Round: Top 10 Ways To Nurture An Existing Customer
Question: Don, from Des Moines - Every year I make a list of clients I want to do business with - my dream clients - these are the ones that are going to take a while to even get in the door let alone close the deal. So I was wondering, what is the best way to stay in touch with prospects like this?
Book: How To Grow Your Business LIke A Weed - by Stu Heincke
Lightning Round: Top 10 Ways to Deal with a Sales Objection
Question from the audience: Andy from Seattle asks: How do you deal with an objection when you know there’s no way what you have to offer can overcome the issue?
Book: Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No by Jeb Blount
Is the cold call dead? If not, how can you make an effective one in today's new virtual sales world? Lightning Round: Top 10 Ways To Sell Into A New Market
Question: Gabriela from Venezuala - I am starting a new division for my company - we have no existing customers - a brand new product line for us - and I have four brand new sales people. All of them skilled, but not at selling this product per say or to this target market. In order to hit our numbers we are going to have to cold call.I have been in sales for years - so I am wondering how has cold calling changed? Is it still the right way to open a new market? How do I direct my sales team?
Book: 30 Days To Sales Success - Meridith Elliott Powell
What makes a Great Sales leader - How to Know You Have One and What To Do if You Don’t
Lightning Round: Top 10 Ways to Develop or Attract a Great Sales Leader
Question: Renaldo from Barcelona - I just got my finance director and CEO to approve and add into the budget my first national and international sales manager. I have so many questions as I start the journey to hire one. What skills do they need to have? What experience, and where should I look for one? What if any interview suggestions do you have?
Book: Employees First - Donna Cutting
Lightning Round: 10 Ways to Be Seen as the Expert by Your Customers
Question: Fran from Atlanta asks: I have a great sales territory, my customers really like me, but it feels like my main competitor gets all the business. We distribute virtually the same items, same prices but he gets the business as he’s seen as the veteran expert who can answer everyone’s questions.
Book: Elite Sales Strategies by Anthony Iannarino
Lightning Round: Top 10 Ways to Create Real Value with Your Customer
Question: Herman from South Africa asks: All my customers want from me is a price quote on the best solution possible. They don’t care about meeting with me, they just want an answer and if I can’t give them a cheap price they’ll go elsewhere. What should I do?
Book: Right on the Money: New Principles for Bold Growth by Colleen Francis
Lightning Round: 10 Ways to Motivate Yourself
Question: Stephanie in Toronto asks; “I lead a team of BDRs, they split their time...it seems they’re far more active and the results reflect it. How can I get them to be more motivated when working from home?
Book: Can’t Hurt Me by David Goggins
Lightning Round: Top 10 Things You Need To Know About Your Competition
Question: Jordan from Israel – “We are in negotiations with a client we really want, and it is down to us and one of our competitors. Our client keeps telling us that that while they like our team and product, our competitor has a great team too and is less expensive. How do I help my team compete with that?”
Book: Eat Their Lunch – Anthony Iannarino
The Power of the Upsell: What it is, Why it Matters and How to Do it.
Question: Hank from Biloxi Mississippi - "It has been two years since our sales team has been out face to face with customers, and we have more than dropped the ball on doing our cross sells and upsells - the last two years has been about keeping our head above water. Now we need to get back with it - what is the best way to get my sales team conditioned to upsell and cross sell again?"
Book: Impact Players: How to Take the Lead, Play Bigger, and Multiply Your Impact by Liz Wiseman
Lightning Round: Top 10 Upselling Strategies
Title: How To Sell A Price Increase
Question: Pauline, Miami Florida asks; “We are in the construction industry and in the last year we have had a 100% price increase due to materials, demand and supply chain. My sales team is telling me they cannot sell that level of price increase despite the fact that all of our competitors have had major - about the same - price increases too.
Book: Relevant Selling: Research Proves Customers Value More Than Just Price
- Jaynie L. Smith
Lightening Round: Top 10 Ways to Sell Risk and Value
Yes, You can Fire a Client
Question: Randall from Park City Utah ask; “I have a client that has been with us 20 years, and for the last five we have had challenges. They send us a ton of work, but they have so many structural issues within their company that our solutions are not working. I have looked into everything we are doing and I cannot find anything wrong on our side - however the client has leadership issues, execution issues and I feel like they are trying to use our product to solve a problem that is a much deeper issue. How do I present them with this information?”
Book: Millionaire Success Habits - Dean Graziosi
Lightening Round: Top 10 Ways To Fire A Client
Strategies to Land the Big Account
You have a big account you know you can help but how you get in is tough, finding the right people can be even harder. Knowing how to do both is essential if you want to ever close the really big sale
Listener Question: Scott from New Orleans asks; “I have a defined list of 50 large prospects to go after. What is the best approach I should be taking, none of these companies know what we do, at best they will know us for what we used to be but that’s not what we are trying to be today as we’re part of a much bigger company. Help!”
Recommended Book: Flip the Script by Oren Klaff
Lightening Round: 10 Things you need to be doing to land the big sale
We discuss in this episode the importance of a CRM system, why you need one and how to get your team to be engaged on it.
Listener Question: Lena from Krakow Poland "We have heavily invested in Salesforce for our CRM - we bought it, hired trainers, done coaching - but still I am struggling to get our team to use our CRM.
Recommended Book: The Ultimate CRM Guide by John Freeland
Lightening Round: Top 10 reasons you should use a Customer Relationship Management System
Title: Selling from a Place of Power, Not Need Selling from a position of power rather than a place of need is how you maximize the value the customer receives and the revenue you get from the sale. Listener Question: Sonya from San Antonio asks: I am the CRO of a growing company. I have been hands-on with our largest division for the last two years building a world class sales organization. This division accounts for 75% of our revenue. In 2022 I need to turn my attention to starting two new divisions. How do I invest the time I need to invest in starting these two new division, while ensuring that this division I have designed does not lose steam. We need to lessen our dependence on our cash cow - but need them to keep producing.
Book: Scaling Up by Verne Harnish
Lightening Round: Top 10 things you need to do to sell more effectively this week
Question: "I am a CEO of a growing start-up that needs to become a real business. We have been in business for ten years and last year, the-you-know-what hit the fan. We grew by 60 employees and I can feel the bureaucracy is taking over. I feel like operations, finance, and fulfillment are slowing us down – we seem to be becoming the company of 'no.' How do I turn this ship and get everyone on board to believe that being nimble and flexible is key to our customer experience? I need everyone to be in sales - help." - Christian from St. Paul, Minnesota
Suggested book: Sell Without Selling Out by Andy Paul.
Lightning Round: Top 10 ways to ensure sales is top of mind for every team member.
Topic: How to Upskill Your Sales Team
Question: "I need to hire three new salespeople this quarter - we are growing so fast. Salespeople are hard to find, even harder to onboard - any tips or ideas?" – Santiago in Portugal
Book: Inked by Jeb Blount
Lightning Round: Top qualities of successful salespeople - what to look for and what to avoid.
Question: "We are a growing company with a product that seems to sell itself. But last year I fired my sales director and just hired a new person to take the role. I am so excited about her background, but want to get her started off on the right foot. What should her onboarding look like and what expectations should I set?" – Blanche from St Petersburg Florida
Book: The 25 Habits of Highly Successful Salespeople by Stephan Shiffman.
Lightning Round: Top sales habits for 2022.
Title: Strategic Selling – What is it, what does it mean, and why it is so important in today's uncertain marketplace?
Question - Leona from Portugal - Hi Mark and Meridith, I listen all the time - thanks so much for this podcast... So here we are kicking off 2022, and I need my team to take sales calls more seriously. They need to plan for them and use sales technology and CRM system to create a real sales process. Any ideas? Feels like I have been beating this drum for the last few years, but no movement. They are stuck doing things the same way they always have. But 2022 is going to be tough with supply chain issues, inflation - we have to get more efficient and more productive. I need them to be open to new ways of doing things.
Book - Mastering the Complex Sale by Jeff Thull
Lightening Round: Top 10 Ways to Be more productive and efficient in 2022
Title: What does 2022 hold in terms of sales and business growth?
Question: Ron from Tucson - Excited about 2022, and what our sales team can accomplish. The past two years, government regulation was in our favor. However, first quarter of this year, that regulation will go away. How do I get my team to stay focused, and on track without the help of the government forcing people to buy our products?
Book: Marketing Espionage - Heather Lutze
Lightening Round: Top New Year's Sales Resolutions
What does it mean to be sales ready for 2022, and what strategies do we need to have in place?
Question: "For some reason, in my industry, customers are hesitant to give out the current vendors. When I ask them they refuse to say, what should I do?"
Reading: Sales Experts Tips by Ollie Whitfield
Lightning Round: 10 strategies you need to put in place in the next 10 days.
How to Get Prospects To Respond
Question from Eduardo Spokane Washington: Our team has done so much work on identifying our ideal customer profile. We have great prospects lists, and we are sure that our product is the right solution for them. The challenge is we make the contact, but more often than not prospects just don't respond - crickets - can you help? What are we doing wrong?
Book: High Profit Prospecting - Mark Hunter
Lightning Round: Top 10 Strategies To Get To The Decision Maker
Sales Logic Podcast, Mastering the Enterprise Sale
Toughest Sales Problems Solved. Proven, Actionable and Logical Sales Strategies.
Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomes logical.
This week, Mark and Meridith review lessons they've learned from sales road warriors in 2021.
Mary from Colorado Springs asks, “How do you determine when it makes sense to make an in-person call versus sticking with Zoom?”
Book recommendation: Virtual Selling by Jeb Blount
Lightning round: What I’ve learned in the first half of 2021
Join the mastermind group! saleslogicpodcast.com/mastermind
Live from #Influence21 in Vegas... it's Sales Logic! Today, Mark and Meridith talk about the power of a Sales Mastermind.
Andy from Savannah, Georgia says, "I have been in a sales mastermind for more than two years. The group started off strong, four of us got together, and were really helping each other achieve our goals. Now we have lost steam, some of us miss meetings, we have no structure, and it just feels like a waste of time. Should I give it up or try to get us motivated again - what advice do you have?"
Book recommendation: Sales Success by Colleen Stanley
Lightning round: Top strategies for making your sales mastermind a success
Meridith and Mark discuss why the third and fourth quarter are so important in sales and what you should be doing to prepare for them.
Marina in Ashbury Park, NJ asks, "This has been a tough year for our business. I work in the healthcare field and demand has been high but supply has been a struggle, if not impossible at times. What is your best advice for how I handle my pipeline through the end of the year?"
Book recommendation: How Good Humans Sell - The Proven Path to B2B Sales Success by: Catherine Brown
Lightning round: Top strategies to finish 2021 strong
Submit your questions at #SalesLogic or at: saleslogicpodcast.com
Meridith and Mark go in-depth about Meridith's new book Thrive and what qualities salespeople need to possess to thrive in uncertain times.
Juan in San Diego asks “I sell into one of the toughest industries right now - restaurants and lodging. It has been tough. How do I need to change my sales process to be more effective at helping my clients get through these challenging times or do I?
Book recommendation: THRIVE - Turning Uncertainty To Competitive Advantage by: Meridith Elliott Powell
Lightning round: How to stay motivated, focused and successful in an uncertain marketplace.
Submit your questions at #SalesLogic or through our website: saleslogicpodcast.com
Live from the OutBound Conference ... it's Sales Logic Podcast!
Meridith and Mark share the insights they took away from this year's OutBound Conference.
John asks: “What other marketing questions were top of mind?'
Book recommendation: Eat Their Lunch by: Anthony Iannarino
Lightning round: Top things we learned from OutBound.
Get your tickets for OutBound 2022 at outboundconference.com/home22/
Submit your questions at #SalesLogic or through saleslogicpodcast.com
Your 3 greatest assets are your time, mind, and network. That's why in this episode, Meridith and Mark are offering practical ways to include networking in your sales process.
Chris in Seattle asks: “What are the criteria for determining if a networking event is worth attending?”
Book recommendation: The Introvert’s Edge to Networking by Matthew Pollard
Lightning round: Networking secrets we've never shared before.
Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com
Meridith and Mark discuss the importance of emotional intelligence in sales and how you can use EQ to your advantage!
Cynthia in Denver asks: “My company is making us go through emotional intelligence training. I am finding it very interesting, but struggling with how it is going to really apply to my sales process. Can you help?”
Book recommendation: Emotional Intelligence for Sales Success: Connect with Customers and Get Results by Colleen Stanley
Lightning round: Top clues your customers are giving you without saying a word
Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com
Meridith and Mark talk all about working with purchasing departments and how you can be more confident and effective in doing so.
Holly in Miami asks: "When does it make sense to go over your buyer’s head when they’re not giving you the information you need?"
Book recommendation: Selling to Big Companies by Jill Konrath
Lightning round: Best practices for dealing with a purchasing department.
Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com
Meridith and Mark share their tips and insights on what it takes to get into the exclusive club: The C-Suite. Tune in and learn how to leverage your network and sell to C-Suite executives.
Umar in Senegal poses the problem: “I have been in sales for more than 20 years, always selling into the same industry. I recently took a new role within our company and have gone from selling to manufacturing reps to selling to the C-Suite. I am struggling to make the transition. I know the product, believe in our product, and if I can get in the door, I can make the sale. The problem is I just can’t get in the door.”
Book recommendation: Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top by Nicholas A. C. Read and Stephen J. Bistritz
Lightning round: Best ideas to get past the gatekeeper.
Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com
This week, sales experts Meridith Elliott Powell and Mark Hunter discuss actionable strategies for getting past "no" in sales and how you can optimize your time with clients.
John in San Diego asks, "I have a client that has been my client for four years – they beat me up on price, take a lot of my time and frankly, I don't enjoy working with them. Can I fire a client? If so, how?"
Book recommendation: Go for No by Andrea Waltz and Richard Fenton
Lightning round: How to know when it's time to fire a client.
Submit your questions at #SalesLogic or through our website: saleslogicpodcast.com
This week, sales experts Meridith Elliott Powell and Mark Hunter dive into the art of being an optimist – even when surrounded by pessimists.
Tim from Dallas asks, "My boss is negative and much of the sales team is negative, too. Is there anything I can do or should I just leave?"
Book recommendation: 7 Habits of Highly Effective People by Stephen Covey
Lightning round: Tips to stay motivated.
Submit your questions at #SalesLogic or through our website: saleslogicpodcast.com
This week, sales experts Meridith Elliott Powell and Mark Hunter discuss the pandemic's effect on researching and sales.
Kwan from Singapore asks, "How do you research prospects before a call or meeting? What information do you look for?"
Book recommendation: Business Made Simple by Donald Miller
Lightning round: Best ways to add value to the client relationship.
Submit your questions at #SalesLogic or through our website: saleslogicpodcast.com
Mark and Meridith tackle the importance of building relationships in sales.
Submit your questions to #SalesLogic or through our website: saleslogicpodcast.com
Mark Hunter and Meridith Elliott Powell discuss how selling has changed and how technology plays a part in your success.
COVID has changed a lot, and for many sales professionals, it's paralyzed customers. How do you get your customers off the sidelines and in the game? We'll tell you how in this episode of Sales Logic.
What exactly is the difference between in-person selling and virtual selling? What makes someone successful at selling virtually? Mark and Meridith answer those questions and more in this episode of the Sales Logic Podcast.
Don't forget to submit your question to Mark and Meridith! You might be in our next episode.
For more from Meridith, visit: https://meridithelliottpowell.com/
For more from Mark, visit https://thesaleshunter.com/
The marketplace is very noisy with COVID news and rumors. This is on top of the regular competition you face. How do you get noticed? Mark Hunter and Meridith Elliott Powell answer that question and more in this edition of the Sales Logic Podcast.
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For more from Meridith visit https://meridithelliottpowell.com/
For more from Mark visit https://thesaleshunter.com/
- Do you have a question for us? Be sure to send it our way and maybe we'll answer on our next episode.
Many sales professionals are working to move their sales strategies from in-person to fully online. The question for this podcast episode is how to make online sales strategies work. Join Mark Hunter and Meridith Elliott Powell as they dive into this topic, as well as a few other important sales tips.
For more from Mark, visit https://learn.thesaleshunter.com/
For more from Meridith visit https://meridithelliottpowell.com/
You can always submit your question on social media using #saleslogic and maybe we'll use it on the show!
In this episode, Mark Hunter and Meridith Elliott Powell explore topics like social media, LinkedIn, Sales Navigator, and social selling. Is social media in sales a fad or is it here to stay? Is LinkedIn Sales Navigator worth it?
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If you have a question for Mark and Meridith submit it at saleslogicpodcast.com and it might be answered on the show. Remember, share this podcast with a friend. It's how we grow to help you grow.
Join Mark Hunter and Meridith Elliott Powell as they discuss tips and tricks to sales prospecting. This episode of the Sales Logic podcast is brought to you by Vanilla Soft. Learn more about the show by visiting saleslogicpodcast.com and submit your question.
In this episode of Sales Logic Podcast Mark Hunter and Meridith Elliott Powell explore how long you should stick with a prospect.
What should you do when they aren't responsive?
What about when current customers go cold?
They'll break down tips and tactics to deal with these situations.
Ask your sales questions by tagging us at #SalesLogic or visiting our website: saleslogicpodcast.com
Join Mark Hunter and Meredith Elliott Powell as the discuss practical tips for selling in a virtual world. This includes how to set up a great Zoom call and the dynamics of video chats. You don't want to miss this episode. And of course, thanks to our sponsor Vanilla Soft.
How do you find a great sales job? What should sales professionals look for in a company? How do you identify a great sales manager?
Mark Hunter and Meredith Elliott Powell address these questions and more in this episode.
When it comes to times of difficulty or crisis, like the Coronavirus, how should salespeople negotiate? Should sales professionals feel the need to renegotiate contracts and deals? We'll explore this topic and give you the tips to be successful.
For more from Meridith Elliott Powell https://meridithelliottpowell.com/
For more from Mark Hunter https://thesaleshunter.com/
You can submit your questions to us at
Join Mark Hunter and Meridith Elliott Powell on this live recording of the Sales Logic Podcast. Every week they are broadcast live on YouTube, Facebook, and LinkedIn with the show.
If you want more from Mark, visit him here.
If you'd like to hear more from Meridith, visit her right here.
Challenging times can steal your hope, exhaust your energy and take your joy. The very things you need most to survive a crisis. But can you find joy in a crisis? Can all this chaos actually fuel your energy and reinvigorate your hope? Join us for this week’s episode of Common Sense Solutions For Uncommon Times, where Sheryl Lynn, Influencer of Joy, shares her insights on the power of joy on your life and business. She’ll update us on the movement she is creating, and show us how to reintroduce joy into our lives.
In this episode, Mark Hunter and Meredith Elliott Powell explore a key listened submitted question: how can we, or should we, prospect into industries hit by Coronavirus.
Kep discussions include:
1. Zoom fatigue
2. Understanding customer pain points
3. Art of listening to your customers
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For more from Meridith visit her website or for more from Mark visit his website.
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This podcast is brought to you by the fine folks at VanillaSoft.
Are you wondering whether you sell or not sell through a crisis? What is the best way to approach customers? What strategies ensure you strike the right balance of serving, selling and adding value in a crisis. Join us for this episode of , Common Sense Solutions In Uncommon Times, where energetic, wickedly funny sales guru, Shari Levitin, shares her innovative ideas for selling effectively in a crisis
How do you sell during a pandemic?
Can you sell right now?
Should you prospect new customers?Fond those answers, and many more, on this episode.
Join Mark Hunter and Meridith Elliott Powell for another episode of the Sales Logic Podcast. In this episode, Mark and Meridith bring you more high impact sales tips. Be sure to subscribe to the podcast to be sure you get every episode.
Want more Mark? Buy his new book, A Mind for Sales! Want more Meridith? Have her speak at your next event!
How can you keep from losing customers in a down turning economy? Is it possible to build deeper and stronger relationships? And how can you create predictability and certainty in an uncertain marketplace? Join us for this episode of Common Sense Solutions in Uncommon Times when Lisa Magnuson, the master of closing 5-figure deals, give us her insights for deepening and expanding customer relationships in a crisis. Will cover how to hold on to the deals you have, create new opportunities within existing relationships and do what it takes to emerge successful.
What does it take to lead a team through massive disruption? How do you keep your team engaged, and build a successful culture when everyone is working remote. How are family run, and owned businesses keeping the doors open and positioning themselves for success? Join us for this episode of Common Sense Solutions In Uncommon Times, where Ed Hart, the Executive Director of the Cal State Fullerton’s Center for Family Business, shares stories and insights of what everyday business owners and leaders are doing to transform their companies, lead their teams and emerge successful.
It's never been more important to be in the right mindset and to understand where your customer's head is at, than right now. And it couldn't be better timing for Mark's new book - A Mind For Sales.
Mark and Meridith talk about the book and how it is an essential guide to your sales strategy in this unprecedented time. Rediscover the lost art of listening, learn how to let the customer drive the sale while you guide it, and how to not rush the sale.
Want more Mark? Buy his new book, A Mind for Sales! Want more Meridith? Have her speak at your next event!
On today's episode, Meridith shares another amazing interview. This time, it's with former Naval Intelligence Officer and economist, Dr. Mary Kelly.
Dr. Kelly expresses how too many people operate in a state of fear, always wondering what might come. Also, she tells us not to be afraid in difficult times, but let it bring focus and clarity to what is most important to us.
Plus: Mark and Meridith answer a listener's question about overcoming anxiety when prospecting.
Want more Mark? Buy his new book, A Mind for Sales! Want more Meridith? Have her speak at your next event!
Meridith meets with the 'Most Organized Man on the Planet!' Tune in & learn his tricks!
Today is a special show. Meridith shares an interview she had with speaker and executive coach, Jim Bouchard. Listen to Jim's incredible story of transformation, from drug addict to martial arts sensei, and sales leader.
They discuss traits of a true leader, giving real recognition to those on your team, the importance of courage and taking risks, and how perfection is not a desitnation, but a never ending process.
Plus! Mark and Meridith answer a listener's question about whether to beat your quota or pull back.
Want more Mark? Buy his new book, A Mind for Sales! Want more Meridith? Have her speak at your next event!
Adding someone to your sales team can bring both opportunities and challenges.
Luckily, Mark Hunter and Meridith Elliott Powell are here to guide you through the onboarding process successfully, and how to approach it as an investment instead of expense.
Plus: Mark and Meridith flip the script and answer a listener's question on how to quickly get up to speed when starting a new role.
Want more Mark? Buy his new book, A Mind for Sales! Want more Meridith? Have her speak at your next event!
We use our phones for everything these days. But is the phone still a powerful way to prospect for and sell to new customers? Don't let unanswered calls keep you from making more sales. Join Mark Hunter and Meridith Elliott Powell as they break down the best ways to leverage and supplement your phone game.
Want more Mark? Buy his new book, A Mind for Sales! Want more Meridith? Have her speak at your next event!
Selling is difficult enough without having to deal with ghosts. You've invested a lot of time, a lot of resources, built a great relationship, and then... nothing. You've been ghosted by your prospect. What's the best way to handle a situation where your prospect or customer disappears and with it your potential sale? Mark Hunter and Meridith Elliott Powell are here to help you bust those prospecting ghosts and make more sales, faster.
--- Want more Mark? Buy his new book, A Mind for Sales! Want more Meridith? Have her speak at your next event!
In sales the best thing we can hear is "yes" but should we ignore the value of a "no"? Today's guest, Andrea Waltz, speaker and co-author of the best selling book, Go For No!, believes there is a hidden power in getting to a decision point no matter the answer. She discusses how to throw away your preconceived notions of what a client will buy from your business, how to start thinking of "no" as the beginning of the prospecting process instead of the end of the selling process, and how to be more than just a sales order taker.
Plus! Mark Hunter and Meridith Elliott Powell answer a listener question on how keep a customer from straying to a competitor.
Want more Mark? Buy his new book, A Mind for Sales! Want more Meridith? Have her speak at your next event!
Working from home can be a difficult adjustment but many of us are still expected to make more sales, drive more business and hit our quota no matter the location. Mark Hunter and Meridith Elliott Powell discuss how to be more productive than you've ever been from the comfort of your own couch. Who knows, you may never want to go back! PLUS! Our listener question this week is all about how to determine if you're prospecting to the right kind of client or customer. --- Want more Mark? Buy his new book, A Mind for Sales! Want more Meridith? Have her speak at your next event!
The Coronavirus is affecting so many markets differently, your regular script needs to go out the window. Mark and Meridith discuss the most effective, and sometimes delicate approaches to selling during these unprecedented times. Find out how this can be an opportunity to have more meaningful conversations with your prospects. Want more Mark? Buy his new book, A Mind for Sales! Want more Meridith? Have her speak at your next event!
We want to be Goliath but a lot of times we feel like David. Unless you work for the top company in your field, somewhere out there you have a bigger competitor. How do you outwit, outpace, out sell the competition when the have more resources? Mark Hunter and Meridith Elliott Powell share with you the attitude and creative solutions needed to convince more prospects to buy from you than the other guys. --- Want more Mark? Buy his new book, A Mind for Sales! Want more Meridith? Have her speak at your next event!
A bad quarter doesn't have to stay a bad quarter unless you allow it to. Mark and Meridith discuss techniques that will help you recover when sales start to sag and strategies to prepare yourself for inevitable downturns. Mark shares how he analyzes his pipeline to ensure all customer opportunities are being taken advantage of. Meridith explains how returning to your call sheet and clarifying your customer avatar can spur ideas to turn the quarter around. --- Want more Mark? Buy his new book, A Mind for Sales! Want more Meridith? Have her speak at your next event!
How do you determine where a prospect is in their buying process so that you can finish your sales process? Every client has specific needs. They will move at different paces as you guide them towards a successful sale. Learn how to gather information and ask the right questions to get the sale done!
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Want more Mark? Buy his new book, A Mind for Sales!
Want more Meridith? Have her speak at your next event!
Are sales slipping away that you know you should be catching? Mark and Meridith discuss the right amount and types of follow up that will keep you top of mind and keep you from scaring the customer away!
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Want more Mark? Buy his new book, A Mind for Sales!
Want more Meridith? Have her speak at your next event!
Sales Logic is a weekly podcast dedicated to helping you solve the toughest sales problems with proven, actionable and logical strategies. Each week, Mark Hunter and Meridith Elliott Powell answer your questions and speak on one topic that is sure to help you get more "yes"es, win more deals and make more money. Subscribe to the show today to get the episodes as soon as they drop!