Sales Logic - Selling Strategies That Work
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.
Episodes
Is Retention the New Sales Strategy?
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
What's Wrong with My Pipeline?
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 o
Selling Through the Summer Slow Down
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 ensur
How to Stay Motivated When the Pipeline Thins
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!
Why Reps Miss Quota and How to Fix It
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!
The Preparation Habits of Top Performers
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.
Redefining Sales Success in the Age of Customer Experience
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: T
Slow Market, High Quota: New Rules of Selling
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 y
How to Move Deals When Buyers Freeze
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
The Fastest Way to Grow Sales Without Prospecting
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.
The Cost of Waiting, Why Slow Decisions are Killing Sales
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
The Culture, Habits and Behaviors that Drive Proactive Results
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
Why Good Salespeople Lose Deals They Should Have Won
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
How to Know if You Have What it Takes to Make It in Sales
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.
Is It Time To Update Your Sales Process?
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
Secrets to Getting the Decision-Maker's Attention
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
The Key to Winning Complex Deals
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.
The Best Sales Advice Ever (from 200+ Shows)
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
How to Save a Bad Sales Week
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.
Strategies to Grow Revenue and Increase Customer Retention
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, an
How to Conquer the Scarcity Mindset
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.
What Top Producers Do Right in First Quarter
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.
How to Prove ROI and Value
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!
Top Sales Mistakes To Avoid In 2026
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
The Most Important Sales Trends of 2026
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
How to Win Over the CFO
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
Creating Buyer Urgency: The Difference Between Important and Urgent
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.
The Truth About AI: Your Job Is Safe, Your Sales Process Isn't
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.
Selling Across Cultures: Does Being Different Help or Hurt?
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
Why Retention and Expansion Are the New Prospecting
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.
Why You're Losing Deals You Should Be Winning
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.
Discipline vs Motivation: Why Mindset Wins in Sales
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 o
What's Working in Sales in 2025
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 F
How the Sales Process is Evolving in 2025
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
How We Pulled Off 250 Episodes of Sales Logic
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
The Sales Questions that Uncover Pain, Value & The Yes
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 ne
Why You're Losing Deals You Should Be Winning
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
How to Drive Customer Retention
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 gettin
The Biggest Sales Mistakes Costing You Deals
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 sa
Building Lasting Buyer Relationships on LinkedIn
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
How to Move the Needle: Integrity, Fundamentals, and Innovation
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 techniqu
How to Build the Right Sales Process
Best Strategies for Onboarding New Sales Reps
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
The Biggest Mistakes in Sales Today
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
Strategies to Close the Complex Sale
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
How to Craft a Great Sales Presentation
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
Drawing the Fine Line between Accountability and Micromanagement
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 wit
How to Ask for the Sale
⚡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." Boo
How to Handle an Unrealistic Sales Quota
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?" Boo
Can You Have It All?
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
When to Coach, When to Cut
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
Conquering Unresponsive Prospects
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 S
Transforming Busyness into Actual Productivity
🌩️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 advi
How to Drive Inbound Leads
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?"
How to Stay Valuable After the Sale
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 t
How to Leave Your Competition in the Dust
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
How to Fire a Client
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 stres
How to Guarantee You'll Hit Your Sales Goal
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 R
The Power of Selling the ROI
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
Sales Habits that Will Change Your Life
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?" Bo
Strategies to Reach and Influence Decision-Makers
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
Our Best Sales Advice + Worst Sales Advice
+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@saleslo
How to Build the Right Sales Framework
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
How to Get Out of a Sales Slump
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 questi
The Powerful Role of Mindset in Sales
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?"
The BEST Sales Training Tips for 2025
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 Merid
Sales Trends for 2025
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! Sum
Building Bridges Between Sales and Purchasing
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 m
Choosing The Right Sales Strategies
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 C
Speed, Value or Personalization: What Your Customers Really Want
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
Juggling Account Management and Finding New Leads
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 bus
Inbound? Outbound? The Best Ways to Generate Leads
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
Integrating Video into the Sales Process
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
Choosing the Most Effective Sales Channels
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
Ultimate Guide to Selling Through the Holidays
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" befo
How to Master the Phone for Maximum Impact
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,
Best Strategies to Open Up a New Market
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 W
Perfecting Sales Follow-Up
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 be
Will AI Make Relationships Less Important?
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
How to Get Prospects to Show Up
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 setti
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Sales Game Changers | Tips from Successful Sales Leaders
