Sales Logic - Selling Strategies That Work

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

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.