Sales Logic - Selling Strategies That Work

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 [email protected]

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 [email protected] 🧠 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 [email protected] 🧠 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 [email protected]

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 [email protected]

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 [email protected]

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 [email protected] 🧠 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 [email protected] 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 [email protected]

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 [email protected]

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 [email protected] 💡 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 [email protected] 💡 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 [email protected]

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 [email protected] 💡 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: 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 [email protected]

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 [email protected]

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 [email protected] 📢 Join Mark and Meridith for the Sales Logic Expert Exchange, this month with Victor Antonio as he shares how to increase customer value by creating a seamless buying experience. Tune in live Monday, August 26th at 3pm CT! Register for this free webinar here.

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 [email protected]

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 [email protected]. 📗 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 [email protected].

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 [email protected]. ❖ 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 [email protected]. ❖ 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 [email protected].