Building Your Sales Engine

Mark McGraw sits down with Brian Kavicky, the most recent David H. Sandler Award winner. They dive deep into the concept of the unselfish salesperson and why putting the client's needs first is the key to not just closing sales, but building long-term relationships. To find our handout for this episode, click here . Tune in to hear Brian explain how shifting your mindset and serving your clients w...

Mark McGraw sits down with Andy Sherman to discuss curiosity and why it's a superpower in sales. They cover how curiosity helps you stay grounded when conversations get tense, why it leads to better questions (and better outcomes), and what it takes to build it into a daily habit. To find our handout for this episode, click  here Tune in to hear the difference between using curiosity as a tac...

Mark McGraw is joined by sales legend and longtime friend John Rosso for a deep dive into the critical (and often overlooked) discipline of pre-call planning. Together, they unpack the four-step framework that turns average sales calls into powerful, purposeful conversations—and why skipping this step is not just inefficient, but borderline criminal. To find our handout for this episode, click her...

Mark McGraw talks with John O'Brien, Founder of Sales Talent Group and a legend in the world of recruiting top-tier salespeople. They dive into what it really means to qualify hiring opportunities—for both candidates and hiring managers. John shares insights on how to run interviews like a pro, avoid expensive hiring mistakes, and design roles that attract the right people. To find our handout for...

Mark McGraw chats with Glen Carey, a seasoned Sandler practitioner and SVP of Sales, about applying Sandler rules beyond sales. Glen shares insights on how these principles translate into everyday life, why they work, and how to use them to improve every aspect of your life. To find our handout for this episode, click here . Tune in to hear how Sandler rules apply to weight loss, why success isn't...

Mark McGraw chats with Peter Ashley, the VP of Business Development at Applied Information, about the keys to selling through distribution. Peter shares insights on choosing the right distribution partners, gaining mindshare, reducing friction, and adapting to different sales personalities. To find our handout for this episode, click  here . Tune in to hear how video marketing, third-party te...

Mark McGraw sits down again with Josh Pitchford to break down the 7 biggest lies that keep salespeople stuck—and how to replace them with a winning mindset. They discuss ways to qualify better, protect your pricing, and stop wasting time on unwinnable deals. To find our handout for this episode, click  here . Tune in to hear what really drives buyers to say yes and how to overcome the 7 lies...

Mark McGraw and Josh Pitchford are back together, and discuss the key components of distribution sales, how to train distribution reps effectively, and the key to building strong, profitable relationships with channel partners. To find our handout for this episode, click here . Tune in to learn how to build an over-communication culture, reduce friction, and set your distribution sales up for succ...

Mark McGraw talks to Josh Pitchford, a Sandler coach and sales training expert who is passionate about helping salespeople and sales leaders achieve their very best through sales training, coaching and sales processes. They discuss the power of having a proven sales system, how a strong system helps qualify (or disqualify) prospects early, and how to design a system that increases the success rate...

Mark McGraw sits down with Jordan Eisner to discuss what makes a top salesperson and why a winning mindset is super important in sales. Jordan shares how to build strong client relationships, ways to ask the right qualifying questions, and why sales is never about the money but about winning. To find our handout for this episode, click here . Tune in to hear why curiosity is a salesperson's greate...

Mark McGraw talks with Dan Ford, the director of AV at Basesix, a technology integrator that makes buildings, campuses, and environments safer, smarter, and simple. Dan shares insights on what makes a great salesperson, how to build a fun company culture, and why walking away from the wrong customers can be a profitable business move. To find our handout for this episode, click  here . Tune i...

Mark McGraw talks to Rhonda Greenstreet, the VP of Sales Strategy & Operations at United Concordia Dental. Rhonda shares insights on what defines a best-in-class salesperson, how to transition from social selling to strategic selling, and the dangers of getting stuck in the "sales friendzone." To find our handout for this episode, click here . Tune in to hear the power of asking great question...

Mark McGraw welcomes Brian Balmes—a long-time Sandler advocate and the Sales Manager at Mayer Electric Supply. Brian's inspiring story goes far beyond his professional success. To find our handout for this episode, click  here . As a nine-time cancer survivor, Brian shares profound lessons on overcoming adversity, building resilience, and developing unshakable mental and emotional toughness....

Mark McGraw sits down with Jut Carnes to dive deep into the art and science of hiring the right salespeople. To find our handout for this episode, click  here . Tune in to learn where to find top sales talent, the essential skills to prioritize, and how to match the right personalities to the right roles. If building a high-performing sales team is your goal, this episode is a must-listen for...

Mark McGraw talks with Nickolas "Nick" Strain, Senior Wealth Advisor at Halbert Hargrove. Press play to learn how Nick "fell" into sales and how the Sandler Selling System has helped him close more deals. To find our handout for this episode, click here . You'll hear about the two Sandler Rules Nick is a fan of, and what you need to do to achieve sales success. Whether you have been in sales for a...

Mark McGraw chats with Brock Faulkner, the CEO of Dornier MedTech Americas. Tune in to hear actionable tips on building the right team for your company's future, how Brock transitioned from employee to CEO, and the critical traits every great sales manager must possess. To find our handout for this episode, click  here . Whether you're a leader, aspiring CEO, or simply passionate about profes...

Mark McGraw sits down with Colin Mokhtary, a sales development representative who's made an incredible 14,000+ prospecting calls. Colin dives deep into the strategies that have fueled his success, from developing a resilient mindset to navigating rejection with ease. To find our handout for this episode, click here . Tune in to discover actionable tips on talking to customers for better conversati...

Mark McGraw talks to Josh Pitchford, one of the top 1% of sales coaches and trainers globally. Josh is passionate about helping salespeople and sales leaders achieve their very best through sales training, coaching, and sales processes. To find our handout for this episode, click here . You'll learn actionable strategies to identify and connect with your ideal clients, refine your approach to sale...

Mark McGraw talks to Katie Bodell, the Senior Customer Success Manager at Numerator. Katie opens up about her journey into sales management–sharing her successes, missteps, and the strategies that truly work. To find our handout for this episode, click here . You'll learn how to navigate the pitfalls of bad leadership, coach your team to success, and create an environment where everyone thrives. K...

Mark McGraw talks to Steve Popp about the often overlooked connection between internal collaboration and external sales success. Steve explains how improving the way you "sell" within your organization—asking questions, managing projects, and fostering collaboration—directly impacts the speed and efficiency of your external sales efforts. To find our handout for this episode, click here . Tune in...

The Building Your Sales Engine show...launching in December!