Building Your Sales Engine

How to build validated sales dashboards, manage exceptions, and make better decisions—without flying by gut feel.   To find our handout for this episode, click  here .  Static reports are lagging. In this conversation, Mark McGraw and Chris Blum (EH Blum Company) walk through moving from canned outputs to interactive, validated dashboards. Start simple (revenue, mix, low-margin driv...

How to hire, place, and coach sellers with assessments—so you avoid hunter/farmer mis-hires and reduce burnout. Assessments aren't paperwork—they're how you hire better, place smarter, and coach faster. Mark McGraw and Rachel Chang break down using work style/DISC, personality, sales capacity, and object reasoning assessments to prevent bad hires, align roles with natural strengths, and target tra...

How to lead sales teams through change with KPI discipline, psychological safety, clear cadence, and a risk register so signal beats noise. Change doesn't break sales—silence and guesswork do. In this episode, Mark McGraw and guest Heather Martin lay out a practical playbook for leading teams through change: build a KPI foundation before you pivot, create psychological safety so truth flows up, co...

Long sales cycles aren't a patience test—they're a process. In this episode, Mark McGraw and guest Brian Hayes break down how to win 12–24-month capital deals without rushing: speak the buyer's language, use curiosity to find context, and build momentum through meaningful next steps instead of shortcuts. In this episode: Why speed kills deals (and how context saves them) Capital buying reality: bu...

Elite selling isn't hype — it's standards. In this episode, Mark McGraw talks with sales leader and master connector Rob Vaka about how to link mindset to technique so you sell with clarity, qualify fast, and build trust that lasts. In this episode: The connector mindset: be more interested than interesting Curiosity that leads to real discovery (not interrogation) Up-Front Contracts (UFC): agenda...

Stress isn't the enemy — it's energy. In this episode, Mark McGraw talks with Dr. Rebecca Heiss, stress physiologist, keynote speaker, and author of Springboard , about how a simple mindset shift can transform performance in sales, leadership, and life. Rebecca explains why believing "stress is bad" is linked to worse outcomes, why "calm down" fights your biology, and how to reframe stress into fo...

In this episode of Building Your Sales Engine, Mark McGraw sits down with Emily Yepes to explore the tension between sales theory and real-world execution. They dive into four core concepts—upfront contracts, pricing, demos, and decision-making—and reveal how the best salespeople adapt when things don't go by the book. Whether you're navigating internal power dynamics or figuring out how to tailor...

In this episode of Building Your Sales Engine, Mark McGraw welcomes Matt Detjen—North American Training Manager at Michelin and author of 'REFLECT: The Art of Powerful Sales Communication.' Matt shares the mindset shifts and practical frameworks that help sales professionals move beyond surface-level rapport and into deeper, more effective communication with their clients. They explore how to buil...

Mark McGraw sits down with Matt Martella, a seasoned executive with over 30 years of experience in tech, media, and digital advertising sales. They dive into the real-world challenges and strategies of cross-selling in B2B environments—from compensation misalignment to fear-based mindsets. This episode is a practical deep dive for sales leaders and sellers alike, packed with insights on how to bui...

Mark McGraw shares the four steps for having a tough conversation with someone. He explains why most of us avoid conflict, how fear distorts reality, and what happens when we wait too long to speak up.   To find our handout for this episode, click here .  Tune in to hear a powerful mindset shift, a simple 4-step conversation framework, and the surprising formula that will change how you...

Mark McGraw sits down with Emily Yepes to unpack the world of account management and what it really takes to succeed at the key account level. They dive deep into the essential mindset shifts, practical tools, and overlooked skills that separate average account managers from strategic partners.   To find our handout for this episode, click here .    You'll learn what makes a great k...

Mark McGraw sits down with Scott Foernsler to discuss what it really takes to sell to the C-suite. They talk about building champions inside a company, how to stand out in sales events, and ways to have real, effective conversations with top execs like CMOs and CEOs. Scott shares stories from the field, lessons on trust, and what most salespeople miss when trying to land big deals. To find our han...

Mark McGraw sits down with Josh Pitchford to unpack one of the most misunderstood concepts in sales: Value. You'll learn what it actually means to deliver value, why it's different for every buyer, and how to uncover it by focusing on the customer's needs. To find our handout for this episode, click here . Tune in to hear practical tips, real-world insights, and a fresh perspective on value-based...

Mark McGraw sits down with Harris Fogel, founder of TechCPG—a company that helps organizations break into the U.S. market and work with consumer packaged goods (CPG) companies. To find our handout for this episode, click here . You'll learn how to enter new markets, define your ideal client profile, and build a go-to-market strategy that actually gets results. Tune in to hear Harris break down wha...

Mark McGraw sits down with Terry Turley, the Senior National Sales Director at Primerica. Terry shares the habits and principles behind his extraordinary rise from a nervous, struggling salesperson to leading over 600 offices across the country. You'll learn why systems, accountability, and a guiding life philosophy are essential to winning both professionally and personally. To find our handout f...

Mark McGraw sits down with Sheri Spencer Bachman to unpack what really makes business partnerships work. Sheri shares practical insight on how to choose the right referral partners, why trust is the key to stronger business relationships, and what it takes to build a network that keeps sending you business. To find our handout for this episode, click here . Tune in to learn how to design a strateg...

Mark McGraw sits down with Tim Geisert to break down how to be a great salesperson in today's ultra-competitive market. To find our handout for this episode, click here . Tim shares practical strategies for building trust, navigating complex deals, and identifying top performers—not just by talent, but by the competencies they bring to the table. Learn how to avoid the "happy ears" trap, why check...

Mark McGraw sits down with Markku Kauppinen, an expert on conversations and behavioral styles, particularly the DISC model. To find our handout for this episode, click here . Markku shares practical strategies for handling difficult conversations and reframing how we think about "difficult people." Learn how to stay calm under pressure, use emotional control to close the deal, and lead more produc...

Mark McGraw sits down with Carlos Garrido, founder of Miami Absolute, who's nearly 100 pounds down and credits Sandler principles for the transformation. To find our handout for this episode, click here . In this episode, Carlos shares how the BAT system (Behavior, Attitude, Technique) helped him reshape not just his business, but his health, mindset, and lifestyle. Tune in to hear how a strong he...

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...