Sales Logic - Selling Strategies That Work

Lightning Round: 10 Ways to Find New Prospects Question: Fred from Montana says, "Love the show, been listening for a few months. My question, I have some reps that hit their quota every month, and some that aren't even coming close. What do I need to do to not overmanage the successful reps and better support the struggling ones?" Book: Scale Your Sales by Brandon Bornancin 🧠 Read the BLOG for t...

Lightning Round: Top 10 Emotional Intelligence Skills You Need to Build Question: Mark Caton on Spotify asks, "I think a valuable podcast would be to address how sales people are utilizing AI, and perhaps how the SDR role is being automated with so many AI agent tools." Book: AI Mindshift by Ford Saeks  🧠 Read the BLOG for this episode!  

Lightning Round: Top 10 Ways to Deal with Margin Pressure Question: Jason in Denver asks, "I just lost it with a prospect. We had talked, she was interested, asked me to do a proposal —which I did—took hours, then nothing. I called, emailed, texted and nothing. Finally I wrote her a less than professional email, this time she responded. Told me she had a lot going on in her life, and was not blowi...

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...

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...

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...

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!  

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!

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.   

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...

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...

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...

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.   

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    

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...

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...

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...

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...

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, an...

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.