Sales Logic - Selling Strategies That Work

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 th...

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...

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...

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 o...

Lightning Round: Top 10 Sales Mistakes You're Making Question : Quaron from Toronto asks, "I work in sales for a large HVAC company and it has been a year—between tariffs, economy, competition and private equity dominating our market, I am struggling with my sales. What's working this year—what are others doing that I am missing?" Book:  Go for No and When They Say No  by Andrea Waltz and Richard...

Lightning Round: 10 Ways to Update Your Sales Process Question: Shawn from Madison Wisconsin asks, "So heard your podcast last week—congratulations on 250 shows. I heard you all talking about the sales process and how both are making adjustments and doing things differently. What is changing and why—I am curious." Book: The Sales Rhythm Playbook by Steve Powell    

Ever wonder if the pursuit of perfection is holding you back? Join us for the 250th episode of Sales Logic as we celebrate our journey—from a spontaneous idea to a Saturday morning ritual—and reveal why starting and adapting beats waiting for perfection. Hear our top insights on sales leadership, hitting quotas, staying focused, and how AI is reshaping the game. With audience questions, book picks...

Lightning Round:  Top 10 Ways to Build Your Personal Brand Question:  Juan from Santa Fe asks, "I sell software for a small firm that focuses on manufacturing firms - and for the last few years business has been great. Once the election happened we are struggling—struggling because it seems like everyone has become price sensitive—so price sensitive. I have listened to your podcast and I know I ne...

Lightning Round: Top 10 Ways to Protect Your Price Question: Lucia from Seattle asks, " I love sales logic—listen on my way to work—you have been so helpful. I am writing in because I am stuck. I am killing myself and cannot get one of my deals across the finish line. The harder I try the worse it gets - I get to the proposal stage, then nothing." Book: Wealthy and Well-Known by Rory and AJ Vaden...

Lightning Round: Top 10 Ways to Fill a Dry Pipeline Question: Mike from San Diego asks, "I am the CRO of a large DME company and we have been experiencing strong growth—organic and through acquisitions. And experiencing all that comes with that: disorganization, constant shifts in strategy and structure and I am really worried we have lost our focus on keeping customers. We have no problems gettin...

Lightning Round: Top 10 Ways You Should Be Doing Marketing    Question : April from Milwaukee asks, "I am a veteran sales professional – I have been selling in manufacturing for more than twenty-five years. But I have to tell you this last year has been hell— tariff threats, the economy, competition, a total reorg of our sales team, and oh did I mention we were acquired. For the first time in my s...

This episode brought to you by our Sales Logic Expert Exchange with Brynne Tillman. Uncover actionable social selling strategies that prioritize value and trust. This episode focuses on the importance of a structured social selling approach, featuring critical stages such as buyer mapping and content strategy. Brynne, Mark and Meridith explore why being the first to add value is vital, with 74% of...

This episode brought to you by our Sales Logic Expert Exchange with Mike Weinberg. Join Mark and Meridith as Mike shares his personal journey and reminds us that sales is more than a job—it's a key driver of the economy, offering both freedom and fun. With the sales world reshaped by COVID-19 and AI, Mike highlights the need to revisit the fundamentals. He explores how AI and traditional technique...

Lightning Round: Top 10 Qualities of a Successful Sales Professional Question: Steve from Atlanta GA asks, "I am a senior executive in a large manufacturing corporation, I handle the Eastern Region. We are struggling with our sales people, more than 40% are not hitting quota. We just redid our sales training, but wondering if you have any thoughts." Book: Hire Right, Fire Less by Kelly Riggs  

Lightning Round: Top 10 Ways to Use Client Testimonials Question: Lanora from Toronto, Canada asks, " I am struggling with my sales managers—I feel like he wants me to focus on the wrong sales strategies for our market and I have been doing HIS sales process for more than six months—and I am not getting results. I have tried to talk with him about my ideas - but he is NOT open. I am also about to...

Lightning Round:  Top 10 Ways to Build Your Personal Brand Question: Sina from Tokyo, Japan asks, "I work in the financial services industry, and expanding my portfolio is a long sales cycle  - feels like these days it is getting longer. I am doing a great job of getting the meetings, and connecting with decision-makers. I am even having good conversations, but not quite getting the decision-maker...

Lightning Round: Top 10 Ways to Update Your Sales Strategy Question: Marquessa from Salt Lake City, Utah asks, "I work for a tech start-up and we are doing well - start-ups are a struggle - and while we have been well-funded, we need sales. We have been great at getting through the door, getting to decision makers, and getting good questions during our sales presentations - but we can't close the...

Lightning Round:  Top 10 Ways to Boost Your Confidence Question: Felipe asks on Spotify, "I have a quick question. I have started in a new job in mid-February for introduction of a new product in the market and cooperate with a coworker who is the Team Leader of the project (we both report to the same boss). My colleague is calling me every day to ask my plan of the day, if I will have a visit wit...