Sales Logic - Selling Strategies That Work
210 episodes - English - Latest episode: 7 days ago -Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today's toughest selling questions with logical answers that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty suddenly becomes your competitive advantage and the sale... becomes logical.
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Episodes
What Is the Future of Sales: Inflation, Interest Rates, Consumer Confidence
May 16, 2023 09:00 - 28 minutes - 53.9 MB+ Top 10 Ways to Lead a Sales Team Through Uncertainty Question: Ron from Minneapolis asks, “So I want to know, you and Mark seem to have such different views of the marketplace and the future of sales. What do you think is happening with inflation, interest rates, the economy and consumer confidence—and what should I be doing to get my sales team ready?” Book: Find Your Red Thread by Tamsen Webster Just a few spots left at Sales Logic LIVE on May 24th! Let's give your sale...
Keeping Clients Engaged from Contact to Close
May 09, 2023 09:00 - 29 minutes - 55.4 MBJoin us for Sales Logic LIVE on May 24th! You absolutely can't miss it! Register here. Save your spot for an amazing day of training, insights, and breakthroughs. Question: Ricardo from illinois asks, “So I think that my sales team is unusual. We have no trouble getting in the door. We can get to the decision-makers, have great conversations, but after one or two calls more than half of our prospects are going cold. The conversations just stop— why? What is going on? How do we tur...
Mastering the Art of Rejection
May 02, 2023 09:00 - 30 minutes - 56.5 MBLightning Round: Top 10 Reasons to Attend Sales Logic LIVE: 10. Your sales strategy needs an upgrade. 9. You can feel the market shifting and want to be ahead of the change. 8. Your need a little motivation. 7. You need to know what the best in the business are doing to excel in sales. 6. You want to outsell your competition. 5. You want to find new ways to add more value to your clients. 4. You want your sales team to increase their performance. 3. You know to succeed, some...
It's Time to Shift Your Sales Strategy
April 25, 2023 09:00 - 27 minutes - 52.2 MB"Every time the marketplace shifts, your sales strategy needs to shift with it." Lightning Round: 10 Reasons You Need to Attend Sales Logic Live Question: Sonia from San Francisco asks, “I hear you both talking about the Sales Logic System and Sales Logic LIVE. What do I need to know about what it is, what you’re doing, and if and how I should get involved?” Book: The Sales Logic System ← available only at Sales Logic LIVE! Reserve your spot now.
How to Overcome Economic Uncertainty
April 18, 2023 09:00 - 32 minutes - 59.9 MBSpend the day with Mark and Meridith diving into your sales strategy and how to capitalize on today’s shifting marketplace. Register for Sales Logic LIVE here! Question: Louis from Jacksonville asks, “Customers are more uncertain than ever with the economy and what’s going to happen. I’ve even had prospects not show up for meetings because they’ve been laid off. How do I deal with all of this uncertainty? Book: Thrive: Strategies to Turn Uncertainty to a Competitive Advantage by Me...
Sales Scripts: Should You or Shouldn't You?
April 11, 2023 09:00 - 29 minutes - 55.5 MBSpend the day with Mark and Meridith diving into your sales strategy and how to capitalize on today’s shifting marketplace. Register for Sales Logic LIVE here! Lightning Round: Top 10 Conversation Openers With a New Prospect Question: Donna Cutting from Asheville NC asks, “Have you ever discussed "scripting?" (I hate that word, but you know what I mean.) Here's the question: I've been making 5 daily calls to customers and prospects to keep relationships strong and grow my business. ...
How to Effectively Use Social Selling
April 04, 2023 09:00 - 29 minutes - 55.6 MBMay 24th—Don’t miss Sales Logic Live! Meet Meridith and Mark in-person in Dallas, or watch online. Get your ticket today. Question: Carolina from Madrid asks, “We are struggling here in Europe with a challenging economy, and to make our sales goals and grow our business we need to expand our markets and sales efforts - I think sell more globally. I would like to incorporate social selling into our sales process. We have never done any social selling, where do we start?” Book: T...
Am I an Effective Sales Leader?
March 28, 2023 09:00 - 28 minutes - 53.6 MBJoin Mark and Meridith at Sales Logic Live— May 24, 2023 in Dallas TX or online! Question: Steve from Dallas asks: I’m with a small company and I manage two other salespeople but we’re starting to grow fast, plan is to hire 10 more salespeople this year and even more next year. What advice can you give me, as this is new territory for me? Book: Sales Management Simplified by Mike Weinberg Lightning Round Handout: 10 Questions Sales Leaders Must Ask Themselves Find it at...
The Best Sales Advice Ever
March 21, 2023 09:00 - 27 minutes - 50.8 MBLightning Round: Top 10 Sales Tools to Decrease Stress and Increase Sales Question: David from London asks, “I am new to sales —been working in operations for most of my career, but have decided to take the leap and move over to our sales team. I am just curious, what is your best sales advice?” Book: How To Win Friends and Influence People by Dale Carnegie ❓Submit your OWN question at SalesLogicPodcast.com or send us an email at [email protected]. ❖Looking for...
How to Navigate Pressure in Sales
March 15, 2023 11:30 - 29 minutes - 55.3 MBLightning Round: Best Strategies For Leading Yourself Question: Marshall asks, “ I am a vendor that sells into the real estate industry, and this year agents and companies are pulling back. Hitting goals is getting challenging. I can deal with all of that, but the pressure coming down on us from corporate is a serious challenge. They are increasing campaigns, wanting us to push product, and every month it is like starting over. I have been in this industry long enough to know there ...
What Sales Teams Should Track and Why It Matters
March 07, 2023 10:00 - 29 minutes - 54.9 MBAttend Sales Logic LIVE this May! More details and registration at this link. What should you track, what should you measure, why does it matter? Lightning Round: Top 10 Ways to Get Your Team to Use the CRM Question: David from Liverpool asks, “So I am starting a new division of our company. I work for a large technology company that has been in business for over 40 years. I feel like what we track for the more traditional side of our business may not be right for our team. How do ...
How to Stay Client-Focused When Your Sales Leader Is Results-Focused
February 28, 2023 10:00 - 27 minutes - 52 MBLightning Round: Top 10 Ways to Manage a Bad Sales Manager Question: Carolyn from San Antonio asks, “I feel like the sales profession is really changing. Companies are more concerned with sales quotas and how quick you can close the sale rather than building relationships. I love my clients and add value to their businesses and lives, but the pressures of sales numbers and quotas I no longer enjoy. I have been in sales for close to 20 yrs and I am now looking to do a transition to someth...
How to Finish the First Quarter Strong
February 21, 2023 10:00 - 26 minutes - 49.7 MBLIghtning Round - 10 Ways to Start Second Quarter Strong Question: Justin from Richmond, VA asks, “I am a new sales manager working in Pharma, and while we are doing well, we are still not meeting our sales quotas—and to get there I need my team to open more doors. They tend to go back to the well— the customers we already have. While I appreciate the service levels they are providing, and the willingness to do more business with our existing customers, we will never reach our goals w...
ChatGPT and the Future of Sales
February 14, 2023 10:00 - 26 minutes - 49.2 MBLightning Round: 10 Ways to Use ChatGPT Now Question: Henry in NYC asks; “Everyone is talking about ChatGPT and how it’s going to change everything. Is this going to wipe out a large % of sales jobs?” Book: Sales Ex Machina by Victor Antonio, James Glenn-Anderson Check out the article: 15 Ways We Are Using Chat GPT in Banking
Selling in a Global Marketplace
February 07, 2023 10:00 - 24 minutes - 45.6 MBLightning Round: 10 Things Your Need to Understand to Break Into a Global Market Question: Yamit in Jerusalem asks, “We’ve been selling in Asian and European markets and we want to break into the United States market since it holds a lot of potential. But we don’t have any connections and don’t know much about the market other than it’s hot. What advice do you have to break into a brand new market?" Book: Whale Hunting with Global Accounts by Dr. Barbara Weaver Smith Join M...
Reactivating the Dormant Customer
January 31, 2023 10:00 - 28 minutes - 53.5 MBLightning Round: Top 10 Ways to Get the Dormant Customer Active Question: Ann from Israel asks, “If a “former” client has not ordered in a year or two should their account status in CRM be changed back to Prospect or should it still say Client? Do they need the outreach of a client who ordered in 2022 or should they be treated as a new prospect? We know they are a prospect, not a lead, as they have ordered the product in the past, and from us.” Book: The Bonus Round by Patri...
The Changing Role of the Sales Professional
January 24, 2023 10:00 - 29 minutes - 54.2 MBLightning Round: Top 10 Sales Skills Sales Professionals Need to Remain Relevant Question: Mere from Sales Logic asks, "I have been glued this week to the World Economic Forum in Davos Switzerland this week. So much talk around the juxtoposition of the slowing economy and the continued lack of labor participation - the result - companies are turning to AI. looking to solve their future labor issues with technology. How will this impact sales professionals?" Book: Who Not How by ...
How to Turn Objections into Opportunities
January 17, 2023 10:00 - 33 minutes - 62.7 MBLightning Round: Top 10 Ways to Prepare Your Team for Objections Question: Jenna from New Orleans asks, “I am in luxury sales - the nice to have but not necessity products. The last few years have been great - and I have blown through my goals every month, but with the expected recession, rising interest rates.. more and more prospects are turning me down or delaying the purchase. Any ideas?” Book: 25 Toughest Sales Objections and How to Overcome Them by Stephen Schiffman
How to Craft the Right Sales Conversation
January 10, 2023 10:00 - 26 minutes - 48.5 MBLightning Round: 10 Ways to Coach Your Sales Team Question: Sam from Boston asks, “I lead a team of sales professionals. We sell medical devices; we are getting so many turns at bat but just not closing the deal. I feel very good about the prospects, but I wonder if something is off in the sales conversation. As I get ready to work one-on-one with my sales team, what should I be looking for? How do I help them craft a better sales conversation?” Book: ASK by Ryan Levesque
What Makes a Great Annual Plan
January 03, 2023 10:00 - 27 minutes - 51.7 MBLightning Round: Best Practices for Creating a Simple Annual Plan Question: Joan from Madison asks, “I have my own insurance agency, each year I make an annual plan and each year by April I feel like I need to start over. What should be in the plan and what should not be in it? I suffer from setting goals that are simply not attainable.” Book: The Perfect Plan by Don Barden This episode sponsored by Calendly.
The Power of an Effective Sales Strategy
December 27, 2022 10:00 - 27 minutes - 51.7 MBLightning Round: Top 10 Ways You Know Your Sales Strategy Is Effective Question: Igor from London asks, "I am the new sales manager - well I have been here six months -for a fintech start-up in London. Looking at our aggressive sales goals for 2023. The challenging marketplace and changing landscape - what about our sales strategy needs to change?" Book: The Ultimate Sales Machine by Chet Holmes
Sales Trends and Technology for 2023
December 20, 2022 10:00 - 27 minutes - 52.1 MBLightning Round: Top 10 Changes You Need to Be Ready For in 2023 Question: Allison from Wisconsin asks, "I love this show listen in every week--live or download later. Just curious--what do you see for 2023? What technology is hot, what do we need to invest in, stay away from and how do we get our team best prepared for 2023?" Book: Buoyant - The Entrepreneur's Guide to becoming Wildly Successful, Creative, and Free by Susie Deville This episode sponsored by Calendly.
How to Maximize Year-End Selling
December 13, 2022 10:00 - 29 minutes - 54.2 MBLightning Round: Top 10 Sales Strategies You Need to Execute in December Question Mareena from Costa Rica asks, "I love your show--listen every week! My sales team is starting to slow down--holiday parties, vacations, family commitments - I want them to finish the year strong. What is your best advice?” Book: Atomic Habits by James Clear This episode sponsored by Calendly.
How to Find the Time to Sell
December 06, 2022 10:00 - 27 minutes - 51.2 MBExperiencing Struggles with Time Management? Lightning Round: Top 10 Time Management Strategies Question: Peter from Toronto asks, “I lead a sales team of 4 and also have customers I’m responsible for. I feel I lose way too much time bouncing between issues ranging from demands the CEO makes of me, trying to manage my team and still serve my own customers. I’m drowning and I know my 4 salespeople feel the same way too. What can I do?" Book: Own Your Day: How Sales Leaders Maste...
Building Trust in a Virtual World
November 29, 2022 10:00 - 29 minutes - 55.4 MBTRUST - Why it matters in the sales process, how to build it, and what it takes to build it in a virtual world. Lightning Round: Top 10 BEST Trust Building Strategies Question: Spencer from Arlington, VA asks, "The pandemic is over, yet our leadership has made the decision to continue to limit travel and to keep our sales team virtual. And while my sales team does not like it, I tend to agree with the decision. Our clients like meeting via zoom or phone now, and the cost savings are ...
How to Grow Relationships and Build Your Team through Gratitude
November 22, 2022 10:00 - 28 minutes - 52.8 MBLightning Round: Top 10 Ways to Thank Your Clients Question: Loic from Barcelona asks, "As we head into the holiday season, I have been thinking of my team and my clients, and how grateful I am for their partnership and relationship these last few years. My team worked so hard through COVID, supply chain issues, and ALL the challenges we have faced. My clients stayed loyal and continued to buy and refer. Again, I am grateful - what can I or should I do to show them how thankful I am fo...
How to Network and Create Centers of Influence
November 15, 2022 10:00 - 25 minutes - 47.3 MBSpecial Episode with Larry Levine! Lightning Round: 8 Ways to Create Centers of Influence and Power Book: Selling from the Heart by Larry Levine
The Dos and Don'ts of New Customer Onboarding
November 08, 2022 10:00 - 25 minutes - 46.9 MBLightening Round - Top 10 Ways To DRIVE Customer Loyalty Question: Jack Hubbard says, "Jack and his team at St Meyer and Hubbard did a study and found that less than 8% of commercial bank divisions had any formal onboarding process. Being a new customer of any business is scary and getting a customer off on the right foot not only mitigates buyers remorse, it facilitates cross solving and many referral possibilities. So how do you put together an effective customer onboarding strategy? ...
How to Sell Successfully When Your Product, Role, or Market Are New
November 01, 2022 09:00 - 27 minutes - 50.8 MBLightning Round: Top Sales Practices of the Top 1 Percent Question: Jonathan Pwajok asks, "I’m in a new tech space that requires us to educate customers about how what we offer will help them. I’ve been able to get customers to sign up but so far none are using the service. What should I be doing as we need customers using the service to make revenue?" Book: The Winning Playbook by Rob Welsh and Jonathan Scott
The Power of the Sales Process
October 25, 2022 09:00 - 23 minutes - 44.5 MBLightening Round: Top 10 Ways You Know Your Sales Process Is Working Question: Tito from Majorca, Spain asks, "I work at a mature technology company, and I am a newer sales manager - have only been here a year. I think our sales process is outdated - it was designed over five years ago. What are your thoughts - do sales process' need updated, and how would you handle with senior leadership if you were me." Book: 30 Days To Sales Success by Meridith Elliott Powell
How to Create Sustainable Sales Growth
October 18, 2022 09:00 - 30 minutes - 55.8 MBLightning Round: 10 Ways to Achieve Consistent Sales Success Question: Jerry from Atlanta asks, "I lead a sales team of 9 salespeople and there’s no consistency in the results quarter to quarter. Each quarter there are one or two that blow past their numbers and there’s another one or two that fall far short. Problem is each quarter it’s different people." Book: Leading Growth by Anthony Iannarino
The Dos and Don'ts of Social Selling
October 11, 2022 09:00 - 21 minutes - 40.2 MBLightning Round - Top 10 Strategies for Social Selling Effectively Question - April from Duluth asks, "I am a fairly new sales leader for a company in Minnesota. This last year has been up and down for my team. Their biggest struggle is getting to the decision maker. I have inherited a fairly traditional sales team - bunch of older men who have been selling for years. I want them to invest in social selling, but this is an uphill battle. My question is should I give up? Should I keep tryin...
How to Capitalize on a Shifting Marketplace
October 04, 2022 09:00 - 30 minutes - 56.1 MBLightning Round: Top 10 Things You Need to Do to Prepare for a Shifting Marketplace Question: Matt from Wilmington Delaware asks, "So I lead a team that sells into the housing market. We are on the frontlines of a downturning economy. As a leader what do I do? Be transparent with my team and have them think I am a debbie downer, or just tell them we are not participating? What is the best course of action to keep my team motivated, committed and selling?" Book: The Winning Playbook by R...
How to Know When to Fire a Client
September 27, 2022 09:00 - 30 minutes - 57.1 MBLightning Round: Top 10 Ways to Know a Customer Is NOT a Right Fit Question: Ricardo from Santos, Brazil asks, "We are a busy sales team that is working for a growing company. We can barely keep up with leads - incoming as well as those we seek. I am trying to help my team manage their time, and attract the business we really want. How do I coach and develop my team to know when to quit following up or let a lead go?" Book: FIRE Your Customers by Humza Chowdhry
How to Close Sales at Full Price
September 20, 2022 09:00 - 29 minutes - 55.5 MBLightning Round: How to Sell at Full Price Question: Pete from the UK asks, “I get paid based on my gross sales achieved which means I want to sell at full price or even more. My manager keeps pushing me to speed up the sales cycle by offering the customer a discount, what should I do?” Book: Selling Value, How to Win More Deals at Higher Prices by Mark Stiving
What Makes an Inside v.s. Outside Sales Rep Successful?
September 13, 2022 09:00 - 31 minutes - 57.6 MBLightning Round - Top 10 Ways Sales Leaders Can Support Sales Reps Who Do Inside and/or Outside Sales Question: Corey Fobare asks, “I am about to begin the transition from an inside sales role to an outside sales role -- what advice do you have? What differences can I expect?” Book: The OutWard Mindset - The Arbinger Institute
Is Your Value Statement Helping or Hurting You?
September 06, 2022 09:00 - 29 minutes - 53.9 MBIs your value statement helping you or hurting you on sales calls? Listen in for how to create a strong value statement, and why it’s so important. Lightning Round: Top 10 Ways To Uncover the Right Pain Point Question: Abedellah from Morroco asks, “I hired a sales consultant to come in and do some interviewing with our company to find out where the team is strong and where they are struggling. We got a lot of great information, but I was shocked to discover that my team neither knows ...
How to Exercise Self-Discipline in Sales
August 30, 2022 09:00 - 29 minutes - 54.3 MBLightning Round: 10 Ways to Exercise Self-Discipline Question: Simon from the UK asks, “How do I get my sales team to use their time more effectively? They complain they don’t have enough time to prospect and yet I see them wasting time talking amongst themselves and doing other non-productive things." Book: 30 Days to Sales Success by Meridith Elliott Powell
How to Sell to Large Accounts
August 23, 2022 09:00 - 27 minutes - 51.7 MBLightning Round: 10 Ways to Crack Open Big Accounts Question: Danny from New Orleans asks, "I’ve been assigned a new list of enterprise accounts. I’ve only got connections with a couple of them. What should I be doing? I know if I don’t show major progress within 6 months I’ll be let go." Book: Selling to Big Companies by Jill Konrath
How to Be an Innovative, Cutting-Edge Sales Leader
August 16, 2022 09:00 - 27 minutes - 50.2 MBLightning Round: Top 10 Ways to Actively Listen to Customers Question: Traci from Boulder, CO asks, "I am a business owner and the sales leader - I am new in the role, and leading a very, very experienced sales team. What should I be doing, expecting and how do I know if I am doing this right?" Book: Emotional Intelligence for Sales Leadership by Colleen Stanley
Sales Habits of the Top 1%
August 09, 2022 19:24 - 29 minutes - 54.6 MBLightning Round: Top 10 Ways to Get Ready for Fourth Quarter Question: Santiago from Ecuador asks, "I am a wholesaler, new in the industry, and putting together a new sales team in a new division, and I am curious as I build my team, who should I be looking for? What are the qualities, skills, habits of great salespeople?" Book: The Greatest Salesman in the World by Og Mandino
Why Salespeople Struggle with Prospecting
August 02, 2022 09:00 - 29 minutes - 55.4 MBLightning Round: 10 Ways to Overcome the Struggles with Prospecting Question: Andy from Boston asks, “I’ve got two people on my enterprise sales team who just won’t prospect. All they do is make excuses and I think it comes down to one thing, they’re scared to do it because they think they’ll be exposed as being lousy. What’s the best way to deal with this?” Book: To Sell is Human by Daniel Pink
Top Strategies to Create a Sales Culture
July 26, 2022 09:00 - 25 minutes - 47.4 MBLightning Round: Top 10 Ways to Deepen Customer Relationships Question: Diara from Istanbul asks, "I am fairly new in my role (one year), and I am still struggling to build a sales culture. The sales team is on board, but how do I get customer service, operations and purchasing to understand they are in sales?" Book: JOLT by Larry Long Jr.
How to Lead a Front-Line Sales Team
July 19, 2022 09:00 - 26 minutes - 48.9 MBLightning Round: Best Practices for Sales Coaches Question: Anna from Texas asks, "I have two superstars and two underperformers on my team. What is the best way to manage these 4 out of the 7 I manage?" Book: The Energy Bus by Jon Gordon
Is Sales an Art or a Science?
July 12, 2022 09:00 - 26 minutes - 48.6 MBRegister here to attend the Sales Logic Special Event LIVE July 20th, 12-2pm EST or to receive the recording. We want to help you optimize your sales process for yourself, or for your team. Join us, you won't want to miss out! Lightning Round: Top 10 Ways to Put the Art In Sales Question: Lisa from LA asks, "My sales team is struggling. They have all the tools they need, they know what to do, or at least I think they do and yet there’s only person on my team that’s even coming close to ...
How to Be an Effective Sales Leader
July 05, 2022 09:00 - 27 minutes - 50.6 MBLightning Round: Quick things any overworked sales manager can do to be an effective coach. Question: Randy from New Jersey asks, “I manage 8 salespeople, how do I find the time to coach them when I also have a full set of responsibilities I need to do for corporate?” Book: Leaders Eat Last by Simon Sinek Be sure to register for the Sales Logic Special Event, on July 20th, 12 – 2 PM EDT. Click here to register. Topic: Sales Process and How to Get it Right. Even if you can’t...
The Power of Being Prepared
June 28, 2022 09:00 - 22 minutes - 42.5 MBHow, why, and the value of getting prepared for a sales call. Lightning Round : The Biggest Mistakes Salespeople Make Question: Martin from Munich asks, "So I feel the sales process flowing and becoming more complex both here in Germany and with our global clients - as the world economy is showing signs of slowing down. As a sales leader, I need to focus more on ensuring my team is productive not just busy. How can I increase their efficiencies and effectiveness with sales calls?" ...
How to Inflation-Proof Your Pipeline
June 22, 2022 09:00 - 28 minutes - 52.7 MBLightning Round: Top 10 things you need to do NOW to prepare for the market changing. Question: Katarina from Athens Greece: "We have barely recovered from COVID and now rising prices, supply chain issues continuing, and rising interest rates. How do I prepare for the shifts coming in the marketplace? How do I make sure as the market tightens I can still meet my goals and earn my bonus' and commissions?" Book: SNAP Selling by Jill Konrath
How to Differentiate Yourself in the Marketplace
June 14, 2022 09:00 - 25 minutes - 46.7 MBLightning Round: Top 10 Strategies to Dominate Your Market Question: Sharona from Dublin asks, "For years we have had the dominant market share in our region. But with new competitors entering the marketplace. globalization, and the shift to customer's controlling the buying cycle, we have been steadily slipping for the last three years. This downward trend is troubling me, and I am wondering what we can do to reestablish ourselves as the market leader and stop the bleeding." Boo...
Should You Provide Consulting Before a Sale?
June 07, 2022 09:00 - 24 minutes - 45.8 MBYea or nay? Should salespeople provide consulting ahead of the sale? Lightning Round: 10 Ways to Increase Your Value with the Customer Before the Sale Question: Dianna from St. Louis asks, “I have two big customers I’m trying to close, but both of them keep asking me for more information. I feel like they’re just trying to take advantage of my industry knowledge. Where do I draw the line? What we sell is equipment, we don’t even consulting services!" Book: Trillion Dollar Co...