Sales Logic - Selling Strategies That Work

Lightning Round: Top 10 Ways to Increase Your Sales Effectiveness

Question: Peter asks, "As sales continues to shift from a traditional B2B supplier perspective (products focus) toward a more retail customer centric focus, I'm very interested to know if it would be more effective for field sales teams to understand their business partners' buyers or key decision makers' KPIs (excluding monetary incentives)...

Lightning Round: Top 10 Ways to Follow-up Without Being Annoying

Question: Renee from Montreal asks,  "I'm a VP of Sales at a growing SaaS company. Marketing generates a ton of leads, but my team says they're not qualified. What's the best way to get sales and marketing aligned without constant finger-pointing?"  

Book: They Ask, You Answer by Marcus Sheridan

Lightning Round: Top 10 Things that Kill a Deal Before the Proposal

Question: Darren from Austin, TX asks, "I've been in sales for 15 years and lately everything feels harder. The scripts, the follow-ups, even the buyer conversations that used to work just fall flat. How do I rewrite my sales playbook to connect with today's buyer without feeling fake or pushy?"

B...

Lightning Round: Top 10 Ways to Sell More in 4th Quarter 

Question: Christine in Denver asks, "We're great at signing new clients, but I feel like we lose momentum right after the deal closes. What are the best practices to keep customers engaged and excited during the first month?"

Book: Never Lose A Customer Again by Joey Coleman

Topic: The "Danger" of Selling Into One Vertical

Lightning Round: Top 10 Ways to Retain Customers 

Question: Jordan from Chicago asks, "I have had a bad year. I sell into Manufacturing and I have five major clients. I have taken such perfect care of them, my competition could not get in. But this year, out of nowhere, my largest got new leadership and changed vendors without even telling me? T...

Lightning Round: Top 10 Favorite Sales Tools

Question: Rowena from the British Virgin Islands asks, "I'm active on LinkedIn but I'm not seeing results. I'm so frustrated. I listen every week so I'd ask experts should I double down on posting more or is there a smarter way to turn my online presence into real sales conversations?"

Book: 'Fanatical Prospecting' by Jeb Blount  and 'The LinkedIn E...

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 epis...

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 la...

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 T...

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, and our signature li...

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 need to sel...

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 Va...

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 getting new cus...

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...

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 buyers c...

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 techniques can work together, ...