Sales Logic - Selling Strategies That Work

Lightning 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 ...

Lightning 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...

Lightning 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 Objecti...

Lightning 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 ...

Lightning 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 ...

Experiencing 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 ...

TRUST - 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 li...

Lightning 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 ...

Lightening 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 d...

Lightening 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 Day...

Lightning 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 uphi...

Lightning 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 motiv...

Lightning 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:...