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.
Lightning 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...
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?”
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: 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.
Lightning 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
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 ...
Lightning 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.
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...
Lightning 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
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: 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
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?"
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