Sales Logic - Selling Strategies That Work
Sales Logic Podcast
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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.
Available episodes
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5 days ago
How to Navigate Pressure in Sales
Lightning 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 are up years and down years—but how do I handle the pressure coming from the higher ups?
Book: Salesman on Fire by Carson Heady
FREE TOOL: How to Successfully Navigate Pressure In Sales .. email us at: hello@SalesLogicPodcast.com !
Sales Logic Live: May 24, 2023 Dallas TX or online
More info at: https://www.saleslogicpodcast.com/sales-logic-live/
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Mar 7, 2023
What Sales Teams Should Track and Why It Matters
Attend 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 you determine what to track? How should we track it? How will I know I have made the right decisions for my team?”
Book: The Power of Discipline by Daniel Walter
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Feb 28, 2023
How to Stay Client-Focused When Your Sales Leader Is Results-Focused
Lightning 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 something else.
I love Sales Logic with you and Mark - and just wonder what you would recommend for someone who cares more about the client's experience instead of the numbers?”
Book: Selling from the Heart by Larry Levine
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Feb 21, 2023
How to Finish the First Quarter Strong
LIghtning 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 without my team focused on opening more doors.
Book: How to Get a Meeting with Anyone by Stu Heincke
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Feb 14, 2023
ChatGPT and the Future of Sales
Lightning 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
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Feb 7, 2023
Selling in a Global Marketplace
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 Global Accounts by Dr. Barbara Weaver Smith
Join Meridith Feb. 9th at 12 p.m. EST for New Year’s ReSOLUTIONS
Learn from Mark and Meridith about selling during difficult times in their joint Calendly Webinar, How to Fill Pipeline During Economic Uncertainty.
February 9th at 4 p.m. EST
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Jan 31, 2023
Reactivating the Dormant Customer
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 past, and from us.”
Book: The Bonus Round by Patrick Tinney
Also check out: Perpetual Hunger and Unlocking Yes
+Find more info on the Calendly webinar here.
+Register for Meridith's 2023 ReSOLUTION Masterclass here.
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Jan 24, 2023
The Changing Role of the Sales Professional
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 this impact sales professionals?"
Book: Who Not How by Dan Sullivan
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Jan 17, 2023
How to Turn Objections into Opportunities
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 Objections and How to Overcome Them by Stephen Schiffman
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Jan 10, 2023
How to Craft the Right Sales Conversation
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 conversation?”
Book: ASK by Ryan Levesque
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Jan 3, 2023
What Makes a Great Annual Plan
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.
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Dec 27, 2022
The Power of an Effective Sales Strategy
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
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Dec 20, 2022
Sales Trends and Technology for 2023
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 Susie Deville
This episode sponsored by Calendly.
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Dec 13, 2022
How to Maximize Year-End Selling
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.
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Dec 6, 2022
How to Find the Time to Sell
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 I do?"
Book: Own Your Day: How Sales Leaders Master Time Management, Minimize Distractions, and Create Their Ideal Lives by Keith Rosen
This episode sponsored by Calendly.
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Nov 29, 2022
Building Trust in a Virtual World
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 like meeting via zoom or phone now, and the cost savings are incredible. How do I help my team make the transition - both mentally and in their ability to improve their relationships and trust-building skills?"
Book: Look Me in the Eye by Julie Hansen
This episode sponsored by Calendly.
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Nov 22, 2022
How to Grow Relationships and Build Your Team through Gratitude
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 - what can I or should I do to show them how thankful I am for their support?"
Book: The Business of Gratitude by Steven Littlefield
This episode sponsored by Calendly.
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Nov 15, 2022
How to Network and Create Centers of Influence
Special Episode with Larry Levine!
Lightning Round: 8 Ways to Create Centers of Influence and Power
Book: Selling from the Heart by Larry Levine
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Nov 8, 2022
The Dos and Don'ts of New Customer Onboarding
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 do you put together an effective customer onboarding strategy?
Book: Onboarding Matters: How Successful Companies Transform New Customers Into Loyal Champions by Donna Weber
This episode was sponsored by Calendly.
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Nov 1, 2022
How to Sell Successfully When Your Product, Role, or Market Are New
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
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Oct 25, 2022
The Power of the Sales Process
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 Days To Sales Success by Meridith Elliott Powell
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Oct 18, 2022
How to Create Sustainable Sales Growth
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
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Oct 11, 2022
The Dos and Don'ts of Social Selling
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 uphill battle. My question is should I give up? Should I keep trying? And if I keep trying what are some good ways to convince my team this is the way to go?"
Book: LinkedIn & Social Selling For Business Development - Brynne Tillman
* We apologize for the audio issues on Mark's end during this episode. These issues will promptly be resolved for future episodes.
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Oct 4, 2022
How to Capitalize on a Shifting Marketplace
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 motivated, committed and selling?"
Book: The Winning Playbook by Rob Welsh and Jonathan R. Scott
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Sep 27, 2022
How to Know When to Fire a Client
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: FIRE Your Customers by Humza Chowdhry
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Sep 20, 2022
How to Close Sales at Full Price
Lightning 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
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Sep 13, 2022
What Makes an Inside v.s. Outside Sales Rep Successful?
Lightning 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
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Sep 6, 2022
Is Your Value Statement Helping or Hurting You?
Is 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 nor uses a value statement. Probably one of the most important parts of the sales process. Where do we start?”
Book: Value Propositions that Sell by Lisa Dennis
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Aug 30, 2022
How to Exercise Self-Discipline in Sales
Lightning 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
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Aug 23, 2022
How to Sell to Large Accounts
Lightning 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
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Aug 16, 2022
How to Be an Innovative, Cutting-Edge Sales Leader
Lightning 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
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Aug 9, 2022
Sales Habits of the Top 1%
Lightning 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
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Aug 2, 2022
Why Salespeople Struggle with Prospecting
Lightning 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
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Jul 26, 2022
Top Strategies to Create a Sales Culture
Lightning 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.
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Jul 19, 2022
How to Lead a Front-Line Sales Team
Lightning 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
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Jul 12, 2022
Is Sales an Art or a Science?
Register 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 making quota. What should I do?"
Book: How to Win Friends and Influence People by Dale Carnegie
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Jul 5, 2022
How to Be an Effective Sales Leader
Lightning 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 make it, register anyway and you’ll get the replay. https://thesaleshunter.com/saleslogicvirtualevent/
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Jun 28, 2022
The Power of Being Prepared
How, 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?"
Book: Selling The Price Increase by Jeb Blount
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Jun 22, 2022
How to Inflation-Proof Your Pipeline
Lightning 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
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Jun 14, 2022
How to Differentiate Yourself in the Marketplace
Lightning 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."
Book: Sell It Like a Mango by Donald Kelly
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Jun 7, 2022
Should You Provide Consulting Before a Sale?
Yea 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 Coach by Eric Schmidt, Jonathan Rsoenberg and Alan Eagle
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May 31, 2022
How To Get Out of the Price War
Lightning Round: How To Build Customer Value - Top 10 Strategies
Question: Jan from Lincoln, Arkansas asks, "I own a small software company. We sell to small manufacturers. All of our competitors use third world labor, and develop software in countries where everything is less expensive. We are getting killed on price, my sales team wants me to lower the price, and while I empathize, if I go any lower it will cost me money to be in business. What do I do? Can I still compete?
Book: Jeb Blount - Selling The Price Increase
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May 24, 2022
How to Design a Strong Sales Strategy
WANTED: Strong, effective sale strategy. Mark and Meredith answer, what it is, why you need one, and how it works.
Lightning Round: Top 10 Ways To Get Your Sales Team Focused
Question: Haytham Radwan asks, "What is the strategic plan for a sales manager in a new market and a new country with different culture?"
Book: Blue Ocean Strategies by W. Chan Kim
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May 17, 2022
How to Effectively Nurture a Lead
How do you go about nurturing a sales lead that is not quite ready?
Lightning Round: Top 10 Ways To Nurture An Existing Customer
Question: Don, from Des Moines - Every year I make a list of clients I want to do business with - my dream clients - these are the ones that are going to take a while to even get in the door let alone close the deal. So I was wondering, what is the best way to stay in touch with prospects like this?
Book: How To Grow Your Business LIke A Weed - by Stu Heincke
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May 10, 2022
How to Overcome a Sales Objection
Lightning Round: Top 10 Ways to Deal with a Sales Objection
Question from the audience: Andy from Seattle asks: How do you deal with an objection when you know there’s no way what you have to offer can overcome the issue?
Book: Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No by Jeb Blount
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May 3, 2022
Is the Cold Call Dead?
Is the cold call dead? If not, how can you make an effective one in today's new virtual sales world?
Lightning Round: Top 10 Ways To Sell Into A New Market
Question: Gabriela from Venezuala - I am starting a new division for my company - we have no existing customers - a brand new product line for us - and I have four brand new sales people. All of them skilled, but not at selling this product per say or to this target market. In order to hit our numbers we are going to have to cold call.I have been in sales for years - so I am wondering how has cold calling changed? Is it still the right way to open a new market? How do I direct my sales team?
Book: 30 Days To Sales Success - Meridith Elliott Powell
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Apr 26, 2022
What Makes a Great Sales Leader
What makes a Great Sales leader - How to Know You Have One and What To Do if You Don’t
Lightning Round: Top 10 Ways to Develop or Attract a Great Sales Leader
Question: Renaldo from Barcelona - I just got my finance director and CEO to approve and add into the budget my first national and international sales manager. I have so many questions as I start the journey to hire one. What skills do they need to have? What experience, and where should I look for one? What if any interview suggestions do you have?
Book: Employees First - Donna Cutting
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Apr 19, 2022
How to Become a Sales Expert in Your Customer's Mind
Lightning Round: 10 Ways to Be Seen as the Expert by Your Customers
Question: Fran from Atlanta asks: I have a great sales territory, my customers really like me, but it feels like my main competitor gets all the business. We distribute virtually the same items, same prices but he gets the business as he’s seen as the veteran expert who can answer everyone’s questions.
Book: Elite Sales Strategies by Anthony Iannarino
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Apr 12, 2022
How to Create Value Your Customers Expect
Lightning Round: Top 10 Ways to Create Real Value with Your Customer
Question: Herman from South Africa asks: All my customers want from me is a price quote on the best solution possible. They don’t care about meeting with me, they just want an answer and if I can’t give them a cheap price they’ll go elsewhere. What should I do?
Book: Right on the Money: New Principles for Bold Growth by Colleen Francis
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Apr 5, 2022
How Do I Motivate Myself?
Lightning Round: 10 Ways to Motivate Yourself
Question: Stephanie in Toronto asks; “I lead a team of BDRs, they split their time...it seems they’re far more active and the results reflect it. How can I get them to be more motivated when working from home?
Book: Can’t Hurt Me by David Goggins
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Mar 29, 2022
The Value of Knowing Your Competition
Lightning Round: Top 10 Things You Need To Know About Your Competition
Question: Jordan from Israel – “We are in negotiations with a client we really want, and it is down to us and one of our competitors. Our client keeps telling us that that while they like our team and product, our competitor has a great team too and is less expensive. How do I help my team compete with that?”
Book: Eat Their Lunch – Anthony Iannarino
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Mar 22, 2022
The Power of the Upsell
The Power of the Upsell: What it is, Why it Matters and How to Do it.
Question: Hank from Biloxi Mississippi - "It has been two years since our sales team has been out face to face with customers, and we have more than dropped the ball on doing our cross sells and upsells - the last two years has been about keeping our head above water. Now we need to get back with it - what is the best way to get my sales team conditioned to upsell and cross sell again?"
Book: Impact Players: How to Take the Lead, Play Bigger, and Multiply Your Impact by Liz Wiseman
Lightning Round: Top 10 Upselling Strategies
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Mar 6, 2022
How to Sell a Price Increase
How To Sell A Price Increase
Question: Pauline, Miami Florida asks; “We are in the construction industry and in the last year we have had a 100% price increase due to materials, demand and supply chain. My sales team is telling me they cannot sell that level of price increase despite the fact that all of our competitors have had major - about the same - price increases too.
Book: Relevant Selling: Research Proves Customers Value More Than Just Price
- Jaynie L. Smith
Lightening Round: Top 10 Ways to Sell Risk and Value
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Feb 20, 2022
How and Why to Fire a Client
Yes, you can fire a client.
Question: Randall from Park City Utah asks; “I have a client that has been with us 20 years, and for the last five we have had challenges. They send us a ton of work, but they have so many structural issues within their company that our solutions are not working. I have looked into everything we are doing and I cannot find anything wrong on our side - however the client has leadership issues, execution issues and I feel like they are trying to use our product to solve a problem that is a much deeper issue. How do I present them with this information?”
Book: Millionaire Success Habits - Dean Graziosi
Lightening Round: Top 10 Ways To Fire A Client
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Feb 12, 2022
Strategies to Land the Big Deals
Strategies to Land the Big Account
You have a big account you know you can help but how you get in is tough, finding the right people can be even harder. Knowing how to do both is essential if you want to ever close the really big sale
Listener Question: Scott from New Orleans asks; “I have a defined list of 50 large prospects to go after. What is the best approach I should be taking, none of these companies know what we do, at best they will know us for what we used to be but that’s not what we are trying to be today as we’re part of a much bigger company. Help!”
Recommended Book: Flip the Script by Oren Klaff
Lightening Round: 10 Things you need to be doing to land the big sale
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Feb 12, 2022
Getting the ROI Out of Your CRM
We discuss in this episode the importance of a CRM system, why you need one and how to get your team to be engaged on it.
Listener Question: Lena from Krakow Poland "We have heavily invested in Salesforce for our CRM - we bought it, hired trainers, done coaching - but still I am struggling to get our team to use our CRM.
Recommended Book: The Ultimate CRM Guide by John Freeland
Lightening Round: Top 10 reasons you should use a Customer Relationship Management System
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Jan 31, 2022
Selling from a Place of Power Not Need
Title: Selling from a Place of Power, Not Need Selling from a position of power rather than a place of need is how you maximize the value the customer receives and the revenue you get from the sale.
Listener Question: Sonya from San Antonio asks: I am the CRO of a growing company. I have been hands-on with our largest division for the last two years building a world class sales organization. This division accounts for 75% of our revenue. In 2022 I need to turn my attention to starting two new divisions. How do I invest the time I need to invest in starting these two new division, while ensuring that this division I have designed does not lose steam. We need to lessen our dependence on our cash cow - but need them to keep producing.
Book: Scaling Up by Verne Harnish
Lightening Round: Top 10 things you need to do to sell more effectively this week
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Jan 25, 2022
How to Build a Sales Culture That Every Team Member Feels Connected To
Question: "I am a CEO of a growing start-up that needs to become a real business. We have been in business for ten years and last year, the-you-know-what hit the fan. We grew by 60 employees and I can feel the bureaucracy is taking over. I feel like operations, finance, and fulfillment are slowing us down – we seem to be becoming the company of 'no.' How do I turn this ship and get everyone on board to believe that being nimble and flexible is key to our customer experience? I need everyone to be in sales - help." - Christian from St. Paul, Minnesota
Suggested book: Sell Without Selling Out by Andy Paul.
Lightning Round: Top 10 ways to ensure sales is top of mind for every team member.
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Jan 15, 2022
Upskilling Your Sales Team
Topic: How to Upskill Your Sales Team
Question: "I need to hire three new salespeople this quarter - we are growing so fast. Salespeople are hard to find, even harder to onboard - any tips or ideas?" – Santiago in Portugal
Book: Inked by Jeb Blount
Lightning Round: Top qualities of successful salespeople - what to look for and what to avoid.
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Jan 9, 2022
What Exactly Are Sales Habits, & Why Do You Need Them?
Question: "We are a growing company with a product that seems to sell itself. But last year I fired my sales director and just hired a new person to take the role. I am so excited about her background, but want to get her started off on the right foot. What should her onboarding look like and what expectations should I set?" – Blanche from St Petersburg Florida
Book: The 25 Habits of Highly Successful Salespeople by Stephan Shiffman.
Lightning Round: Top sales habits for 2022.
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Jan 8, 2022
The Power of Strategic Selling
Strategic Selling – What is it, what does it mean, and why it is so important in today's uncertain marketplace?
Question - Leona from Portugal - Hi Mark and Meridith, I listen all the time - thanks so much for this podcast... So here we are kicking off 2022, and I need my team to take sales calls more seriously. They need to plan for them and use sales technology and CRM system to create a real sales process. Any ideas? Feels like I have been beating this drum for the last few years, but no movement. They are stuck doing things the same way they always have. But 2022 is going to be tough with supply chain issues, inflation - we have to get more efficient and more productive. I need them to be open to new ways of doing things.
Book - Mastering the Complex Sale by Jeff Thull
Lightening Round: Top 10 Ways to Be more productive and efficient in 2022
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Dec 28, 2021
Sales Logic Podcast: Your 2022 New Years Sales Resolutions
Title: What does 2022 hold in terms of sales and business growth?
Question: Ron from Tucson - Excited about 2022, and what our sales team can accomplish. The past two years, government regulation was in our favor. However, first quarter of this year, that regulation will go away. How do I get my team to stay focused, and on track without the help of the government forcing people to buy our products?
Book: Marketing Espionage - Heather Lutze
Lightening Round: Top New Year's Sales Resolutions
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Dec 20, 2021
Sales Logic Podcast: Are You “Sales Ready” for 2022?
What does it mean to be sales ready for 2022, and what strategies do we need to have in place?
Question: "For some reason, in my industry, customers are hesitant to give out the current vendors. When I ask them they refuse to say, what should I do?"
Reading: Sales Experts Tips by Ollie Whitfield
Lightning Round: 10 strategies you need to put in place in the next 10 days.
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Dec 9, 2021
Sales Logic Podcast: The Right Gift Giving Strategy For Clients
The Right Gift Giving Strategy For Clients
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Dec 4, 2021
How to Get Prospects To Respond
How to Get Prospects To Respond
Question from Eduardo Spokane Washington: Our team has done so much work on identifying our ideal customer profile. We have great prospects lists, and we are sure that our product is the right solution for them. The challenge is we make the contact, but more often than not prospects just don't respond - crickets - can you help? What are we doing wrong?
Book: High Profit Prospecting - Mark Hunter
Lightning Round: Top 10 Strategies To Get To The Decision Maker
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Nov 24, 2021
Sales Logic Podcast: Thankful in the sales process
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Nov 15, 2021
Sales Logic Podcast: Building Capacity in Your Sales Team
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Nov 9, 2021
Sales Logic Podcast: Selling Through The Holidays-YES or NO
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Oct 30, 2021
Sales Logic Podcast: Mastering the Referral
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Oct 26, 2021
Sales Logic Podcast: Has Sales Changed
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Oct 17, 2021
Sales Logic Podcast: Mastering The Enterprise Sale
Sales Logic Podcast, Mastering the Enterprise Sale
Toughest Sales Problems Solved. Proven, Actionable and Logical Sales Strategies. Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomes logical.
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Aug 25, 2021
Sales Logic Podcast: In Person vs Virtual Sales Calls
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Aug 15, 2021
Sales Logic Podcast: Why the right target Matters
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Jul 15, 2021
Live From Vegas!
Live from #Influence21 in Vegas... it's Sales Logic! Today, Mark and Meridith talk about the power of a Sales Mastermind.
Andy from Savannah, Georgia says, "I have been in a sales mastermind for more than two years. The group started off strong, four of us got together, and were really helping each other achieve our goals. Now we have lost steam, some of us miss meetings, we have no structure, and it just feels like a waste of time. Should I give it up or try to get us motivated again - what advice do you have?"
Book recommendation: Sales Success by Colleen Stanley
Lightning round: Top strategies for making your sales mastermind a success
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Jul 6, 2021
Third and Fourth Quarter: Are You Ready?
Meridith and Mark discuss why the third and fourth quarter are so important in sales and what you should be doing to prepare for them.
Marina in Ashbury Park, NJ asks, "This has been a tough year for our business. I work in the healthcare field and demand has been high but supply has been a struggle, if not impossible at times. What is your best advice for how I handle my pipeline through the end of the year?"
Book recommendation: How Good Humans Sell - The Proven Path to B2B Sales Success by: Catherine Brown
Lightning round: Top strategies to finish 2021 strong
Submit your questions at #SalesLogic or at: saleslogicpodcast.com
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Jul 1, 2021
How Do You Sell Strategically in an Uncertain Marketplace?
Meridith and Mark go in-depth about Meridith's new book Thrive and what qualities salespeople need to possess to thrive in uncertain times.
Juan in San Diego asks “I sell into one of the toughest industries right now - restaurants and lodging. It has been tough. How do I need to change my sales process to be more effective at helping my clients get through these challenging times or do I?
Book recommendation: THRIVE - Turning Uncertainty To Competitive Advantage by: Meridith Elliott Powell
Lightning round: How to stay motivated, focused and successful in an uncertain marketplace.
Submit your questions at #SalesLogic or through our website: saleslogicpodcast.com
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Jun 29, 2021
Outbound Conference Highlights
Live from the OutBound Conference ... it's Sales Logic Podcast!
Meridith and Mark share the insights they took away from this year's OutBound Conference.
John asks: “What other marketing questions were top of mind?'
Book recommendation: Eat Their Lunch by: Anthony Iannarino
Lightning round: Top things we learned from OutBound.
Get your tickets for OutBound 2022 at outboundconference.com/home22/
Submit your questions at #SalesLogic or through saleslogicpodcast.com
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May 5, 2021
Sales Logic Podcast: TRUST
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Apr 28, 2021
How to Make Networking Part of Your Sales Process
Your 3 greatest assets are your time, mind, and network. That's why in this episode, Meridith and Mark are offering practical ways to include networking in your sales process.
Chris in Seattle asks: “What are the criteria for determining if a networking event is worth attending?”
Book recommendation: The Introvert’s Edge to Networking by Matthew Pollard
Lightning round: Networking secrets we've never shared before.
Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com
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Apr 6, 2021
Emotional Intelligence and Sales
Meridith and Mark discuss the importance of emotional intelligence in sales and how you can use EQ to your advantage!
Cynthia in Denver asks: “My company is making us go through emotional intelligence training. I am finding it very interesting, but struggling with how it is going to really apply to my sales process. Can you help?”
Book recommendation: Emotional Intelligence for Sales Success: Connect with Customers and Get Results by Colleen Stanley
Lightning round: Top clues your customers are giving you without saying a word
Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com
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Mar 30, 2021
How to Work with Purchasing Departments
Meridith and Mark talk all about working with purchasing departments and how you can be more confident and effective in doing so.
Holly in Miami asks: "When does it make sense to go over your buyer’s head when they’re not giving you the information you need?"
Book recommendation: Selling to Big Companies by Jill Konrath
Lightning round: Best practices for dealing with a purchasing department.
Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com
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Mar 23, 2021
Insider Secrets for Selling to the C-Suite
Meridith and Mark share their tips and insights on what it takes to get into the exclusive club: The C-Suite. Tune in and learn how to leverage your network and sell to C-Suite executives.
Umar in Senegal poses the problem: “I have been in sales for more than 20 years, always selling into the same industry. I recently took a new role within our company and have gone from selling to manufacturing reps to selling to the C-Suite. I am struggling to make the transition. I know the product, believe in our product, and if I can get in the door, I can make the sale. The problem is I just can’t get in the door.”
Book recommendation: Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top by Nicholas A. C. Read and Stephen J. Bistritz
Lightning round: Best ideas to get past the gatekeeper.
Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com
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Mar 19, 2021
Handling Objections: Best Strategies for Getting Past "No"
This week, sales experts Meridith Elliott Powell and Mark Hunter discuss actionable strategies for getting past "no" in sales and how you can optimize your time with clients.
John in San Diego asks, "I have a client that has been my client for four years – they beat me up on price, take a lot of my time and frankly, I don't enjoy working with them. Can I fire a client? If so, how?"
Book recommendation: Go for No by Andrea Waltz and Richard Fenton
Lightning round: How to know when it's time to fire a client.
Submit your questions at #SalesLogic or through our website: saleslogicpodcast.com
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Mar 15, 2021
What Does it Take to Stay Motivated and be an Optimist?
This week, sales experts Meridith Elliott Powell and Mark Hunter dive into the art of being an optimist – even when surrounded by pessimists.
Tim from Dallas asks, "My boss is negative and much of the sales team is negative, too. Is there anything I can do or should I just leave?"
Book recommendation: 7 Habits of Highly Effective People by Stephen Covey
Lightning round: Tips to stay motivated.
Submit your questions at #SalesLogic or through our website: saleslogicpodcast.com
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Mar 2, 2021
How Has Research Changed in the Virtual World?
This week, sales experts Meridith Elliott Powell and Mark Hunter discuss the pandemic's effect on researching and sales.
Kwan from Singapore asks, "How do you research prospects before a call or meeting? What information do you look for?"
Book recommendation: Business Made Simple by Donald Miller
Lightning round: Best ways to add value to the client relationship.
Submit your questions at #SalesLogic or through our website: saleslogicpodcast.com
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Feb 18, 2021
Building a Relationship Business
Mark and Meridith tackle the importance of building relationships in sales.
Submit your questions to #SalesLogic or through our website: saleslogicpodcast.com
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Jan 17, 2021
Make January a Strong Sales Month
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Dec 16, 2020
Kickoff Meetings: Dos and Don'ts
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Dec 9, 2020
RFPs: To Do or Not to Do?
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Nov 13, 2020
Selling in a Virtual World
Mark Hunter and Meridith Elliott Powell discuss how selling has changed and how technology plays a part in your success.
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Sep 17, 2020
Are Your Customers Ghosting You?
COVID has changed a lot, and for many sales professionals, it's paralyzed customers. How do you get your customers off the sidelines and in the game? We'll tell you how in this episode of Sales Logic.
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Sep 10, 2020
How to Succeed with Virtual Selling
What exactly is the difference between in-person selling and virtual selling? What makes someone successful at selling virtually? Mark and Meridith answer those questions and more in this episode of the Sales Logic Podcast.
Don't forget to submit your question to Mark and Meridith! You might be in our next episode.
For more from Meridith, visit: https://meridithelliottpowell.com/
For more from Mark, visit https://thesaleshunter.com/
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Sep 5, 2020
Getting Noticed in a Covid Dominated World
The marketplace is very noisy with COVID news and rumors. This is on top of the regular competition you face. How do you get noticed? Mark Hunter and Meridith Elliott Powell answer that question and more in this edition of the Sales Logic Podcast.
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For more from Meridith visit https://meridithelliottpowell.com/
For more from Mark visit https://thesaleshunter.com/
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Do you have a question for us? Be sure to send it our way and maybe we'll answer on our next episode.
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Aug 27, 2020
Moving Your Sales Strategy Online
Many sales professionals are working to move their sales strategies from in-person to fully online. The question for this podcast episode is how to make online sales strategies work. Join Mark Hunter and Meridith Elliott Powell as they dive into this topic, as well as a few other important sales tips.
For more from Mark, visit https://learn.thesaleshunter.com/
For more from Meridith visit https://meridithelliottpowell.com/
You can always submit your question on social media using #saleslogic and maybe we'll use it on the show!
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Aug 20, 2020
Selling with Social Media
In this episode, Mark Hunter and Meridith Elliott Powell explore topics like social media, LinkedIn, Sales Navigator, and social selling. Is social media in sales a fad or is it here to stay? Is LinkedIn Sales Navigator worth it?
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If you have a question for Mark and Meridith submit it at saleslogicpodcast.com and it might be answered on the show. Remember, share this podcast with a friend. It's how we grow to help you grow.
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Aug 13, 2020
Prospecting and Follow Up
Join Mark Hunter and Meridith Elliott Powell as they discuss tips and tricks to sales prospecting. This episode of the Sales Logic podcast is brought to you by Vanilla Soft. Learn more about the show by visiting saleslogicpodcast.com and submit your question.
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Aug 9, 2020
When to Chase Prospects and When to Move On
In this episode of Sales Logic Podcast Mark Hunter and Meridith Elliott Powell explore how long you should stick with a prospect.
What should you do when they aren't responsive?
What about when current customers go cold?
They'll break down tips and tactics to deal with these situations.
Ask your sales questions by tagging us at #SalesLogic or visiting our website: saleslogicpodcast.com
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Jul 31, 2020
Sales Tips for a Virtual World
Join Mark Hunter and Meredith Elliott Powell as the discuss practical tips for selling in a virtual world. This includes how to set up a great Zoom call and the dynamics of video chats. You don't want to miss this episode. And of course, thanks to our sponsor Vanilla Soft.
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Jul 28, 2020
How to Find a Great Sales Job
How do you find a great sales job? What should sales professionals look for in a company? How do you identify a great sales manager?
Mark Hunter and Meredith Elliott Powell address these questions and more in this episode.
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