The Truth About Value-Based Selling That Most Salespeople Never Learn
Building Your Sales Engine
Mark McGraw sits down with Josh Pitchford to unpack one of the most misunderstood concepts in sales: Value. You’ll learn what it actually means to deliver value, why it’s different for every buyer, and how to uncover it by focusing on the customer's needs. To find our handout for this episode, click . Tune in to hear practical tips, real-world insights, and a fresh perspective on value-based selling. Josh starts by explaining why most salespeople struggle with “bringing value” in sales: Because we assume we know what the other person wants. According to Josh, value is one of the most...
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Breaking Into New Markets with Harris Fogel
Building Your Sales Engine
Mark McGraw sits down with Harris Fogel, founder of TechCPG—a company that helps organizations break into the U.S. market and work with consumer packaged goods (CPG) companies. To find our handout for this episode, click . You’ll learn how to enter new markets, define your ideal client profile, and build a go-to-market strategy that actually gets results. Tune in to hear Harris break down what it really takes to succeed in the U.S. market, the benefits of having a local guide in a new market, and how to win over your first customers in a brand-new region. Harris starts by sharing how...
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The 3 Rules That Transformed My Sales Career — And My Life — with Terry Turley
Building Your Sales Engine
Mark McGraw sits down with Terry Turley, the Senior National Sales Director at Primerica. Terry shares the habits and principles behind his extraordinary rise from a nervous, struggling salesperson to leading over 600 offices across the country. You’ll learn why systems, accountability, and a guiding life philosophy are essential to winning both professionally and personally. To find our handout for this episode, click . Tune in to hear practical insights on mastering sales with authenticity, the power of lifelong learning, and how to build a sustainable, purpose-driven career. Terry...
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Grow Your Pipeline Through Strategic Partners with Sheri Spencer Bachman
Building Your Sales Engine
Mark McGraw sits down with Sheri Spencer Bachman to unpack what really makes business partnerships work. Sheri shares practical insight on how to choose the right referral partners, why trust is the key to stronger business relationships, and what it takes to build a network that keeps sending you business. To find our handout for this episode, click . Tune in to learn how to design a strategic partnership strategy that wins you more leads, better clients, and long-lasting partnerships. Sheri starts by revealing how she met Mark—he walked into her office 18 years ago. No hard sell, just a...
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Inside the Mind of Top Salespeople with Tim Geisert
Building Your Sales Engine
Mark McGraw sits down with Tim Geisert to break down how to be a great salesperson in today’s ultra-competitive market. To find our handout for this episode, click . Tim shares practical strategies for building trust, navigating complex deals, and identifying top performers—not just by talent, but by the competencies they bring to the table. Learn how to avoid the “happy ears” trap, why checklists are a salesperson’s best friend, and what really separates modern sales winners from the rest. Tim shares how a near-accident during a crosswind, caused by an old knee injury, forced him...
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Dealing with Difficult Conversations with Markku Kauppinen
Building Your Sales Engine
Mark McGraw sits down with Markku Kauppinen, an expert on conversations and behavioral styles, particularly the DISC model. To find our handout for this episode, click . Markku shares practical strategies for handling difficult conversations and reframing how we think about “difficult people.” Learn how to stay calm under pressure, use emotional control to close the deal, and lead more productive sales conversations. Markku starts by highlighting why the phrase “difficult people” sets us up for conflict. When you reframe it as “different people,” you open the door to empathy and...
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Using the BAT Framework to Accomplish Any Goal with Carlos Garrido
Building Your Sales Engine
Mark McGraw sits down with Carlos Garrido, founder of Miami Absolute, who’s nearly 100 pounds down and credits Sandler principles for the transformation. To find our handout for this episode, click . In this episode, Carlos shares how the BAT system (Behavior, Attitude, Technique) helped him reshape not just his business, but his health, mindset, and lifestyle. Tune in to hear how a strong health mindset can improve your life in and out of work. Carlos starts the conversation by explaining how Sandler principles apply beyond sales and into life. Carlos shares a powerful shift: “I...
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How to Become the Unselfish Salesperson with Brian Kavicky
Building Your Sales Engine
Mark McGraw sits down with Brian Kavicky, the most recent David H. Sandler Award winner. They dive deep into the concept of the unselfish salesperson and why putting the client’s needs first is the key to not just closing sales, but building long-term relationships. To find our handout for this episode, click . Tune in to hear Brian explain how shifting your mindset and serving your clients with integrity will help you close more sales and stand out as a trusted advisor in your field. Brian starts by revealing the title of his talk at the 2025 Sandler Client Summit: "Defying the Norm: The...
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The Power of Curiosity to Grow Sales with Andy Sherman
Building Your Sales Engine
Mark McGraw sits down with Andy Sherman to discuss curiosity and why it’s a superpower in sales. They cover how curiosity helps you stay grounded when conversations get tense, why it leads to better questions (and better outcomes), and what it takes to build it into a daily habit. To find our handout for this episode, click Tune in to hear the difference between using curiosity as a tactic vs. living it as a principle, and how this shift can change the way you sell, lead, and show up. Join us to learn how to get curious on purpose—and why it might be the most powerful habit you can...
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Pre-Call Planning Your Next Sales Call with John Rosso
Building Your Sales Engine
Mark McGraw is joined by sales legend and longtime friend John Rosso for a deep dive into the critical (and often overlooked) discipline of pre-call planning. Together, they unpack the four-step framework that turns average sales calls into powerful, purposeful conversations—and why skipping this step is not just inefficient, but borderline criminal. To find our handout for this episode, click . From defining clear objectives and setting upfront contracts to asking the right questions and getting your mindset right, this episode is packed with practical insights and real-world examples that...
info_outlineMark McGraw chats with Brock Faulkner, the CEO of Dornier MedTech Americas.
Tune in to hear actionable tips on building the right team for your company’s future, how Brock transitioned from employee to CEO, and the critical traits every great sales manager must possess.
To find our handout for this episode, click here.
Whether you're a leader, aspiring CEO, or simply passionate about professional growth, this episode is packed with wisdom you can immediately apply!
- Brock shares his journey of growth, showing how he transitioned from employee to CEO in the same organization. His story is proof that with the right mindset, you can climb any ladder.
- Brock highlights how forward-thinking separates thriving companies from those that fail.
- Most people get stuck in the daily grind, avoiding the bigger picture. Brock reveals how creating a collaborative culture helps everyone focus on long-term goals.
- Brock shares an incredible achievement: for over a decade, they’ve never missed a quarterly meeting.
- Mark explains how building a clear vision is the foundation of every successful business. Brock adds that sometimes, you need to pivot when what you're doing isn't working.
- By shifting from capital equipment to consumables, Brock grew his company by 30% annually in a 3% market. He shares the bold decisions that made this transformation possible.
- Brock emphasizes the importance of hiring based on where you’re going, not where you are. He shares how firing half the sales team within 90 days transformed the company’s trajectory.
- A plan only works if your daily behavior aligns with it. Learn what it takes to focus on the right priorities and build a discipline of execution.
- Brock makes it a habit to carve out time for strategic thinking, ensuring the company stays on the right path. It’s a discipline that drives meaningful progress.
- Good sales managers connect with every level of their organization, mentoring and coaching effectively. They know how to communicate adjustments and inspire their team.
- Sales leaders must understand which data matters and how to use it to manage people.
- Mark explains why being a VP of sales is the most challenging role in business. It demands relentless focus on results and people.
- Brock’s team invests heavily in hiring, using behavioral tests to ensure candidates are the right fit. They set clear expectations so new hires know exactly what they’re signing up for.
- For Mark, sales is not easy, but it’s simple. The core selling principles are not necessarily difficult to do, they just take some work to go make it happen.
- The best salespeople never stop learning and growing. Before hiring, Brock demands candidates must commit to three hours of training monthly to improve their skills.
- Mark reminds us of a simple truth: you can’t hold people accountable for something you never clarified.
- The value of being the best at your current role--and how continuous improvement and a love for learning can fuel a faster career trajectory.
- Even with years of leadership experience, Brock reveals he was overwhelmed by the magnitude of becoming CEO.
- Brock shares how focusing only on features and benefits was holding the sales team back. The real game-changer was teaching them to ask better questions and connect with clients.
- According to Brock, if the numbers are off, it’s usually a behavior, attitude, or technique issue. Every sales leader needs to learn how to troubleshoot and solve these problems.
- Sales is tough. The last thing most sales reps need when they're having a tough quarter is their sales manager being all over their back.
- Brock explains how encouragement and motivation can help turn things around for a struggling sales rep.
Mentioned in This Episode:
BuildingYourSalesEngine.com/follow
BuildingYourSalesEngine.com/sandler
Brock Faulkner on LinkedIn
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