Lessons in Adversity From a Father, Triathlete and 9-time Cancer Survivor with Brian Balmes
Release Date: 02/06/2025
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 welcomes Brian Balmes—a long-time Sandler advocate and the Sales Manager at Mayer Electric Supply. Brian’s inspiring story goes far beyond his professional success.
To find our handout for this episode, click here.
As a nine-time cancer survivor, Brian shares profound lessons on overcoming adversity, building resilience, and developing unshakable mental and emotional toughness.
We’ll also dive into practical strategies for time management and mindset mastery, exploring how to stay focused when plans derail and challenges arise.
- Brian starts by sharing his transition from engineering to technical sales.
- Brian opens up about his 26-year cancer journey, surviving nine battles and enduring chemotherapy for a high-grade tumor.
- How Brian’s cancer journey taught him to master time management and focus on what truly matters. He turned his challenges into a blueprint for prioritizing life's most important aspects.
- Brian explains how, despite a demanding life, he prioritizes fitness to stay grounded.
- How cancer pushed Brian to focus on what he could control instead of what he couldn’t. His mantra of controlling the controllable became a game-changer in navigating adversity.
- Understand that even doing the smallest tasks to the best of your ability builds pride and confidence.
- Brian explains that when life feels overwhelming, the key is knowing what to prioritize. By giving and taking where necessary, you can create a sense of balance even when life gets hectic.
- Mark shares his thoughts on breaking down big goals into manageable steps while keeping the bigger picture in mind.
- Why consistency and goal setting matter more than the size of your achievements. Small, consistent actions can lead to extraordinary results over time.
- How having one big goal with smaller milestones helps you stay motivated. Brian shares why these incremental wins pave the way to reaching your ultimate objective.
- Mark and Brian cover ways salespeople can learn to weather dry spells, keep emotions steady, and stay proactive.
- When sales are slow, Brian reminds us that better days are always ahead. Although they might not come immediately, knowing they’re on the horizon can keep you optimistic.
- Mark explains why you should never take bad situations personally. He believes that challenges often have nothing to do with your worth and sometimes are beyond your control.
- How practicing gratitude can help you stay positive during tough times.
- Mark and Brian discuss how writing down what you’re thankful for helps you see the abundance in your life, even when challenges arise.
- Writing down the good in your life reminds you of your blessings and keeps negativity in check.
- How focusing on what you can influence leads to better outcomes. Brian shares that even when you can’t control everything, you can still take steps to improve your situation.
- The power of logical thinking in helping salespeople process challenges more effectively--there is value in focusing on facts rather than emotions when making important decisions.
- Brian shares why he refuses to let cancer define his identity. He focuses on living his life fully and staying true to who he is, regardless of the circumstances.
- The benefits of taking action during trying times. According to Mark, moving forward, even in small ways, is a powerful way to overcome challenges.
- Why compartmentalization is essential for managing life’s ups and downs. Mark explains how separating different aspects of life helps maintain focus and emotional balance.
- Mark and Brian agree that saying “no” can be a game-changer for time management. Mastering this skill ensures you focus on what truly matters.
- Why self-pity can keep you stuck during tough times. Brian encourages salespeople to find ways to move through adversity instead of staying in a cycle of negativity.
- Brian shares a moving story about meeting another cancer warrior. Their interaction demonstrates the profound impact of connection and mutual encouragement.
- Brian exemplifies what it means to have high self-confidence. His mindset and resilience serve as an inspiration for those looking to build their own self-belief.
Mentioned in This Episode:
BuildingYourSalesEngine.com/follow
BuildingYourSalesEngine.com/sandler
Brian Balmes on LinkedIn