Get Buyers to Chase You, Not the Other Way Around with Jordan Eisner
Release Date: 03/06/2025
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
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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
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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
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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
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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
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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
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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
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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
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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 sits down with Jordan Eisner to discuss what makes a top salesperson and why a winning mindset is super important in sales.
Jordan shares how to build strong client relationships, ways to ask the right qualifying questions, and why sales is never about the money but about winning.
To find our handout for this episode, click here.
Tune in to hear why curiosity is a salesperson’s greatest asset, how to approach networking the right way, and ways to get your buyers to convince themselves that they need to buy.
- Jordan starts by describing his journey from consulting to sales.
- Mark and Jordan agree that sales is never about the money. While money is a great reward, it’s not the real reason top salespeople thrive. The true motivator is the thrill of winning and consistently delivering results.
- The key traits to look for when hiring salespeople. Jordan and Mark break down the qualities that separate average salespeople from top performers.
- Jordan reveals how their firm generates half of its annual revenue from existing customers. He explains how focusing on client relationships and continuously providing value makes upsells and cross-sells effortless.
- Every first Monday of the month, Jordan’s account executives are required to bring in an account and discuss why they are reaching out to them. This simple practice ensures that sales teams stay proactive in nurturing client relationships and generating referrals.
- Mark on the most underutilized way to get new business. Referrals are one of the easiest yet most overlooked ways to generate new sales opportunities. Mark shares how leveraging a “referral tree” can help build a steady pipeline of warm leads.
- How to build a strong sales culture. According to Jordan, a high-performing sales team is not built on just numbers and driving sales—it’s built on the environment you create.
- Jordan explains how a strong culture of support, accountability, and shared success can lead to better team performance.
- Why micromanagement never works. Mark and Jordan agree that a "my way or the highway" approach doesn’t work in sales. Setting clear expectations and giving salespeople the freedom to execute in their own way leads to better results.
- The power of asking “why” in sales – Jordan teaches his team to always ask "why" instead of blindly following instructions.
- Learn how curiosity can make you a top salesperson. By asking the right questions and actively listening, sales reps can build stronger relationships and uncover deeper needs.
- Jordan explains that people love talking about themselves, and the best salespeople tap into this by being genuinely interested in their clients.
- What to look for in a sales rep.While money motivation helps, Mark emphasizes that the desire to win is an even stronger predictor of success. He looks for candidates who are competitive, persistent, and eager to improve.
- Jordan shares why networking should never be about immediately trying to sell. Instead, building authentic relationships and providing value first leads to more meaningful business opportunities in the long run.
- Understand that people love to buy but hate being sold to. The best salespeople don’t push—they position themselves as trusted advisors.
- Jordan shares how creating value and guiding the buyer to their own decision makes selling effortless.
- How to get buyers to convince you instead of you convincing them.
- Instead of aggressively pitching, Jordan advises asking strategic questions that get the buyer to justify their own need for the product. When done right, the prospect ends up persuading themselves.
- Mark and Jordan discuss the power of walking away from a deal and why true sales confidence comes from knowing you don’t need every deal.
- When salespeople listen more than they talk, closing deals becomes much easier. Mark explains that the best sales conversations involve asking open-ended questions that prompt the prospect to reveal their needs.
- Jordan explains why the Sandler Training system works. Sandler Training turns instinctive selling techniques into a repeatable, teachable framework. This makes it easier to onboard new salespeople and ensure consistency in results.
- Uncover the one mistake that wastes the most time in sales.
- Jordan warns that failing to ask tough qualifying questions early in the process leads to wasted time chasing the wrong prospects.
Mentioned in This Episode:
BuildingYourSalesEngine.com/follow
BuildingYourSalesEngine.com/sandler
Jordan Eisner on LinkedIn
The Goal: A Process of Ongoing Improvement by Eliyahu M Goldratt and Jeff Cox