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...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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 Glen Carey, a seasoned Sandler practitioner and SVP of Sales, about applying Sandler rules beyond sales. Glen shares insights on how these principles translate into everyday life, why they work, and how to use them to improve every aspect of your life.
To find our handout for this episode, click here.
Tune in to hear how Sandler rules apply to weight loss, why success isn’t about feeling motivated, and how sticking to the process leads to real results—whether in sales, fitness, or everyday life.
- Glen starts by explaining why Sandler rules work life outside sales.
- Glen explains how wasting time "getting ready" to sell leads to entire months of lost productivity. He believes busywork feels productive but keeps you from real progress.
- Learn why the most successful salespeople don’t wait to enjoy something before they do it.
- Glen shares why avoiding the hard parts of sales is what keeps you stuck in mediocrity--The work you resist is the work that matters.
- Mark shares his thoughts on why turning “pro” isn’t about talent—it’s about doing the work, even when you don’t feel like it. Pros act despite their emotions; amateurs wait for motivation.
- Mark shares how he lost 50 pounds by applying Sandler principles. One key rule that kept him on track was: 'I don’t have to like something to do it. I don’t have to enjoy exercise—I just have to do it.’
- According to Glen, there is no such thing as a "dream job" because no job is perfect all the time.
- Mark shares the cruelest Sandler rule: There is no bad prospect, only bad salespeople.
- Mark on why most salespeople struggle: They think sales is about selling when it’s actually about curiosity. Real interest in people leads to better conversations and results.
- Glen explains why clients don’t care about your credentials People buy solutions, not resumés or fancy titles.
- Mark reveals why checking off sales steps like a to-do list leads to terrible results. He believes mindless scripts never work, but real conversations do.
- Glen on why prospects never tell you their real problem first and how to uncover what actually matters.
- Glen and Mark agree that most salespeople fail because they overcomplicate success when they would be better off doing the fundamentals.
- Glen reveals the brutal truth about prospecting: If you get ghosted, it’s not the prospect’s fault—it’s yours.
- Mark on why “We may not be right for you” is only powerful when you actually mean it. People can feel when you’re genuinely curious, and they can also when you’re checking a box.
- You're competing with all the bad salespeople who came before you. So, you have to differentiate yourself by not driving towards the sale all the time.
- Mark shares why applying Sandler principles daily makes you better at everything—not just sales.
- Features don’t matter until the problem is clear. Glen shares how bad salespeople sell features and great salespeople dig deep into problems first.
- Mark and Glen discuss the biggest blessing in sales. The technology and the technical side of sales might change, but the behavioral side will never change. Human nature stays the same, no matter the tools.
- The best salespeople are always learning, investing in their careers, and striving for improvement. Glen believes that this mindset is what sets top performers apart. Surprisingly, a huge percentage of people don’t even take the time to listen to insights that could help them grow.
Mentioned in This Episode:
BuildingYourSalesEngine.com/follow
BuildingYourSalesEngine.com/sandler
Glen Carey on LinkedIn
The War of Art: Break Through the Blocks and Win Your Inner Creative Battles by Steven Pressfield