Why You’re Losing Deals You Should Be Winning
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Follow-Up Moves Question: Lucia in Seattle asks, “Love the show–I am a new listener. Here’s my question: I’m killing myself and cannot get one of my deals across the finish line. I get to proposal stage and then they go cold or I lose to my competition. I really need help.” Book: by Keenan 👀 Read
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Discipline vs Motivation: Why Mindset Wins in Sales
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Discipline & Mindset Hacks for Salespeople Question: John Leota asked on Spotify, “Hello Meredith and Mark, amazing show. I feel that I’m falling short as a sales rep because my sales discipline is lacking. I always convince myself that I’m going to start prospecting, and when it’s time to do so I find a reason to not get out there and do it. I think it’s due to my lack of knowing my Ideal Customer Profile or plan of action. Any advice you can give me to change my mindset?" Book: Unbeatable—The Legend of the Salesman on Fire by Carson Heady...
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What's Working in Sales in 2025
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Sales Mistakes You’re Making Question: Quaron from Toronto asks, “I work in sales for a large HVAC company and it has been a year—between tariffs, economy, competition and private equity dominating our market, I am struggling with my sales. What's working this year—what are others doing that I am missing?” Book: Go for No and When They Say No by Andrea Waltz and Richard Fenton !
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How the Sales Process is Evolving in 2025
Sales Logic - Selling Strategies That Work
Lightning Round: 10 Ways to Update Your Sales Process Question: Shawn from Madison Wisconsin asks, “So heard your podcast last week—congratulations on 250 shows. I heard you all talking about the sales process and how both are making adjustments and doing things differently. What is changing and why—I am curious.” Book: by Steve Powell
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How We Pulled Off 250 Episodes of Sales Logic
Sales Logic - Selling Strategies That Work
Ever wonder if the pursuit of perfection is holding you back? Join us for the 250th episode of Sales Logic as we celebrate our journey—from a spontaneous idea to a Saturday morning ritual—and reveal why starting and adapting beats waiting for perfection. Hear our top insights on sales leadership, hitting quotas, staying focused, and how AI is reshaping the game. With audience questions, book picks, and our signature lightning round, this episode is packed with lessons from our wins, missteps, and everything in between. Listen in to celebrate this journey with us and get ready to transform...
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The Sales Questions that Uncover Pain, Value & The Yes
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Ways to Build Your Personal Brand Question: Juan from Santa Fe asks, “I sell software for a small firm that focuses on manufacturing firms - and for the last few years business has been great. Once the election happened we are struggling—struggling because it seems like everyone has become price sensitive—so price sensitive. I have listened to your podcast and I know I need to sell value if I want to get price off the table - what are the best questions to ask to get to the value?” Book: by Neil Rackman
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Why You’re Losing Deals You Should Be Winning
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Ways to Protect Your Price Question: Lucia from Seattle asks, “ I love sales logic—listen on my way to work—you have been so helpful. I am writing in because I am stuck. I am killing myself and cannot get one of my deals across the finish line. The harder I try the worse it gets - I get to the proposal stage, then nothing.” Book: Wealthy and Well-Known by Rory and AJ Vaden
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How to Drive Customer Retention
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Ways to Fill a Dry Pipeline Question: Mike from San Diego asks, “I am the CRO of a large DME company and we have been experiencing strong growth—organic and through acquisitions. And experiencing all that comes with that: disorganization, constant shifts in strategy and structure and I am really worried we have lost our focus on keeping customers. We have no problems getting new customers, but I am really worried about our retention rate. How do I get my team to focus on both? and should I? Love the show by the way - make my entire team listen to it.” Book: by...
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The Biggest Sales Mistakes Costing You Deals
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Ways You Should Be Doing Marketing Question: April from Milwaukee asks, “I am a veteran sales professional – I have been selling in manufacturing for more than twenty-five years. But I have to tell you this last year has been hell— tariff threats, the economy, competition, a total reorg of our sales team, and oh did I mention we were acquired. For the first time in my sales career, I am not making my sales goals. Help, what am I doing wrong?” Book: This Is Marketing by Seth Godin 💡 Join us Monday, July 28th at 3 p.m. CT for an...
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Building Lasting Buyer Relationships on LinkedIn
Sales Logic - Selling Strategies That Work
This episode brought to you by our Sales Logic Expert Exchange with Brynne Tillman. Uncover actionable social selling strategies that prioritize value and trust. This episode focuses on the importance of a structured social selling approach, featuring critical stages such as buyer mapping and content strategy. Brynne, Mark and Meridith explore why being the first to add value is vital, with 74% of buyers choosing reps who offer insights. Brynne shares her expertise on optimizing your LinkedIn profile to stand out as the vendor of choice, transforming from just a salesperson to a trusted...
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Question: “Hi Meredith and Mark, I am really enjoying the show and learning so much. However, I haven't yet earned a dollar as I struggle to "ask for the sale". I am a solopreneur providing professional services and my sales cycles are long. I don't want to blow a good relationship by being too pushy. Any tips would be very welcome.”
Book: The Lost Art of Closing by Anthony Iannarino
🔥Sales Logic EXPERT Exchange, NEXT WEEK on May 27th at 04:00 PM!
This month’s guest: Carson Heady→ on “What it really takes to rise to the top 1% in today’s fast-changing sales landscape.”