How to Move the Needle: Integrity, Fundamentals, and Innovation
Sales Logic - Selling Strategies That Work
Release Date: 07/08/2025
How to Prove ROI and Value
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Ways to Get to Decision Makers Question: Amal from Morocco asks, “We love this show—we listen as a team to Sales Logic every week. Here's our question: how do you not sell on price when procurement turns every conversation to price?“ Book: Value Based Selling by John Doerr and Neil Rackham 🧠Read
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Top Sales Mistakes To Avoid In 2026
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Things to Accelerate First Quarter Sales Question: Althea from the Philippines asks, “Buyers are taking so much longer to decide and it feels like the list of people involved in the decision is growing. How am I supposed to know when a deal is truly stalled versus just moving at today’s normal pace?” Book: By Tom Reilly 🧠 Read
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The Most Important Sales Trends of 2026
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Ways Buyer Expectations Are Changing Question: Elizabeth from Santa Cruz asks, “I love Sales Logic. I listen every week and share your podcast with my team and clients. So here's my question: all everyone is talking about is AI and how it is going to change sales. Are there other sales trends I need to be paying attention to?” Book: by Andy Paul 👀Read
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How to Win Over the CFO
Sales Logic - Selling Strategies That Work
CFOs: The True Decision-Maker in Today’s Buying Cycle Lightning Round: Top 10 Things You Need to Do Now to Start 2026 Strong Question: From Chris in London asks, “I have been selling pharmaceuticals for years, and I have ridden economic ups and downs, but I have never in all my career made so many sales presentations where the CFO is in the room. I know how to sell to a CRO, I know how to sell to a CEO, but how do I sell to a CFO?” Book: The Value Sale by Ian Altman 👀Read
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Creating Buyer Urgency: The Difference Between Important and Urgent
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Ways to Know a Deal Is Dead Question: Felipe from Quebec asks, “I have three deals that made it to proposal stage but all went silent. They said timing was good, budget was approved—now nothing. What’s the best way to re-create urgency without sounding desperate?” Book: by Matthew Dixon & Ted McKenna 👀Read
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The Truth About AI: Your Job Is Safe, Your Sales Process Isn’t
Sales Logic - Selling Strategies That Work
Question: Marcus from Toronto asks, “My company has rolled out several AI tools, but none of them actually save me time. How do I know which parts of my process I should automate and which I should never hand over to AI?” Book: The AI-First Sales Rep” by Tony Hughes Lightning Round: Top 10 Things You Are Grateful for in Sales 👀Read
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Selling Across Cultures: Does Being Different Help or Hurt?
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Ways To Build Trust With Your Customers Question: Panchal from Spotify asks, "I am from a different country. My English accent is a little different than the native. Will that delay building trust with the customer? If yes, what's the solution?" Book: by Erin Meyer 👀 Read
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How To Crush Your Numbers No Matter What
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Things You Need to Do to Drive Sales BEFORE Year End Question: Kelly from Austin asks, “Hey Meridith and Mark — I’ve been missing my numbers all year, it's killing my confidence. Now this government shut down, combined with the holidays—where and how can I get momentum?” Book: Mark Hunter 👀 Read
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How Great Storytelling Closes More Deals
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Ways to Build Your Personal Brand Question: Lisa from Austin, TX asks, “This year I’ve been trying to make my presentations more engaging. How do I know if my story is connecting — or if I’m just talking too much?” Book: by Kindra Hall 👀 Read
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How to Get Prospects to Choose You Over the Competition
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Ways to Increase Your Sales Effectiveness Question: Peter asks, “As sales continues to shift from a traditional B2B supplier perspective (products focus) toward a more retail customer centric focus, I’m very interested to know if it would be more effective for field sales teams to understand their business partners’ buyers or key decision makers’ KPIs (excluding monetary incentives)? By doing so, they could better collaborate and align their strategies to help those buyers or decision makers achieve their KPIs, while also driving sustained growth for all...
info_outlineThis episode brought to you by our Sales Logic Expert Exchange with Mike Weinberg.
Join Mark and Meridith as Mike shares his personal journey and reminds us that sales is more than a job—it's a key driver of the economy, offering both freedom and fun.
With the sales world reshaped by COVID-19 and AI, Mike highlights the need to revisit the fundamentals. He explores how AI and traditional techniques can work together, stressing the importance of strong frameworks and training to help teams create demand—not just respond to it.
Mike calls for a return to basics: real customer connections and value-driven conversations. He encourages sales pros to stay passionate, focused, and strategic—creating, advancing, and closing deals—even in uncertain times.