What Makes a Top Performer
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Ways to Coach Yourself in Sales Question: Priya Chandrasekaran from Texas asks, "I've got clients who love me—we golf, we grab dinner, but when a competitor undercuts me on value, I lose the deal anyway. How do you build relationships that actually hold up when the value conversation gets hard?" Book: Epic 5x Contract Wins by Lisa Magnuson 🧠 Catch
info_outline
How to Increase Your Win/Loss Ratio
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Ways to Prepare for a Sales Call Question: Franco from Paris asks, "My win rate used to be around 30%, and now I'm closer to 18% — same effort, same pipeline size. Is this a me problem, a market problem, or am I just measuring it wrong?" Book: Chasing Cheetahs by Nancy Nardin and Robert Nardin 🧠 Catch
info_outline
Why Top Sales Performers Never Stop Learning
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Biggest Mistakes Sales Professionals Make Question: Cynthia from Tanzania asks, “I have been in sales for 12 years and I have to say I am a rock star :) and I want to stay at the top of my game. What do I need to know, where do I need to focus? How do I keep my growing edge?” Book: by Dr. Cindy McGovern 🧠 Catch
info_outline
How to Manage Your Sales Manager
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Criteria for Qualifying Prospects Question: David from Denver, CO asked, "My manager is buried in meetings and doesn’t coach much. How do I stay visible and get support without constantly sounding desperate.” Book: by Jocko Willink and Leif Babin 🧠 Catch
info_outline
Secrets to a Strong ROI from Trade Shows
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Trade Show Mistakes Question: Margo from West Palm Beach asks, “My company spends a fortune on trade shows.. I just don't see the ROI. Would be interested to know your thoughts on trade shows and more important your ideas for getting ROI.” Book: by Joey Coleman 🧠 Catch
info_outline
How to Drive Accountability in Sales
Sales Logic - Selling Strategies That Work
Lightning Round: 10 Ways to Find New Prospects Question: Fred from Montana says, “Love the show, been listening for a few months. My question, I have some reps that hit their quota every month, and some that aren’t even coming close. What do I need to do to not overmanage the successful reps and better support the struggling ones?” Book: Scale Your Sales by Brandon Bornancin 🧠 Read
info_outline
How AI Is Transforming the Way We Sell
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Emotional Intelligence Skills You Need to Build Question: Mark Caton on Spotify asks, “I think a valuable podcast would be to address how sales people are utilizing AI, and perhaps how the SDR role is being automated with so many AI agent tools.” Book: by Ford Saeks 🧠 Read
info_outline
How to Deal with Being Ghosted
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Ways to Deal with Margin Pressure Question: Jason in Denver asks, “I just lost it with a prospect. We had talked, she was interested, asked me to do a proposal —which I did—took hours, then nothing. I called, emailed, texted and nothing. Finally I wrote her a less than professional email, this time she responded. Told me she had a lot going on in her life, and was not blowing me off. She actually wanted to move forward UNTIL she got my email. Clearly, I need a better strategy for dealing with getting ghosted.” Book: by Daniel Kahneman. 🧠 Read t ...
info_outline
Is Retention the New Sales Strategy?
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Ways Buyers Are Changing Question: Sean from Seattle asks, “We work in the food distribution industry, it's competitive. We are doing a great job of bringing on new customers, but our churn rate has been higher than ever this year. What advice do you have for me and my team?" Book: by Matthew Dixon, Nick Toman and Rick DeLisi 🧠 Read
info_outline
What’s Wrong with My Pipeline?
Sales Logic - Selling Strategies That Work
Lightning Round: Top 10 Sales Skills You Need to Succeed in Second Quarter Question: Luka from Dubrovnik asks, “Love the show thank you. We listen here in Croatia every week. My question is what is wrong with my sales pipeline? I am qualifying like you say, getting deals in the pipeline but I cannot get them across the finish line.I either lose them at the end to a competitor or they just fall out, say they are not making a decision.” Book: by Brent Admanson and Matt Dixon 🧠 Read
info_outlineLightning Round: Top 10 Sales Skills You Need to Succeed in Second Quarter
Question: Luka from Dubrovnik asks, “Love the show thank you. We listen here in Croatia every week. My question is what is wrong with my sales pipeline? I am qualifying like you say, getting deals in the pipeline but I cannot get them across the finish line.I either lose them at the end to a competitor or they just fall out, say they are not making a decision.”
Book: The Challenger Customer by Brent Admanson and Matt Dixon
🧠 Read the BLOG for this episode!