Building Your Sales Engine

A show where Mark McGraw, a top Sandler Sales Trainer and David H. Sandler award winner, interviews salespeople and sales managers to discover their successes and how they got to be the people they are today. We break down the elements of selling success and share mindsets, habits and techniques that help salespeople and managers build a proven, reliable, transferable system for sales.

Winning With Indirect Sales: Driving Results Through Third-Party Partners w/ John Rosati 11/13/2025

Winning With Indirect Sales: Driving Results Through Third-Party Partners w/ John Rosati How to build a repeatable channel sales engine—from partner selection to enablement to metrics—with a 30-year channel sales veteran. Selling through channel partners without a system feels like that old vibrating football game—everyone's running around hoping to score. John Rosati has spent 30 years building channel sales engines that create predictable revenue, and in this episode, he reveals exactly how he does it. As a channel sales leader at Motorola with experience across distribution, manufacturers reps, and two-tier channels, John knows what separates successful channel programs from chaotic ones. In this conversation with Mark McGraw, he breaks down his "sales engine" framework: partner selection (willingness and ability to invest), enablement (training, co-selling, monkey-see-monkey-do), and metrics (dashboards that drive behavior). You'll learn why Sandler is the "how" that enables every channel tool, how to make it easy for partners to do business with you, and why the best partners invest in their people and infrastructure. About John Rosati John Rosati is a channel sales executive with 30 years of experience in technology sales, currently leading Motorola's channel partner business for professional communications and radio across North America. Starting his career with cold calls at Motorola (70-100 calls a day), John moved through inside sales, outside sales, and eventually into channel leadership roles managing billion-dollar partner networks. He specializes in building repeatable sales engines for channel partners, partner enablement, co-selling strategies, and using metrics to drive predictable revenue. John is passionate about Sandler Training and has implemented Sandler methodologies across his channel teams to create consistent, scalable results. 🔗 John on LinkedIn: Host: Mark McGraw — Building Your Sales Engine In This Episode: Why selling through channels is a force multiplier when done right The "vibrating football game" analogy: What happens without a system The sales engine framework: Onboarding, enablement, programs, metrics Partner selection: Willingness and ability to invest (the #1 indicator) Why mindshare leads to wallet share with channel partners The monkey-see-monkey-do approach: Co-selling and ride-alongs How Sandler helps channel partners avoid common selling mistakes Why traditional sellers want to "throw features and benefits" immediately Getting channel partners to qualify: Pain, budget, decision, process The challenge: Channel partners hate reporting (and how to make it easier) Dashboards and metrics: Leading indicators vs. lagging indicators Point of sale metrics: Are products moving off partner shelves? Scorecards and competitive rankings to drive partner behavior Making it easy to do business with: The holy grail of channel success How supply chain challenges during COVID tested "easy and consistent" Improving the out-of-box experience to save partners time Using AI to make information access more efficient for partners Why Sandler is the "how" that turbo-boosts other sales tools The importance of hand-to-hand combat: Getting with sellers directly Strategic selling, Miller Heiman, and how Sandler enables those frameworks Links Sandler: Episode page: Show links: John on LinkedIn: /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/38737000

Dissolving Limiting Beliefs: The Neuroscience of Getting Unstuck Fast w/ Rochelle Carrington 11/06/2025

Dissolving Limiting Beliefs: The Neuroscience of Getting Unstuck Fast w/ Rochelle Carrington Why traditional therapy can make emotional triggers worse—and how neuroscience-based techniques dissolve limiting beliefs in minutes, not years. What if reliving your past trauma actually makes it stronger? Rochelle Carrington explains why traditional approaches to emotional healing can deepen the very patterns you're trying to break—and reveals a faster, neuroscience-based alternative. As a coach specializing in subconscious emotional patterns, Rochelle works with CEOs, business owners, and high achievers who look successful on the outside but are burnt out inside. In this episode with Mark McGraw, she breaks down how emotions drive actions (which create results), why understanding "why" isn't necessary for healing, and how she helps clients dissolve decades-old limiting beliefs in 3-4 weeks. You'll learn about the 95/5 rule of the subconscious mind, why managing emotions doesn't work, and real results like sleeping through the night, doubled revenue, and healed relationships—all from dissolving emotional triggers in minutes. About Rochelle Carrington Rochelle Carrington is a coach and consultant specializing in helping high achievers dissolve subconscious emotional patterns that drive burnout, stress, and self-sabotage. Using neuroscience-based protocols, she works with CEOs, business owners, and peak performers to release limiting beliefs formed in childhood—without reliving past trauma or telling their stories. Her approach combines neuroscience, somatic psychology, and quantum physics to create rapid, permanent shifts. Rochelle has helped clients sleep through the night after years of insomnia, stop procrastinating, improve relationships, and significantly increase business revenue—all by addressing the emotional patterns running 95% of their actions. 🔗 Rochelle on LinkedIn: Host: Mark McGraw — Building Your Sales Engine In This Episode: Why high achievers with everything externally are burnt out internally The problem with traditional therapy: Reliving stories deepens neural pathways How emotions create actions, which create results (not the other way around) The 95/5 rule: Your subconscious runs 95% of your actions Why you don't need to understand "why" to heal emotional triggers Subconscious emotional patterns formed before age 7 drive adult behavior The nervous system's role: Fight, flight, or freeze responses Why procrastination is often a nervous system freeze response How emotional triggers get dissolved in 10-15 minutes (not years) The difference between managing emotions and dissolving them Why discipline and willpower are compensating for underlying beliefs Real results: Sleeping through the night, relationships healing, revenue doubling The CEO who couldn't stand his company (and expanded to Mexico after 8 weeks) How dissolved beliefs create new neural pathways permanently The reticular activating system (RAS): Seeing opportunities you couldn't see before Why "the why doesn't matter"—just dissolve the emotional charge Managing emotions vs. dissolving emotions: Which actually works? How limiting beliefs like "I'm not good enough" pile up in childhood The water jug analogy: When high achievers finally hit burnout Why this approach is becoming the future of peak performance Links Sandler: Episode page: Show links: Rochelle's Substack: Mindset Matters /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/38734100

Beyond Your Main POC: Build New Relationships That Protect Your Accounts w/ Josh Pitchford 10/30/2025

Beyond Your Main POC: Build New Relationships That Protect Your Accounts w/ Josh Pitchford How to expand relationships in your accounts, identify all the influencers, and protect yourself before your main contact leaves or competitors wedge in. If you're only talking to one person in your account, you're one resignation away from losing everything. Josh Pitchford reveals why the "best defense is a good offense" when it comes to account relationships—and shares practical frameworks for expanding higher, deeper, and wider. As a Sandler trainer and coach at Sales Engine, Josh helps sales teams protect and grow their key accounts through strategic relationship building. In this episode with Mark McGraw, he breaks down the "3x3" strategy for identifying influencers, explains why relationship maps beat org charts, and shares why you need to know people's "5 to 9" (not just their 9 to 5). You'll learn how to fence your accounts, and expand relationships before your competition does. Relationship Map Template: [Link in show notes] About Josh Pitchford Josh Pitchford is a Sandler trainer and coach at Sales Engine, where he helps sales professionals and teams build predictable revenue systems. With extensive experience in enterprise sales and account management, Josh specializes in teaching relationship-building strategies, account planning, and the Sandler methodology. He's passionate about helping sellers move beyond single-point-of-contact relationships to build the depth and breadth needed to protect and expand strategic accounts. 🔗 Josh on LinkedIn: Host: Mark McGraw — Building Your Sales Engine In This Episode: Why "another lunch with Grant" won't win you more business The best defense is a good offense: Building sticky relationships The 3x3 strategy: Mapping relationships across and up/down How to "put a fence around your account" to block competitors Why your competition won't go after your main POC (they'll wedge elsewhere) The #1 fear sellers have: Their main point of contact leaving Relationship maps vs org charts: Why dotted lines matter The advocacy score: Moving people from detractor to champion on a -5 to +5 scale Identifying influencers: There are now 14+ people involved in enterprise decisions The three levels with influencers: Identify, access, influence Bomb-proofing your account: What could go wrong and how to protect yourself Why the weather is always changing in your accounts (every 90 days) How to know people as people: The "5 to 9" not just the "9 to 5" The fuzzy file: Collecting personal information about your contacts Unreasonable hospitality: Going the extra mile with thoughtful gestures Using AI and Etsy for personalized gifts that deepen relationships Mapping to the buyer's network: Connecting your team to theirs Links Sandler: Episode page: Show links: Josh on LinkedIn: Relationship Map Template: [Link in show notes] /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/38733650

How to Lead When You Don't Manage: Influence, Trust & Career Growth w/ Darryl Stromberg 10/23/2025

How to Lead When You Don't Manage: Influence, Trust & Career Growth w/ Darryl Stromberg How to build influence and lead without a title—from an individual contributor to recognized leader in your organization. Can you be a leader without managing anyone? Absolutely. Darryl Stromberg reveals exactly how to position yourself as a leader even when no one reports to you. As a Sandler Coach at Sales Engine with 30+ years of experience, Darryl knows what separates people who get promoted from those who get stuck. In this episode, he shares the strategies that helped him mentor 18 people—16 of whom earned promotions, above-average raises, or recognition as top performers. You'll learn why your spouse's behavior at company events can derail your promotion, how to "manage up" when you have a weak boss, and the critical difference between leadership and management. Whether you're an individual contributor or a manager developing your team, this episode delivers career-accelerating insights. Episode page: About Darryl Stromberg Darryl Stromberg is a Sandler Coach at Sales Engine, bringing over 30 years of leadership and sales operations experience. His career includes roles as Director of North American Operations and Manager of Sales Operations at Motorola Solutions, where he led teams, streamlined processes, and drove performance improvements. Known for his mentoring and coaching, Darryl has helped dozens of professionals advance their careers through intentional leadership development. 🔗 Darryl on LinkedIn: Host: Mark McGraw — Building Your Sales Engine In This Episode: The critical difference between leadership and management How to position yourself as a leader through behavior and listening Why sitting at the front of the room matters at company events The "be entertained, don't be the entertainment" rule for company events How your spouse's behavior can disqualify you from promotions Why leaders are constant learners (books, articles, videos) Building influence through article sharing and mentoring Results from Darryl's mentoring: 16 of 18 people promoted or recognized The Behavior-Attitude-Technique (BAT) framework for leadership Modified monthly performance reviews that drive accountability Managing up: How to succeed with weak managers Scheduling your own one-on-ones with your boss Becoming the "leader of your manager" through influence Filling organizational vacuums as an individual contributor Why you must do your job first before expanding leadership The power of great mentors in career development Testing if management is right for you before accepting the role Leading projects without direct reports to build leadership muscle Building a "dome of trust" with colleagues and leaders Why motive matters: Serving others vs. self-promotion Links Sandler: Episode page: Show links: /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/38649130

Setting Vision With Your Sales Team: Making SKOs Work w/ Lisa Gosselin 10/16/2025

Setting Vision With Your Sales Team: Making SKOs Work w/ Lisa Gosselin How to run sales kickoffs that actually work—align, enable, inspire—from a CCO who's transformed 3+ organizations. Most sales kickoffs overwhelm teams with content and drain energy by day three. Lisa Gosselin has cracked the code on SKOs that inspire action, not confusion. As Chief Commercial Officer at Cars Commerce, Lisa has transformed go-to-market organizations at three different companies—and she's phenomenal at setting vision. In this conversation with Mark McGraw, she breaks down her SKO framework: align the team around vision, enable them with simple playbooks (not 100-page manuals), and inspire them to execute. She also shares a game-changing insight that surprised Mark after 29 years in sales leadership: finish your SKO with a motivational speaker, not product presentations. If you're planning a sales kickoff or struggling to get your team aligned on vision, this episode is your playbook. About Lisa Gosselin Lisa Gosselin is Chief Commercial Officer at Cars Commerce, where she leads go-to-market strategy, deepens strategic partnerships, and drives revenue growth for dealers and OEMs. Appointed in February 2025, Lisa brings 25+ years of commercial leadership across SaaS, ad tech, and data-driven marketing. Previously, as Chief Revenue Officer at Numerator (Bain Capital-backed), she transformed the commercial organization and delivered four consecutive years of double-digit growth. Lisa has also held senior leadership roles at Conversant-Epsilon, Catalina Marketing, Anheuser-Busch, PepsiCo, and Suntory. She specializes in organizational transformation—building high-performing teams and turning vision into execution. 🔗 Lisa on LinkedIn: Host: Mark McGraw — Building Your Sales Engine In This Episode: The 3 pillars of great SKOs: Align, Enable, Inspire Why the last day has to be a bang (finish with motivation, not product) How to keep teams focused: cadence, governance, shared accountability Playbooks that work: simple, dynamic, Q&A-driven (not 100-page manuals) Product & marketing alignment: 30 minutes max, no training sessions Why you need to repeat the vision until people mock you (Jim Collins principle) Client panels vs. motivational speakers: when to use each Themes that work: base them on your market challenges, not gimmicks The project manager role: who should run your SKO (hint: not you) How to sustain momentum after the event: vision, governance, redundancy Links Sandler: Episode page: Show links: Lisa on LinkedIn: /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/38504305

Mindset During Adversity: Turning Brain Cancer Into a Blessing w/ David Karp 10/09/2025

Mindset During Adversity: Turning Brain Cancer Into a Blessing w/ David Karp How a brain cancer diagnosis became the best thing that ever happened—and what it teaches us about responding to adversity in business and life. "It was one of the best things that ever happened to me." That's how David Karp describes his brain cancer diagnosis—and he means it. On his 60th birthday, David got a call from a neuro-oncologist confirming he had a tumor in his brain. Instead of falling into despair, he made a choice—and that choice changed everything. In this conversation with Mark McGraw, David shares the mindset shifts that helped him navigate adversity: deciding it's not about you, pre-deciding how you'll respond before crisis hits, and being a "person person" instead of a "people person." He also shares the "dog poop principle"—a moment on January 1st that prepared him for the hardest year of his life. If you're facing adversity in business, health, or life, this episode is a masterclass in perspective, resilience, and choosing growth over fear. About David Karp:David Karp is Chief Customer Officer at Disqo, where he leads customer success for some of the world's biggest brands measuring brand advertising impact. With decades of experience in sales, account management, and customer success, David specializes in closing operational gaps and championing the customer. He's been married for 36+ years, is rooted in his faith, and believes in showing up for others—especially when life gets hard. 🔗 David on LinkedIn: Host: Mark McGraw — Building Your Sales Engine In This Episode: The brain cancer diagnosis on his 60th birthday—and why David calls it "the best thing" How to pre-decide your response to adversity before it happens The "dog poop principle": What stepping in dog poop taught him about perspective Why "it's not about you" is the most powerful mindset shift in crisis The roller coaster analogy: Holding hands through the terrifying moments How David influenced 10+ men to start going to the doctor Be a "person person," not a "people person"—the power of presence Why 80% of people you meet are going through something serious The sphere of control vs. influence: What you can actually change Learning from adversity: Growth-minded lessons from failure and hardship Links Sandler: Episode page: Show links: /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/38502845

Quality Over Quantity: Prospect with Purpose w/ Rich Simons 10/02/2025

Quality Over Quantity: Prospect with Purpose w/ Rich Simons How to build a sustainable sales career by prioritizing quality prospecting, strategic partnerships, and giving value—without burning out on empty activity. 🔗 Download exclusive sales resources at: Most salespeople start their careers chasing numbers—60, 70, 80 dials a day—hoping volume will lead to wins. Rich Simons did exactly that. But 17 years later, he's built a thriving sales career by flipping the script: quality over quantity, relationships over transactions, and giving over taking. In this conversation with Mark McGraw, Rich shares his journey from cold-calling burnout to sales leadership. He walks through his morning routine (prayer, physical, then professional), why he plans each day the night before, and how speaking at industry events became his #1 prospecting channel. Rich also explains why LinkedIn has become "noisy," how to network with authenticity, and why he's intentional about slowing down the sales process to truly understand his clients' businesses. If you're tired of grinding through empty activity or want to build a sales career rooted in relationships and real value, this episode delivers a proven blueprint. About Rich Simons Rich Simons leads sales at Edge Business Systems in Georgia. With 17+ years in B2B sales, he's known for building deep client relationships, strategic partnerships, and mentoring emerging sales talent. 🔗 Connect with Rich on LinkedIn: Host: Mark McGraw — Building Your Sales Engine In This Episode: Why "quality per day" beats "volume per day" for sustainable success Rich's morning routine: prayer, physical, professional Planning your day the night before (and why it matters) How to define a "win" and track small victories The hunter vs. farmer mistake and staying in your role long enough to succeed Speaking in front of groups: the underutilized prospecting channel Why LinkedIn is "noisy" and how to network with authenticity Listening for symptoms (not explicit requests) to connect people The philosophy of giving to your network without keeping score Mentoring the next generation and why most people want to help Links Sandler: Podcast Webpage page: Show links: Rich on LinkedIn: /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/38436740

Q4 Urgency: Fewer Selling Days, Faster Decisions w/ Josh Pitchford 09/25/2025

Manage the Exceptions: Build the Right Sales Dials w/ Chris Blum 09/18/2025

How to Use Assessments to Hire & Coach Sales Teams w/ Rachel Chang 09/11/2025

How to Manage Change with Heather Martin 09/04/2025

Mastering Long Sales Cycles wth Brian Hayes 08/28/2025

Be Elite: From Mindset to Technique w/ Rob Vaka 08/21/2025

How to Reframe Stress to Improve Sales Performance With Rebecca Heiss 08/14/2025

Pivot Like a Pro: What to Do When the Sales Call Goes Sideways w/Emily Yepes 08/07/2025

How to Build Trust and Sell More with Reflective Listening with Matt Detjen 07/31/2025

Why Sales Teams Fail at Cross-Selling (And How to Fix It) With Matt Martella 07/24/2025

How to Have a Tough Conversation (And Why We Avoid Them) 07/17/2025

How to Have a Tough Conversation (And Why We Avoid Them) Mark McGraw shares the four steps for having a tough conversation with someone. He explains why most of us avoid conflict, how fear distorts reality, and what happens when we wait too long to speak up. To find our handout for this episode, click . Tune in to hear a powerful mindset shift, a simple 4-step conversation framework, and the surprising formula that will change how you approach confrontation forever. Mark explains how most of us struggle with confrontation. He admits he’s not naturally wired to lean into conflict, which makes it easy to avoid hard conversations. Over time, however, he realized avoidance only delays the inevitable and lets issues fester. Mark shares a personal breakthrough that changed how he approached difficult conversations. He was journaling one day when he had an insight that gave him the courage to face conflict head-on. That moment became a turning point in his leadership and personal growth. Mark breaks down the 10 x 10 = 100 Formula. The first "10"—you’re usually only seeing 10% of the real issue. If someone shows up late once, chances are it’s happened many times before you noticed. As a manager or leader, that small red flag often signals something much bigger under the surface. The "x10" represents how we blow the fear out of proportion. We convince ourselves the conversation will be tense, awkward, or damaging—10 times worse than it usually is. But when we finally address it, it’s rarely as difficult as we imagined. The "=100" is about how long we wait. Mark says most people delay tough conversations by 100 days or more. And the longer we wait, the more complicated and entrenched the issue becomes. Mark covers how to have a difficult conversation – Four Steps. How to start: "I feel that..." Begin with a clear, non-judgmental observation of the behavior. For example, “I feel that you’ve been showing up late to meetings regularly.” Next, give a specific example to back it up. Mark suggests saying something like, “For example, last Tuesday you arrived seven minutes late, and it disrupted the flow of the meeting.” Concrete details help the other person see what you’re seeing. Step three is to clearly state what you need. Say, “Here’s what I need from you,” and outline the new behavior you expect—like arriving five minutes early, ready to go. Make the expectation clear and actionable. Finally, explain the benefit: “As a result…” Let them know why it matters—how it impacts the team or the overall mission. For instance, “As a result of showing up on time, we’ll have more focus and flow in our meetings.” Mark explains that these four steps give structure to emotionally tricky conversations. They reduce ambiguity, minimize defensiveness, and allow everyone to walk away with clarity. And most importantly, they make it easier to speak up when it matters most. Mentioned in This Episode: on Linktree /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/37369305

Key Account Management: Being an Excellent Key Account Manager with Emily Yepes 07/10/2025

Key Account Management: Being an Excellent Key Account Manager with Emily Yepes Mark McGraw sits down with Emily Yepes to unpack the world of account management and what it really takes to succeed at the key account level. They dive deep into the essential mindset shifts, practical tools, and overlooked skills that separate average account managers from strategic partners. To find our handout for this episode, click . You’ll learn what makes a great key account plan (and why most fail), how to think beyond the organizational chart, and why internal selling is just as critical as customer conversations. Emily starts by defining key account management--a strategic business approach focused on building and maintaining strong, mutually beneficial relationships with a company's most important clients. For Emily, strategic account management is about creating lift, not just holding the line. If all you’re doing is maintaining the relationship, you’re not growing it. The real goal is to find leverage points that expand your impact. Every great account plan starts with clarity on the customer’s goals. Not your goals—theirs. Once you understand what success looks like for them, you can position yourself as essential to that journey. According to Emily, your key account plan should be a living, breathing document. It’s not a one-time deliverable—it evolves as the relationship and needs change. Emily shares that the biggest leadership failure is not defining what “strategic” actually means. Telling your team to think strategically without teaching them how to do it sets them up to fail. Mark and Emily agree that a strong key account plan should always connect back to business goals. The more your plan aligns with what the customer and your business actually care about, the more impactful it becomes. Most teams use the word 'strategy' without ever agreeing on what it means. And that creates chaos. If everyone has a different definition, then no one’s really executing on the same vision. Emily and Mark discuss why too many sellers rely on instinct over preparation. While instincts are helpful, they can’t replace strategy. Winging it might work once or twice, but it’s a gamble in high-stakes accounts. Emily shares that the best salespeople are chameleons, which is not inauthentic. They're very good at knowing how to show up and recognizing what my goal and intention is in this particular conversation. Emily explains that a relationship map isn’t just a glorified organizational chart. It helps you understand who actually influences decisions about your work—not just who reports to whom. Think of the account plan as a yearlong roadmap. It should have clear touchpoints, with the right stakeholders involved at each step. Planning that out in advance helps avoid last-minute scrambles and missed chances. Emily shares why sellers spend a surprising amount of time selling internally. They’re negotiating for support, aligning departments, and getting investment just to serve the account well. Mark and Emily agree that a good account manager is a simplifier. They take all the complexity around a deal and break it down into something clear and actionable. Emily explains why sellers should update their key account plans at least once per quarter. Use moments like QBRs or strategic reviews to refresh the plan and evaluate progress. Waiting too long means you’re flying blind and missing opportunities. Emily shares that the jump from regular account manager to key account manager is a bigger leap than most sellers anticipate. It’s not just about managing a bigger client—it’s an entirely different type of relationship. The conversations, expectations, and impact are all on another level. The best key account managers bring ideas, insights, and value to the customer before being asked. That mindset builds trust and positions them as true partners, not just vendors. Emily explains that one of the most overlooked skills in key account management is the ability to zoom in and out. You need to step back and see the full picture, but also know when to dig deep into the details. Emily and Mark emphasize that a key account plan is not something you fill out for your manager and forget about. It should be the structure that challenges and guides your thinking all year long. According to Emily, many companies struggle because their key account managers aren’t actually thinking strategically. Emily says most sales teams are guilty of throwing around the word “strategic” without agreement on what it means. We use it to describe a hundred different things, which leads to misalignment. Until you define it clearly, it’s just noise. It’s not enough to know the product—you have to know the customer’s business. What’s keeping them up at night? What outcomes are they trying to achieve? That knowledge is what separates average reps from trusted advisors. Emily explains that key account management is more than just sales—it’s about stewardship. You assign your top reps to your most valuable clients, and their role is to protect and grow those relationships. Mentioned in This Episode: on LinkedIn on Linktree /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/37336405

How to Sell to the C-Suite with Scott Foernsler 07/03/2025

How to Sell to the C-Suite with Scott Foernsler Mark McGraw sits down with Scott Foernsler to discuss what it really takes to sell to the C-suite. They talk about building champions inside a company, how to stand out in sales events, and ways to have real, effective conversations with top execs like CMOs and CEOs. Scott shares stories from the field, lessons on trust, and what most salespeople miss when trying to land big deals. To find our handout for this episode, click . Tune in to hear how to break through the noise, connect with decision-makers, and close deals faster. Scott starts by sharing why sales success is never a solo achievement. The right support team—both personal and professional—makes all the difference. Mark explains why selling is a team sport—until you miss your number. When things are going well, everyone celebrates the team. But when results dip, it can become about solo performance real quick. Scott breaks down what most people get wrong about events. They sit quietly in the back and hope something happens. The real connections come from showing up, asking questions, and putting yourself out there. How to stand out at events: Stop asking business questions and instead ask something that makes people smile or think. That spark of authenticity is what gets you remembered. Scott shares how a single personal question at an event led to a CEO-level meeting. Asking authentic and relevant questions is how you earn time with high-level decision makers. Why trust matters more than charm in enterprise sales. A client once told Scott, “I trust you not to fail me.” That kind of confidence is not built through slick talk—it’s earned through delivering on your promises. Scott shares one of his boldest sales questions: “What would get me fired?” It instantly uncovers what the client really values and opens the door to the kind of honesty that moves deals forward. Mark explains why brand promises only matter if you deliver. It sounds obvious, but most sellers fall short after closing a deal. Real credibility comes from doing exactly what you said you would. Scott breaks down the importance of upfront contracts. When you clearly define what success looks like, you avoid confusion later. Why Scott says clicks are the wrong thing to measure when analyzing ad performance. Impressions don’t mean anything if they don’t convert. How to turn happy clients into your best salespeople. Peer validation carries more weight than any sales deck ever could. When you tell the story of how you helped them, the deal moves faster. Scott shares his referral strategy. He delivers value first—then asks for an intro only when it makes sense. That’s how you build a warm, high-trust referral tree. How to stay top of mind without being annoying. Scott calls his contacts once a quarter—or even once a year—to check in. That small gesture keeps relationships strong over time. Scott shares why sitting in the back of the room at events is a missed opportunity. If your company is investing in you, act like you belong up front. Visibility leads to connection—and connection leads to deals. Why Scott avoids drowning people in product features. Buyers don’t want a list—they want a story. Show them how real problems have been solved, and they’ll pay attention. Mark explains why your champion is your best sales asset. When they’re pitching your product in meetings you’re not in, you’ve already won. That kind of advocacy closes deals faster. Scott reveals how he uses AI in his sales processes. It won’t replace your skill, but it will save you serious time. What can take five days now takes minutes with AI. Mark breaks down what separates great sellers from everyone else. When everybody else is focused on pitching, the best reps walk in with insights, actionable tips, and relatable problem-solving stories. Scott shares why in-person meetings still matter—especially at the C-suite. Nobody spends millions without knowing who they’re buying from. So show up, shake hands, and build trust faster. Mark explains why everyone in the room now has influence. The number of people who can say no has doubled. So treat every voice like it matters—because it does. Mentioned in This Episode: on LinkedIn on Linktree /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/37264810

The Truth About Value-Based Selling That Most Salespeople Never Learn 06/26/2025

The Truth About Value-Based Selling That Most Salespeople Never Learn 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 subjective concepts in sales—it means something different to everyone. Learn to ditch the guesswork and start every relationship by asking what truly matters to them. Understand the trap of selling to “roles” instead of people. Josh explains that even when a room of decision-makers shares a job title, each person experiences the problem differently. Zoom in on their personal attachment because what’s valuable to one stakeholder may be irrelevant to another. Josh explains that value can’t be delivered in bulk—it has to feel custom, so make all your conversations personal. Mark highlights that “value” is just like beauty, it lives in the eye of the beholder. Why your clever pitch doesn’t matter unless it hits the mark emotionally and practically. According to Josh, the fastest way to uncover value is to simply ask, “What does success look like for you?” How to turn vague value into clear ROI: Start quantifying and put a number to it. Mark and Josh reveal that buyers begin to pay real attention when you tie your value to dollars, time saved, or risk reduced. How to own the conversation with a prospect: Show them something they hadn’t seen before. Josh breaks down the “Scooby-Doo moment.” Gain control of the conversation with a prospect by showing them something they hadn’t seen or thought off before. Mark and Josh agree that most salespeople fail because they talk about what they’re selling instead of what the buyer actually cares about. Josh explains that showing up with answers before asking questions is a fast track to irrelevance. You need to lead with curiosity if you want to land with impact. The benefits of having an upfront contract. Josh explains that simply setting expectations early ensures you don’t waste each other’s time and only discuss relevant topics. Josh explains that every buyer question has pain behind it, and you can uncover it if you listen closely. Why emotional context is the difference between a helpful seller and a forgettable one. Mark highlights the skill of simplifying the complex. Sales conversations should never be complex. Buyers will appreciate you more if you can simplify the complex. How to earn trust fast: Get to the root of the problem in a way that feels effortless to them. Understand that your wisdom isn’t just in what you know—it’s in how clearly you help them see it. Josh explains that no two deals are ever exactly the same. Your last big win might lead you astray if you assume this new buyer wants the same thing. Learn to treat every deal like it’s the only one that matters—because to them, it is. Mark and Josh cover how to stop giving your insight away for free: Ask for something in return. People appreciate more when they have to earn something, not when they can get it for free. Josh explains that although we live in the information age and buyers can Google anything, they can’t replicate your hands-on market experience. That’s why there will always be a place for exceptional sellers. Learn how to bring the kind of insight that makes people lean in and say, “Tell me more.” Mark highlights a universal truth: People don’t value what they don’t pay for. Understand that when you just give insight without asking for anything in return, it often gets dismissed or forgotten. How to get a PhD in your client—know their goals, blind spots, and what keeps them up at night. For Josh, real trust is built when they feel like you understand them better than anyone else. Mark shares how to create breakthrough moments with your prospects by showing them what they can’t see for themselves. Josh explains that when clients start asking you about things outside your deal, you’ve crossed into real trust. The more valuable your perspective, the more problems they’ll ask you to solve for them. How to truly bring value? Come prepared. Josh explains that the best reps don’t show up ill-prepared. They do their homework and research as much as they can about the client’s problems. Mark explains that great sellers aren’t just problem solvers—they’re problem identifiers. Your biggest value might be naming the issue your buyer didn’t even realize they had. So, learn to lead with insight, not answers. Mentioned in This Episode: on LinkedIn on Linktree /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/37130005

Breaking Into New Markets with Harris Fogel 06/19/2025

Breaking Into New Markets with Harris Fogel 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 companies can break into the U.S. market. Harris explains why an educated buyer is your best customer. They already know the market and can see through hype, which means less convincing. If your product is genuinely great, they’ll recognize that faster than anyone. How to qualify leads before spending time on them. According to Harris, you need to ask: Do they have a budget? Do they have a real pain point? And will the benefit of your solution clearly outweigh the cost—so much so that it helps their business grow? Once you know the profile, build your hit list of companies that match your criteria. Then dig into who the right people are inside those organizations, and align your demand-gen strategy to reach them directly. Harris reminds us to be smart with your resources. If you’ve got the budget to spare, sure, you can cast a wider net, but precision is what drives ROI early on. Harris and Mark agree that the key decision maker is not always the person with the title—it’s whoever benefits from your product. That might be a Director of AR, a Controller, or someone deep in operations. The key is to find the person who cares about solving the problem you’re trying to fix. How to target both users and influencers in the sales process. You need to find the people who'll actually use your product and the ones who can influence the purchase. These aren’t always the same, but both matter. According to Harris, conferences and podcasts are goldmines for buyer persona research. People who care about solving specific problems show up in these spaces. They’re often your ideal buyer or at least close to them. How to think about demand generation the right way. It’s about educating the market and creating awareness. People need to understand who you are, the pain you solve, and why your solution matters. Without that, you're just noise. Harris explains why amazing demos don’t always win. If you focus only on product features, you'll lose to someone who connects emotionally and speaks the customer’s language. Harris talks about the benefits of bringing insights, reports, white papers, and resources that make the buyer smarter. Mark and Harris cover the best strategies for getting the right people talking about you inside your target account. Learn how to build smart demand-gen strategies. Use partners, get active on social media, and show up where your buyers are already gathering. Whether it’s events, podcasts, or industry forums— your presence matters. And it’s not just about showing up, but showing up with value. Mark explains why social proof lowers buyer resistance. Most people don’t want to be the first to try a product. But when others have already taken the leap and benefited, it makes the risk feel smaller. References and case studies are your secret weapons in a new market. Why understanding culture is non-negotiable in new markets. Harris says you can’t just copy-paste your strategy from one region to another. You need to understand how people buy, how they build relationships, and what matters to them locally. If you’re serious about breaking into a new market, invest in people who know it intimately. They speak the language, understand the customers, and can build the credibility you need. Mark highlights how partnerships speed up market entry. Alliances, resellers, and local agencies already have trust and relationships. Instead of building from scratch, tap into their existing momentum. It’s faster, cheaper, and often more effective. Harris outlines a smart short-term strategy for new markets: Don’t blow your whole budget on launch day. The first six months should be focused on building a pipeline, learning the terrain, and getting early traction. Everything else can wait. According to Harris, once you land your first customer, make sure they’re not just satisfied—they’re successful, because then their results become your marketing. Understand the value of the "upfront contract" in sales--and why it’s one of the most powerful tools in your sales toolkit. Why adding value builds long-term trust. Whether someone buys today or not, become a source of insight and help. Harris believes that value is the foundation of every strong relationship. And relationships are how sales get done. Mark explains why long-term thinking beats quick wins. New markets take time. If you treat it like a sprint, you'll burn out—or worse, miss the real opportunities. Provide value daily, and trust that consistency compounds. Learn why listening is a superpower in sales. Your customers and prospects will tell you everything you need to succeed. Their feedback is gold. Treat it like a gift. Mentioned in This Episode: by Franz-Josef Schrepf on LinkedIn on Linktree /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/37060825

The 3 Rules That Transformed My Sales Career — And My Life — with Terry Turley 06/12/2025

The 3 Rules That Transformed My Sales Career — And My Life — with Terry Turley 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 reveals how his early fear and awkwardness in sales became the foundation for leading over 600 offices nationwide — and why embracing discomfort early on was the turning point in his entire career. Learn why there’s a profound difference between achieving personal sales success and the rewarding challenge of coaching others to reach their own breakthroughs. Why Terry insists that sales is truly a meritocracy where no fancy degree or background guarantees success; instead, the real winners are those who master overcoming objections, self-improvement, and discipline. How growing up without TV shaped Terry’s lifelong learning mentality, pushing him to become a lifelong learner. Discover Terry’s three essential rules for winning in life and business: building a solid sales system, having true accountability, and living by a personal philosophy that guides every decision. Why Terry believes sales scripts only work in the short term—because clients can throw you off. Modern sales requires genuine conversations that put your client’s needs first. Mark explains why authenticity beats memorized scripts every time. He shares how adapting any sales system to fit your unique personality creates trust and real connections instead of robotic pitches. Terry highlights how surrounding yourself with people who are committed to self-improvement will naturally push you to grow, even on days when staying in your comfort zone feels easier. Accountability isn’t about penalties or consequences, it’s about owning your results completely. Terry explains how the most successful salespeople embrace this ownership mindset to keep winning. How using the 12-week year framework transformed Terry’s focus by helping him prioritize the vital few tasks that drive success, and ruthlessly cut out everything else that doesn’t add value. Why shifting your mindset to focus on the daily process instead of fixating solely on results leads to sustainable growth. Mark and Terry discuss why true growth always requires stepping outside your comfort zone. The unexpected lessons Terry learned from disagreeable people--and why balancing like-minded support with constructive disagreement can challenge you to rethink and sharpen your approach. What makes Sandler’s sales system uniquely effective? According to Terry, the comprehensive nature that covers every part of the sales cycle, unlike most trainings that only address one or two aspects. Why it’s critical to separate your self-worth from your day-to-day sales results—and how staying confident during tough days ensures you don’t lose momentum or motivation. Mark explains how the way you see yourself directly impacts your earnings potential. If you identify as a $100k earner, you’ll likely stay there, but thinking bigger pushes you toward far higher goals. Why Terry stresses that success without a guiding life philosophy often leads to emptiness. Mark’s insight about the “wheel of life”—how neglecting one pillar, like health or family, can quietly unravel other areas of your life and business without you realizing it until it’s too late. How writing down your philosophies on life, obstacles, and goals creates powerful clarity—and why this practice helps you stay grounded and purposeful no matter what challenges arise. Terry’s practical advice for dealing with all kinds of people daily. Why trying to push people against their natural tendencies rarely works—and how studying human nature helps you craft sales approaches that flow with people’s real behaviors instead of fighting them. What a “post-sell” conversation really means—and why checking in with your client after they say yes prevents surprises, saves time, and builds long-term trust and satisfaction. Mentioned in This Episode: on LinkedIn by Anthony G. Athos and Richard Tanner Pascale by Steve Murphy by Bill Bachrach on Linktree /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/36898365

Grow Your Pipeline Through Strategic Partners with Sheri Spencer Bachman 06/05/2025

Grow Your Pipeline Through Strategic Partners with Sheri Spencer Bachman 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 genuine conversation. That one moment sparked a 16-year business relationship built on trust. Sheri reveals why she became such a fan of Sandler. “It wasn’t pushy. It was all about real conversations, asking the right questions, and following a simple, repeatable system that works.” Mark highlights how the best partnerships come from shared values. When cultures align, business flows more naturally and results come easier. Doing what you say you’ll do is non-negotiable, according to Mark. It’s the foundation of any strong referral-based partnership. Sheri emphasizes that you should never embarrass the person who referred you. One mistake can cost future referrals and damage trust. When a partner shows up and delivers, Sheri says she’s more likely to keep sending them business. It reflects well on her and builds loyalty. A good partnership is mutually beneficial. It works best when both parties serve the same audience but without competing. One solid relationship, according to Mark and Sheri, can lead to more deals, more revenue, and long-term growth for both partners. Sheri recommends focusing on how to perform the service well instead of obsessing over how to sell it. Excellence leads to referrals. When choosing a partner, Sheri suggests looking for businesses that serve the same customers and share the same standards. Mark notes that referrals come with built-in credibility. A recommendation from someone the client trusts gives you a major head start. Mark and Sheri agree that referrals are just one part of the funnel, but when done right, they’re often the most effective and easiest to convert. Mark recommends mapping out the client ecosystem. Identify the other services your clients use and build relationships with those providers. Before referring anyone, Sheri believes you should vet them—talk to them, maybe even work with them. Do your homework because your reputation is on the line. According to Sheri, there’s nothing worse than referring the wrong partner. It makes people question your judgment and your standards. When creating new business partnerships, Mark and Sheri agree you should get clear on how introductions will be handled. Frequency, follow-up, and expectations matter. Referral partnerships work because they’re built on borrowed trust. But that trust only holds if the referred party delivers. Should you pay for referrals? Sheri says it depends. Sometimes a thoughtful, unexpected gift builds more goodwill than money ever could. Mark adds that non-transactional relationships often last longer. A lunch or gift card can mean more than a commission. For Sheri, a great referral partner adds value not just to the client, but to your own reputation, so everyone benefits. Sales is a relationship game. The more connections you have the more business you’ll attract. But attracting business is just one part of the equation. You still have to deliver. Sheri believes long-term success is sales comes down to not what you know, or who you know—but who knows you, and how strongly they recommend you. Mentioned in This Episode: on LinkedIn on Linktree /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/36772435

Inside the Mind of Top Salespeople with Tim Geisert 05/29/2025

Inside the Mind of Top Salespeople with Tim Geisert 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 to retire from flying. Mark believes that if sales carried the same penalties as flying an airplane without a checklist, we'd all be more disciplined about following our processes. Tim highlights that just like pilots rely on checklists to survive, salespeople need structure to avoid fatal missteps, because forgetting one small detail can cost you everything. Tim warns that “happy ears” have killed more deals than any objection—assuming rapport or shared background equals a win can be a fatal assumption in sales. Tim explains that the profile of top B2B salespeople has evolved—from valuing courage and competitiveness to prioritizing learning agility, networking ability, and individualized connection. Success in sales used to be 70% talent, but today, it’s competencies and the learned skills that predict performance more reliably. Mark and Tim explain that every minute with a customer matters; wasting just six minutes in a 60-minute demo means losing 10% of your chance to influence the sale. Tim notes that you don’t need a big personality to win in sales—you need the ability to connect what the buyer wants to what the solution actually delivers. Mark reminds us that gatekeepers matter. You can’t ignore or underestimate anyone in the sales process because influence is no longer limited to just one decision maker. Why managers should look beyond the résumé. When hiring, ask questions to understand what life has taught a person and how that shapes the value they bring to the team. Mark recommends asking, “What did you do to make money when you were young?” That question reveals early drive, which often translates into sales hunger and sales success. Tim emphasizes that understanding a new hire’s competencies and natural talents from day 1 can fast-track their productivity and impact. Mark believes storytelling is a powerful indicator of exceptional sales talent. Top candidates don’t just tell stories, they use stories to drive home relevant points. Mark and Tim stress the importance of uncovering motivation early, because knowing what drives a salesperson is essential to leading, coaching, and retaining them effectively. Mentioned in This Episode: on LinkedIn on Linktree /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/36718290

Dealing with Difficult Conversations with Markku Kauppinen 05/22/2025

Dealing with Difficult Conversations with Markku Kauppinen 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 better conversations. Mark adds that your expectations shape your interactions. If you go in expecting a fight, you’ll likely get one. Markku shares how some prospects treat salespeople poorly because they believe being the customer gives them power. You can’t make good decisions from an emotional state. Markku explains that when you're overwhelmed by emotion — whether it's frustration, stress, or anger — your brain goes into survival mode. Rational thinking takes a back seat, and impulsive reactions take the wheel. Markku challenges the idea that “the customer is always right.” No one is always right and holding clients to that standard helps you maintain healthy boundaries. Learn why emotional control is non-negotiable. According to Markku, strong emotions like anger or stress make it nearly impossible to lead with clarity or communicate effectively. Markku explains how people know when they’re being difficult. Handle tension maturely, and you win their respect. Feel the trigger coming? Take a pause and breathe. Ask a clarifying question instead of defending yourself. Let silence do the heavy lifting. When you stop reacting and start observing, the entire conversation changes. Markku shares a practical habit: journal before tough conversations. Writing your thoughts helps you stay grounded and less reactive, especially when you meet difficult customers. Learn how to de-escalate when a client is difficult from the start. Markku recommends asking thoughtful questions that bring the conversation back to logic. Markku explains why not every comment deserves a reply. Sometimes, silence or redirection can get you what you want. Mark and Marku agree that emotional self-regulation starts at home. Markku says the home is the perfect training ground because it's where our reactions and emotions are most unfiltered. Markku shares how salespeople can use the DISC model to navigate personalities with more precision. Markku breaks down the core traits of each DISC style: D: Dominance: Bold and results-oriented I: Influence: Outgoing and persuasive S: Supportive and steady C: Conscientiousness: Precise and analytical Markku emphasizes that sales is about solving problems, not about being liked. Markku breaks down the population breakdown of DISC types. D types are only 9.3% of people, i types 24.4%, S types 34.8%, and C types 31.4%. Markku shares that there’s a global rise in stress. Higher stress levels mean more difficult conversations, and more need for emotional intelligence. Mentioned in This Episode: on LinkedIn Get your on Linktree /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/36649865

Using the BAT Framework to Accomplish Any Goal with Carlos Garrido 05/15/2025

Using the BAT Framework to Accomplish Any Goal with Carlos Garrido 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 thought I had to get rich before I could get fit. Why not pursue both at the same time?” The real link between health and wealth. Carlos and Mark both agree that when your health is good, you perform better and sell more. Carlos on redefining what wealth looks like. In the 80s, it was Porsches and Rolexes. Today it’s freedom, peace, and flexibility. Carlos and Mark break down the BAT success triangle: Behavior, Attitude, Technique. Carlos shares how BAT can make you successful at everything — from closing deals to staying healthy. Carlos reveals how he uses BAT to stay healthy and fit at 54 years old. For Behavior, Carlos walks 15,000 steps a day, he doesn’t take alcohol or sugar, and runs consistently. For Attitude, Carlos believes in working out regardless of how he feels. If it’s time to go for a run, he drops everything and goes for a run. For Technique, Carlos may not be the fastest runner, but he’s a consistent runner and runs almost every day. Mark shares the mindset shift that helped him lose 50 pounds. Carlos used to fill his board with money goals. But now health takes up just as much space because to him, health is wealth. The big takeaway: With the right behavior, attitude, and technique, you can unlock anything — in business, fitness, or life. Mentioned in This Episode: on LinkedIn on Linktree /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/36566395

How to Become the Unselfish Salesperson with Brian Kavicky 05/08/2025

How to Become the Unselfish Salesperson with Brian Kavicky 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 Power of the Unselfish Salesperson." He dives into a common misconception that if you’re unselfish, you’re weak. In sales, true unselfishness is about shifting the focus away from yourself and making the prospect’s needs your priority. According to Mark, your first meeting isn’t for pitching, it’s for discovery. Take the time to ask real questions, uncover what they need, and decide if you’re the right person to help them. Brian shares a powerful mindset shift: "I’m not trying to close the sale, I’m protecting the prospect from making a bad decision." When you think this way, every conversation becomes more authentic. He adds that success isn’t measured by whether you make the sale. It’s measured by whether you helped the client get the right outcome, even if that means not closing the sale. Mark explains why he’s not a big fan of CRMs: Because winning and losing isn’t black and white. Sometimes, you "win" simply by showing up unselfishly and doing what’s best for the client. Mark and Brian agree that sending out quotes doesn’t mean anything unless you first qualify prospects properly and understand if they’re truly a fit. Mark shares his thoughts on why we can partly blame Shark Tank for the bad habits many sellers develop — thinking that sales is about crafting the perfect pitch rather than having meaningful, client-focused conversations. Brian explains the difference between sales and marketing. Good marketing grabs attention, but good selling meets people where they are and serves their real needs. Mark stresses that intentions matter deeply in sales. When you genuinely focus on the client’s best interests, it comes through in ways that no script can replicate. Mark shares a personal moment about how he overcame his fear and unwillingness to call prospects. Brian shares a powerful and heartfelt prayer that is the foundation of everything he does in sales. “Lord, please bring me people that need my help. Help me discern who deserves it.” Brian and Mark discuss how salespeople can win more by shifting their entire approach from chasing a win to helping people that deserve your help. Brian delivers a key insight on influence. Real influence should not be about persuasion, it should be about giving people clarity, freedom, and the confidence to make their own decisions. Finally, Mark and Brian point out a major trap sellers fall into: Focusing too much on selling themselves instead of helping prospects understand why something matters in the first place. Without that clarity, prospects default to doing nothing. Mentioned in This Episode: on LinkedIn on Linktree /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/36459035

The Power of Curiosity to Grow Sales with Andy Sherman 05/01/2025

The Power of Curiosity to Grow Sales with Andy Sherman 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 build. Andy starts the conversation by sharing his journey building a business from the ground up, selling it, and now running a Greenville office that still leans heavily on Sandler principles. Andy makes a powerful point: just because you've grown doesn’t mean you abandon the basics. The further you go, the more important it becomes to anchor yourself in what works. Mark and Andy break down ‘Andy-isms’— and how Andy turned simple Sandler rules into everyday leadership and business principles. Andy explains that when a tactic becomes a personal principle, you execute with clarity, confidence, and consistency because it’s no longer just a playbook; it’s who you are. Andy shares why he believes curiosity is a superpower in sales. Andy breaks down how curiosity can help you close more deals. When you focus on learning instead of reacting, the fear of losing a deal or the frustration of a price objection fades into the background. For those who aren’t naturally curious, Andy shares a practical starting point: don’t answer a question without asking one first. It sounds simple, but it changes the dynamic of all conversations. According to Andy, asking before answering forces you to slow down, get clearer, and avoid jumping to the wrong conclusions out of habit or emotion. Andy explains that most people respond too fast and usually to the wrong thing. But when you pause and ask a clarifying question, you get to the heart of what really matters. Mark and Andy cover how to build curiosity into a daily habit. Mark and Andy agree that curiosity requires courage, especially when it means asking prospects and clients uncomfortable or challenging questions. When curiosity becomes part of your identity, asking those questions doesn’t feel bold or risky. It feels honest and human. Mark and Andy end the conversation with a shared belief: if you’re trying to convince someone that you can help them when you know you can’t—you’re doing them a disservice. Sales success is about alignment, not persuasion. Mentioned in This Episode: at W.M. Jordan on Linktree /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/36378700

Pre-Call Planning Your Next Sales Call with John Rosso 04/24/2025

Pre-Call Planning Your Next Sales Call with John Rosso 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 will help you and your team shorten sales cycles, improve collaboration, and drive better results—whether you’re flying solo or running a joint sales call. John and Mark open the episode by reflecting on their powerful five-year collaboration and the lessons learned through working together across offices and industries. They emphasize that pre-call planning is shockingly underutilized, estimating that fewer than 20% of salespeople consistently do it—and even fewer do it well. John compares a lack of pre-call planning to flying a plane without a pre-flight checklist—borderline criminal when you’re responsible for valuable cargo (like your prospect’s time and trust). Mark and John discuss how most salespeople don’t define clear objectives before meetings and how that leads to wasted time and missed opportunities. The episode introduces Sandler’s 4-step framework for effective pre-call planning, designed to improve meeting outcomes and shorten sales cycles. Step 1: Define your objective. John explains why knowing what you want to accomplish—and what specific next step you want—is the foundation of a successful meeting. Mark shares how even experienced sales leaders misidentify “sending samples” or “following up” as next steps when no real buyer commitment has been made. Step 2: Set expectations with the prospect using an upfront contract. John explains how this reduces unnecessary tension and makes meetings more productive. Mark compares the upfront contract to turning a frown into a smile—great at the start, less talking in the middle, and great at the end. Step 3: Map out your questions. They break this into three parts: questions you plan to ask, questions you may be asked, and answers you want to walk away with. John stresses how often critical questions—like whether it’s an RFP process or who signs the agreement—go unasked because reps aren’t intentional. Step 4: Mindset. John argues this is the most important and most overlooked piece. The right mindset helps sellers ask tougher, more meaningful questions with confidence. Mark and John offer powerful mindset mantras like “You can’t lose what you don’t have” and “Act as if you’re financially independent, but still want the business.” The duo shares why pre-call planning is especially vital for joint sales calls, where roles must be clearly defined to avoid stepping on toes. John explains how technical teammates and sales leaders should be coached on when to speak and how to pass the conversation back smoothly. Mark compares skipping joint planning to a quarterback telling players “do your own thing” in the huddle—it’s inconceivable in sports, yet happens in sales too often. They wrap up the episode by reinforcing the fact that most salespeople need help developing these skills—and that coaching on objectives, agendas, questions, and mindset makes all the difference. Mark closes by thanking John for his mentorship and friendship, while John reflects on the impact of collaboration and how Mark’s wisdom continues to inspire his team. Mentioned in This Episode: on LinkedIn /episode/index/show/8122157f-c683-4772-9adf-204847fdb162/id/36271200

Building Your Sales Engine

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