Sales Logic - Selling Strategies That Work

Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today's toughest selling questions with logical answers that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty suddenly becomes your competitive advantage and the sale... becomes logical.

The Powerful Role of Mindset in Sales 01/21/2025

The Powerful Role of Mindset in Sales Lightning Round: Top 10 Strategies to Have Better Sales Conversations Question: Renaldo from Seattle asks, “I manage a large sales team, and we are growing—adding 10 new reps this year. My team seems to be getting younger and younger, and while we are successful, we deal with a lot of rejection in our industry. How can I help them build resilience and build the right mindset to succeed at sales?” Book: 🧠 You won’t want to miss this month’s Sales Logic Expert Exchange on Monday, January 27th from 3 - 4 PM CST. Join Mark Hunter, Meridith Elliott Powell, and Shari Levitin as they dive into one of the most powerful tools for driving results in sales: Storytelling. In a world where facts alone don’t move the needle, Shari will share her 5-step “StorySelling” Formula. to get the webinar link. ❓ Send your questions to Meridith and Mark at /episode/index/show/thriveinuncertainty/id/34939170

The BEST Sales Training Tips for 2025 01/14/2025

The BEST Sales Training Tips for 2025 Lightening Round: Top 10 Ways to Use AI in Sales Question: Eduardo from Cancun asks, “I am a small business owner—I manage luxury homes—and Sales Logic has given me some great tips to help me grow my business. As I look at 2025, what other ideas do you have for sales training for someone with a limited budget and limited time.” Book: Spin Selling by Neil Rackman ❓ Send your questions to Meridith and Mark at 🧠 Get amazing sales training and accountability at The Sales Logic Mastermind. /episode/index/show/thriveinuncertainty/id/34845635

Sales Trends for 2025 01/07/2025

Sales Trends for 2025 Lightning Round: Top 10 Ways to Make Your RFPs More Successful Question: Marina from Brownsville Texas asks, “Love the show— listen every week —wondering what you two gurus are seeing for 2025. What do we as sales people need to be looking for, learning about and listening to?” Book: by Carson Heady 💡 Read the blog post detailing the contents of this episode Summary: Discover the future of sales in 2025 as we unravel the transformative role of AI in the industry. From pioneering AI tools like ChatGPT, Copilot, and Gemini, to their seamless integration with CRM systems such as Salesforce and HubSpot, we'll guide you through the technological advancements reshaping content creation, research, and customer interactions. Amidst this digital revolution, we remind ourselves of the irreplaceable human touch, crucial for navigating the complexities that technology alone cannot resolve. Join us as we outline a strategic top 100 list approach, demonstrating how AI can enhance efficiency while reinforcing the necessity of human engagement throughout the sales process. Stay ahead of the curve in tomorrow's dynamic landscape with indispensable insights. We delve into the critical importance of staying informed and adaptable as sales professionals, with a keen eye on personal and professional development, geopolitical tensions, and economic trends. This episode promises an engaging blend of cutting-edge trends and timeless strategies to keep you at the forefront of the sales industry. /episode/index/show/thriveinuncertainty/id/34756075

Building Bridges Between Sales and Purchasing 12/31/2024

Building Bridges Between Sales and Purchasing Lightning Round: 10 Ways to Connect with Prospects Question: Charles from Southern California asks, “Today on my first outbound sales call a manager picked up the phone. After our conversation he said he’d speak with his purchasing manager. My question is, would you continue to call into this company to find a person of interest or wait to hear what my contact has found out from his purchasing manager?” Book: by Art Sobzcak ❖ Send your questions to Meridith and Mark at Episode Summary: Transform the often tense dynamic between sales professionals and purchasing departments into a harmonious and productive partnership. Through this episode, we guarantee you'll gain invaluable insights into aligning sales strategies with the broader objectives of purchasing departments, such as cost control, risk mitigation, and value creation. By reframing your perspective, you'll learn how to make your products stand out as strategic investments rather than mere expenses, ultimately benefiting both parties involved. Our exploration includes strategies for engaging in meaningful discussions about inventory management and vendor consolidation, which can provide crucial insights into the priorities of purchasing departments. /episode/index/show/thriveinuncertainty/id/34641510

Choosing The Right Sales Strategies 12/24/2024

Choosing The Right Sales Strategies Lightning Round: Top 10 Strategies to Stay Motivated and Selling Through the Holidays Question: Vincent from Nigeria asks, “ I am new to sales, and your platform has really helped me. 'Can you discuss which sales strategies are effective to target B2B or corporate clients in the investment industry. E.g, mutual funds?” Book: Blue Ocean Strategy by W. Chan Kim and Renee Maugborgne Summary Can you imagine transforming your sales strategy just like you would a fitness routine? This episode shows you how to reshape your approach by understanding customer needs and evolving your methods to stay ahead in a rapidly changing market. We dive into Meridith’s banking experience to illustrate the necessity of adaptability and the power of versatile communication. Whether it's adjusting the timing of your outreach, or selecting the right channel to connect, staying tuned to your customer's preferences is key. As the holiday season approaches, maintaining motivation becomes crucial. In this episode, we uncover the importance of focusing on key metrics that matter, rather than getting lost in vanity metrics. /episode/index/show/thriveinuncertainty/id/34562055

Speed, Value or Personalization: What Your Customers Really Want 12/17/2024

Speed, Value or Personalization: What Your Customers Really Want Lightning Round: Top 10 Skills Every Salesperson Will Need in 2025 Question: Lenora from Reno, Nevada asks, "I work in an industry where customers are very price sensitive, and we are not the cheapest. I need to really connect and sell value—my customers seem to want it all. What tools can I use to help me spend more time customer facing? What can I automate, use or invest in to speed up my sales process and make it more effective?" Book: by Lois Creamer Join us Monday, Dec. 23rd for our Sales Logic Expert Exchange with Art Sobczak! 3-4 p.m. CT to attend or get the replay! Art will share proven strategies to help you break through the noise and build genuine relationships with prospects. ❖ Send your questions to Meridith and Mark at /episode/index/show/thriveinuncertainty/id/34445440

Juggling Account Management and Finding New Leads 12/10/2024

Juggling Account Management and Finding New Leads Lightning Round: Top 10 Ways to Retain Customers Question: Sierra from Toronto, Canada asks, “I am in equipment financing sales and in the last year we have grown a lot— some organic, most through acquisition. While this has been exciting, it feels like the demands on us as salespeople are doing nothing but expanding. I used to be focused on mostly new sales, but now they wants us to find new business, grow existing accounts and above all keep our retention rates high. How am I supposed to do all that?” 💡 Heard about the Sales Logic Brain, or Sales Logic Role Play? These are just some of the amazing features in the Sales Logic Mastermind. . ❖ Send your questions to Meridith and Mark at /episode/index/show/thriveinuncertainty/id/34360045

Inbound? Outbound? The Best Ways to Generate Leads 12/03/2024

Inbound? Outbound? The Best Ways to Generate Leads Lightning Round: Top 10 Ways to Get a Prospect to Engage Question: Anzah Mustafa from New York asks, “What is the best way to find, generate and engage with leads —inbound? outbound? What is a better strategy?” Book: by Stacey Hancke 💡 Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. /episode/index/show/thriveinuncertainty/id/34150525

Integrating Video into the Sales Process 11/26/2024

Integrating Video into the Sales Process Question: Shawnta Hooks from Atlanta, GA asks “Do you have any tips or ideas on how to effectively use video in sales?” Book: by Marcus Sheridan 💡 Access the brains of Mark and Meridith 24/7— The Sales Logic Brain 🧠, one of the many perks of being a mastermind member! Learn more at: /episode/index/show/thriveinuncertainty/id/34150480

Choosing the Most Effective Sales Channels 11/19/2024

Choosing the Most Effective Sales Channels Lightning Round: Top 10 Ways to Negotiate More Effectively in Sales Question: Nathaniel from the Philippines asks, “I have been in sales for more than 10 years, but I am changing industries and not sure where to start. My colleagues use so many different strategies to sell—in person, phone, social media, email, trade shows. How do I figure out what is right for me and most effective in hitting my goals?” Book: by Timothy Furee and Lawrence Friedman → This month’s Sales Logic Expert Exchange with Lauren Bailey is all about Outbound Selling Skills for the Small Business! Monday, Nov. 25th at 3 p.m. EST. You don’t want to miss this! ❖ Send your questions to Meridith and Mark at 💡 Access the Brains of Mark and Meridith 24/7— The Sales Logic Brain 🧠, one of the many perks of being a mastermind member! Learn more at: /episode/index/show/thriveinuncertainty/id/33950197

Ultimate Guide to Selling Through the Holidays 11/12/2024

Ultimate Guide to Selling Through the Holidays Our strategies for prospecting during the holiday season. Lightning Round: Top 10 Strategies to Hold an Effective Sales Meeting Question: Bill King from Texas asks, “What advice do you have for prospecting around the holidays?” Book: by Mark Hunter ❖ Send your questions to Meridith and Mark at 💡 Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. /episode/index/show/thriveinuncertainty/id/33791882

How to Master the Phone for Maximum Impact 11/05/2024

How to Master the Phone for Maximum Impact Lightning Round: Top 10 BEST Sales Advice You Have Ever Been Given Question: Rene from Baton Rouge asks, “I am new to sales, this is just my second job. I am excited about this opportunity—bigger territory, more commission—but there is just one problem. My manager is old school. He wants me to use the phone. That makes me uncomfortable. I have never made sales calls, always used email, in person, or even text. Where do I start? And more importantly do I have to do this?” Book: by Alex Goldfyn 🤍 Please donate to help Western NC at ❖ Send your questions to Meridith and Mark at /episode/index/show/thriveinuncertainty/id/33791692

Best Strategies to Open Up a New Market 10/29/2024

Best Strategies to Open Up a New Market Lightning Round: Top 10 Ways to Sell Through the Holidays Question: Carl in Bozeman, Montana asks, “I'm new in sales, having moved from engineering to the sales side of the company and I am excited about it. I have been given a brand new territory for our company, so much opportunity it is almost overwhelming. Where do I start? What is the best use of my time?” Book: by Mike Weinberg 🤍 Please donate to help Western NC at ❖ Send your questions to Meridith and Mark at 💡 Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. /episode/index/show/thriveinuncertainty/id/33573052

Perfecting Sales Follow-Up 10/22/2024

Perfecting Sales Follow-Up Lightning Round: Top 10 Ways to Increase the Value You Give to Customers Question: Davis Brow from Chicago asks, “My clientele is civil construction, which is very seasonal in the Midwest. When I follow up too much, I risk being annoying. When I try to give them time & space, it becomes easier to forget about their need for our service. In addition to better discovery, do you have any advice on best practices for following up after a proposal is sent? I've looked for books on the topic and nothing has caught my eye. Since I've struggled to find solutions on my own, I assumed I should ask the experts. You and Mark always have sound advice on all things sales.” Book: by Dorothy Vernon Brown 🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine. Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it. October 28th at 4 p.m. EST! Don’t miss it. . 🤍 Please donate to help Western NC at /episode/index/show/thriveinuncertainty/id/33515242

Will AI Make Relationships Less Important? 10/15/2024

Will AI Make Relationships Less Important? Lightning Round: 10 Ways to Make Sales Relationships More Meaningful Question: Tammy from Phoenix asks, “My boss is pushing us to use AI for everything we do. Feels like my job is at risk. My clients love me. We sell cyber security services and they need personal service. It’s a big reason they buy from me. What should I do?” Book: Selling from the Heart by Larry Levine 🤍 Please donate to help Western NC at 🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine. Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it. October 28th at 4 p.m. EST! Don’t miss it. . /episode/index/show/thriveinuncertainty/id/33369937

How to Get Prospects to Show Up 10/08/2024

How to Get Prospects to Show Up Lightning Round: Top 10 Strategies to Build Your Personal Brand Question: Donna from Asheville NC asks, “I have a salesperson who is a rockstar when it comes to setting appointments. She is definitely talking to our target market - many of the prospects know her name. They all seem excited to talk, and then they don't show up. It's maddening because the schedule is so busy right now, that setting time for those calls is even a challenge - and then we have to reschedule. And yes - we send confirmation emails and even phone calls. But just today, two people didn't show up and one of them was an inbound lead! Any ideas?” Book: High Profit Prospecting by Mark Hunter 🤍 Please donate to help Western NC at 🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine. Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it. October 28th at 4 p.m. EST! Don’t miss it. . /episode/index/show/thriveinuncertainty/id/33370102

Building the Sales Skill of Digital Expertise 10/01/2024

Building the Sales Skill of Digital Expertise Lightning Round: Top 10 Ways to Consistently Build Your Sales Skills Question: Marvin from Daytona Beach, FL asks, “I have been in insurance sales all my life—started really when I was a kid. This industry is getting tough—rules, regulations, and the list goes on. I am a traditional sales guy; golf tournaments, chamber events, taking clients out for a beer. My strategies are just not working anymore—why?” Book: - Bill Stinet /episode/index/show/thriveinuncertainty/id/33275377

How to Gain Market Share in an Overly Crowded Marketplace 09/24/2024

How to Gain Market Share in an Overly Crowded Marketplace Lightning Round: Top 10 Ways to Prospect Effectively Question: Nathaniel Friday from Nigeria asks, “How do you gain market share in a highly competitive marketplace, like Nigeria?” Book: ❖ Send your questions to Meridith and Mark at 💡 Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. /episode/index/show/thriveinuncertainty/id/33066337

How to Close Deals Faster 09/17/2024

How to Close Deals Faster Lightning Round: 10 Ways to Close More Sales Question: Ronnie from Tucson asks, “I have a very low closing ratio when compared to everyone else in my company. I push like crazy to get deals to close but they never do. My boss has told me it has to improve or I’m going to be terminated. What am I doing wrong?” Book: Secrets of Closing the Sale by Zig Ziglar, updated by It’s time to get real about the role of social media in your sales strategy. Join us Sept. 23 at 4 p.m. for a FREE webinar with Brynne Tillman, the “LinkedIn Whisperer.” ❖ Have you gotten Mark’s new book? 33 days of sales wisdom multiplied by your own reflections and evaluations.📗 ! /episode/index/show/thriveinuncertainty/id/33066322

Do You or Don’t You Need a Sales Strategy? 09/10/2024

Do You or Don’t You Need a Sales Strategy? Hot Topic: Top 10 Ways to Use STORY in Sales Question: Eric from Toronto asks, “I have been in sales for more than 30 years—insurance industry. I just joined a new agency owned by corporate, and they are trying to make me use THEIR sales strategy. I don't need it— they insist. Any advice? I am good at sales, and don't need their help.” Book: Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. Find out more here! /episode/index/show/thriveinuncertainty/id/32949462

Secrets to Getting Your Buyer’s Attention 09/03/2024

Secrets to Getting Your Buyer’s Attention Lightning Round: Top 10 Ways to Standout on Social Media Question: Ben Ibarra asks on Spotify: "I work in the toy industry selling to mass market. Since Covid, getting buyers to accept a meeting or call or even respond to emails has become much harder. How do I get a buyer's attention without spamming them with emails?" Book: 💡 Heard about the Sales Logic Brain or Sales Logic Role Play? These are just some of the amazing features of the Sales Logic Mastermind. ❖ Send your questions to Meridith and Mark at /episode/index/show/thriveinuncertainty/id/32755787

Why Customers Go Silent on Salespeople 08/27/2024

Why Customers Go Silent on Salespeople Lightning Round: 10 Ways to Stay Focused During Tough Times Question: Alanna from Seattle asks, “It’s always been hard getting customers to stay engaged, but this past year it has become harder than ever. Is it me or has something changed I’m not aware of?” Book: ❖ Send your questions to Meridith and Mark at /episode/index/show/thriveinuncertainty/id/32753882

How to Sell When the Market Shifts 08/20/2024

How to Sell When the Market Shifts Lightning Round: 10 Ways to Build Your Sales Confidence Question: John from San Diego asks, “I am a bit of a news junkie, and watching this week everyone is talking about the stock market going down and interest rate cuts coming. I work in the restaurant industry—is there anything I should be doing to prepare for the change in market conditions, how will my customers be impacted?” Book: ❖ Send your questions to Meridith and Mark at 📢 Join Mark and Meridith for the , this month with Victor Antonio as he shares how to increase customer value by creating a seamless buying experience. Tune in live Monday, August 26th at 3pm CT! . /episode/index/show/thriveinuncertainty/id/32614997

Battling the Shrinking Budget 08/13/2024

Battling the Shrinking Budget Lightning Round: Best Places to Find Ideas for Content Creation Question: Regina in Milwaukee says, “I’m in manufacturing sales, things are getting slow. We just had our mid-year meeting and they came down with the bad news. With inflation, interest rates, election year, sales are slowing, and now they’re cutting our budget. Fewer trade shows, fewer golf events, fewer lunches, and the list goes on and on. How am I supposed to make my quota if I don’t have money to spend?” Book: 💡What would a mindset journal for salespeople look like? The Making of a Mind for Sales is your sales accountability partner in book form. ❖ Send your questions to Meridith and Mark at /episode/index/show/thriveinuncertainty/id/32554702

Building a 90-Day Sales Strategy 08/06/2024

Building a 90-Day Sales Strategy Lightning Round: 10 Hardest Sales Lessons You Have Ever Learned Question: Ramona from Ventura CA asks, “I am feeling the pressure in my current role—the coming election has impacted my clients, their budgets, projects getting cut, and I think just fear. I don't know what to do or how to handle it. Ideas?” Book: Learn more about /episode/index/show/thriveinuncertainty/id/32391417

The Value of a Sales Mastermind 07/30/2024

The Value of a Sales Mastermind Lightning Round: Top 10 Things You Can Gain from Our Mastermind Question: Cindy from Little Rock, AR asks, “I am brand new to sales—moving out of IT. I want to learn from the best—is it better to get a coach or join a mastermind?” Learn more about /episode/index/show/thriveinuncertainty/id/32330482

Maximizing the Last Six Months of the Selling Season 07/23/2024

Maximizing the Last Six Months of the Selling Season Lightning Round: Top 10 Ways to Build a Circle of Influence Question: Juanita from Miami asks, “I am new in my role in manufacturing sales—I moved over from IT. I love it, but I am struggling. My sales leader is not very supportive, and I am behind on my sales goal. Any ideas?” Book: by Meridith Elliott Powell ▣ Get 24/7 Access to Mark and Meridyth via the Sales Logic Brain. This amazing new A.I. is only available to Mastermind members! . /episode/index/show/thriveinuncertainty/id/32247752

How to Get Prospects to Stop Ghosting You 07/16/2024

How to Get Prospects to Stop Ghosting You Lightning Round: Top 10 Strategies to Increase Your Sales Discipline Question: Phillipe from London asks, “I have been in sales most of my career—almost 30 years now—and never have I ever had so many challenges with getting prospects to respond, keep appointments, or just do what they say they are going to do. Is it me? Is the world changing? What is your advice? Writing this as I am sitting in a coffee shop waiting on a prospect who is 20 minutes late—guessing I have been ghosted!” Book: $100M Leads—How to Get Strangers to Want to Buy Your Stuff by Alex Hormozi 📗 Kindle deal ends this week! Get Mark’s new book …sale ends this weekend! The Making of a Mind for Sales: 33 Strategies for Success That’s 33 days of sales wisdom multiplied by your own reflections and evaluations. /episode/index/show/thriveinuncertainty/id/32157922

Properly Positioning Your Value Statement 07/09/2024

Properly Positioning Your Value Statement Lightning Round: Top 10 Ways to Keep Your Prospect List Up-to-Date Question: Mark Bregman asks, “You both have said value statements need to be updated, and refreshed because what may have worked last year may not be right for now. And I’m wondering if things have changed, value-wise, in mid-year 2024 from just the beginning of the year?” Book: Building a Story Brand - Clarify Your Message So Customers will Listen by Donald Miller 📗 📗 The Making of a Mind for Sales: 33 Strategies for Success Take the 33-Day Challenge, and Change the Trajectory of Your Sales Career! Now $0.99 on Kindle for a limited time. /episode/index/show/thriveinuncertainty/id/32031487

The Secret to Getting to the Decision-Maker 07/02/2024

The Secret to Getting to the Decision-Maker Lightning Round - Top 10 Ways to Coach a New Sales Professional Question: Yannik from Berlin asks, “I have a young sales team. We are growing and expanding and to keep up with demand we have had to bring on sales professionals that are new in the field. They are eager, high-energy and unafraid, but their youth and over-aggressive tactics are keeping them from getting to decision-makers. As their sales leader, how can I best help?” Book: Easy to Do Business With by David Avrin 📗 $0.99 for 33 days of tips, motivation, and sales strategy? Get on Amazon today! Sales insights meet mindset journal in this ! Print copies also available. /episode/index/show/thriveinuncertainty/id/31921802

Sales Logic - Selling Strategies That Work

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