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 Sales Questions that Uncover Pain, Value & The Yes 08/12/2025

The Sales Questions that Uncover Pain, Value & The Yes Lightning Round: Top 10 Ways to Build Your Personal Brand Question: Juan from Santa Fe asks, “I sell software for a small firm that focuses on manufacturing firms - and for the last few years business has been great. Once the election happened we are struggling—struggling because it seems like everyone has become price sensitive—so price sensitive. I have listened to your podcast and I know I need to sell value if I want to get price off the table - what are the best questions to ask to get to the value?” Book: by Neil Rackman /episode/index/show/thriveinuncertainty/id/37768135

Why You’re Losing Deals You Should Be Winning 08/05/2025

Why You’re Losing Deals You Should Be Winning Lightning Round: Top 10 Ways to Protect Your Price Question: Lucia from Seattle asks, “ I love sales logic—listen on my way to work—you have been so helpful. I am writing in because I am stuck. I am killing myself and cannot get one of my deals across the finish line. The harder I try the worse it gets - I get to the proposal stage, then nothing.” Book: Wealthy and Well-Known by Rory and AJ Vaden /episode/index/show/thriveinuncertainty/id/37688385

How to Drive Customer Retention 07/29/2025

How to Drive Customer Retention Lightning Round: Top 10 Ways to Fill a Dry Pipeline Question: Mike from San Diego asks, “I am the CRO of a large DME company and we have been experiencing strong growth—organic and through acquisitions. And experiencing all that comes with that: disorganization, constant shifts in strategy and structure and I am really worried we have lost our focus on keeping customers. We have no problems getting new customers, but I am really worried about our retention rate. How do I get my team to focus on both? and should I? Love the show by the way - make my entire team listen to it.” Book: by Stu Heinecke /episode/index/show/thriveinuncertainty/id/37591170

The Biggest Sales Mistakes Costing You Deals 07/22/2025

The Biggest Sales Mistakes Costing You Deals Lightning Round: Top 10 Ways You Should Be Doing Marketing Question: April from Milwaukee asks, “I am a veteran sales professional – I have been selling in manufacturing for more than twenty-five years. But I have to tell you this last year has been hell— tariff threats, the economy, competition, a total reorg of our sales team, and oh did I mention we were acquired. For the first time in my sales career, I am not making my sales goals. Help, what am I doing wrong?” Book: This Is Marketing by Seth Godin 💡 Join us Monday, July 28th at 3 p.m. CT for an exclusive Sales Logic Expert Exchange with sales legends Mark Hunter and Meridith Elliott Powell, featuring Sam Richter, a global authority on sales intelligence. ➡️ Prospecting doesn’t have to be a numbers game. With the right data, it becomes a precision strategy. /episode/index/show/thriveinuncertainty/id/37498965

Building Lasting Buyer Relationships on LinkedIn 07/15/2025

Building Lasting Buyer Relationships on LinkedIn This episode brought to you by our Sales Logic Expert Exchange with Brynne Tillman. Uncover actionable social selling strategies that prioritize value and trust. This episode focuses on the importance of a structured social selling approach, featuring critical stages such as buyer mapping and content strategy. Brynne, Mark and Meridith explore why being the first to add value is vital, with 74% of buyers choosing reps who offer insights. Brynne shares her expertise on optimizing your LinkedIn profile to stand out as the vendor of choice, transforming from just a salesperson to a trusted resource. /episode/index/show/thriveinuncertainty/id/37406230

How to Move the Needle: Integrity, Fundamentals, and Innovation 07/08/2025

How to Move the Needle: Integrity, Fundamentals, and Innovation This episode brought to you by our Sales Logic Expert Exchange with Mike Weinberg. Join Mark and Meridith as Mike shares his personal journey and reminds us that sales is more than a job—it's a key driver of the economy, offering both freedom and fun. With the sales world reshaped by COVID-19 and AI, Mike highlights the need to revisit the fundamentals. He explores how AI and traditional techniques can work together, stressing the importance of strong frameworks and training to help teams create demand—not just respond to it. Mike calls for a return to basics: real customer connections and value-driven conversations. He encourages sales pros to stay passionate, focused, and strategic—creating, advancing, and closing deals—even in uncertain times. /episode/index/show/thriveinuncertainty/id/37331610

How to Build the Right Sales Process 07/01/2025

How to Build the Right Sales Process /episode/index/show/thriveinuncertainty/id/37235120

Best Strategies for Onboarding New Sales Reps 06/24/2025

Best Strategies for Onboarding New Sales Reps Lightning Round: Top 10 Qualities of a Successful Sales Professional Question: Steve from Atlanta GA asks, “I am a senior executive in a large manufacturing corporation, I handle the Eastern Region. We are struggling with our sales people, more than 40% are not hitting quota. We just redid our sales training, but wondering if you have any thoughts.” Book: Hire Right, Fire Less by Kelly Riggs /episode/index/show/thriveinuncertainty/id/37128985

The Biggest Mistakes in Sales Today 06/17/2025

The Biggest Mistakes in Sales Today Lightning Round: Top 10 Ways to Use Client Testimonials Question: Lanora from Toronto, Canada asks, “ I am struggling with my sales managers—I feel like he wants me to focus on the wrong sales strategies for our market and I have been doing HIS sales process for more than six months—and I am not getting results. I have tried to talk with him about my ideas - but he is NOT open. I am also about to go on a PIP for not hitting my numbers.. HELP what do I do?” Book: by Donald Miller 💡Join Mark and Meridith on June 23 for a dynamic conversation featuring special guest Sonia Dumas. This session goes beyond AI as a tool—you’ll learn how to use AI as a strategic advantage /episode/index/show/thriveinuncertainty/id/37039600

Strategies to Close the Complex Sale 06/10/2025

Strategies to Close the Complex Sale Lightning Round: Top 10 Ways to Build Your Personal Brand Question: Sina from Tokyo, Japan asks, “I work in the financial services industry, and expanding my portfolio is a long sales cycle - feels like these days it is getting longer. I am doing a great job of getting the meetings, and connecting with decision-makers. I am even having good conversations, but not quite getting the decision-maker to make decisions—any ideas would be appreciated.” Book: by Zig Ziglar /episode/index/show/thriveinuncertainty/id/36934230

How to Craft a Great Sales Presentation 06/03/2025

How to Craft a Great Sales Presentation Lightning Round: Top 10 Ways to Update Your Sales Strategy Question: Marquessa from Salt Lake City, Utah asks, “I work for a tech start-up and we are doing well - start-ups are a struggle - and while we have been well-funded, we need sales. We have been great at getting through the door, getting to decision makers, and getting good questions during our sales presentations - but we can't close the deal. Ideas?” Book: by Janine Kurnoff /episode/index/show/thriveinuncertainty/id/36812120

Drawing the Fine Line between Accountability and Micromanagement 05/27/2025

Drawing the Fine Line between Accountability and Micromanagement Lightning Round: Top 10 Ways to Boost Your Confidence Question: Felipe asks on Spotify, “I have a quick question. I have started in a new job in mid-February for introduction of a new product in the market and cooperate with a coworker who is the Team Leader of the project (we both report to the same boss). My colleague is calling me every day to ask my plan of the day, if I will have a visit with the customer, how many projects I have created. I do not mind being accountable, but I do not know if it is productive everyday reviewing of my job. What you think?” Book: by Mike Weinberg /episode/index/show/thriveinuncertainty/id/36724850

How to Ask for the Sale 05/20/2025

How to Ask for the Sale ⚡Lightning Round: Top 10 Ways to Set the Right Sales Cadence Question: “Hi Meredith and Mark, I am really enjoying the show and learning so much. However, I haven't yet earned a dollar as I struggle to "ask for the sale". I am a solopreneur providing professional services and my sales cycles are long. I don't want to blow a good relationship by being too pushy. Any tips would be very welcome.” Book: by Anthony Iannarino 🔥Sales Logic EXPERT Exchange, NEXT WEEK on May 27th at 04:00 PM! This month’s guest: Carson Heady→ on “What it really takes to rise to the top 1% in today’s fast-changing sales landscape.” 🔥 🔥 /episode/index/show/thriveinuncertainty/id/36631795

How to Handle an Unrealistic Sales Quota 05/13/2025

How to Handle an Unrealistic Sales Quota Lightning Round: Top 10 Client Acquisition Strategies Question: John from Milwaukee asks, “I am in the packaging industry, and it is tough right now with the threat of tariffs, the economy, inflation—so much going on with our customers—yet our leaders just keep pushing our sales quotas higher and higher. I have never missed my sales goal, but wow, this year I am worried about it— any advice?" Book: by Michael Anderson 🔥Sales Logic EXPERT Exchange, coming up on May 27th at 04:00 PM! This month’s guest: Carson Heady What’s our topic? What it really takes to rise to the top 1% in today’s fast-changing sales landscape. /episode/index/show/thriveinuncertainty/id/36540670

Can You Have It All? 05/06/2025

Can You Have It All? Balancing Ambition with Personal Well-Being. Lightning Round: Top 10 Ways to Manage Your Energy, NOT Your Time Question: “How do you keep the enjoyment of being in sales: balancing work and life? What are your best tips on how to ensure you retain a healthy balance, as sales can be stressful and intense?” Book: by Steve Chandler /episode/index/show/thriveinuncertainty/id/36413680

When to Coach, When to Cut 04/29/2025

When to Coach, When to Cut Handling Underperforming Salespeople Lightning Round: Top 10 Ways to Become More Disciplined Question from a New Listener: “How do you grow a sales team when ownership struggles to let go of underperformers? These employees were never really trained, but sales is our only revenue stream, and the owners hesitate to make tough calls. They want change but aren’t ready to act—often making excuses in hopes things will improve.” Book: by Meridith Elliott Powell /episode/index/show/thriveinuncertainty/id/36329875

Conquering Unresponsive Prospects 04/22/2025

Conquering Unresponsive Prospects From Disinterest to Dialogue…Master the Art of Engaging Prospects. Lightning Round: Top 10 Ways to Shorten the Sales Cycle Question: Tawanda from Baltimore M.D. asks, “ I do not know what has happened in the last 30 days but I cannot get anyone to answer a call, an email, or a text. What is going on with prospects? I have goals to hit. What ideas do you have that can help?” Book: by Phil Jones 🔥 with Mike Weinberg! Let’s have a no-fluff conversation on what salespeople and sales managers are getting wrong in today’s market—and what to do instead. /episode/index/show/thriveinuncertainty/id/36255785

Transforming Busyness into Actual Productivity 04/15/2025

Transforming Busyness into Actual Productivity 🌩️Lightning Round: Top 10 Ways to Build Your Network Question: Maria from Cartagena, Colombia asks, “I just got the job of my dreams. I have been working in operations for a large manufacturing firm for years. I have wanted to be in sales, and I have finally gotten my shot. But wow this is different—so much freedom with time and it is up to me to structure my day, my week. What is your best advice?” Book: by Sydne Jacques 🔥Register for this month’s with Mike Weinberg! Let’s have a no-fluff conversation on what salespeople and sales managers are getting wrong in today’s market—and what to do instead. /episode/index/show/thriveinuncertainty/id/36135990

How to Drive Inbound Leads 04/08/2025

How to Drive Inbound Leads Harnessing Online Presence for Lead Generation 🔥 Lightning Round: Top 10 Signs Your Sales Strategy Needs a Tune Up Question: George from Bar Harbor Maine asks, “I am a consultant, moved to Maine a few years ago to get out of the rat race of Boston. I love it—but I have lost my ability to easily make sales calls or attend networking events to drum up business. What can I do to DRIVE inbound leads?” Book: Pick Up The Phone and Sell by Alex GoldFayn Episode Summary Can sales be both powerful and principled? Join us as we unpack the art of driving inbound leads through authentic relationship-building. From the value of a daily posting routine to overcoming the hurdles of maintaining momentum in a new location, listen as we share stories and strategies that highlight the importance of a strong online presence and proactive outreach. M&M explore the dynamic dance between inbound and outbound sales strategies. It’s not just about waiting for leads to come to you, but also picking up the phone when necessary. We discuss how a balanced approach, coupled with consistency and discipline, can significantly enhance your sales success. Whether it’s through leveraging content on LinkedIn or practicing the principles in "Atomic Habits" by James Clear, we guide you through the steps to refine your lead generation and qualification processes. /episode/index/show/thriveinuncertainty/id/36051125

How to Stay Valuable After the Sale 04/01/2025

How to Stay Valuable After the Sale Transforming One-Time Buyers into Lifelong Clients: Building Lasting Customer Relationships for Sustainable Growth Question: Zoltan asks, “I recently came across your co-hosted podcast, Sales Logic, and have been enjoying the insights you share. This year, I’m focused on developing stronger sales skills within the AEC professional services industry in Europe. I would love to learn from you—which three books would you recommend to help me on this journey? I’ve completed Dale Carnegie’s sales training and really connected with its client-centric approach. Many thanks in advance for your recommendations! Wishing you a great day.” Book: by Michael Bosworth 🔥 Hot Topic: Top 10 Ways to Retain Customers /episode/index/show/thriveinuncertainty/id/35951240

How to Leave Your Competition in the Dust 03/25/2025

How to Leave Your Competition in the Dust Lightning Round: Top 10 Ways AI Can Make You More Human Question: Marina in Silicon Valley asks, “I work software sales and it is competitive—crazy competitive. It is so hard just to get a meeting with a customer. I need to stand out from my competition, but am struggling to figure out how.” Book: by Seth Godin /episode/index/show/thriveinuncertainty/id/35851255

How to Fire a Client 03/18/2025

How to Fire a Client Should you ever fire a client? With Guest Co-Host, Verl Workman. Lightning Round: Top 10 Ways to Define Your Ideal Prospect Question: Maria from St Augustine asks, “I have been in sales for years, and I think this is the MOST stressed out I have ever been. A long-time client, used to be my favorite, has become a bear. They are driving me crazy, fight me on my prices, and working with them is stressful. I think about letting them go, but they are 1/3 of my annual goal? Help?” Book: by Verl Workman /episode/index/show/thriveinuncertainty/id/35739580

How to Guarantee You’ll Hit Your Sales Goal 03/11/2025

How to Guarantee You’ll Hit Your Sales Goal Lightning Round: Top 10 Ways to Gain More Sales Knowledge Question: Maria from Singapore asks, “I am new to sales, just started my first job as an inside sales rep. I am excited and scared all at the same time. My sales goals don't kick in until May—what are the best strategies I can put into place to ensure I hit my sales goal?” Book: by Victor Antonio Read the blog . /episode/index/show/thriveinuncertainty/id/35622895

The Power of Selling the ROI 03/04/2025

The Power of Selling the ROI ROI is in the eyes of the customer. You need to understand their goals, their pain points, and their desired results before you can effectively sell the ROI. Lightning Round: Top 10 Ways to Ask for Referrals Question: Jonathan from Missoula, Montana asks, “I am a classic sales guy; I have been in sales for more than 20 years. In 2025 I got the news that I am now reporting to the CFO - how strange is that? Anyway, he wants to deliver every presentation and every conversation in terms of ROI? This is foreign to me—help?” Book: by Amy Climer, Ph.D. 📖 Read the blog for this episode . Episode Summary: Join us Mark & Meredith as they explore incorporating ROI into your sales presentations. They’ll unpack the significance of understanding what truly matters to your customers before discussing ROI, helping you distinguish between price and value. M&M also discuss the role of time in ROI, emphasizing that immediacy in delivery can add significant value for your customers. We'll guide you in presenting a compelling ROI to clients by framing conversations around their needs and desired outcomes rather than just pricing. Tune in to adopt these strategies for sustained business growth and stay ahead in your sales game. ❓Send YOUR questions to Mark & Meridith at /episode/index/show/thriveinuncertainty/id/35522375

Sales Habits that Will Change Your Life 02/25/2025

Sales Habits that Will Change Your Life Lightning Round - Top 10 Ways to Follow Up Without Being Annoying Question: Mateo from Cartagena asks, “ I just changed job[s]—same industry—big equipment sales. Most of my team is struggling, [the] economy is tough right now—but three or four guys in our company are blowing it out of the water. I am curious, what do you think they are doing [that] we are not doing? What makes a top producer?” Book: Relentless by Tim Grover /episode/index/show/thriveinuncertainty/id/35420580

Strategies to Reach and Influence Decision-Makers 02/18/2025

Strategies to Reach and Influence Decision-Makers Lightning Round: 10 Worst Mistakes You Can Make in Sales Question: Lorenzo from San Francisco asks, “I have been working in insurance sales for more than 15 years, and it is getting harder and harder to get to the right person. I ask prospects who to talk with, who makes decisions—they assure me they can—and then I hit a dead end? How do you determine who makes the decisions in organizations? Am I doing something wrong?” Book: by Jill Konrath ❖ Send your questions to Meridith and Mark at 🧠 Register now for the Sales Logic Expert Exchange→This month: Tiffany Bova! Topic: "Unlocking Sustainable Growth: The Roadmap to Long-Term Success" → /episode/index/show/thriveinuncertainty/id/35325945

Our Best Sales Advice + Worst Sales Advice 02/11/2025

Our Best Sales Advice + Worst Sales Advice +The sales advice we wish we had been given! Lightning Round: Top 10 Best Habits for Sales Professionals Question: Brook Ingram from Shreveport, Louisiana asks, "What’s the best advice you give to new sales professionals starting out?" Book: The Best Sales Book Ever by Connie Podesta and Meridith Elliott Powell ❓Submit your OWN question at or send us an email at 🧠 Register now for the Sales Logic Expert Exchange→This month: Tiffany Bova! Topic: "Unlocking Sustainable Growth: The Roadmap to Long-Term Success" /episode/index/show/thriveinuncertainty/id/35233365

How to Build the Right Sales Framework 02/04/2025

How to Build the Right Sales Framework Lightning Round: Top 10 Ways to Execute Effectively Question: “How do you incorporate customer service into sales conversations?” -A Spotify Fan Book: ❖ Send your questions to Meridith and Mark at /episode/index/show/thriveinuncertainty/id/35140290

How to Get Out of a Sales Slump 01/28/2025

How to Get Out of a Sales Slump Lightning Round: Top 10 Ways to Avoid Burnout Question: Gina from Portland, ME asks, “I work in financial services and last year was a tough year—between interest rates, regulations and inflation—I lost a lot of deals. Here we are with a new year, things look brighter, but still I am not landing the deals. HELP.” Book: by Philp Goldberg and Mark Goulston ❖ Send your questions to Meridith and Mark at /episode/index/show/thriveinuncertainty/id/35036830

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

Sales Logic - Selling Strategies That Work

TOPICS