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.

Secrets to a Strong ROI from Trade Shows 07/14/2026

Secrets to a Strong ROI from Trade Shows Lightning Round: Top 10 Trade Show Mistakes Question: Margo from West Palm Beach asks, “My company spends a fortune on trade shows.. I just don't see the ROI. Would be interested to know your thoughts on trade shows and more important your ideas for getting ROI.” Book: by Joey Coleman 🧠 Catch /episode/index/show/thriveinuncertainty/id/42063670

How to Drive Accountability in Sales 07/07/2026

How to Drive Accountability in Sales Lightning Round: 10 Ways to Find New Prospects Question: Fred from Montana says, “Love the show, been listening for a few months. My question, I have some reps that hit their quota every month, and some that aren’t even coming close. What do I need to do to not overmanage the successful reps and better support the struggling ones?” Book: Scale Your Sales by Brandon Bornancin 🧠 Read /episode/index/show/thriveinuncertainty/id/41982405

How AI Is Transforming the Way We Sell 06/30/2026

How AI Is Transforming the Way We Sell Lightning Round: Top 10 Emotional Intelligence Skills You Need to Build Question: Mark Caton on Spotify asks, “I think a valuable podcast would be to address how sales people are utilizing AI, and perhaps how the SDR role is being automated with so many AI agent tools.” Book: by Ford Saeks 🧠 Read /episode/index/show/thriveinuncertainty/id/41898890

How to Deal with Being Ghosted 06/23/2026

How to Deal with Being Ghosted Lightning Round: Top 10 Ways to Deal with Margin Pressure Question: Jason in Denver asks, “I just lost it with a prospect. We had talked, she was interested, asked me to do a proposal —which I did—took hours, then nothing. I called, emailed, texted and nothing. Finally I wrote her a less than professional email, this time she responded. Told me she had a lot going on in her life, and was not blowing me off. She actually wanted to move forward UNTIL she got my email. Clearly, I need a better strategy for dealing with getting ghosted.” Book: by Daniel Kahneman. 🧠 Read t /episode/index/show/thriveinuncertainty/id/41733275

Is Retention the New Sales Strategy? 06/16/2026

Is Retention the New Sales Strategy? Lightning Round: Top 10 Ways Buyers Are Changing Question: Sean from Seattle asks, “We work in the food distribution industry, it's competitive. We are doing a great job of bringing on new customers, but our churn rate has been higher than ever this year. What advice do you have for me and my team?" Book: by Matthew Dixon, Nick Toman and Rick DeLisi 🧠 Read /episode/index/show/thriveinuncertainty/id/41655825

What’s Wrong with My Pipeline? 06/09/2026

What’s Wrong with My Pipeline? Lightning Round: Top 10 Sales Skills You Need to Succeed in Second Quarter Question: Luka from Dubrovnik asks, “Love the show thank you. We listen here in Croatia every week. My question is what is wrong with my sales pipeline? I am qualifying like you say, getting deals in the pipeline but I cannot get them across the finish line.I either lose them at the end to a competitor or they just fall out, say they are not making a decision.” Book: by Brent Admanson and Matt Dixon 🧠 Read /episode/index/show/thriveinuncertainty/id/41578680

Selling Through the Summer Slow Down 06/02/2026

Selling Through the Summer Slow Down Lightning Round: Top 10 Ways to Build Your Confidence Question: Enrica from Mexico City asks, “Love the show, I have my team listen to the download every week. So this question is for them. We are already behind on our quota, and as we head into summer I am worried. Between our vacations, our customers' vacations, and the general slow down of the summer months—what do we need to be doing to ensure we do not fall any further behind?” Book: by Jeff Olson 🧠 Read /episode/index/show/thriveinuncertainty/id/41440785

How to Stay Motivated When the Pipeline Thins 05/26/2026

How to Stay Motivated When the Pipeline Thins Lightning Round: Top 10 Things You Need to Ask to Qualify a Prospect Question: Michael from Illinois asks, “Absolutely love the Sales Logic podcast. I wanted to ask how you keep your motivation up when your pipeline starts to go thin? Book: Elite Sales Habits: Daily Rituals, Mindsets, and Routines of High Performers 🧠 Read /episode/index/show/thriveinuncertainty/id/41418725

Why Reps Miss Quota and How to Fix It 05/19/2026

Why Reps Miss Quota and How to Fix It Lightning Round: Top 10 Most Important Skills to Have in Sales Question: Charlotte in Omaha asks, “I have 10 Sales Reps. We started the year out strong, but between the war, economy, and ongoing uncertainty, over half my team is struggling to hit their numbers. I have tried everything. What advice do you have?” Book: by Mark LeBlanc 🧠 Read /episode/index/show/thriveinuncertainty/id/41339740

The Preparation Habits of Top Performers 05/12/2026

The Preparation Habits of Top Performers Lightning Round: Top 10 Things You Learned From First Quarter Question: Roy from Phoenix AZ “My manager says I need to prepare more, but honestly my best calls have been when I just go in natural and conversational — am I wrong?" Book: by David Priemer 🧠 Read /episode/index/show/thriveinuncertainty/id/41253370

Redefining Sales Success in the Age of Customer Experience 05/05/2026

Redefining Sales Success in the Age of Customer Experience Lightning Round: Top 10 Reasons You Should Use Stories in Sales Question: Johanna from Phoenix "I had a deal I was sure I was going to win — great rapport, multiple meetings, they loved our demo — and then I lost it to a competitor at the last minute. The buyer said the other company just 'felt like a better fit.' What does that even mean, and how do I prevent it from happening again?" Book: by Pine & Gilmore /episode/index/show/thriveinuncertainty/id/41149270

Slow Market, High Quota: New Rules of Selling 04/28/2026

Slow Market, High Quota: New Rules of Selling Lightning Round: Top 10 Ways to Know It's Time to Give Up on a Prospect Question: Nikki from Finland asks, “this marketplace is killing us - so much uncertainty is causing us to raise prices, which has been okay since our competitors need to do it too - but now if the straight does not open we will get hit with supply chain issues and not sure how to hit my goals if that happens. How do you make your goals when all the odds are stacked against you," Book: The Obstacle Is The Way by Ryan Holliday 🧠 Read /episode/index/show/thriveinuncertainty/id/41036065

How to Move Deals When Buyers Freeze 04/21/2026

How to Move Deals When Buyers Freeze Lightning Round: Top 10 Ways to Stay Motivated During Disruption Question: Igor from Melbourne asks, “love sales logic—listen every week. I have been in sales—manufacturing—for twenty years. I have seen tough sales cycles, but never with this much pressure to perform. I am down one-quarter from last year and I just don't feel like I can push my prospects and customers any harder? Any ideas? I need to hit my sales goal.” Book: by Meridith Elliott Powell 🧠Catch /episode/index/show/thriveinuncertainty/id/40774855

The Fastest Way to Grow Sales Without Prospecting 04/14/2026

The Fastest Way to Grow Sales Without Prospecting Lightning Round: Top 10 Must-Do's in Second Quarter Question: Nico from Madrid asks, “I have a great customer retention rate, the highest in the company. I am heavily involved in my industry and community, but I rarely get referrals. What am I doing wrong?” Book: by Bob Burg 🧠Catch /episode/index/show/thriveinuncertainty/id/40774815

The Cost of Waiting, Why Slow Decisions are Killing Sales 04/07/2026

The Cost of Waiting, Why Slow Decisions are Killing Sales Lightning Round: Top 10 Strategies To Build Resilience Question: Pavin from Singapore asks, “I'm struggling this year with sales, worried as my pipeline is not full. My boss is really putting the pressure on me. What skills do I need? What do I need to do? And what advice do you have? What I'm doing is not working.” Book: by Henry Cloud /episode/index/show/thriveinuncertainty/id/40756235

The Culture, Habits and Behaviors that Drive Proactive Results 03/31/2026

The Culture, Habits and Behaviors that Drive Proactive Results Lightning Round: Top 10 Ways to Overcome Rejections Question: Josh from Toronto asks, “I run a global sales team and we have done well over the last few years - but this year the market is tough - I mean really tough. We are being negatively impacted by so many global issues. I need my team to get it, to not use it as an excuse and to be more aggressive—far more aggressive than they have been in the past few years. Any advice?” Book: by Aaron Ross and Marylou Tyler 🧠Catch /episode/index/show/thriveinuncertainty/id/40673385

Why Good Salespeople Lose Deals They Should Have Won 03/24/2026

Why Good Salespeople Lose Deals They Should Have Won Lightning Round: Top 10 Ways to Increase Productivity in Sales Question: Rashid from Asia asks, “We love the show—the whole team listens. We have not had a good first quarter, and not sure what is going on. Feels like we are doing all the things we did in 2025 that made it a strong year. We are coaching, role playing, being consistent. Why can't we hit our sales goal?” Book: by Colleen Stanley 🧠Catch /episode/index/show/thriveinuncertainty/id/40528105

How to Know if You Have What it Takes to Make It in Sales 03/17/2026

How to Know if You Have What it Takes to Make It in Sales Lightning Round: Top 10 Ways to Get Consistently Better at Sales Question: Daniel in Chicago asks, “I’ve been in sales for 18 months. Some months I crush it, some months I feel like I’m drowning. How do I know if I’m just in a slump — or if sales isn’t for me?” Book: To Sell Is Human by Daniel Pink 🧠Catch /episode/index/show/thriveinuncertainty/id/40500225

Is It Time To Update Your Sales Process? 03/10/2026

Is It Time To Update Your Sales Process? Lightning Round: Top 10 Ways to Retain Your Top Customers Question: Rachel from Canton Ohio asks, “I am new to sales, new to my company, only celebrating one year. While I am new, I still have not hit my sales goal, and I am getting worried. My boss is getting really frustrated with me. I don't know what I am doing wrong. How do I know if I have the right sales process? Or how do I know what I am doing wrong?” Book: by Scott McKain 🧠Catch /episode/index/show/thriveinuncertainty/id/40367835

Secrets to Getting the Decision-Maker’s Attention 03/03/2026

Secrets to Getting the Decision-Maker’s Attention Question: Leo from Sydney asks, “Congrats on six years, Sales Logic is a great show. Wondering here down under what your best strategies are for getting to decision-makers. How do you get more customer facing time?” Book: by Robert Cialdini Lightning Round: Top 10 BEST Ways to Close Out First Quarter /episode/index/show/thriveinuncertainty/id/40287800

The Key to Winning Complex Deals 02/24/2026

The Key to Winning Complex Deals Lightning Round - Top 10 Metrics You Should Be Tracking in Sales Question: Anna from Ontario asks, “Love the show—not up that early on a Saturday, but my team and I catch it as a podcast. Here's a question for you: how do you know if a deal is progressing slowly or it is dead and you need to walk away?” Book: by Mark Hunter 🧠Catch /episode/index/show/thriveinuncertainty/id/40206470

The Best Sales Advice Ever (from 200+ Shows) 02/17/2026

The Best Sales Advice Ever (from 200+ Shows) What Six Years and 200+ Episodes Teach Us About Winning in Sales Welcome to a special milestone episode of the Sales Logic Podcast! In this 6-year anniversary celebration, hosts Mark Hunter and Meridith Elliott Powell reflect on their journey from launching the very first episode just before the world changed in 2020, to creating a thriving sales community that gathers every Saturday morning. They share the lessons that have fueled their consistency and growth—like the power of accountability, always listening to your audience, and pushing through the failures that pave the way to long-term success. You'll hear behind-the-scenes stories, from recording in far-flung locations (yes, even at 2:30 AM in Hawaii!) to how guest engagement and adapting to changing market trends have shaped the show. Plus, Mark and Meridith offer their top tips for sales success, favorite episodes, and favorite books, all while highlighting the crucial role listeners play in making the podcast what it is today. Lightning Round: Mark & Meredith’s Best Sales Advice Books: by James Clear, How to Win Friends and Influence People by Dale Carnegie. 🧠Catch /episode/index/show/thriveinuncertainty/id/40124300

How to Save a Bad Sales Week 02/10/2026

How to Save a Bad Sales Week Lightning Round: Top 10 Worst Sales Questions to Ask Question: Jason of B2B Tech asks, "I’ve missed my goals four weeks in a row. I feel like throwing in the towel. Any ideas on how to turn things around - this year is going downhill fast?" Book: by Meridith Elliott Powell 🧠Read /episode/index/show/thriveinuncertainty/id/40050880

Strategies to Grow Revenue and Increase Customer Retention 02/03/2026

Strategies to Grow Revenue and Increase Customer Retention Lightning Round: Top 10 Ways to Differentiate Yourself in The Marketplace Question: Cynthia from Minneapolis asks, “We love the show here in Minny! So my company is focused on one thing this year—cross sells. We have had so many mergers and acquisitions in the last few years, and offer several products that our customers could benefit from. Frankly, I am a little overwhelmed. Where do I start, and how do I make sure I am adding value? Thanks so much for the help.” Book: by Brent Adamson and Karl Schmidt 🧠Read /episode/index/show/thriveinuncertainty/id/39972805

How to Conquer the Scarcity Mindset 01/27/2026

How to Conquer the Scarcity Mindset Lightening Round: Top 10 Ways to Build Your Sales Confidence Question: Philip from Tennessee asks, “Hey guys, can you talk more about that perspective of abundance rather than scarcity? What does that look like, sound like, and how do you actually practice it?” Book: by Bob Burg and John David Mann 🧠Read the BLOG for this week’s episode. /episode/index/show/thriveinuncertainty/id/39854680

What Top Producers Do Right in First Quarter 01/20/2026

What Top Producers Do Right in First Quarter Lightning Round: Top 10 Best Pieces of Sales Advice You've Ever Received Question: Alice from Madison Wisconsin asks, “I am excited about 2026 and I want to do well this year. What is your best advice for a sales person looking to hit her goal in 2026?” Book: by David Newman 🧠Read /episode/index/show/thriveinuncertainty/id/39785855

How to Prove ROI and Value 01/13/2026

How to Prove ROI and Value Lightning Round: Top 10 Ways to Get to Decision Makers Question: Amal from Morocco asks, “We love this show—we listen as a team to Sales Logic every week. Here's our question: how do you not sell on price when procurement turns every conversation to price?“ Book: Value Based Selling by John Doerr and Neil Rackham 🧠Read /episode/index/show/thriveinuncertainty/id/39704610

Top Sales Mistakes To Avoid In 2026 01/06/2026

Top Sales Mistakes To Avoid In 2026 Lightning Round: Top 10 Things to Accelerate First Quarter Sales Question: Althea from the Philippines asks, “Buyers are taking so much longer to decide and it feels like the list of people involved in the decision is growing. How am I supposed to know when a deal is truly stalled versus just moving at today’s normal pace?” Book: By Tom Reilly 🧠 Read /episode/index/show/thriveinuncertainty/id/39618475

The Most Important Sales Trends of 2026 12/30/2025

The Most Important Sales Trends of 2026 Lightning Round: Top 10 Ways Buyer Expectations Are Changing Question: Elizabeth from Santa Cruz asks, “I love Sales Logic. I listen every week and share your podcast with my team and clients. So here's my question: all everyone is talking about is AI and how it is going to change sales. Are there other sales trends I need to be paying attention to?” Book: by Andy Paul 👀Read /episode/index/show/thriveinuncertainty/id/39557765

How to Win Over the CFO 12/23/2025

How to Win Over the CFO CFOs: The True Decision-Maker in Today’s Buying Cycle Lightning Round: Top 10 Things You Need to Do Now to Start 2026 Strong Question: From Chris in London asks, “I have been selling pharmaceuticals for years, and I have ridden economic ups and downs, but I have never in all my career made so many sales presentations where the CFO is in the room. I know how to sell to a CRO, I know how to sell to a CEO, but how do I sell to a CFO?” Book: The Value Sale by Ian Altman 👀Read /episode/index/show/thriveinuncertainty/id/39510015

Sales Logic - Selling Strategies That Work

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