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 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

Creating Buyer Urgency: The Difference Between Important and Urgent 12/16/2025

Creating Buyer Urgency: The Difference Between Important and Urgent Lightning Round: Top 10 Ways to Know a Deal Is Dead Question: Felipe from Quebec asks, “I have three deals that made it to proposal stage but all went silent. They said timing was good, budget was approved—now nothing. What’s the best way to re-create urgency without sounding desperate?” Book: by Matthew Dixon & Ted McKenna 👀Read /episode/index/show/thriveinuncertainty/id/39417720

The Truth About AI: Your Job Is Safe, Your Sales Process Isn’t 12/09/2025

The Truth About AI: Your Job Is Safe, Your Sales Process Isn’t Question: Marcus from Toronto asks, “My company has rolled out several AI tools, but none of them actually save me time. How do I know which parts of my process I should automate and which I should never hand over to AI?” Book: The AI-First Sales Rep” by Tony Hughes Lightning Round: Top 10 Things You Are Grateful for in Sales 👀Read /episode/index/show/thriveinuncertainty/id/39323685

Selling Across Cultures: Does Being Different Help or Hurt? 12/02/2025

Selling Across Cultures: Does Being Different Help or Hurt? Lightning Round: Top 10 Ways To Build Trust With Your Customers Question: Panchal from Spotify asks, "I am from a different country. My English accent is a little different than the native. Will that delay building trust with the customer? If yes, what's the solution?" Book: by Erin Meyer 👀 Read /episode/index/show/thriveinuncertainty/id/39229115

Why Retention and Expansion Are the New Prospecting 09/23/2025

Why Retention and Expansion Are the New Prospecting Lightning Round: Top 10 Mistakes that Are Killing Your Pipeline Question: Mike from San Diego asks, “Our company is growing fast, both organically and through acquisitions. We’re great at landing new business, but I’m worried our customer retention is slipping. How do I get my team to focus on both?” Book: by Joey Coleman 👀 Read /episode/index/show/thriveinuncertainty/id/38277605

Why You’re Losing Deals You Should Be Winning 09/16/2025

Why You’re Losing Deals You Should Be Winning Lightning Round: Top 10 Follow-Up Moves Question: Lucia in Seattle asks, “Love the show–I am a new listener. Here’s my question: I’m killing myself and cannot get one of my deals across the finish line. I get to proposal stage and then they go cold or I lose to my competition. I really need help.” Book: by Keenan 👀 Read /episode/index/show/thriveinuncertainty/id/38234200

Discipline vs Motivation: Why Mindset Wins in Sales 09/09/2025

Discipline vs Motivation: Why Mindset Wins in Sales Lightning Round: Top 10 Discipline & Mindset Hacks for Salespeople Question: John Leota asked on Spotify, “Hello Meredith and Mark, amazing show. I feel that I’m falling short as a sales rep because my sales discipline is lacking. I always convince myself that I’m going to start prospecting, and when it’s time to do so I find a reason to not get out there and do it. I think it’s due to my lack of knowing my Ideal Customer Profile or plan of action. Any advice you can give me to change my mindset?" Book: Unbeatable—The Legend of the Salesman on Fire by Carson Heady 👀 Read /episode/index/show/thriveinuncertainty/id/38137350

What's Working in Sales in 2025 09/02/2025

What's Working in Sales in 2025 Lightning Round: Top 10 Sales Mistakes You’re Making Question: Quaron from Toronto asks, “I work in sales for a large HVAC company and it has been a year—between tariffs, economy, competition and private equity dominating our market, I am struggling with my sales. What's working this year—what are others doing that I am missing?” Book: Go for No and When They Say No by Andrea Waltz and Richard Fenton ! /episode/index/show/thriveinuncertainty/id/38051910

How the Sales Process is Evolving in 2025 08/26/2025

How the Sales Process is Evolving in 2025 Lightning Round: 10 Ways to Update Your Sales Process Question: Shawn from Madison Wisconsin asks, “So heard your podcast last week—congratulations on 250 shows. I heard you all talking about the sales process and how both are making adjustments and doing things differently. What is changing and why—I am curious.” Book: by Steve Powell /episode/index/show/thriveinuncertainty/id/37955265

How We Pulled Off 250 Episodes of Sales Logic 08/19/2025

How We Pulled Off 250 Episodes of Sales Logic Ever wonder if the pursuit of perfection is holding you back? Join us for the 250th episode of Sales Logic as we celebrate our journey—from a spontaneous idea to a Saturday morning ritual—and reveal why starting and adapting beats waiting for perfection. Hear our top insights on sales leadership, hitting quotas, staying focused, and how AI is reshaping the game. With audience questions, book picks, and our signature lightning round, this episode is packed with lessons from our wins, missteps, and everything in between. Listen in to celebrate this journey with us and get ready to transform your sales strategies. ⚡Lightning Round: Best Sales Advice We’ve Ever Gotten 💡Congratulate Mark & Meridith by leaving a review on your favorite podcast app! /episode/index/show/thriveinuncertainty/id/37873730

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

Sales Logic - Selling Strategies That Work

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