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.

How Great Storytelling Closes More Deals 11/18/2025

How Great Storytelling Closes More Deals Lightning Round: Top 10 Ways to Build Your Personal Brand Question: Lisa from Austin, TX asks, “This year I’ve been trying to make my presentations more engaging. How do I know if my story is connecting — or if I’m just talking too much?” Book: by Kindra Hall 👀 Read /episode/index/show/thriveinuncertainty/id/39061630

How to Get Prospects to Choose You Over the Competition 11/11/2025

How to Get Prospects to Choose You Over the Competition Lightning Round: Top 10 Ways to Increase Your Sales Effectiveness Question: Peter asks, “As sales continues to shift from a traditional B2B supplier perspective (products focus) toward a more retail customer centric focus, I’m very interested to know if it would be more effective for field sales teams to understand their business partners’ buyers or key decision makers’ KPIs (excluding monetary incentives)? By doing so, they could better collaborate and align their strategies to help those buyers or decision makers achieve their KPIs, while also driving sustained growth for all involved.” Book: by Marcus Sheridan Read /episode/index/show/thriveinuncertainty/id/38983770

Is Customer Service the Key to Sales Success 11/04/2025

Is Customer Service the Key to Sales Success Lightning Round: Top Ways to Increase Customer Retention Question: “Hi Meredith and Mark, this is Jenna from Chicago. Our sales team is crushing quotas, but customer churn is rising. How can we balance new business goals without losing the customers we already have?” Book: by Meridith Elliott Powell /episode/index/show/thriveinuncertainty/id/38902475

Sales and Marketing: The Ultimate Power Couple—or Power Struggle? 10/28/2025

Sales and Marketing: The Ultimate Power Couple—or Power Struggle? Lightning Round: Top 10 Ways to Follow-up Without Being Annoying Question: Renee from Montreal asks, “I’m a VP of Sales at a growing SaaS company. Marketing generates a ton of leads, but my team says they’re not qualified. What’s the best way to get sales and marketing aligned without constant finger-pointing?” Book: by Marcus Sheridan 👀Read /episode/index/show/thriveinuncertainty/id/38802240

What Top Reps Are Doing Differently 10/21/2025

What Top Reps Are Doing Differently Lightning Round: Top 10 Things that Kill a Deal Before the Proposal Question: Darren from Austin, TX asks, “I've been in sales for 15 years and lately everything feels harder. The scripts, the follow-ups, even the buyer conversations that used to work just fall flat. How do I rewrite my sales playbook to connect with today's buyer without feeling fake or pushy?” Book: Sell Without Selling Out by Andy Paul 👀Read /episode/index/show/thriveinuncertainty/id/38720565

Transform Your Customer Onboarding into a Sales Success Tool 10/14/2025

Transform Your Customer Onboarding into a Sales Success Tool Lightning Round: Top 10 Ways to Sell More in 4th Quarter Question: Christine in Denver asks, “We’re great at signing new clients, but I feel like we lose momentum right after the deal closes. What are the best practices to keep customers engaged and excited during the first month?” Book: by Joey Coleman 👀Read /episode/index/show/thriveinuncertainty/id/38569465

The Danger of Selling into One Vertical 10/07/2025

The Danger of Selling into One Vertical Topic: The “Danger” of Selling Into One Vertical Lightning Round: Top 10 Ways to Retain Customers Question: Jordan from Chicago asks, “I have had a bad year. I sell into Manufacturing and I have five major clients. I have taken such perfect care of them, my competition could not get in. But this year, out of nowhere, my largest got new leadership and changed vendors without even telling me? There is no way I can replace that revenue. Any advice?” Book: by Anthony Iannarino 👀 /episode/index/show/thriveinuncertainty/id/38488315

Do You Need a Social Selling Strategy? 09/30/2025

Do You Need a Social Selling Strategy? Lightning Round: Top 10 Favorite Sales Tools Question: Rowena from the British Virgin Islands asks, “I’m active on LinkedIn but I'm not seeing results. I'm so frustrated. I listen every week so I'd ask experts should I double down on posting more or is there a smarter way to turn my online presence into real sales conversations?” Book: ‘’ by Jeb Blount and ‘’ by Jeb Blount and Brynne Tillman 👀 /episode/index/show/thriveinuncertainty/id/38375360

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

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

Sales Logic - Selling Strategies That Work

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