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.

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

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

Sales Logic - Selling Strategies That Work

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