Lightning Round: Top 10 Ways to Position Yourself for Success in a Tough Economy   Question: Hugh Hornsby from Virginia asks, “While I understand what you are saying in terms of an economic downturn, my fear is that what you focus on is what you get. Would love your thoughts.”   Book: Think and Grow Rich by Napoleon Hill    ◆ We still want YOU in our Sales Logic Mastermind. Learn more about it here. 

Lightning Round: Top 10 Ways to Identify Customer Pain Points   ◆CYBER MONDAY 50% Off Happening NOW◆    Join the Sales Logic Mastermind and only pay half the annual membership cost!    Tailor-made for professionals like you, driven by ambition, but seeking direction.    You get the best of the best: a driven group of members to inspire and support you, an online learning vault of strategy and insight, and direct access to Mark and Meridith through coaching calls, sales briefs, even crisis calls.   Learn more here to take advantage of this amazing deal today!    Question: John from Temecula, CA asks, “Rising interest rates, inflation and just general fear about the economy is seriously impacting our sales. My team is having trouble getting deals to move forward. They can get in the door, have great conversations, and get the interest of their prospects, but they can't get the deal to close.. Help?”   Book: 30 Days To Sales Success by Meridith Elliott Powell  

Lightning Round: Top Automation Tools    Question: Davis Brown from Chicago says, “Would love to hear about how you and Mark use automation. I'm not using any automation currently, outside of scheduling calls on my CRM. Should I be doing more? What tools specifically do you suggest and how to integrate it into my sales strategy?”   Book: Sales Automation Survival Guide by Dick Lee   Coming Soon! Catch a sneak peek now... ❖ Sales Logic Mastermind CYBER MONDAY Sale....50% off to join an exclusive community dedicated to crafting the best salespeople. Learn more here  

Lightning Round : Top 10 Ways to Sell Effectively Through the Holiday Season   Question: Ron from Milwaukee asks, “I am a sales leader of a newly merged team, and we are having a big debate—do we or do we not sell through the holidays?  My team has had an amazing year, but we are worried about 2024. Most of my newly formed team is tired, wants a break, but a few of my top performers think we need to strike while the iron is hot.  Your thoughts?”   Book: Lessons from the Legends by Brian Biro      ◈ Make 2024 your best year on record. Join the Sales Logic Mastermind today!

Lightning Round: Top 10 Ways to Improve Confidence Question: - Mary asks, “I am a real estate agent and right now interest rates are killing my team. We have gone from the best year on record, to looking at a tough go until interest rates settle and start to come down. How do I keep my team motivated, engaged and believing they can continue to be successful?” Book: The Negativity Fast by Anthony Iannarino Your time to join the Sales Logic Mastermind is NOW! Jump start your success here. 

Lightning Round: Top 10 Ways to Qualify and Get Better Leads   Question:  Sylvia from London asks, “My sales team is underperforming and they are blaming marketing for bad leads. Marketing feels like they are doing their job - help? How do I get these two to work together, and how do I figure out if this is a marketing issue or a sales team issue?”   Book: Lead Generate: 61 Days To Double Your Pay by Scott Groves   Join the powerhouse group that is the Sales Logic Mastermind now! Follow this link for more info.

Lightning Round:  10 Ways to Deal with the Procurement Department   Question:  Brian in Wichita, KS asks, “Help I am so frustrated!  I have been nurturing this deal for more than a year. I have sold Human Resources, engaged the CEO, and even gotten past the CFO, but now they have turned me over to procurement and it has become a nightmare. They are finding every reason under the sun for this deal not to work - and when I go back to my contacts  - the CFO, CEO and HR - they just throw up their hands and say procurement is in charge. What do I do?”     Book:  To Sell Is Human by Daniel Pink    Get your seat at the table. Join the Sales Logic Mastermind today!

Lightning Round: Top 10 Ways to Follow Up without Being Annoying   Question: Christian  from Traverse City, Michigan asks, “I am so bummed. I had a lead come in – contacted me. We had several conversations, and they asked me to put together a proposal and set a follow-up meeting. I sent the proposal, a reminder of our call, made the call and sent another email. The lead has gone cold. I am getting NO response.  What do I do? Is the deal dead? What do you suggest?”   Book:  Follow-Up and Close the Sale by Jeff Shore     Find like-minded professionals that lift you up and propel you forward at the Sales Logic Mastermind. Sign up for this powerful group here.

Lightning Round: Top 10 Strategies to Finish the 4thQuarter STRONG Question: Matt from Miami Florida asks, “We are starting to feel the shift in our market. In the last month, more than half of our reps are reporting their clients are highly focused on reducing expenses. This is both slowing down our decision-making process, and lengthening the sales process. We expect this to continue into 2024. Just curious – thoughts and ideas on what my team could be doing now to prepare?”   Book: Civility Unleashed by Diana Damron    There’s a spot for you in the Sales Logic Mastermind! Come grow with us.  

Lightning Round: Top 10 Ways to Prospect Question: Andrea from San Diego, CA asks, “The leads I am getting from my marketing department are pretty bad, and a waste of my time to follow up on. I am an inbound sales professional, and need some input on how to guide the marketing department on how to give me better leads.”  Book: High-Profit Prospecting  by Mark Hunter   ★ Find like-minded professionals that lift you up and propel you forward at the Sales Logic Mastermind. Sign up for this powerful group here. 

Lightning Round: Top 10 Ways to Access Decision-Makers   Question: Daniel from Evora, Portugal asks, “I am really struggling these last few months in sales. I am getting to the decision maker, having a great conversation, but then the deal seems to stall. I track my days it takes to close a sale, and for the past six months it has been growing in the wrong direction. Advice?”   Book: The First-Time Manager: Sales by Mike Weinberg   There’s a spot for you in the Sales Logic Mastermind! Come grow with us.  

Lightning Round:  Top 10 Ways to Become a Top Performing Salesperson Question:  Clint from Dallas asks, “I’ve been in sales for years but have not punched through to the top. What do you suggest I do to become the best salesperson in my company and industry?”   Book: Selling 101 by Zig Ziglar   There’s a spot for you in the Sales Logic Mastermind! Are you looking for: Like-minded sales professionals Something to take you to the next level Motivation, insight, and training  The Sales Logic Mastermind is the place for you. Come grow with us.  

Lightning Round - 10 Ways to Build Relationships in Sales Question: Regina from Seattle asks, “I work for a company that just restructured—don't you love that word. We now only sell one line of business and to cross sell our customers we need to work with other sales teams. I have been a LONE wolf for 30 years - help what do I do?”   Book: Buyer First: Grow Your Business with Collaborative Selling by Carole Mahoney   --> Find like-minded professionals that lift you up and propel you forward at the Sales Logic Mastermind.  

Lightning Round: Top 10 Ways to Keep Your Value Proposition Relevant   Question:  Susanna from Miami asks, “I am in the hotel business - selling to corporate. Wow, this space has become so competitive, and pricing such an issue. How do I continue to grow, and win business without giving up on price, and giving away are already too slim margins?”   Book: The Time To Win by Jay Baer   --> Find like-minded professionals that lift you up and propel you forward at the Sales Logic Mastermind    

How rampant is Sales Burnout…and how can you avoid it?   Lightning Round - Top 10 Ways to Take Care of Your Sales Team   Question: Regina from Santa Barbara asks, “I am in tech sales, been in selling technology and pharmaceuticals for more than 20 years. But I have to tell you these last few years have been rough—rougher than anything I can remember. The competition, pressure to hit goals, protect margins and the list goes on. I want and need to work 5 to 7 more years, and right now I am wondering if I can make it. What advice do you have for me?”   Book: To Sell Is Human by Daniel Pink     Find like-minded professionals that lift you up and propel you forward at the Sales Logic Mastermind. Join today!  

Lightning Round:   How to Sell without Cutting Your Price   Question: Robert from Charlotte asks, “I sell in a very competitive space, my competitors all offer steep discounts and it’s hard for me to compete.  What do you suggest I do?”   Book:  The Psychology of Price by Leigh Caldwell   Join us for this powerful mastermind: Sales Logic Mastermind. If you want to be better at sales, if you want to take it over the top, if you want to exceed your goals, this is the mastermind for you. 

Lightning Round: Top 10 Ways to Be Consistent in Sales Question: Dante from Istanbul asks, “ We are getting hit hard by the economy; we work in an industry that is first to feel the impact - sales cycles have slowed, decision makers seem ready to move and then just go cold, and forecasting and predicting revenue is nearly impossible. How do I keep my team motivated? How do we stay on track? What advice do you have?”  Book:  Rethinking the Sales Cycle  by John R. Holland and  Tim Young   Join Mark & Meridith's mastermind at this link today! 

Lightning Round: Top 10 Ways to Collaborate to Grow Sales Question: Magnus from Sweden asks, “ I am head of sales for a company that is growing and expanding through global partners that sell to the end user. While efficient,  this is hard to manage, coach and impact. What thoughts and advice would you have? Is this a good strategy? How can I best focus my team to support?”  Book: 10X Is Easier than 2x by  Dan Sullivan   Join the Sales Logic Mastermind at this link!

Lightning Round:  Top 10 Ways to Make Goal for 2023   Question: Regina from Little Rock, Arkansas asks, “Thank you - I LOVE Sales Logic. I lead a team of sales reps in the manufacturing industry. Production and demand are down across our industry. I still think we can achieve our goals, but I need to motivate my team,  help them make some changes to their strategy, and just believe they can do it. HELP!”   Book: Goals: How to Get Everything You Want, Faster than You Ever Thought Possible by Brian Tracy   --> Join the Sales Logic Mastermind at https://www.saleslogicpodcast.com/sales-logic-mastermind/   Remember to submit your own questions for Mark & Meridith!   

Lightning Round - Top 10 Ways to Effectively Negotiate the Deal   Question: Bernardo from Lisbon asks, “I am a sales leader that tracks data very closely. In the last six months of our sales cycle, the time it takes us to close a deal has been ticking up, taking longer to get customers to commit or sign the deal. Why? What are we doing wrong? How should I advise my team? Is this okay or normal?"   Book: Secrets of a Master Closer by Mike Kaplan  

Lightning Round: Top 10 Strategies to Get Your Team to Use the CRM   Question: Nathan from Detroit, Michigan asks, “I am a CRO for a large manufacturer with a global salesforce. My team does well, not as great as they should be. We are hit or miss with  several tech tools, including our CRM. I think it is time for a new CRM. Any  input or advice?”   Book: Shift and Disrupt by Bernadette McClelland   --> Join the Sales Logic Mastermind at: https://www.saleslogicpodcast.com/sales-logic-mastermind/

Key Takeaway - Top 10 Ways to Train Your Sales Team   Question: Leone from Paris asks, “I have a brand new sales team—brand new—and I have to start from scratch. They have amazing attitudes, lots of energy and passion, but no real skills or experience. Where do I start?”   Book:  How to Win Friends and Influence People - Dale Carnegie  

+ Better pricing, and leveraging the close to get referrals.   Lightning Round: Top 10 Ways to Get Out of the Price War   Question: Giusseppee from Milan asks, “Heard you speak in Milan two years ago, and have been following the show ever  since. In Europe we are feeling the shift in the marketplace—things are  slowing. My team is getting a lot of meetings, first and second, but we  can't close the deal. Ideas?”   Book: The Experience Mindset by Tiffani  Bova  

It's time to hire great salespeople.    Lightning Round:  Top 10 Reasons to Join Our MasterMind   Question:  Anna from Brownsville, Texas asks, “So, I am wondering with interest rates rising,  a possible softening economy, and obvious threat of recession— the one bright spot may be the end of this Great Resignation. I have two spots open on my team, would love to hire, but how do I do it? And is now a good time? If there is a recession, should I be adding headcount?"   Book: The Best Sales Leadership Book Ever  by Connie Podesta and Meridith Elliott Powell   → For more information or to sign up for a Sales Logic Mastermind, send an email to [email protected]

Lightning Round: Top 10 Ways to Keep Your Sales Strategy Relevant   Question:  Juan from Princeton, NJ asks,  “ HELP!  I was on fire last year, and was getting in doors and closing deals like crazy . This year, especially in the last month, things have slowed way down - what is going on? What do I do?  By the way, I am in manufacturing.”    Book: The Sales Development Playbook by Trish Bertuzzi   → For more information or to sign up for a Sales Logic Mastermind, send an email to [email protected]   

Lightning Round: Best Ways for a New Salesperson to Be Successful   Question: (from a student) “How do I go about finding the right sales job that is going to set me up for a good career…if that’s even possible?”   Book: New Sales Simplified by Mike Wienberg   → For more information or to sign up for a Sales Logic Mastermind, send an email to [email protected]

Lightning Round: The Best Ways to Keep Your Value Proposition Relevant Question:  Brian from Lake City, Florida asks “I am feeling the challenge of the marketplace. I am in the home services industry. We have been on fire for the last few years and now things are changing. How do I get business to pick back up?  Or can I?" Book:  Building a Story Brand by Donald Miller   → For more information or to sign up for a Sales Logic Mastermind, send an email to [email protected]

Listen in as Mark and Meredith dish on the Sales Logic System: Contact, Connect, Close.  Recorded LIVE from Dallas, TX at Sales Logic LIVE! --> For more information about Mastermind groups, send an email to: [email protected] Top 10 Reasons You Should Join a Sales Logic Mastermind: To have a community to share ideas To stay on top of trends in the sales industry To learn new insights, new strategies you can use and apply A place to be vulnerable and share when you’re stuck A place to rejuvenate when you’re down  To hold you accountable and push you to your best To be around other people that also want to succeed To invest in yourself to add value to your customers Because everyone can get better To become a top performer, and stay a top performer.  

Top 10 Ways to Build an Effective Personal Brand   Question: Our industry has been hit hard and has been continuing to get hammered. The four bank failures and fear in the marketplace is casting a shadow and opening up the door for the competition. How can I help my commercial banking sales team hit their goals right now? How can I help them build their sales confidence, create trust, and go out and sell?   Book: Sell Yourself by Dr. Cindy McGovern   LAST CALL for Sales Logic LIVE on May 24th! Snag your seat and join us to revolutionize your sales process. 

+ Top 10 Ways to Lead a Sales Team Through Uncertainty Question: Ron from Minneapolis asks, “So I want to know, you and Mark seem to have such different views of the marketplace and the future of sales. What do you think is happening with inflation, interest rates, the economy and consumer confidence—and what should I be doing to get my sales team ready?”    Book:   Find Your Red Thread  by Tamsen Webster   Just a few spots left at Sales Logic LIVE on May 24th! Let's give your sales process the lift it needs to stay competetive in this marketplace. Join us virtually or in Dallas, TX! 

Join us for Sales Logic LIVE on May 24th! You absolutely can't miss it! Register here.  Save your spot for an amazing day of training, insights, and breakthroughs.    Question: Ricardo from illinois asks, “So I think that my sales team is unusual. We have no trouble getting in the door. We can get to the decision-makers,  have great conversations, but after one or two calls more than half of our prospects are going cold. The conversations just stop— why? What is going on? How do we turn it around?" Book:  High Profit Prospecting  by Mark Hunter  Top Takeaways: Top 10 Ways to Keep Prospects Engaged    

Lightning Round: Top 10 Reasons to Attend Sales Logic LIVE: 10. Your sales strategy needs an upgrade. 9. You can feel the market shifting and want to be ahead of the change. 8. Your need a little motivation. 7. You need to know what the best in the business are doing to excel in sales. 6. You want to outsell your competition. 5. You want to find new ways to add more value to your clients. 4. You want your sales team to increase their performance. 3.  You know to succeed, something has to change, and Sales Logic Live can fill the void. 2. You LOVE Sales Logic. 1. You want 2023 to be your best sales year on record.   Question:  Roosevelt from Nassau, Bahamas asks, “I am in the real estate business and for now sales are holding strong, but inventory that is another story – there are just not enough houses to sell. I am doing everything to convince people to sell,  but it is tough going. So much rejection, so many NO’s. How do I keep my motivation and persistence up when I go weeks, even months, without a positive response?”   Book:  Do It Selling by  David Newman

"Every time the marketplace shifts, your sales strategy needs to shift with it."  Lightning Round: 10 Reasons You Need to Attend Sales Logic Live Question: Sonia from San Francisco asks, “I hear you both talking about the Sales Logic System and Sales Logic LIVE. What do I need to know about what it is, what you’re doing, and if and how I should get involved?”    Book: The Sales Logic System ← available only at Sales Logic LIVE! Reserve your spot now.       

Spend the day with Mark and Meridith diving into your sales strategy and how to capitalize on today’s shifting marketplace. Register for Sales Logic LIVE here! Question: Louis from Jacksonville asks, “Customers are more uncertain than ever with the economy and what’s going to happen.  I’ve even had prospects not show up for meetings because they’ve been laid off.  How do I deal with all of this uncertainty?   Book: Thrive: Strategies to Turn Uncertainty to a Competitive Advantage by Meridith Elliott Powell   Lightning Round Handout: Top 10 Ways to Overcome Customer Uncertainty  

Spend the day with Mark and Meridith diving into your sales strategy and how to capitalize on today’s shifting marketplace. Register for Sales Logic LIVE here!   Lightning Round:  Top 10 Conversation Openers With a New Prospect Question: Donna Cutting from Asheville NC asks, “Have you ever discussed "scripting?" (I hate that word, but you know what I mean.) Here's the question: I've been making 5 daily calls to customers and prospects to keep relationships strong and grow my business. The goal is to get a meeting. I am typically leaving messages and following up with an email. This is averaging one new meeting every day.  I'd love to increase those numbers. Knowing you do something similar, and hearing that you are closing something every single week,  I'm curious as to the language you're using when you're making those calls. What messages are you leaving? What's the conversation when you get someone on the phone?   Book: Exactly What to Say by Phil M. Jones

May 24th—Don’t miss Sales Logic Live! Meet Meridith and Mark in-person in Dallas, or watch online. Get your ticket today.   Question: Carolina from Madrid asks, “We are struggling here in Europe with a challenging economy, and to make our sales goals and grow our business we need to expand our markets and sales efforts - I think sell more globally. I would like to incorporate social selling into our sales process. We have never done any social selling, where do we start?”   Book: The LinkedIn Sales Playbook - A Tactical Guide to Social Selling by Brynne Tillman   Lightning Round: Top 10 Most Effective Social Selling Strategies  

Join Mark and Meridith at Sales Logic Live— May 24, 2023 in Dallas TX or online! Question:   Steve from Dallas asks:  I’m with a small company and I manage two other salespeople but we’re starting to grow fast, plan is to hire 10 more salespeople this year and even more next year.  What advice can you give me, as this is new territory for me?   Book:  Sales Management Simplified by Mike Weinberg   Lightning Round Handout:  10 Questions Sales Leaders Must Ask Themselves Find it at www.saleslogicpodcast.com or send us an email at [email protected] for your copy.   

Lightning Round: Top 10 Sales Tools to Decrease Stress and Increase Sales Question:  David from London asks, “I am new to sales —been working in operations for most of my career, but have decided to take the leap and move over to our sales team. I am just curious, what is your best sales advice?”   Book: How To Win Friends and Influence People by Dale Carnegie   ❓Submit your OWN question at SalesLogicPodcast.com or send us an email at [email protected].   ❖Looking for accountability, coaching, and insane growth this year? The Sales Logic Mastermind is for YOU! Driven by ambition, but seeking direction? Invest in your success today. Learn more about the Mastermind here.

Lightning Round:  Best Strategies For Leading Yourself    Question:  Marshall asks, “ I am a vendor that sells into the real estate industry, and this year agents and companies are pulling back. Hitting goals is getting challenging. I can deal with all of that, but the pressure coming down on us from corporate is a serious challenge. They are increasing campaigns, wanting us to push product, and every month it is like starting over. I have been in this industry long enough to know there are up years and down years—but how do I  handle the pressure coming from the higher ups?   Book: Salesman on Fire by Carson Heady   FREE TOOL: How to Successfully Navigate Pressure In Sales .. email us at:  [email protected] !   Sales Logic Live: May 24, 2023 Dallas TX or online More info at:  https://www.saleslogicpodcast.com/sales-logic-live/

Attend Sales Logic LIVE this May! More details and registration at this link.  What should you track, what should you measure, why does it matter? Lightning Round:  Top 10 Ways to Get Your Team to Use the CRM Question:  David from Liverpool asks, “So I am starting a new division of our company. I work for a large technology company that has been in business for over 40 years.  I feel like what we track for the more traditional side of our business may not be right for our team. How do you determine what to track? How should we track it? How will I know I have made the right decisions for my team?”   Book: The Power of Discipline by  Daniel Walter  

Lightning Round:  Top 10 Ways to Manage a Bad Sales Manager  Question: Carolyn from San Antonio asks, “I feel like the sales profession is really changing. Companies are more concerned with sales quotas and how quick you can close the sale rather than building relationships. I love my clients and add value to their businesses and lives, but the pressures of sales numbers and quotas I no longer enjoy. I have been in sales for close to 20 yrs and I am now looking to do a transition to something else.  I love Sales Logic with you and Mark - and just wonder what you would recommend for someone who cares more about the client's experience instead of the numbers?”  Book: Selling from the Heart by Larry Levine  

LIghtning Round - 10 Ways to Start Second Quarter Strong   Question: Justin from Richmond, VA asks, “I am a new sales manager working in Pharma, and while we are doing well, we are still not meeting our sales quotas—and to get there  I need my team to open more doors. They tend to go back to the well— the customers we already have. While I appreciate the service levels they are providing, and the willingness to do more business with our existing customers, we will never reach our goals without my team focused on opening more doors.   Book: How to Get a Meeting with Anyone by Stu Heincke  

Lightning Round:  10 Ways to Use ChatGPT Now   Question:  Henry in NYC asks;  “Everyone is talking about ChatGPT and how it’s going to change everything. Is this going to wipe out a large % of sales jobs?”   Book: Sales Ex Machina by Victor Antonio, James Glenn-Anderson   Check out the article: 15 Ways We Are Using Chat GPT in Banking  

Lightning Round: 10 Things Your Need to Understand to Break Into a Global Market   Question: Yamit in Jerusalem asks, “We’ve been selling in Asian and European markets and we want to break into the United States market since it holds a lot of potential. But we don’t have any connections and don’t know much about the market other than it’s hot. What advice do you have to break into a brand new market?"   Book: Whale Hunting with Global Accounts by Dr. Barbara Weaver Smith   Join Meridith Feb. 9th at 12 p.m. EST for  New Year’s ReSOLUTIONS   Learn from Mark and Meridith about selling during difficult times in their joint Calendly Webinar, How to Fill Pipeline During Economic Uncertainty. February 9th at 4 p.m. EST

Lightning Round:  Top 10 Ways to Get the Dormant Customer Active   Question:  Ann from Israel asks, “If a “former” client has not ordered in a year or two should their account status in CRM be changed back to Prospect or should it still say Client?  Do they need the outreach of a client who ordered in 2022 or should they be treated as a new prospect?  We know they are a prospect, not a lead, as they have ordered the product in the past, and from us.”   Book:  The Bonus Round by Patrick Tinney  Also check out: Perpetual Hunger and Unlocking Yes   +Find more info on the Calendly webinar here. +Register for Meridith's 2023 ReSOLUTION Masterclass here.  

Lightning Round: Top 10 Sales Skills Sales Professionals Need to Remain Relevant  Question:   Mere from Sales Logic asks, "I have been glued this week to the World Economic Forum in Davos Switzerland this week.  So much talk around the juxtoposition of the slowing economy and the continued lack of labor participation - the result - companies are turning to AI. looking to solve their future labor issues with technology. How will this impact sales professionals?"    Book: Who Not How by Dan Sullivan   

Lightning Round: Top 10 Ways to Prepare Your Team for Objections   Question:  Jenna from New Orleans asks,  “I am in luxury sales - the nice to have but not necessity products. The last few years have been great  - and I have blown through my goals every month, but with the expected recession, rising interest rates.. more and more prospects are turning me down or delaying the purchase. Any ideas?”    Book: 25 Toughest Sales Objections and How to Overcome Them by Stephen Schiffman  

Lightning Round: 10 Ways to Coach Your Sales Team Question: Sam from Boston asks, “I lead a team of sales professionals. We sell medical devices; we are getting so many turns at bat but just not closing the deal. I feel very good about the prospects, but I wonder if something is off in the sales conversation. As I get ready to work one-on-one with my sales team, what should I be looking for? How do I help them craft a better sales conversation?”   Book: ASK by Ryan Levesque