Sales Logic - Selling Strategies That Work

Should You Change Your Sales Process When You Miss Your Goal?

Question: Gina from Montreal asks, "I work in manufacturing sales and in the five years I have held my position this is the first year I am going to miss my sales goal. U

Managing Customer ROI Expectations BEFORE Complaints Arise

Lightning Round: Top 10 Ways to Increase Customer Retention Question: Jason from Little Rock asks, "I closed a deal where the customer keeps referencing an ROI number t

The New Rules of Outbound Prospecting

Lightning Round: Top 10 Ways to Drive Inbound Leads Question: Leslie from Sarasota asks, "Love the show, I listen most every week. So I am in an industry where the sale

What Makes a Top Performer

Lightning Round: Top 10 Ways to Coach Yourself in Sales Question: Priya Chandrasekaran from Texas asks,  "I've got clients who love me—we golf, we grab dinner, but when

How to Increase Your Win/Loss Ratio

Lightning Round: Top 10 Ways to Prepare for a Sales Call Question: Franco from Paris asks, "My win rate used to be around 30%, and now I'm closer to 18% — same effort,

Why Top Sales Performers Never Stop Learning

Lightning Round: Top 10 Biggest Mistakes Sales Professionals Make Question: Cynthia from Tanzania asks, "I have been in sales for 12 years and I have to say I am a rock

How to Manage Your Sales Manager

Lightning Round:  Top 10 Criteria for Qualifying Prospects Question: David from Denver, CO asked, "My manager is buried in meetings and doesn't coach much. How do I sta

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 b

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

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

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 t

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 jo

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 e

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

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 ho

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 th

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 bee

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

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 caus

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—manufactu