Sales Logic - Selling Strategies That Work

Lightning Round: Top 10 Ways to Get Better at Sales Question: Rhonda from Kauai, Hawaii asks, “ I am struggling—I can get in the door, get to the decision-maker, but my conversations are falling flat. I am new to sales, moved over from packaging design and distribution. My company provided some training, but honestly do not think it was very good. Can you talk about sales conversations and what makes a good one?” Book: How to Win Friends and Influence People by Dale Carnegie ❖ Want to ask the Sales Logic Brain your own questions? Learn more about becoming a member of the Mastermind here.

Lightning Round: Top 10 Sales Trends for 2024 Question: from London: “Hey, I’m in tech. The problem is, I’ve got stuff in my pipeline that’s just not moving through. What’s happening? I’ve never encountered this problem before, but I’m living it day by day now.” ❓Submit your OWN question at SalesLogicPodcast.com or send us an email at hello@saleslogicpodcast.com. ❖ Learn more about the Mastermind here.

Lightning Round: Top 10 Ways to Learn from First Quarter Results Question: Katarina from Athens, Greece asks, "My team is GREAT at top of funnel. We have a clear process, a well-defined target market, and a great ability to get through the door—but we struggle to get the deal to close. I am wondering if we are chasing too much business that is never going to close. How do you know if and when you should walk away?" Book: New Sales Simplified by Mike Weinberg ❖ Learn more about the Mastermind here.

Lightning Round: Top 10 Strategies for Creating a Sales Mindset Question: Natasha in Toronto asks, "Is sales call prep still important? If we're supposed to listen to customers, be aware of what they say and need, how critical is sales call prep?" Book: A Mind for Sales by Mark Hunter ❓Submit your OWN question at SalesLogicPodcast.com or send us an email at hello@saleslogicpodcast.com. ❖ Learn more about the Mastermind here.

Lightning Round: Top 10 Inbound Sales Strategies Question: Phillipe from Paris, France asks, “My sales team is amazing at getting out and hitting the streets—literally—to find the deals, make the connections. But I am wondering, when I go to my peer groups, they are all talking about generating inbound leads for their teams. Is this something I should be pursuing?” Book: They Ask You Answer by Marcus Sheridan • Driven by ambition, but seeking direction? Invest in your success today at The Sales Logic Mastermind today. ❓Submit your OWN question at SalesLogicPodcast.com or send us an email at hello@saleslogicpodcast.com.

Lightning Round - Top 10 Ways to Get Across the Finish Line Question: Roger from Boise, Idaho says, “ I am in the insurance industry. I run a top-producing team for a large carrier, and I do not have to tell you—we are dealing with some level of uncertainty in this industry. My team is doing well —very well—but feels like they are stuck in the dark ages—lots of golf tournaments, beer drinking, and have to see every client in-person. I feel like I should push them to evolve, but you can't argue with success. Thoughts? Book: The Market Ownership Method by Sonia Dumas and Gaynor Meilke NOW is the time to join the Sales Logic Mastermind. Up your sales game in this unique group. Tap the link to learn more!

Lightning Round: Top 10 Strategies for Building Influence in the Marketplace Question: John from Ft. Lauderdale asks, “I have two new sales professionals—lots of talent and enthusiasm for the job and our products—but they lack confidence. Will that come? Should I be helping them build confidence? Or does it matter?” Book: The Confidence Plan by Meridith Elliott Powell → The Sales Logic Mastermind is tailor-made for professionals like YOU! Driven by ambition, but seeking direction? Invest in your success today. ❖ Learn more about the Mastermind here.

Hot Topic: Self Leadership:10 Strategies to Put Yourself in Charge of Your Life and Career Question: Eric from Los Angeles says, “I am worried about my team. We are under tremendous pressure; last week Corporate sent out an email—unknown to me—that told everyone to be on a call in 24 hours and that they were going to cut staff by 50%. Most of my team survived, but it has killed morale, productivity, and their overall desire to sell. At the same time our sales goals have increased—how do I help my team, how do I lead and still support Corporate?” Book: Mindset: The New Psychology of Success by Carol S. Dweck The marketplace is changing fast. Don’t get left behind! ❖Join the Sales Logic Mastermind Today! ❖ Community & Accountability Monthly Coaching and Q&A Infinite learning opportunities through the Sales Logic Brain On-demand coaching and sales content in a giant vault of videos, workbooks and guides. Learn more here.

Lightning Round: 10 Ways to Build a Growth Mindset ❖ DON’T MISS IT! FREE WEBINAR TOMORROW ❖ Join Mark & Meridith Wednesday, March 13th at 1 p.m. CT, or register now to get the replay! This bonus content is a learning opportunity only available to those that register. → What are the TOP 5 Ways to Increase Your Sales Results? Tune in 3/13 and find out more. Register here! Question: Roy from Toronto asks, “I am a new sales leader and excited about the role. What can I do to really help my team—who are all top performers—be successful? I am having a little imposter syndrome.” Book: Think Remarkable by Guy Kawasaki

Lightning Round: Best Strategies to Eliminate Fear Question: Dr. Ani Shinde asks for “tips to overcome the fear of cold calling and how to maximize results.” Book: No More Cold Calling by Joanne Black ↪ Join us LIVE for the upcoming Sales Logic Webinar! Top 5 Ways to Increase Your Sales Results | March 13th at 1p.m. CT → Sign up now!

Lightning Round: Top 10 Sales Trends You Need to Be Paying Attention To Question: Kelsey McNamara asks via Spotify, “I’m a field sales rep seeking advice. How can I get better at discipline and prioritization?” Book: LinkedIn for Personal Branding by Sandra Long ▣ Join us LIVE for the our first Sales Logic webinar of the year! Top 5 Ways to Increase Your Sales Results | March 13th at 1p.m. CT → Sign up now!

Lightning Round: Top 10 Strategies for Cold Calling Question: Joanna in San Francisco asks, “I run a large sales team for a start-up. We had a strong 2023, but around the 4th quarter things started to slow. We were still making calls, lots of calls. Even getting in front of customers. But our close ratio is slowing down quite a bit. Any ideas to jump start our close ratio?” Book: Streetwise to Saleswise by Jeff C West & Bob Burg ▣ Get 24/7 Access to Mark and Meridyth via the Sales Logic Brain. This amazing new A.I. is only available to Mastermind members! Become one today here…

Mark and Meridith’s Best Sales Advice for Increased Production and Market Share Lightning Round: Top Strategies for Increasing Performance in Q1 Question: Gina from Toronto says, “Love your podcast, I listen every week. Just curious, what do you think has been some of the best sales advice you have ever been given or you would give.” Book: Authentically Social by Corey Perlman ▣ Get 24/7 Access to Mark and Meridith's insight via the Sales Logic Brain. This amazing new A.I. is only available to Mastermind members! Become one today here…and ask The Brain any sales question you've got! Or, get advice on any prospecting problem as if you're speaking with Meridith or Mark. It's actionable answers at your fingertips!

Lightning Round: Top 10 Marketing Strategies for 2024 Question: Susan from Boise, Idaho asks, “I run the sales team for a Fortune 500 Insurance Company and we have been an island for years and quite successful. In December, we got a new head of Marketing, and I really like her. She was a CRO in some very successful companies, so I feel like she really gets sales. It is the first time I have ever seen potential for sales and marketing to work together. What can I do to support her, learn from her, and use this new asset to DRIVE sales?” Book: This Is Marketing by Seth Godin ▣ Learn more about the Sales Logic Brain and how to access it through the Sales Logic Mastermind here.

Lightning Round: Top 10 Sales Habits for 2024 Question: Gretchen from Panama asks, “I barely hit my sales goal last year, in fact three times during the year I was struggling to hit quota. I work so hard, I am at the office early, make calls all day, and push my clients to get the deal to close. I can't take another year under this level of pressure. What am I doing wrong? What do I need to change?” ❖ Send your own sales question to Mark and Meridith via SalesLogic.com Book: The Happy Sales Manager: Drive Sales, Lead Your Team with Ease, and Have Fun! By Gretchen Gordon ▣ Learn more about the Sales Logic Brain and how to access it through the Sales Logic Mastermind here.

What does personalizing the sales experience mean? How do you do it? Why do customers care? Lightning Round: Top Ways to Create a Personalized Sales Follow-Up System Question: Rico from Mexico City asks, “We sell a commodity, our competitive landscape is thick. We are getting beaten up on price. What can I do to help my sales team create a better and more personal experience for our customers? One that makes them easily choose us over the competition and takes price off the table?” Book: To Sell Is Human by Daniel Pink ❖ Are you driven to achieve your sales goals? Eager to be a top performer? Looking for a sales community? The Sales Logic Mastermind is for YOU! Learn more here.

Right focus, right results. Start 2024 off strong! Lightning Round: Top 10 Strategies to Stay Motivated Question: David from Dublin asks, “I need to turn my customer service reps into salespeople if we are going to hit our goals—where do I start? How do I help them understand their new role?” Book: The Anatomy of Leadership by Chris Comeaux ❖Looking for a sales community? Join the Sales Logic Mastermind and make 2024 amazing alongside like-minded professionals.

Lightning Round - Where and How to Use Social Media in Your Overall Sales Strategy Question: “Can you share the top ways to sell on LinkedIn?” Book: The LinkedIn Sales Playbook by Brynne Tillman ❖ Start the New Year off right...invest in a year of accountability, learning and growth. Join the Sales Logic Mastermind group today!

Building, Nurturing, Closing, Expanding Lightning Round: Top 10 Sales Priorities for 2023 Question: LaTisha from Upstate New York asks, “My sales team has a challenging year in front of us, mergers and acquisitions are going to disrupt our market like crazy. As I look at this first sales huddle of the year, how do I prepare my team, how do I get them ready?” Book: Fanatical Prospecting by Jeb Blount Start the New Year off right...invest in a year of accountability, learning and growth. Join the Sales Logic Mastermind group today!

Lightning Round: Top 10 Reasons You Will Exceed Your Sales Goal in 2024 Question: Bill from Phoenix AZ asks, “Just curious—I listen every week and you guys are so spot on with so much of your advice. I have a meeting with my sales team on the 19th - last meeting of the year. What should I focus on? How can I best prepare them for 2024?” Book: Blue Ocean Strategy by W. Chan Kim and Renee Mauborgne ◆The smartest thing you could do for 2024: Join the Sales Logic Mastermind. Find out more here.