Building Your Sales Engine

Building Your Sales Engine

By Mark McGrawBusinessEntrepreneurshipEducationHow To
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Building Your Sales Engine episodes

  • Why Have a System For Selling

    Mark McGraw talks to Josh Pitchford, a Sandler coach and sales training expert who is passionate about helping salespeople and sales leaders achieve their very best through sales training, coaching and sales processes.

    They discuss the power of having a proven sales system, how a strong system helps qualify (or disqualify) prospects early, and how to design a system that increases the success rate of your team.

    To find our handout for this episode, click here.

    Tune in to learn how to use your system to close more deals, say no to the wrong prospects, and gain control over your sales process.

  • Josh starts by explaining why every salesperson needs a sales system.
  • A sales system isn't just a set of steps; it's a structured approach that brings consistency to your results. Without one, every deal feels like a guessing game.
  • Learn how to build a strong sales system from scratch.
  • According to Josh, whether you realize it or not, you already have a system. It may be inconsistent, unreliable, or ineffective, but it exists. The question is: Is it helping or hurting your success?
  • Mark and Josh explain the core elements of an effective sales system and how to develop one that works for you, your team, and your customers.
  • Josh explains how a strong system gives you control over your process, allowing you to refine your approach and become more effective with every deal.
  • Mark explains why every salesperson should operate within a system. Even if you've never consciously built a system, you follow patterns when selling. The problem is, if your system isn't intentional and structured, you're leaving results up to chance.
  • Josh explains why sales is not about hoping for the best; it's about knowing what works and repeating it. Without a strong system, you end up at the mercy of buyers.
  • According to Josh, consistency is the most important element in sales. With a system, you don't have to reinvent the wheel with every deal, just follow your process and the rest will take care of itself.
  • Mark and Josh agree that sales doesn't have to be chaotic or stressful. When you have a system in place, selling becomes more predictable, effective, and even fun.
  • Understand that buyers have their own buying system—and it's working against you.
  • Mark reveals that every buyer follows a system, whether they know it or not. Their system is designed to gather information, avoid commitments, and negotiate on price. If you don't have a strong system of your own, you'll fall right into their game.
  • Mark shares how bad prospects waste your time. Every minute spent with the wrong prospect is a minute you could be spending with the right one.
  • A good system helps you filter out bad fits early, so you don't waste energy on deals that will never close.
  • Josh on the power of saying 'No.' The best salespeople know that not every prospect is worth pursuing. A strong sales system helps you identify who is a good fit and gives you the confidence to walk away from bad opportunities.
  • What makes a good sales system? Josh breaks down the must-have ingredients of a winning sales system: It has to be structured, repeatable, adaptable, and designed to qualify or disqualify prospects quickly.
  • Mark explains why many salespeople lose deals before they even start.
  • The mistake most sellers make is trying to push their product too soon. A good system ensures that you uncover the buyer's real needs, gain their trust, and position yourself as the solution—before you even discuss pricing.
  • Josh explains the benefits of having a transferable system. If your sales system only works for you, it's not a system. A great system can be taught, shared, and scaled, allowing entire teams to succeed.
  • How to maximize your time with clients. Every interaction with a client is valuable. Josh explains why you need a pre-call plan, how to structure your conversations, and ways to make the most of every opportunity.
  • Josh on uncovering buyer pain points. Selling isn't about pushing products; it's about solving problems.
  • The three key elements of qualification: pain, budget, and the decision-making process.
  • According to Josh, buyers are always judging your process. If your sales process is messy or inconsistent, they'll assume your delivery will be the same. A strong system gives them confidence in you and your solution.
  • Understand that the best salespeople don't overwhelm prospects with information. They follow a simple, structured approach that makes the buying decision easy.
  • Josh shares the first step to implementing a system: If you don't know where to start, begin by writing down what you're already doing. Many salespeople operate on autopilot. Documenting your process helps you see what's working, what's not, and where you can improve.

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    Mentioned in This Episode:

    BuildingYourSalesEngine.com/follow

    Sandler.com

    BuildingYourSalesEngine.com/sandler

    Josh Pitchford on LinkedIn

    BuildingYourSalesEngine.com/12

    35 min
  • Get Buyers to Chase You, Not the Other Way Around with Jordan Eisner

    Mark McGraw sits down with Jordan Eisner to discuss what makes a top salesperson and why a winning mindset is super important in sales.

    Jordan shares how to build strong client relationships, ways to ask the right qualifying questions, and why sales is never about the money but about winning.

    To find our handout for this episode, click here.

    Tune in to hear why curiosity is a salesperson's greatest asset, how to approach networking the right way, and ways to get your buyers to convince themselves that they need to buy.

  • Jordan starts by describing his journey from consulting to sales.
  • Mark and Jordan agree that sales is never about the money. While money is a great reward, it's not the real reason top salespeople thrive. The true motivator is the thrill of winning and consistently delivering results.
  • The key traits to look for when hiring salespeople. Jordan and Mark break down the qualities that separate average salespeople from top performers.
  • Jordan reveals how their firm generates half of its annual revenue from existing customers. He explains how focusing on client relationships and continuously providing value makes upsells and cross-sells effortless.
  • Every first Monday of the month, Jordan's account executives are required to bring in an account and discuss why they are reaching out to them. This simple practice ensures that sales teams stay proactive in nurturing client relationships and generating referrals.
  • Mark on the most underutilized way to get new business. Referrals are one of the easiest yet most overlooked ways to generate new sales opportunities. Mark shares how leveraging a "referral tree" can help build a steady pipeline of warm leads.
  • How to build a strong sales culture. According to Jordan, a high-performing sales team is not built on just numbers and driving sales—it's built on the environment you create.
  • Jordan explains how a strong culture of support, accountability, and shared success can lead to better team performance.
  • Why micromanagement never works. Mark and Jordan agree that a "my way or the highway" approach doesn't work in sales. Setting clear expectations and giving salespeople the freedom to execute in their own way leads to better results.
  • The power of asking "why" in sales – Jordan teaches his team to always ask "why" instead of blindly following instructions.
  • Learn how curiosity can make you a top salesperson. By asking the right questions and actively listening, sales reps can build stronger relationships and uncover deeper needs.
  • Jordan explains that people love talking about themselves, and the best salespeople tap into this by being genuinely interested in their clients.
  • What to look for in a sales rep.While money motivation helps, Mark emphasizes that the desire to win is an even stronger predictor of success. He looks for candidates who are competitive, persistent, and eager to improve.
  • Jordan shares why networking should never be about immediately trying to sell. Instead, building authentic relationships and providing value first leads to more meaningful business opportunities in the long run.
  • Understand that people love to buy but hate being sold to. The best salespeople don't push—they position themselves as trusted advisors.
  • Jordan shares how creating value and guiding the buyer to their own decision makes selling effortless.
  • How to get buyers to convince you instead of you convincing them.
  • Instead of aggressively pitching, Jordan advises asking strategic questions that get the buyer to justify their own need for the product. When done right, the prospect ends up persuading themselves.
  • Mark and Jordan discuss the power of walking away from a deal and why true sales confidence comes from knowing you don't need every deal.
  • When salespeople listen more than they talk, closing deals becomes much easier. Mark explains that the best sales conversations involve asking open-ended questions that prompt the prospect to reveal their needs.
  • Jordan explains why the Sandler Training  system works. Sandler Training turns instinctive selling techniques into a repeatable, teachable framework. This makes it easier to onboard new salespeople and ensure consistency in results.
  • Uncover the one mistake that wastes the most time in sales.
  • Jordan warns that failing to ask tough qualifying questions early in the process leads to wasted time chasing the wrong prospects.

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    Mentioned in This Episode:

    BuildingYourSalesEngine.com/follow

    Sandler.com

    BuildingYourSalesEngine.com/sandler

    Jordan Eisner on LinkedIn

    The Goal: A Process of Ongoing Improvement by Eliyahu M Goldratt and Jeff Cox

    CompliancePoint.com

    BuildingYourSalesEngine.com/11

    49 min
  • How You Can Build a High-Performance Sales Team Using Sandler with Dan Ford

    Mark McGraw talks with Dan Ford, the director of AV at Basesix, a technology integrator that makes buildings, campuses, and environments safer, smarter, and simple.

    Dan shares insights on what makes a great salesperson, how to build a fun company culture, and why walking away from the wrong customers can be a profitable business move.

    To find our handout for this episode, click here.

    Tune in to learn how to sell ethically, lead effectively, and use Sandler sales training principles to build a thriving sales team!

  • Dan starts by explaining why he got into sales—his journey from being an installation technician to a salesperson.
  • He explains how understanding technology and being able to simplify complex concepts made him a natural fit for the role.
  • Dan reveals the one thing that will determine your success in sales—you're only as good as your last deal.
  • Sales is a high-performance industry, and Dan emphasizes that past success doesn't guarantee future success. He explains why every deal matters and how staying sharp and consistent is key to long-term growth.
  • Sales conversations can be complicated. Dan explains why the ability to break down complex solutions into simple, clear value propositions is essential for closing deals and earning trust.
  • Knowing what you're selling is crucial, but too much detail can confuse potential clients. Dan shares ways to strike the right balance—having enough knowledge to answer questions confidently without going too deep.
  • How to hire the right salespeople and why testing candidates before hiring is critical.
  • Dan explains why it's important to test candidates during the hiring process, not just for their skills but also to ensure they fit the company's culture.
  • Dan shares the key strategies that led to Basesix's explosive growth over the past seven years, from hiring the right people to focusing on the right customers and delivering real value.
  • Dan's definition of company culture: Fun. For Dan, creating an environment where people love coming to work leads to better results and happier employees.
  • Why walking away from some customers can be a smart business decision.
  • Mark and Dan agree that not all customers are worth the headache. Sometimes it's better to turn down business if the client isn't the right fit for the company's values and culture.
  • Mark shares why he believes psychographics matter more than demographics in sales.
  • Great salespeople don't just look at who a customer is (industry, size, revenue) but also how they think and operate.
  • According to Dan, sales shouldn't be about tricking customers into buying more than they need. He explains why Basesix focuses on long-term partnerships rather than short-term wins.
  • Mark and Dan discuss why a fun culture and miserable customers don't mix. Working with the wrong customers can drain energy and hurt morale, no matter how much revenue they bring in.
  • How Basesix grooms young hires into leadership positions.
  • Dan's advice on how to respond to a triggering message--taking a break before responding to an emotionally charged email can save a client relationship.
  • The best opportunities come when you're just outside your comfort zone. Mark and Dan discuss how slight discomfort pushes people to improve without overwhelming them.
  • Learn how to be your team's favorite boss. For Dan, being a great manager isn't about being easy on people—it's about challenging and supporting them.
  • Why salespeople need a little pressure and the perfect balance between security and hunger. Mark and Dan agree that if salespeople are too comfortable, they stop pushing themselves.
  • Dan shares his thoughts on micromanaging and why great sales leaders avoid micromanaging—trusting your team to do what they do best.
  • Mark's #1 goal for managers—develop self-sufficient employees who can think on their own.
  • The best managers don't create dependent employees—they create problem-solvers.
  • Dan's advice for young sales professionals--follow the right mentors. The right mentorship, continuous learning, and calculated risk-taking can help you rise through the ranks in sales.

    •  

     

    Mentioned in This Episode:

    BuildingYourSalesEngine.com/follow

    Sandler.com

    BuildingYourSalesEngine.com/sandler

    Dan Ford on LinkedIn

    Basesix.com

    BuildingYourSalesEngine.com/10

    46 min
  • Value Selling: How to Escape the Sales Friendzone and Close More Deals with Rhonda Greenstreet

    Mark McGraw talks to Rhonda Greenstreet, the VP of Sales Strategy & Operations at United Concordia Dental.

    Rhonda shares insights on what defines a best-in-class salesperson, how to transition from social selling to strategic selling, and the dangers of getting stuck in the "sales friendzone."

    To find our handout for this episode, click here.

    Tune in to hear the power of asking great questions, why pattern interrupts are a game-changer in sales conversations, and how to drive long-term client value.

  • Rhonda starts by sharing her unusual journey from government politics to sales.
  • Rhonda explains how large organizations struggle to maintain rich, meaningful communication because messages become watered down before they reach everyone.
  • The difference between sales and marketing. Mark highlights how marketing requires a broad and general approach, while sales is about asking the right questions to tailor solutions for each individual.
  • Rhonda reveals the key skills that define a top-performing salesperson.
  • Rhonda explains why building strong relationships requires social skills and a deep foundation of trust and reliability.
  • Mark and Rhonda cover how sales reps get stuck in the "friend zone." They break down why some salespeople become social contacts instead of trusted advisors, preventing them from actually closing deals.
  • How to escape the sales friend zone. Rhonda shares practical steps to shift from being just a friendly contact to someone who provides real business value and solutions.
  • Rhonda shares examples of great questions to ask prospects--and how asking thoughtful questions that go beyond surface-level needs uncovers what truly matters to the client.
  • Mark reveals a simple but powerful question that forces prospects to clarify their real challenges and priorities.
  • How to use pattern interrupts in sales. Rhonda and Mark show how unexpected, thought-provoking questions can lead to more engaging conversations.
  • Learn why Rhonda believes salespeople are artists--the ability to ask great questions is a skill that, when refined, transforms salespeople into trusted advisors who bring real value.
  • Rhonda shares ways to build feedback loops that shift sales conversations from casual check-ins to meaningful business discussions.
  • The crucial upsell element most salespeople forget. Rhonda explains why constantly reminding clients about your existing solutions can be just as valuable as introducing something new.
  • What makes a great account manager? According to Rhonda, the best account managers focus on long-term, consistent value, ensuring clients remain engaged and committed to the partnership.
  • Mark talks about the DIKW Model and why it matters in sales--Salespeople can use this framework to transform raw data into actionable insights that help clients make better business decisions.
  • The Rhonda Rule for effective meetings. Mark and Rhonda emphasize the importance of summarizing key takeaways and action items so that everyone leaves meetings with absolute clarity.

    •  

     

    Mentioned in This Episode:

    BuildingYourSalesEngine.com/follow

    Sandler.com

    BuildingYourSalesEngine.com/sandler

    Rhonda Greenstreet on LinkedIn

    BuildingYourSalesEngine.com/9

    47 min
  • Lessons in Adversity From a Father, Triathlete and 9-time Cancer Survivor with Brian Balmes

    Mark McGraw welcomes Brian Balmes—a long-time Sandler advocate and the Sales Manager at Mayer Electric Supply. Brian's inspiring story goes far beyond his professional success.

    To find our handout for this episode, click here.

    As a nine-time cancer survivor, Brian shares profound lessons on overcoming adversity, building resilience, and developing unshakable mental and emotional toughness.

    We'll also dive into practical strategies for time management and mindset mastery, exploring how to stay focused when plans derail and challenges arise.

  • Brian starts by sharing his transition from engineering to technical sales.
  • Brian opens up about his 26-year cancer journey, surviving nine battles and enduring chemotherapy for a high-grade tumor.
  • How Brian's cancer journey taught him to master time management and focus on what truly matters. He turned his challenges into a blueprint for prioritizing life's most important aspects.
  • Brian explains how, despite a demanding life, he prioritizes fitness to stay grounded.
  • How cancer pushed Brian to focus on what he could control instead of what he couldn't. His mantra of controlling the controllable became a game-changer in navigating adversity.
  • Understand that even doing the smallest tasks to the best of your ability builds pride and confidence.
  • Brian explains that when life feels overwhelming, the key is knowing what to prioritize. By giving and taking where necessary, you can create a sense of balance even when life gets hectic.
  • Mark shares his thoughts on breaking down big goals into manageable steps while keeping the bigger picture in mind.
  • Why consistency and goal setting matter more than the size of your achievements. Small, consistent actions can lead to extraordinary results over time.
  • How having one big goal with smaller milestones helps you stay motivated. Brian shares why these incremental wins pave the way to reaching your ultimate objective.
  • Mark and Brian cover ways salespeople can learn to weather dry spells, keep emotions steady, and stay proactive.
  • When sales are slow, Brian reminds us that better days are always ahead. Although they might not come immediately, knowing they're on the horizon can keep you optimistic.
  • Mark explains why you should never take bad situations personally. He believes that challenges often have nothing to do with your worth and sometimes are beyond your control.
  • How practicing gratitude can help you stay positive during tough times.
  • Mark and Brian discuss how writing down what you're thankful for helps you see the abundance in your life, even when challenges arise.
  • Writing down the good in your life reminds you of your blessings and keeps negativity in check.
  • How focusing on what you can influence leads to better outcomes. Brian shares that even when you can't control everything, you can still take steps to improve your situation.
  • The power of logical thinking in helping salespeople process challenges more effectively--there is value in focusing on facts rather than emotions when making important decisions.
  • Brian shares why he refuses to let cancer define his identity. He focuses on living his life fully and staying true to who he is, regardless of the circumstances.
  • The benefits of taking action during trying times. According to Mark, moving forward, even in small ways, is a powerful way to overcome challenges.
  • Why compartmentalization is essential for managing life's ups and downs. Mark explains how separating different aspects of life helps maintain focus and emotional balance.
  • Mark and Brian agree that saying "no" can be a game-changer for time management. Mastering this skill ensures you focus on what truly matters.
  • Why self-pity can keep you stuck during tough times. Brian encourages salespeople to find ways to move through adversity instead of staying in a cycle of negativity.
  • Brian shares a moving story about meeting another cancer warrior. Their interaction demonstrates the profound impact of connection and mutual encouragement.
  • Brian exemplifies what it means to have high self-confidence. His mindset and resilience serve as an inspiration for those looking to build their own self-belief.

    •  

     

    Mentioned in This Episode:

    BuildingYourSalesEngine.com/follow

    Sandler.com

    BuildingYourSalesEngine.com/sandler

    Brian Balmes on LinkedIn

    BuildingYourSalesEngine.com/8

    43 min
  • Scaling Your Sales Team For Massive Growth with Jut Carnes

    Mark McGraw sits down with Jut Carnes to dive deep into the art and science of hiring the right salespeople.

    To find our handout for this episode, click here.

    Tune in to learn where to find top sales talent, the essential skills to prioritize, and how to match the right personalities to the right roles. If building a high-performing sales team is your goal, this episode is a must-listen for actionable advice and proven strategies.

  • Jut shares his journey from shovelling ballast to becoming the Senior VP and COO at C.L. Burks Construction.
  • He believes his love for people and natural ability to connect make selling second nature.
  • Jut is convinced that sales can be taught, and he shares the key steps to transforming even the most unlikely candidates into successful salespeople.
  • Hiring the first salesperson was a pivotal experience--Jut reflects on the challenges and lessons learned from that process.
  • Relationships are the foundation of every business. Nothing feels better than getting new customers, but Jut explains why retaining existing customers is what makes a business successful in the long-term.
  • Matching a salesperson's personality to the way a client prefers to buy can make all the difference in creating successful outcomes for everyone.
  • Mark and Jut agree that evaluating personalities and assigning sales reps to accounts or territories where they'll thrive is a strategy that leads to better results and happier clients.
  • Some salespeople excel at prospecting while others shine in account management, and Jut emphasizes the importance of tailoring roles to individual strengths.
  • When hiring sales talent, it's important to look for a combination of the right mindset and personality traits that fit your culture.
  • Great salespeople are those who can strike a balance between finding new business and nurturing existing relationships.
  • Jut shares his thoughts on growth and self-improvement. 
  • The salespeople who thrive are the ones who embrace change, challenge themselves, and constantly look for ways to improve.
  • One of the hardest things in sales is opening up a new relationship and displacing an incumbent or existing relationship.
  • Jut reveals how and where he finds the best salespeople.
  • Exaggerating numbers might make things look good temporarily, but Jut and Mark stress that honesty is always in your best interest.
  • Jut's "winner and loser of the week" approach fosters growth by offering help and support rather than criticism, creating an environment where the team can improve together.
  • Jut and Mark discuss the challenge of finding the right salesperson with all the right hard and soft skills.
  • To continue to grow and be better every year as a company, you need to be always hiring and letting go of those who are no longer a fit.
  • According to Jut, the three most important things to build a smooth-running sales team are culture, people, and processes.
  • Learn how to get your people excited for weekly meetings.
  • Nobody likes meetings. Consistency is key to successful meetings, and Jut believes that sticking with meetings long enough to find the rhythm leads to greater efficiency and better results.
  • Keep challenging your people. Once they get to a certain level and it becomes routine, give them more challenges.
  • You want employees who enjoy growth. Not everybody is going to want to grow, but you need to provide the tools and the resources for them to do that.
  • Jut explains the benefits of having a list of non-negotiables for your salespeople.

    •  

     

    Mentioned in This Episode:

    BuildingYourSalesEngine.com/follow

    Sandler.com

    BuildingYourSalesEngine.com/sandler

    Jut Carnes on LinkedIn

    BuildingYourSalesEngine.com/7

    59 min
  • From Technical Skills to Sales Skills - Learning to Sell When You're Not a Born Seller with Nick Strain

    Mark McGraw talks with Nickolas "Nick" Strain, Senior Wealth Advisor at Halbert Hargrove.

    Press play to learn how Nick "fell" into sales and how the Sandler Selling System has helped him close more deals.

    To find our handout for this episode, click here.

    You'll hear about the two Sandler Rules Nick is a fan of, and what you need to do to achieve sales success.

    Whether you have been in sales for a couple of months or for several years, you'll walk away with some principles that will improve your sales process, and any type of exchange: with prospects, with team members, and even in your personal life!

  • Nick Strain doesn't see himself as a born salesperson, but rather as someone who "fell" into selling.
  • At the beginning of his journey at Halbert Hargrove Nick's focus was on being a good financial advisor and wealth planner.
  • Mark McGraw talks about how pretty much everybody has to go through a belief curve where their capabilities are greater than their beliefs.
  • Nick and Mark discuss the key role processes have, especially when it comes to meetings and sales conversations.
  • Nick has two Sandler rules he's really fond of:  "Don't believe everything you think" and "You don't have to like it, you just have to do it."
  • As Nick puts it: "To be successful, we just have to do little things that might not be the most fun and enjoyable, but are impactful and important for us to do."
  • When it comes to sales, Nick focuses on understanding how he can be helpful and add value to prospects and clients.
  • Nick opens up on how the sales process at Halbert Hargrove has evolved and now relies on two steps.
  • Sometimes, people with a technical background end up getting in their own way when having a call with a prospect.
  • Nick takes back the curtain and talks about the different components of his sales process – including what he does to hold himself accountable.
  • You don't ever really complete a course… It's about practicing the art of selling.

    •  

     

    Mentioned in This Episode:

    BuildingYourSalesEngine.com/follow

    Sandler.com

    BuildingYourSalesEngine.com/sandler

    Nick Strain

    Halbert Hargrove

    BuildingYourSalesEngine.com/6

    32 min
  • Lessons on the Climb to CEO with Brock Faulkner

    Mark McGraw chats with Brock Faulkner, the CEO of Dornier MedTech Americas.

    Tune in to hear actionable tips on building the right team for your company's future, how Brock transitioned from employee to CEO, and the critical traits every great sales manager must possess.

    To find our handout for this episode, click here.

    Whether you're a leader, aspiring CEO, or simply passionate about professional growth, this episode is packed with wisdom you can immediately apply!

  • Brock shares his journey of growth, showing how he transitioned from employee to CEO in the same organization. His story is proof that with the right mindset, you can climb any ladder.
  • Brock highlights how forward-thinking separates thriving companies from those that fail.
  • Most people get stuck in the daily grind, avoiding the bigger picture. Brock reveals how creating a collaborative culture helps everyone focus on long-term goals.
  • Brock shares an incredible achievement: for over a decade, they've never missed a quarterly meeting.
  • Mark explains how building a clear vision is the foundation of every successful business. Brock adds that sometimes, you need to pivot when what you're doing isn't working.
  • By shifting from capital equipment to consumables, Brock grew his company by 30% annually in a 3% market. He shares the bold decisions that made this transformation possible.
  • Brock emphasizes the importance of hiring based on where you're going, not where you are. He shares how firing half the sales team within 90 days transformed the company's trajectory.
  • A plan only works if your daily behavior aligns with it. Learn what it takes to focus on the right priorities and build a discipline of execution.
  • Brock makes it a habit to carve out time for strategic thinking, ensuring the company stays on the right path. It's a discipline that drives meaningful progress.
  • Good sales managers connect with every level of their organization, mentoring and coaching effectively. They know how to communicate adjustments and inspire their team.
  • Sales leaders must understand which data matters and how to use it to manage people.
  • Mark explains why being a VP of sales is the most challenging role in business. It demands relentless focus on results and people.
  • Brock's team invests heavily in hiring, using behavioral tests to ensure candidates are the right fit. They set clear expectations so new hires know exactly what they're signing up for.
  • For Mark, sales is not easy, but it's simple. The core selling principles are not necessarily difficult to do, they just take some work to go make it happen.
  • The best salespeople never stop learning and growing. Before hiring, Brock demands candidates must commit to three hours of training monthly to improve their skills.
  • Mark reminds us of a simple truth: you can't hold people accountable for something you never clarified.
  • The value of being the best at your current role--and how continuous improvement and a love for learning can fuel a faster career trajectory.
  • Even with years of leadership experience, Brock reveals he was overwhelmed by the magnitude of becoming CEO.
  • Brock shares how focusing only on features and benefits was holding the sales team back. The real game-changer was teaching them to ask better questions and connect with clients.
  • According to Brock, if the numbers are off, it's usually a behavior, attitude, or technique issue. Every sales leader needs to learn how to troubleshoot and solve these problems.
  • Sales is tough. The last thing most sales reps need when they're having a tough quarter is their sales manager being all over their back.
  • Brock explains how encouragement and motivation can help turn things around for a struggling sales rep.

    •  

     

    Mentioned in This Episode:

    BuildingYourSalesEngine.com/follow

    Sandler.com

    BuildingYourSalesEngine.com/sandler

    Brock Faulkner on LinkedIn

    The 12 Week Year: Get More Done in 12 Weeks than Others Do in 12 Months by Brian P. Moran and Michael Lennington

    BuildingYourSalesEngine.com/5

    53 min
  • Lessons From 14,000 Cold Calls with Colin Mokhtary

    Mark McGraw sits down with Colin Mokhtary, a sales development representative who's made an incredible 14,000+ prospecting calls. Colin dives deep into the strategies that have fueled his success, from developing a resilient mindset to navigating rejection with ease.

    To find our handout for this episode, click here.

    Tune in to discover actionable tips on talking to customers for better conversations, build rapport, and confidently close deals. Whether you're an SDR or a seasoned sales pro, Colin's journey offers powerful lessons to refine your approach and boost your results.

  • Colin starts by sharing his journey from a professional guitar player to becoming a successful sales development representative.
  • He shares how he made over 14,000+ prospecting calls and the key lesson learned--there isn't such a thing as losing, it's all learning.
  • Collin covers the benefits of being bad at prospecting early in your sales career and why it can be the best thing to happen to you.
  • Mistakes are gold mines for growth. Colin's first disastrous call was a tech mess, but it taught him lessons he still uses today.
  • When talking to a prospect, your goal is to get them talking as much as possible. According to Mark, when someone feels like they have no control in the conversation, that's when they want to hang up.
  • Mark and Colin discuss the skill of getting people to open up.
  • People love talking about themselves—just listen, and they'll tell you exactly what they need. If you let people talk, especially about themselves or their situation, they will keep talking.
  • Nobody picks up a cold call on purpose. So, be upfront about it. Your prospect already knows it's a cold call, own it with confidence and honesty.
  • Colin breaks down the key elements of the permission-based opener, sharing examples of how to open, and why the opener is super effective.
  • For Colin, the first 1.5 seconds can make-or-break your sales call. Nail your opener with the right tone, and the rest of the call flows much smoother.
  • It helps when you make your prospects laugh. But don't try too hard to be funny.
  • Mark and Colin agree that pausing before you respond is a power move. Just half a second of silence makes the conversation feel more thoughtful and natural.
  • Keep your tone professional and real. For Colin, warm and confident works better than fake-friendly or overly enthusiastic.
  • Mark adds that prospects can spot fake energy when they hear it. Stay authentic, and don't try to oversell with forced enthusiasm.
  • Colin's success comes from consistent systems. Repeating what works, day in and day out, is what gets results.
  • Colin talks about rejection and why salespeople need to see it as part of the process. When you hear a "no," don't dwell—focus on dialing the next number.
  • SDRs need to understand the importance of the role. The SDR is the most important person in the sales organization because every dial is potentially money.
  • Finally, your mindset determines your results. Confidence, persistence, and a positive attitude turn "no's" into stepping stones.

    •  

     

    Mentioned in This Episode:

    BuildingYourSalesEngine.com/follow

    Sandler.com

    BuildingYourSalesEngine.com/sandler

    Colin Mokhtary on LinkedIn

    BuildingYourSalesEngine.com/4

    32 min
  • Your Winning Prospecting Mindset with Josh Pitchford

    Mark McGraw talks to Josh Pitchford, one of the top 1% of sales coaches and trainers globally. Josh is passionate about helping salespeople and sales leaders achieve their very best through sales training, coaching, and sales processes.

    To find our handout for this episode, click here.

    You'll learn actionable strategies to identify and connect with your ideal clients, refine your approach to sales prospecting, and build meaningful relationships that lead to sustained success.

  • Josh starts the conversation by sharing his journey to sales, joining Sandler, and how he became good at prospecting.
  • Josh shares his love for prospecting and the exact steps he follows when on a prospecting call with clients.
  • Prospecting is not about trying to convince anybody of anything. If you're on a call and you're trying to convince somebody of something, you're fighting an uphill battle.
  • Mark breaks down the 'Gumball Prospecting' analogy.
  • Just as you can't control the color of the gumball you get, you can't always predict the outcome of your prospecting efforts. The key is to learn not to take rejection personally.
  • According to Josh, most of your prospects will not be a fit--and it's okay.
  • For Josh, a good prospecting call should be full of questions. It allows you to be in control, but they feel like they're in control because they're talking.
  • Josh reveals how he sorts prospects from hot to cold--and the differentiator between a prospect and a suspect.
  • Mark and Josh discuss the pros and cons of scripting a prospecting call.
  • Josh explains how the right prospects sell themselves. But they can't do it tactically without questioning.
  • If you find yourself pitching and talking about your services on a cold call, you're way out of line. Because at that point, people don't care enough yet.
  • Mark and Josh talk about the mistakes they see salespeople make when on a prospecting call.
  • Why salespeople should stop trying to close for an appointment too early.
  • Josh breaks down how salespeople can learn to gauge the interest levels of a prospect.
  • The prospect needs to have enough pain for it to make sense for them right now. Even if they fit your ideal client profile, it doesn't mean that your solution is a priority for them right now.
  • Mark shares why he believes the first cold call should focus on booking time, not closing deals.
  • Josh covers the buyer-seller dance, and how buyers and sellers traditionally behave.
  • Every seller's goal should be to take the sales conversation from transactional to consultative and collaborative selling, where we're working on this pain together.
  • Josh explains why sellers must understand the value of their time.
  • Every time you take an appointment with a prospect that's not of the right fit, there's an opportunity cost for somebody out there that you should be helping.
  • Mark and Josh highlight the benefits of having a 'you can't lose anything' mindset. Go into every meeting with the mindset where there's nothing to lose. The upside is something good can come out of this.
  • Josh reveals the difference between prospecting and cold calling.
  • According to Josh, the whole point of the call is to get to an outcome. The problem is that most salespeople are trying to get to a positive outcome.
  • Josh shares why salespeople should stop calling a cold call an ambush call. If you have belief and conviction in your products or services, you owe them a call to see if it's something you can help them with.
  • If sellers focus on understanding where the client is and how they can serve them, the selling part will take care of itself.

    •  

     

    Mentioned in This Episode:

    BuildingYourSalesEngine.com/follow

    Sandler.com

    BuildingYourSalesEngine.com/sandler

    Josh Pitchford on LinkedIn

    BuildingYourSalesEngine.com/3

    31 min

About Building Your Sales Engine

From the publisher's feed

A show where Mark McGraw, a top Sandler Sales Trainer and David H. Sandler award winner, interviews salespeople and sales managers to discover their successes and how they got to be the people they are today.