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: Selling to Big Companies by Jill Konrath

❖ Send your questions to Meridith and Mark at [email protected] 

🧠 Register now for the Sales Logic Expert Exchange→This month: Tiffany Bova!

Topic: "Unlocking Sustainable Growth: The Roadmap to Long-Term Success"

→ Register for Feb. 25th from 3-4 p.m. CT here.

+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 SalesLogicPodcast.com or send us an email at [email protected]

🧠 Register now for the Sales Logic Expert Exchange→This month: Tiffany Bova!

Topic: "Unlocking Sustainable Growth: The Roadmap to Long-Term Success"

Register for Feb. 25th from 3-4 p.m. CT here.

Lightning Round:  Top 10 Ways to Execute Effectively

Question: “How do you incorporate customer service into sales conversations?” -A Spotify Fan

Book: Own Your Career Own Your Life: Stop Drifting and Take Control of Your Future   by Andy Storch

❖ Send your questions to Meridith and Mark at [email protected] 

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: Get Out of Your Own Way by Philp Goldberg and Mark Goulston 

❖ Send your questions to Meridith and Mark at [email protected] 

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: A Mind For Sales by Mark Hunter

🧠 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. Reserve your spot here to get the webinar link.

❓ Send your questions to Meridith and Mark at [email protected] 

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 [email protected] 

🧠 Get amazing sales training and accountability at The Sales Logic Mastermind. Find out more here. 

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: The Show Must Go On by Carson Heady

💡 Read the blog post detailing the contents of this episode at this link!

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.

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: Smart Calling by Art Sobzcak

❖ Send your questions to Meridith and Mark at [email protected] 

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.

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

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.

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: Book More Business by Lois Creamer 

Join us Monday, Dec. 23rd for our Sales Logic Expert Exchange with Art Sobczak! 3-4 p.m. CT

Register to save your spot here 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 [email protected]