Sales Logic - Selling Strategies That Work

Lightning Round: Top 10 Qualifiers for a Winning Pipeline

Question: Irena from Bulgaria asks, "I have listened to you both for years, and I always love your advice. I feel like now more than ever this show is needed—sales is hard. I work so much, prospect, call, prospect again, write proposals, but I seem to work harder and close less—help. What do I need to be doing that I am not doing. I am a bit desperate here. My commission checks are getting smaller."

Book: The Mom Test by Rob Fitzpatrick

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Lightning Round: Top 10 Ways to Stay Relevant with Your Customers

Question: When you look at growth for the coming year, are you more interested in growing with new customer acquisition? Or are you trying to expand the share of wallet of your existing customers?

Book: Moneyball Sales by Carson Heady

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Lightning Round: Top 10 Things I Will Be Changing or Adding for 4th Quarter

Question: Carolina from Bangor, Maine asks, "So, I am curious how I make the most of the 4th quarter of the year? I hear you two talk about it all the time and want to know what I need to be doing and what I need to be focused on?"

Book: Never Split the Difference by Chris Voss

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Lightning Round: Top 10 Ways to Build a Referral Network from Scratch

Question: Jillian from Lisbon Portugal asks, "I work for a company based in the US, my territory is so big, and ever since COVID I have been virtual, not traveling much. I study sales all the time, and love the podcast, and I am seeing that the most successful people in sales these days seem to be doing it the old fashioned way. They have gone back to in-person connection and focusing on relationships. Are you seeing that? And if so, what advice do you have for me?"

Book: Never Eat Alone by Keith Ferrazi

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Lightning Round: Top 10 Worst Ways to Connect on LinkedIn

Question: Roxanne from Rock Hill, SC asks, "We do a 15-minute sales huddle every morning, but half the team seems checked out and I'm not sure it's actually helping. How do I know if it's worth keeping — and if it is, how do I make it better?"

Book: The Advantage by Patrick Lencioni

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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. Unless a miracle happens I won't hit quota by the end of the year. Is it me, my sales process, [or] something else? And if it is me or my sales process what do I do? Where do I turn?"

Book: Sell Different by Lee Salz

Lightning Round: Top 10 Things You Need to Know About Your Customers to Be Effective in Sales

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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 that came from their own internal projections, not anything my team quoted. Now they're unhappy with results that are actually solid, just not what they expected. How do I reset expectations without sounding like I'm making excuses or admitting we underdelivered."

Book: The Effortless Experience by Matt Dixon, Nick Toman, Rick DeLisi

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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 sales cycle has slowed way down— it's tough. I feel like I am using the right strategies for outbound sales calls but getting very little response. Can you help?"

Book: Combo Prospecting by Tony Hughes

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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 a competitor undercuts me on value, I lose the deal anyway. How do you build relationships that actually hold up when the value conversation gets hard?"

Book: Epic 5x Contract Wins by Lisa Magnuson

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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, same pipeline size. Is this a me problem, a market problem, or am I just measuring it wrong?"

Book: Chasing Cheetahs by Nancy Nardin and Robert Nardin

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