Sales Logic - Selling Strategies That Work

By Sales Logic PodcastBusiness Entrepreneurship Management

Sales Logic - Selling Strategies That Work episodes

November 03 How to Get the Most Out of a Trade Show
Lightning Round: 10 Biggest Mistakes You've Seen at Trade Shows

Lena from Milwaukee asks, "I've never attended a trade show, but my company is starting to look into trade shows this year. What's your advice for my first-time trade show?"

Book: Stand Out and Sell More at Trade Shows by Maree-Louise Santarosa

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25 min
October 27 The Untaught Sales Skill Executives Expect: Business Acumen
Lightning Round: Top 10 Sales Skills Every Sales Person Needs Now

Question: Sean from Topeka KS asks, "I know my product cold, but I keep getting pushed down to procurement. How do I get taken seriously by executives?"

Book: What the CEO Wants You To Know by Ram Charan

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26 min
October 20 Finding the Balance: When Humor Helps or Hurts Sales
Lightning Round: Top 10 Signs You Need to Fire a Client

Question: Corena from Newport Beach, CA asks, "I'm naturally a pretty funny person with my friends, but I get stiff and overly formal on sales calls because I'm afraid of saying the wrong thing. How do I bring humor into my sales conversations without coming across as unprofessional or risking the deal?"

Book: Humor Seriously? Why Humor is a Secret Weapon in Business and in Life by Jennifer Aaker

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26 min
October 13 Sales Questions that Get the Prospect's Attention
Lightning Round: Top 10 Worst Questions to Ask Clients

Question: Sarah from Denver asks, "I prep good discovery questions, but halfway through the call I catch myself thinking about my next question instead of listening to the answer. How do I stay present and actually hear what the buyer is telling me?"

Book: You're Not Listening by Kate Murphy

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25 min
October 06 Is Your Pipeline Feeding Your Ego or Your Paycheck
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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27 min
September 29 How Cross-Selling Is the Key to Surviving an Uncertain Year
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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25 min
September 22 Are You Ignoring the Lessons Hidden in Q1–Q3?
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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30 min
September 15 Can You Build Meaningful Relationships Without Meeting in Person?
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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27 min
September 08 How to Make Your Sales Huddle Move the Needle
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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26 min
September 01 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. 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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24 min

About Sales Logic - Selling Strategies That Work

From the publisher's feed

Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today's toughest selling questions with logical answers that will help you win more deals and make more money. When…