Lightning Round:  Top 10 Ways to Boost Your Confidence

Question: Felipe asks on Spotify, “I have a quick question. I have started in a new job in mid-February for introduction of a new product in the market and cooperate with a coworker who is the Team Leader of the project (we both report to the same boss). My colleague is calling me every day to ask my plan of the day, if I will have a visit with the customer, how many projects I have created. I do not mind being accountable, but I do not know if it is productive everyday reviewing of my job. What you think?”

Book: Sales Management Simplified by Mike Weinberg

⚡Lightning Round: Top 10 Ways to Set the Right Sales Cadence

Question: “Hi Meredith and Mark, I am really enjoying the show and learning so much. However, I haven't yet earned a dollar as I struggle to "ask for the sale". I am a solopreneur providing professional services and my sales cycles are long. I don't want to blow a good relationship by being too pushy. Any tips would be very welcome.”

Book: The Lost Art of Closing by Anthony Iannarino

🔥Sales Logic EXPERT Exchange, NEXT WEEK on May 27th at 04:00 PM!

This month’s guest: Carson Heady→ on “What it really takes to rise to the top 1% in today’s fast-changing sales landscape.”

🔥Register here to grab your spot! 🔥

Lightning Round: Top 10 Client Acquisition Strategies

Question: John from Milwaukee asks, “I am in the packaging industry, and it is tough right now with the threat of tariffs, the economy, inflation—so much going on with our customers—yet our leaders just keep pushing our sales quotas higher and higher. I have never missed my sales goal, but wow, this year I am worried about it— any advice?" 

Book: Predictable Sales by Michael Anderson 

🔥Sales Logic EXPERT Exchange, coming up on May 27th at 04:00 PM!

This month’s guest: Carson Heady

What’s our topic? What it really takes to rise to the top 1% in today’s fast-changing sales landscape. 

Register here to grab your spot! 

Balancing Ambition with Personal Well-Being. 

Lightning Round:  Top 10 Ways to Manage Your Energy, NOT Your Time

Question: “How do you keep the enjoyment of being in sales: balancing work and life? What are your best tips on how to ensure you retain a healthy balance, as sales can be stressful and intense?”

Book: The Joy of Selling by Steve Chandler

Handling Underperforming Salespeople

Lightning Round:  Top 10 Ways to Become More Disciplined

Question from a New Listener: “How do you grow a sales team when ownership struggles to let go of underperformers? These employees were never really trained, but sales is our only revenue stream, and the owners hesitate to make tough calls. They want change but aren’t ready to act—often making excuses in hopes things will improve.”

Book: Mentally Fit by Meridith Elliott Powell

From Disinterest to Dialogue…Master the Art of Engaging Prospects.

Lightning Round: Top 10 Ways to Shorten the Sales Cycle

Question: Tawanda from Baltimore M.D. asks, “ I do not know what has happened in the last 30 days but I cannot get anyone to answer a call, an email, or a text. What is going on with prospects? I have goals to hit. What ideas do you have that can help?”

Book: Exactly What To Say by Phil Jones

🔥Register for this month’s Sales Logic Expert Exchange with Mike Weinberg!

Let’s have a no-fluff conversation on what salespeople and sales managers are getting wrong in today’s market—and what to do instead.

🌩️Lightning Round: Top 10 Ways to Build Your Network

Question:  Maria from Cartagena, Colombia asks, “I just got the job of my dreams. I have been working in operations for a large manufacturing firm for years. I have wanted to be in sales, and I have finally gotten my shot.  But wow this is different—so much freedom with time and it is up to me to structure my day, my week. What is your best advice?”

Book: Build What Matters: Creating A Life of Significance by Sydne Jacques 

🔥Register for this month’s Sales Logic Expert Exchange with Mike Weinberg!

Let’s have a no-fluff conversation on what salespeople and sales managers are getting wrong in today’s market—and what to do instead.

Harnessing Online Presence for Lead Generation

🔥 Lightning Round: Top 10 Signs Your Sales Strategy Needs a Tune Up

Question: George from Bar Harbor Maine asks, “I am a consultant, moved to Maine a few years ago to get out of the rat race of Boston. I love it—but I have lost my ability to easily make sales calls or attend networking events to drum up business. What can I do to DRIVE inbound leads?”

Book: Pick Up The Phone and Sell by Alex GoldFayn 

Can sales be both powerful and principled? Join us as we unpack the art of driving inbound leads through authentic relationship-building. From the value of a daily posting routine to overcoming the hurdles of maintaining momentum in a new location, listen as we share stories and strategies that highlight the importance of a strong online presence and proactive outreach.

M&M explore the dynamic dance between inbound and outbound sales strategies. It’s not just about waiting for leads to come to you, but also picking up the phone when necessary. We discuss how a balanced approach, coupled with consistency and discipline, can significantly enhance your sales success. Whether it’s through leveraging content on LinkedIn or practicing the principles in "Atomic Habits" by James Clear, we guide you through the steps to refine your lead generation and qualification processes.

Transforming One-Time Buyers into Lifelong Clients: Building Lasting Customer Relationships for Sustainable Growth

Question: Zoltan asks, “I recently came across your co-hosted podcast, Sales Logic, and have been enjoying the insights you share. This year, I’m focused on developing stronger sales skills within the AEC professional services industry in Europe. I would love to learn from you—which three books would you recommend to help me on this journey? I’ve completed Dale Carnegie’s sales training and really connected with its client-centric approach. Many thanks in advance for your recommendations! Wishing you a great day.”

Book: What Great Sales People Do by Michael Bosworth

🔥 Hot Topic: Top 10 Ways to Retain Customers

Lightning Round: Top 10 Ways AI Can Make You More Human

Question: Marina in Silicon Valley asks, “I work software sales and it is competitive—crazy competitive. It is so hard just to get a meeting with a customer. I need to stand out from my competition, but am struggling to figure out how.”

Book: Purple Cow by Seth Godin