Lightning Round: 10 Ways to Find New Prospects

Question: Fred from Montana says, "Love the show, been listening for a few months. My question, I have some reps that hit their quota every month, and some that aren't even coming close. What do I need to do to not overmanage the successful reps and better support the struggling ones?"

Book: Scale Your Sales by Brandon Bornancin

🧠 Read the BLOG for today's episode!

Lightning Round: Top 10 Emotional Intelligence Skills You Need to Build

Question: Mark Caton on Spotify asks, "I think a valuable podcast would be to address how sales people are utilizing AI, and perhaps how the SDR role is being automated with so many AI agent tools."

Book: AI Mindshift by Ford Saeks

🧠 Read the BLOG for this episode!

Lightning Round: Top 10 Ways to Deal with Margin Pressure

Question: Jason in Denver asks, "I just lost it with a prospect. We had talked, she was interested, asked me to do a proposal —which I did—took hours, then nothing. I called, emailed, texted and nothing. Finally I wrote her a less than professional email, this time she responded. Told me she had a lot going on in her life, and was not blowing me off. She actually wanted to move forward UNTIL she got my email. Clearly, I need a better strategy for dealing with getting ghosted."

Book: Thinking, Fast and Slow by Daniel Kahneman.

🧠 Read the BLOG for this episode!

Lightning Round: Top 10 Ways Buyers Are Changing

Question: Sean from Seattle asks, "We work in the food distribution industry, it's competitive. We are doing a great job of bringing on new customers, but our churn rate has been higher than ever this year. What advice do you have for me and my team?"

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

🧠 Read the BLOG for this episode.

Lightning Round: Top 10 Sales Skills You Need to Succeed in Second Quarter

Question: Luka from Dubrovnik asks, "Love the show thank you. We listen here in Croatia every week. My question is what is wrong with my sales pipeline? I am qualifying like you say, getting deals in the pipeline but I cannot get them across the finish line.I either lose them at the end to a competitor or they just fall out, say they are not making a decision."

Book: The Challenger Customer by Brent Admanson and Matt Dixon

🧠 Read the BLOG for this episode!

Lightning Round: Top 10 Ways to Build Your Confidence

Question: Enrica from Mexico City asks, "Love the show, I have my team listen to the download every week. So this question is for them. We are already behind on our quota, and as we head into summer I am worried. Between our vacations, our customers' vacations, and the general slow down of the summer months—what do we need to be doing to ensure we do not fall any further behind?"

Book: The Slight Edge by Jeff Olson

🧠 Read the BLOG for this episode!

Lightning Round: Top 10 Things You Need to Ask to Qualify a Prospect

Question: Michael from Illinois asks, "Absolutely love the Sales Logic podcast. I wanted to ask how you keep your motivation up when your pipeline starts to go thin?

Book: Elite Sales Habits: Daily Rituals, Mindsets, and Routines of High Performers

🧠 Read the BLOG for this episode!

Lightning Round: Top 10 Most Important Skills to Have in Sales

Question: Charlotte in Omaha asks, "I have 10 Sales Reps. We started the year out strong, but between the war, economy, and ongoing uncertainty, over half my team is struggling to hit their numbers. I have tried everything. What advice do you have?"

Book: Growing Your Business by Mark LeBlanc

🧠 Read the BLOG for this episode!

Lightning Round: Top 10 Things You Learned From First Quarter

Question: Roy from Phoenix AZ "My manager says I need to prepare more, but honestly my best calls have been when I just go in natural and conversational — am I wrong?"

Book: Sell the Way You Buy by David Priemer

🧠 Read the BLOG for this episode.

Lightning Round: Top 10 Reasons You Should Use Stories in Sales

Question: Johanna from Phoenix "I had a deal I was sure I was going to win — great rapport, multiple meetings, they loved our demo — and then I lost it to a competitor at the last minute. The buyer said the other company just 'felt like a better fit.' What does that even mean, and how do I prevent it from happening again?"

Book: The Experience Economy by Pine & Gilmore