Lightning Round: Top 10 Qualities of a Successful Sales Professional

Question: Steve from Atlanta GA asks, “I am a senior executive in a large manufacturing corporation, I handle the Eastern Region. We are struggling with our sales people, more than 40% are not hitting quota. We just redid our sales training, but wondering if you have any thoughts.”

Book: Hire Right, Fire Less by Kelly Riggs

Lightning Round: Top 10 Ways to Use Client Testimonials

Question: Lanora from Toronto, Canada asks, “ I am struggling with my sales managers—I feel like he wants me to focus on the wrong sales strategies for our market and I have been doing HIS sales process for more than six months—and I am not getting results. I have tried to talk with him about my ideas - but he is NOT open. I am also about to go on a PIP for not hitting my numbers.. HELP what do I do?”

Book: Building A Story Brand 2.0 by Donald Miller

💡Join Mark and Meridith on June 23 for a dynamic conversation featuring special guest Sonia Dumas.

This session goes beyond AI as a tool—you’ll learn how to use AI as a strategic advantage

Grab your spot at this link

Lightning Round:  Top 10 Ways to Build Your Personal Brand

Question: Sina from Tokyo, Japan asks, “I work in the financial services industry, and expanding my portfolio is a long sales cycle  - feels like these days it is getting longer. I am doing a great job of getting the meetings, and connecting with decision-makers. I am even having good conversations, but not quite getting the decision-maker to make decisions—any ideas would be appreciated.”

Book: Secrets of Closing The Deal by Zig Ziglar

Lightning Round: Top 10 Ways to Update Your Sales Strategy

Question: Marquessa from Salt Lake City, Utah asks, “I work for a tech start-up and we are doing well - start-ups are a struggle - and while we have been well-funded, we need sales. We have been great at getting through the door, getting to decision makers, and getting good questions during our sales presentations - but we can't close the deal. Ideas?”

Book: Business Storytelling by Janine Kurnoff 

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