Lightning Round: Top 10 Things that Kill a Deal Before the Proposal

Question: Darren from Austin, TX asks, “I've been in sales for 15 years and lately everything feels harder. The scripts, the follow-ups, even the buyer conversations that used to work just fall flat. How do I rewrite my sales playbook to connect with today's buyer without feeling fake or pushy?”

Book: Sell Without Selling Out by Andy Paul

👀Read the BLOG for this episode for more info.

Lightning Round: Top 10 Ways to Sell More in 4th Quarter 

Question: Christine in Denver asks, “We’re great at signing new clients, but I feel like we lose momentum right after the deal closes. What are the best practices to keep customers engaged and excited during the first month?”

Book: Never Lose A Customer Again by Joey Coleman

👀Read the BLOG for this episode.

Topic: The “Danger” of Selling Into One Vertical

Lightning Round: Top 10 Ways to Retain Customers 

Question: Jordan from Chicago asks, “I have had a bad year. I sell into Manufacturing and I have five major clients. I have taken such perfect care of them, my competition could not get in. But this year, out of nowhere, my largest got new leadership and changed vendors without even telling me? There is no way I can replace that revenue. Any advice?”

Book: Eat Their Lunch: Winning Customers Away From Your Competition by Anthony Iannarino

👀 Read the BLOG for this episode.

Lightning Round: Top 10 Favorite Sales Tools

Question: Rowena from the British Virgin Islands asks, “I’m active on LinkedIn but I'm not seeing results. I'm so frustrated. I listen every week so I'd ask experts should I double down on posting more or is there a smarter way to turn my online presence into real sales conversations?”

Book: ‘Fanatical Prospecting’ by Jeb Blount  and ‘The LinkedIn Edge’ by Jeb Blount and Brynne Tillman

👀 Read the BLOG for this episode.

Lightning Round: Top 10 Mistakes that Are Killing Your Pipeline

Question: Mike from San Diego asks, “Our company is growing fast, both organically and through acquisitions. We’re great at landing new business, but I’m worried our customer retention is slipping. How do I get my team to focus on both?”

Book: Never Lose a Customer Again by Joey Coleman

👀 Read the BLOG for this episode. 

Lightning Round: Top 10 Follow-Up Moves 

Question: Lucia in Seattle asks, “Love the show–I am a new listener. Here’s my question: I’m killing myself and cannot get one of my deals across the finish line. I get to proposal stage and then they go cold or I lose to my competition. I really need help.”

Book: Gap Selling by Keenan

👀 Read the BLOG for this episode.

Lightning Round: Top 10 Discipline & Mindset Hacks for Salespeople

Question: John Leota asked on Spotify, “Hello Meredith and Mark, amazing show. I feel that I’m falling short as a sales rep because my sales discipline is lacking. I always convince myself that I’m going to start prospecting, and when it’s time to do so I find a reason to not get out there and do it. I think it’s due to my lack of knowing my Ideal Customer Profile or plan of action. Any advice you can give me to change my mindset?"

Book: Unbeatable—The Legend of the Salesman on Fire by Carson Heady

👀 Read the BLOG for this episode. 

Lightning Round: Top 10 Sales Mistakes You’re Making

Question: Quaron from Toronto asks, “I work in sales for a large HVAC company and it has been a year—between tariffs, economy, competition and private equity dominating our market, I am struggling with my sales. What's working this year—what are others doing that I am missing?”

Book:  Go for No and When They Say No  by Andrea Waltz and Richard Fenton

👀 Read the blog for this episode here!

Lightning Round: 10 Ways to Update Your Sales Process

Question: Shawn from Madison Wisconsin asks, “So heard your podcast last week—congratulations on 250 shows. I heard you all talking about the sales process and how both are making adjustments and doing things differently. What is changing and why—I am curious.”

Book: The Sales Rhythm Playbook by Steve Powell  

Ever wonder if the pursuit of perfection is holding you back? Join us for the 250th episode of Sales Logic as we celebrate our journey—from a spontaneous idea to a Saturday morning ritual—and reveal why starting and adapting beats waiting for perfection. Hear our top insights on sales leadership, hitting quotas, staying focused, and how AI is reshaping the game. With audience questions, book picks, and our signature lightning round, this episode is packed with lessons from our wins, missteps, and everything in between. Listen in to celebrate this journey with us and get ready to transform your sales strategies.

⚡Lightning Round: Best Sales Advice We’ve Ever Gotten

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