Lightning Round: Top 10 Inbound Sales Strategies

Question: Phillipe from Paris, France asks, "My sales team is amazing at getting out and hitting the streets—literally—to find the deals, make the connections. But I am wondering, when I go to my peer groups, they are all talking about generating inbound leads for their teams. Is this something I should be pursuing?"

Book: They Ask You Answer by Marcus Sheridan

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Lightning Round - Top 10 Ways to Get Across the Finish Line

Question: Roger from Boise, Idaho says, " I am in the insurance industry. I run a top-producing team for a large carrier, and I do not have to tell you—we are dealing with some level of uncertainty in this industry. My team is doing well —very well—but feels like they are stuck in the dark ages—lots of golf tournaments, beer drinking, and have to see every client in-person. I feel like I should push them to evolve, but you can't argue with success. Thoughts?

Book: The Market Ownership Method by Sonia Dumas and Gaynor Meilke

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Lightning Round: Top 10 Strategies for Building Influence in the Marketplace

Question: John from Ft. Lauderdale asks, "I have two new sales professionals—lots of talent and enthusiasm for the job and our products—but they lack confidence. Will that come? Should I be helping them build confidence? Or does it matter?"

Book: The Confidence Plan by Meridith Elliott Powell

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Hot Topic: Self Leadership:10 Strategies to Put Yourself in Charge of Your Life and Career

Question: Eric from Los Angeles says, "I am worried about my team. We are under tremendous pressure; last week Corporate sent out an email—unknown to me—that told everyone to be on a call in 24 hours and that they were going to cut staff by 50%. Most of my team survived, but it has killed morale, productivity, and their overall desire to sell. At the same time our sales goals have increased—how do I help my team, how do I lead and still support Corporate?"

Book: Mindset: The New Psychology of Success by Carol S. Dweck

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Lightning Round: 10 Ways to Build a Growth Mindset

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Question: Roy from Toronto asks, "I am a new sales leader and excited about the role. What can I do to really help my team—who are all top performers—be successful? I am having a little imposter syndrome."

Book: Think Remarkable by Guy Kawasaki

Lightning Round: Best Strategies to Eliminate Fear

Question: Dr. Ani Shinde asks for "tips to overcome the fear of cold calling and how to maximize results."

Book: No More Cold Calling by Joanne Black

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Lightning Round: Top 10 Sales Trends You Need to Be Paying Attention To

Question: Kelsey McNamara asks via Spotify, "I'm a field sales rep seeking advice. How can I get better at discipline and prioritization?"

Book: LinkedIn for Personal Branding by Sandra Long

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Lightning Round: Top 10 Strategies for Cold Calling

Question: Joanna in San Francisco asks, "I run a large sales team for a start-up. We had a strong 2023, but around the 4th quarter things started to slow. We were still making calls, lots of calls. Even getting in front of customers. But our close ratio is slowing down quite a bit. Any ideas to jump start our close ratio?"

Book: Streetwise to Saleswise by Jeff C West & Bob Burg

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Mark and Meridith's Best Sales Advice for Increased Production and Market Share

Lightning Round: Top Strategies for Increasing Performance in Q1

Question: Gina from Toronto says, "Love your podcast, I listen every week. Just curious, what do you think has been some of the best sales advice you have ever been given or you would give."

Book: Authentically Social by Corey Perlman

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Lightning Round: Top 10 Marketing Strategies for 2024

Question: Susan from Boise, Idaho asks, "I run the sales team for a Fortune 500 Insurance Company and we have been an island for years and quite successful. In December, we got a new head of Marketing, and I really like her. She was a CRO in some very successful companies, so I feel like she really gets sales. It is the first time I have ever seen potential for sales and marketing to work together. What can I do to support her, learn from her, and use this new asset to DRIVE sales?"

Book: This Is Marketing by Seth Godin

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