Attend Sales Logic LIVE this May! More details and registration at this link. 

What should you track, what should you measure, why does it matter?

Lightning Round:  Top 10 Ways to Get Your Team to Use the CRM

Question:  David from Liverpool asks, “So I am starting a new division of our company. I work for a large technology company that has been in business for over 40 years.  I feel like what we track for the more traditional side of our business may not be right for our team. How do you determine what to track? How should we track it? How will I know I have made the right decisions for my team?”  

Book: The Power of Discipline by  Daniel Walter

Lightning Round:  Top 10 Ways to Manage a Bad Sales Manager 

Question: Carolyn from San Antonio asks, “I feel like the sales profession is really changing. Companies are more concerned with sales quotas and how quick you can close the sale rather than building relationships. I love my clients and add value to their businesses and lives, but the pressures of sales numbers and quotas I no longer enjoy. I have been in sales for close to 20 yrs and I am now looking to do a transition to something else. 

I love Sales Logic with you and Mark - and just wonder what you would recommend for someone who cares more about the client's experience instead of the numbers?” 

Book: Selling from the Heart by Larry Levine

LIghtning Round - 10 Ways to Start Second Quarter Strong

Question: Justin from Richmond, VA asks, “I am a new sales manager working in Pharma, and while we are doing well, we are still not meeting our sales quotas—and to get there  I need my team to open more doors. They tend to go back to the well— the customers we already have. While I appreciate the service levels they are providing, and the willingness to do more business with our existing customers, we will never reach our goals without my team focused on opening more doors.

Book: How to Get a Meeting with Anyone by Stu Heincke

Lightning Round:  10 Ways to Use ChatGPT Now

Question:  Henry in NYC asks;  “Everyone is talking about ChatGPT and how it’s going to change everything. Is this going to wipe out a large % of sales jobs?”

Book: Sales Ex Machina by Victor Antonio, James Glenn-Anderson

Check out the article: 15 Ways We Are Using Chat GPT in Banking

Lightning Round: 10 Things Your Need to Understand to Break Into a Global Market

Question: Yamit in Jerusalem asks, “We’ve been selling in Asian and European markets and we want to break into the United States market since it holds a lot of potential. But we don’t have any connections and don’t know much about the market other than it’s hot. What advice do you have to break into a brand new market?"

Book: Whale Hunting with Global Accounts by Dr. Barbara Weaver Smith

Join Meridith Feb. 9th at 12 p.m. EST for  New Year’s ReSOLUTIONS

Learn from Mark and Meridith about selling during difficult times in their joint Calendly Webinar, How to Fill Pipeline During Economic Uncertainty.

February 9th at 4 p.m. EST

Lightning Round:  Top 10 Ways to Get the Dormant Customer Active

Question:  Ann from Israel asks, “If a “former” client has not ordered in a year or two should their account status in CRM be changed back to Prospect or should it still say Client?  Do they need the outreach of a client who ordered in 2022 or should they be treated as a new prospect?  We know they are a prospect, not a lead, as they have ordered the product in the past, and from us.”

Book:  The Bonus Round by Patrick Tinney 

Also check out: Perpetual Hunger and Unlocking Yes

+Find more info on the Calendly webinar here.

+Register for Meridith's 2023 ReSOLUTION Masterclass here.

Lightning Round: Top 10 Sales Skills Sales Professionals Need to Remain Relevant 

Question:   Mere from Sales Logic asks, "I have been glued this week to the World Economic Forum in Davos Switzerland this week.  So much talk around the juxtoposition of the slowing economy and the continued lack of labor participation - the result - companies are turning to AI. looking to solve their future labor issues with technology. How will this impact sales professionals?" 

Book: Who Not How by Dan Sullivan 

Lightning Round: Top 10 Ways to Prepare Your Team for Objections

Question:  Jenna from New Orleans asks,  “I am in luxury sales - the nice to have but not necessity products. The last few years have been great  - and I have blown through my goals every month, but with the expected recession, rising interest rates.. more and more prospects are turning me down or delaying the purchase. Any ideas?”

Book: 25 Toughest Sales Objections and How to Overcome Them by Stephen Schiffman

Lightning Round: 10 Ways to Coach Your Sales Team

Question: Sam from Boston asks, “I lead a team of sales professionals. We sell medical devices; we are getting so many turns at bat but just not closing the deal. I feel very good about the prospects, but I wonder if something is off in the sales conversation. As I get ready to work one-on-one with my sales team, what should I be looking for? How do I help them craft a better sales conversation?”

Book: ASK by Ryan Levesque

Lightning Round: Best Practices for Creating a Simple Annual Plan

Question:  Joan from Madison asks, “I have my own insurance agency, each year I make an annual plan and each year by April I feel like I need to start over.  What should be in the plan and what should not be in it?  I suffer from setting goals that are simply not attainable.”

Book:  The Perfect Plan by Don Barden

This episode sponsored by Calendly.