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.

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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

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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

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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

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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

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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

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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

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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

Lightning Round: Top 10 Ways to Know It's Time to Give Up on a Prospect

Question: Nikki from Finland asks, "this marketplace is killing us - so much uncertainty is causing us to raise prices, which has been okay since our competitors need to do it too - but now if the straight does not open we will get hit with supply chain issues and not sure how to hit my goals if that happens. How do you make your goals when all the odds are stacked against you,"

Book: The Obstacle Is The Way by Ryan Holliday

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Lightning Round: Top 10 Ways to Stay Motivated During Disruption

Question: Igor from Melbourne asks, "love sales logic—listen every week. I have been in sales—manufacturing—for twenty years. I have seen tough sales cycles, but never with this much pressure to perform. I am down one-quarter from last year and I just don't feel like I can push my prospects and customers any harder? Any ideas? I need to hit my sales goal."

Book: THRIVE: Turn Uncertainty To Competitive Advantage by Meridith Elliott Powell

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