Lightning Round:  10 Ways to Crack Open Big Accounts

Question: Danny from New Orleans asks, "I’ve been assigned a new list of enterprise accounts. I’ve only got connections with a couple of them.  What should I be doing?  I know if I don’t show major progress within 6 months I’ll be let go."

Book:  Selling to Big Companies by Jill Konrath

Lightning Round: Top 10 Ways to Actively Listen to Customers

Question: Traci from Boulder, CO asks, "I am a business owner and the sales leader - I am new in the role, and leading a very, very experienced sales team. What should I be doing, expecting and how do I know if I am doing this right?"

Book:  Emotional Intelligence for Sales Leadership by Colleen Stanley

Lightning Round: Top 10 Ways to Get Ready for Fourth Quarter

Question: Santiago from Ecuador asks, "I am a wholesaler, new in the industry, and putting together a new sales team in a new division, and I am curious as I build my team, who should I be looking for? What are the qualities, skills, habits of great salespeople?"

Book: The Greatest Salesman in the World  by Og Mandino

Lightning Round:  10 Ways to Overcome the Struggles with Prospecting

Question:  Andy from Boston asks, “I’ve got two people on my enterprise sales team who just won’t prospect.  All they do is make excuses and I think it comes down to one thing, they’re scared to do it because they think they’ll be exposed as being lousy.  What’s the best way to deal with this?”

Book:  To Sell is Human by Daniel Pink

Lightning Round: Top 10 Ways to Deepen Customer Relationships

Question: Diara from Istanbul asks, "I am fairly new in my role (one year), and I am still struggling to build a sales culture. The sales team is on board, but how do I get customer service, operations and purchasing to understand they are in sales?"

Book: JOLT by Larry Long Jr.

Lightning Round:  Best Practices for Sales Coaches

Question: Anna from Texas asks,  "I have two superstars and two underperformers on my team. What is the best way to manage these 4 out of the 7 I manage?"

Book:  The Energy Bus by Jon Gordon

Register here to attend the Sales Logic Special Event LIVE July 20th, 12-2pm EST or to receive the recording. We want to help you optimize your sales process for yourself, or for your team. Join us, you won't want to miss out!

Lightning Round:  Top 10 Ways to Put the Art In Sales

Question: Lisa from LA asks, "My sales team is struggling. They have all the tools they need, they know what to do, or at least I think they do and yet there’s only person on my team that’s even coming close to making quota. What should I do?"

Book: How to Win Friends and Influence People by Dale Carnegie

Lightning Round: Quick things any overworked sales manager can do to be an effective coach.

Question:  Randy from New Jersey asks, “I manage 8 salespeople, how do I find the time to coach them when I also have a full set of responsibilities I need to do for corporate?” 

Book:  Leaders Eat Last by Simon Sinek  

Be sure to register for the Sales Logic Special Event, on July 20th, 12 – 2 PM EDT.  Click here to register. 

Topic:  Sales Process and How to Get it Right.

Even if you can’t make it, register anyway and you’ll get the replay.  https://thesaleshunter.com/saleslogicvirtualevent/

How, why, and the value of getting prepared for a sales call.

Lightning Round : The Biggest Mistakes Salespeople Make

Question: Martin from Munich asks, "So I feel the sales process flowing and becoming more complex both here in Germany and with our global clients - as the world economy is showing signs of slowing down. As a sales leader, I need to focus more on ensuring my team is productive not just busy. How can I increase their efficiencies and effectiveness with sales calls?"

Book: Selling The Price Increase by Jeb Blount

Lightning Round: Top 10 things you need to do NOW to prepare for the market changing.

Question: Katarina from Athens Greece: "We have barely recovered from COVID and now rising prices, supply chain issues continuing, and rising interest rates. How do I prepare for the shifts coming in the marketplace? How do I make sure as the market tightens I can still meet my goals and earn my bonus' and commissions?"

Book: SNAP Selling by Jill Konrath