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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Lightning Round: Top 10 Must-Do's in Second Quarter

Question: Nico from Madrid asks, "I have a great customer retention rate, the highest in the company. I am heavily involved in my industry and community, but I rarely get referrals. What am I doing wrong?"

Book: Endless Referrals by Bob Burg

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Lightning Round: Top 10 Strategies To Build Resilience

Question: Pavin from Singapore asks, "I'm struggling this year with sales, worried as my pipeline is not full. My boss is really putting the pressure on me. What skills do I need? What do I need to do? And what advice do you have? What I'm doing is not working."

Book: Necessary Endings by Henry Cloud

Lightning Round: Top 10 Ways to Overcome Rejections

Question: Josh from Toronto asks, "I run a global sales team and we have done well over the last few years - but this year the market is tough - I mean really tough. We are being negatively impacted by so many global issues. I need my team to get it, to not use it as an excuse and to be more aggressive—far more aggressive than they have been in the past few years. Any advice?"

Book: Predictable Revenue by Aaron Ross and Marylou Tyler

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Lightning Round: Top 10 Ways to Increase Productivity in Sales

Question: Rashid from Asia asks, "We love the show—the whole team listens. We have not had a good first quarter, and not sure what is going on. Feels like we are doing all the things we did in 2025 that made it a strong year. We are coaching, role playing, being consistent. Why can't we hit our sales goal?"

Book: Emotional Intelligence For Sales Success by Colleen Stanley

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Lightning Round: Top 10 Ways to Get Consistently Better at Sales

Question: Daniel in Chicago asks, "I've been in sales for 18 months. Some months I crush it, some months I feel like I'm drowning. How do I know if I'm just in a slump — or if sales isn't for me?"

Book: To Sell Is Human by Daniel Pink

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Lightning Round: Top 10 Ways to Retain Your Top Customers

Question: Rachel from Canton Ohio asks, "I am new to sales, new to my company, only celebrating one year. While I am new, I still have not hit my sales goal, and I am getting worried. My boss is getting really frustrated with me. I don't know what I am doing wrong. How do I know if I have the right sales process? Or how do I know what I am doing wrong?"

Book: 𝗕𝗲𝘆𝗼𝗻𝗱 𝗗𝗶𝘀𝘁𝗶𝗻𝗰𝘁𝗶𝗼𝗻 by Scott McKain

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Question: Leo from Sydney asks, "Congrats on six years, Sales Logic is a great show. Wondering here down under what your best strategies are for getting to decision-makers. How do you get more customer facing time?"

Book: Influence by Robert Cialdini

Lightning Round: Top 10 BEST Ways to Close Out First Quarter

Lightning Round - Top 10 Metrics You Should Be Tracking in Sales

Question: Anna from Ontario asks, "Love the show—not up that early on a Saturday, but my team and I catch it as a podcast. Here's a question for you: how do you know if a deal is progressing slowly or it is dead and you need to walk away?"

Book: Integrity First Selling by Mark Hunter

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