"If you don't have a system, it's backyard football, after Thanksgiving dinner, everybody go out there and get open. You score touchdowns every now and then, but there's too much on the line to play backyard football." Discover why having a proven sales system beats winging it -- and how it transforms results for sellers and managers alike.

Most salespeople default to the buyer's process without realizing there's another option. In this episode, Mark McGraw and Josh Pitchford break down the real benefits of systematizing your sales approach -- from creating predictability and shortening sales cycles to recognizing patterns, combating fear in the moment, and getting to "no" faster.

The conversation then shifts to the manager's lens: how a shared system improves forecast accuracy, makes pre-call planning and debriefing actionable, and gives your team a common language for team selling.

In this episode, you'll learn:

- Why predictability is the #1 benefit of a sales system

- How to shape the sales process instead of being shaped by it

- The "start with no" mindset that takes all the pressure off

- The GATE process: Goals, Actions, Tools, and Exit criteria

- How the 10-80-10 concept applies to manager-rep sales calls

- Why the most important upfront contract is between seller team members

- How a documented system accelerates new rep onboarding

🎙️ Host: Mark McGraw — Building Your Sales Engine

🎤 Co-host: Josh Pitchford — Building Your Sales Engine

👇 Timestamps below 👇

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🎙️ Full podcast episodes: buildingyoursalesengine.com

**Links:**

Sandler: https://www.Sandler.com

Show links: https://linktr.ee/buildingyoursalesengine

Website: https://www.BuildingYourSalesEngine.com

Mark on LinkedIn: https://www.linkedin.com/in/markmcgraw/

Josh on LinkedIn: https://www.linkedin.com/in/josh-pitchford-6163274/