Sales Logic - Selling Strategies That Work

Jaksot

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  Can You Build Meaningful Relationships Without Meeting in Person? 15.09.2026 26min

  Lightning Round: Top 10 Ways to Build a Referral Network from Scratch Question: Jillian from Lisbon Portugal asks, "I work for a company based in the US, my territory is so big, and ever since COVID I have been virtual, not traveling much. I study sales all the time, and love the podcast, and I am seeing that the most successful people in sales these days seem to be doing it the old fashioned way. They have gone back to in-person connection and focusing on relationships. Are you seeing that? And if so, what advice do you have for me?" Book: Never Eat Alone by Keith Ferrazi 🧠 Catch the BLOG for this episode. 
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  How to Make Your Sales Huddle Move the Needle 08.09.2026 25min

  Lightning Round: Top 10 Worst Ways to Connect on LinkedIn Question: Roxanne from Rock Hill, SC asks, "We do a 15-minute sales huddle every morning, but half the team seems checked out and I'm not sure it's actually helping. How do I know if it's worth keeping — and if it is, how do I make it better?" Book: The Advantage  by Patrick Lencioni 🧠 Catch the BLOG for this week's episode.  
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  Should You Change Your Sales Process When You Miss Your Goal? 01.09.2026 23min

  Question: Gina from Montreal asks, "I work in manufacturing sales and in the five years I have held my position this is the first year I am going to miss my sales goal. Unless a miracle happens I won't hit quota by the end of the year. Is it me, my sales process, [or] something else? And if it is me or my sales process what do I do? Where do I turn?" Book: Sell Different by Lee Salz Lightning Round: Top 10 Things You Need to Know About Your Customers to Be Effective in Sales 🧠 Catch the BLOG for this week's episode!
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  Managing Customer ROI Expectations BEFORE Complaints Arise 25.08.2026 26min

  Lightning Round: Top 10 Ways to Increase Customer Retention Question: Jason from Little Rock asks, "I closed a deal where the customer keeps referencing an ROI number that came from their own internal projections, not anything my team quoted. Now they're unhappy with results that are actually solid, just not what they expected. How do I reset expectations without sounding like I'm making excuses or admitting we underdelivered." Book: The Effortless Experience by Matt Dixon, Nick Toman, Rick DeLisi 🧠 Catch the BLOG for this week's episode!
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  The New Rules of Outbound Prospecting 18.08.2026

  Lightning Round: Top 10 Ways to Drive Inbound Leads Question: Leslie from Sarasota asks, "Love the show, I listen most every week. So I am in an industry where the sales cycle has slowed way down— it's tough. I feel like I am using the right strategies for outbound sales calls but getting very little response. Can you help?" Book: Combo Prospecting by Tony Hughes 🧠 Catch the BLOG for this episode!
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  What Makes a Top Performer 11.08.2026 24min

  Lightning Round: Top 10 Ways to Coach Yourself in Sales Question: Priya Chandrasekaran from Texas asks,  "I've got clients who love me—we golf, we grab dinner, but when a competitor undercuts me on value, I lose the deal anyway. How do you build relationships that actually hold up when the value conversation gets hard?" Book: Epic 5x Contract Wins by Lisa Magnuson  🧠 Catch the BLOG for this episode!
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  How to Increase Your Win/Loss Ratio 04.08.2026 27min

  Lightning Round: Top 10 Ways to Prepare for a Sales Call Question: Franco from Paris asks, "My win rate used to be around 30%, and now I'm closer to 18% — same effort, same pipeline size. Is this a me problem, a market problem, or am I just measuring it wrong?" Book: Chasing Cheetahs by Nancy Nardin and Robert Nardin 🧠 Catch the BLOG for this episode!
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  Why Top Sales Performers Never Stop Learning 28.07.2026 26min

  Lightning Round: Top 10 Biggest Mistakes Sales Professionals Make Question: Cynthia from Tanzania asks, "I have been in sales for 12 years and I have to say I am a rock star :) and I want to stay at the top of my game. What do I need to know, where do I need to focus? How do I keep my growing edge?" Book: The Permission Mission by Dr. Cindy McGovern 🧠 Catch the BLOG for this episode!
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  How to Manage Your Sales Manager 21.07.2026 25min

  Lightning Round:  Top 10 Criteria for Qualifying Prospects Question: David from Denver, CO asked, "My manager is buried in meetings and doesn't coach much. How do I stay visible and get support without constantly sounding desperate." Book: Extreme Ownership by Jocko Willink and Leif Babin 🧠 Catch the BLOG for this episode!!
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  Secrets to a Strong ROI from Trade Shows 14.07.2026 25min

  Lightning Round:  Top 10 Trade Show Mistakes Question:  Margo from West Palm Beach asks, "My company spends a fortune on trade shows.. I just don't see the ROI. Would be interested to know your thoughts on trade shows and more important your ideas for getting ROI." Book: Never Lose A Customer by Joey Coleman 🧠 Catch the BLOG for this episode!  
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  How to Drive Accountability in Sales 07.07.2026 20min

  Lightning Round: 10 Ways to Find New Prospects Question: Fred from Montana says, "Love the show, been listening for a few months. My question, I have some reps that hit their quota every month, and some that aren't even coming close. What do I need to do to not overmanage the successful reps and better support the struggling ones?" Book: Scale Your Sales by Brandon Bornancin 🧠 Read the BLOG for today's episode!  
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  How AI Is Transforming the Way We Sell 30.06.2026 24min

  Lightning Round: Top 10 Emotional Intelligence Skills You Need to Build Question: Mark Caton on Spotify asks, "I think a valuable podcast would be to address how sales people are utilizing AI, and perhaps how the SDR role is being automated with so many AI agent tools." Book: AI Mindshift by Ford Saeks  🧠 Read the BLOG for this episode!  
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  How to Deal with Being Ghosted 23.06.2026 25min

  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. 🧠 Read the BLOG for this episode!    
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  Is Retention the New Sales Strategy? 16.06.2026 24min

  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 🧠 Read the BLOG for this episode.  
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  What's Wrong with My Pipeline? 09.06.2026 23min

  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  🧠 Read the BLOG for this episode!  
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  Selling Through the Summer Slow Down 02.06.2026 22min

  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 🧠 Read the BLOG for this episode!
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  How to Stay Motivated When the Pipeline Thins 26.05.2026 24min

  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 🧠 Read the BLOG for this episode!  
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  Why Reps Miss Quota and How to Fix It 19.05.2026 23min

  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 🧠 Read the BLOG for this episode!
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  The Preparation Habits of Top Performers 12.05.2026 25min

  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 🧠 Read the BLOG for this episode.   
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  Redefining Sales Success in the Age of Customer Experience 05.05.2026 25min

  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