Sales Logic - Selling Strategies That Work

Epizódok

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  The New Rules of Outbound Prospecting 18.08.2026 24p

  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 24p

  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 27p

  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 26p

  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 25p

  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 25p

  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 20p

  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 24p

  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 25p

  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 24p

  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 23p

  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 22p

  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 24p

  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 23p

  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 25p

  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 25p

  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  
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  Slow Market, High Quota: New Rules of Selling 28.04.2026 23p

  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 🧠 Read the BLOG for this episode.   
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  How to Move Deals When Buyers Freeze 21.04.2026 26p

  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 🧠Catch the BLOG for this episode!
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  The Fastest Way to Grow Sales Without Prospecting 14.04.2026 24p

  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 🧠Catch the BLOG for this episode.   
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  The Cost of Waiting, Why Slow Decisions are Killing Sales 07.04.2026 20p

  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