Sales Logic - Selling Strategies That Work

Topic: The “Danger” of Selling Into One Vertical Lightning Round: Top 10 Ways to Retain Customers  Question: Jordan from Chicago asks, “I have had a bad year. I sell into Manufacturing and I have five major clients. I have taken such perfect care of them, my competition could not get in. But this year, out of nowhere, my largest got new leadership and changed vendors without even telling me? There is no way I can replace that revenue. Any advice?” Book: Eat Their Lunch: Winning Customers Away From Your Competition by Anthony Iannarino   👀 Read the BLOG for this episode.

Lightning Round: Top 10 Favorite Sales Tools Question: Rowena from the British Virgin Islands asks, “I’m active on LinkedIn but I'm not seeing results. I'm so frustrated. I listen every week so I'd ask experts should I double down on posting more or is there a smarter way to turn my online presence into real sales conversations?” Book: ‘Fanatical Prospecting’ by Jeb Blount  and ‘The LinkedIn Edge’ by Jeb Blount and Brynne Tillman 👀 Read the BLOG for this episode.

Lightning Round: Top 10 Mistakes that Are Killing Your Pipeline Question: Mike from San Diego asks, “Our company is growing fast, both organically and through acquisitions. We’re great at landing new business, but I’m worried our customer retention is slipping. How do I get my team to focus on both?” Book: Never Lose a Customer Again by Joey Coleman 👀 Read the BLOG for this episode.   

Lightning Round: Top 10 Follow-Up Moves  Question: Lucia in Seattle asks, “Love the show–I am a new listener. Here’s my question: I’m killing myself and cannot get one of my deals across the finish line. I get to proposal stage and then they go cold or I lose to my competition. I really need help.” Book: Gap Selling by Keenan 👀 Read the BLOG for this episode.

Lightning Round: Top 10 Discipline & Mindset Hacks for Salespeople   Question: John Leota asked on Spotify, “Hello Meredith and Mark, amazing show. I feel that I’m falling short as a sales rep because my sales discipline is lacking. I always convince myself that I’m going to start prospecting, and when it’s time to do so I find a reason to not get out there and do it. I think it’s due to my lack of knowing my Ideal Customer Profile or plan of action. Any advice you can give me to change my mindset?"   Book: Unbeatable—The Legend of the Salesman on Fire by Carson Heady 👀 Read the BLOG for this episode. 

Lightning Round: Top 10 Sales Mistakes You’re Making Question: Quaron from Toronto asks, “I work in sales for a large HVAC company and it has been a year—between tariffs, economy, competition and private equity dominating our market, I am struggling with my sales. What's working this year—what are others doing that I am missing?” Book:  Go for No and When They Say No  by Andrea Waltz and Richard Fenton 👀 Read the blog for this episode here!  

Lightning Round: 10 Ways to Update Your Sales Process Question: Shawn from Madison Wisconsin asks, “So heard your podcast last week—congratulations on 250 shows. I heard you all talking about the sales process and how both are making adjustments and doing things differently. What is changing and why—I am curious.” Book: The Sales Rhythm Playbook by Steve Powell    

Ever wonder if the pursuit of perfection is holding you back? Join us for the 250th episode of Sales Logic as we celebrate our journey—from a spontaneous idea to a Saturday morning ritual—and reveal why starting and adapting beats waiting for perfection. Hear our top insights on sales leadership, hitting quotas, staying focused, and how AI is reshaping the game. With audience questions, book picks, and our signature lightning round, this episode is packed with lessons from our wins, missteps, and everything in between. Listen in to celebrate this journey with us and get ready to transform your sales strategies. ⚡Lightning Round: Best Sales Advice We’ve Ever Gotten 💡Congratulate Mark & Meridith by leaving a review on your favorite podcast app!  

Lightning Round:  Top 10 Ways to Build Your Personal Brand Question:  Juan from Santa Fe asks, “I sell software for a small firm that focuses on manufacturing firms - and for the last few years business has been great. Once the election happened we are struggling—struggling because it seems like everyone has become price sensitive—so price sensitive. I have listened to your podcast and I know I need to sell value if I want to get price off the table - what are the best questions to ask to get to the value?” Book: Spin Selling by Neil Rackman   

Lightning Round: Top 10 Ways to Protect Your Price Question: Lucia from Seattle asks, “ I love sales logic—listen on my way to work—you have been so helpful. I am writing in because I am stuck. I am killing myself and cannot get one of my deals across the finish line. The harder I try the worse it gets - I get to the proposal stage, then nothing.” Book: Wealthy and Well-Known by Rory and AJ Vaden