Sales Logic - Selling Strategies That Work

Lightening Round: Top 10 Ways to Build Your Sales Confidence Question: Philip from Tennessee asks, "Hey guys, can you talk more about that perspective of abundance rather than scarcity? What does that look like, sound like, and how do you actually practice it?" Book: The Go Giver by Bob Burg and John David Mann 🧠Read the BLOG for this week's episode.

Lightning Round: Top 10 Best Pieces of Sales Advice You've Ever Received Question: Alice from Madison Wisconsin asks, "I am excited about 2026 and I want to do well this year. What is your best advice for a sales person looking to hit her goal in 2026?" Book: Market Eminence by David Newman 🧠Read the BLOG for this week's episode.

Lightning Round: Top 10 Ways to Get to Decision Makers Question: Amal from Morocco asks, "We love this show—we listen as a team to Sales Logic every week. Here's our question: how do you not sell on price when procurement turns every conversation to price?" Book: Value Based Selling by John Doerr and Neil Rackham 🧠Read the BLOG for this week's episode!

Lightning Round: Top 10 Things to Accelerate First Quarter Sales Question: Althea from the Philippines asks, "Buyers are taking so much longer to decide and it feels like the list of people involved in the decision is growing. How am I supposed to know when a deal is truly stalled versus just moving at today's normal pace?" Book: Selling Through Tough Times By Tom Reilly 🧠 Read the BLOG for this week's episode!

Lightning Round: Top 10 Ways Buyer Expectations Are Changing Question: Elizabeth from Santa Cruz asks, "I love Sales Logic. I listen every week and share your podcast with my team and clients. So here's my question: all everyone is talking about is AI and how it is going to change sales. Are there other sales trends I need to be paying attention to?" Book: Selling Without Selling Out by Andy Paul 👀Read the BLOG for this week's episode.

CFOs: The True Decision-Maker in Today's Buying Cycle Lightning Round: Top 10 Things You Need to Do Now to Start 2026 Strong Question: From Chris in London asks, "I have been selling pharmaceuticals for years, and I have ridden economic ups and downs, but I have never in all my career made so many sales presentations where the CFO is in the room. I know how to sell to a CRO, I know how to sell to a CEO, but how do I sell to a CFO?" Book: The Value Sale by Ian Altman 👀Read the BLOG for this week's episode

Lightning Round: Top 10 Ways to Know a Deal Is Dead Question: Felipe from Quebec asks, "I have three deals that made it to proposal stage but all went silent. They said timing was good, budget was approved—now nothing. What's the best way to re-create urgency without sounding desperate?" Book: The JOLT Effect by Matthew Dixon & Ted McKenna 👀Read the BLOG for this week's episode.

Question: Marcus from Toronto asks, "My company has rolled out several AI tools, but none of them actually save me time. How do I know which parts of my process I should automate and which I should never hand over to AI?" Book: The AI-First Sales Rep" by Tony Hughes Lightning Round: Top 10 Things You Are Grateful for in Sales 👀Read the BLOG for this week's episode.

Lightning Round: Top 10 Ways To Build Trust With Your Customers Question: Panchal from Spotify asks, "I am from a different country. My English accent is a little different than the native. Will that delay building trust with the customer? If yes, what's the solution?" Book: The Culture Map by Erin Meyer 👀 Read the BLOG for this week's episode

Lightning Round: Top 10 Things You Need to Do to Drive Sales BEFORE Year End Question: Kelly from Austin asks, "Hey Meridith and Mark — I've been missing my numbers all year, it's killing my confidence. Now this government shut down, combined with the holidays—where and how can I get momentum?" Book: A Mind For Sales Mark Hunter 👀 Read the BLOG for this week's episode.