Sales Logic - Selling Strategies That Work

This episode brought to you by our Sales Logic Expert Exchange with Brynne Tillman. Uncover actionable social selling strategies that prioritize value and trust. This episode focuses on the importance of a structured social selling approach, featuring critical stages such as buyer mapping and content strategy. Brynne, Mark and Meridith explore why being the first to add value is vital, with 74% of buyers choosing reps who offer insights. Brynne shares her expertise on optimizing your LinkedIn profile to stand out as the vendor of choice, transforming from just a salesperson to a trusted resource.  

This episode brought to you by our Sales Logic Expert Exchange with Mike Weinberg. Join Mark and Meridith as Mike shares his personal journey and reminds us that sales is more than a job—it's a key driver of the economy, offering both freedom and fun. With the sales world reshaped by COVID-19 and AI, Mike highlights the need to revisit the fundamentals. He explores how AI and traditional techniques can work together, stressing the importance of strong frameworks and training to help teams create demand—not just respond to it. Mike calls for a return to basics: real customer connections and value-driven conversations. He encourages sales pros to stay passionate, focused, and strategic—creating, advancing, and closing deals—even in uncertain times.

Explore the critical role of integrity and structure in sales relationships. Discover how understanding your target customers shapes effective selling strategies. Learn the balance between accountability and flexibility for better sales outcomes. Delve into the importance of continuous learning and mentorship for personal development. Finally, uncover the advantages of investing in sales education to elevate your performance while promoting community engagement.

Lightning Round: Top 10 Qualities of a Successful Sales Professional Question: Steve from Atlanta GA asks, “I am a senior executive in a large manufacturing corporation, I handle the Eastern Region. We are struggling with our sales people, more than 40% are not hitting quota. We just redid our sales training, but wondering if you have any thoughts.” Book: Hire Right, Fire Less by Kelly Riggs  

Lightning Round: Top 10 Ways to Use Client Testimonials Question: Lanora from Toronto, Canada asks, “ I am struggling with my sales managers—I feel like he wants me to focus on the wrong sales strategies for our market and I have been doing HIS sales process for more than six months—and I am not getting results. I have tried to talk with him about my ideas - but he is NOT open. I am also about to go on a PIP for not hitting my numbers.. HELP what do I do?” Book: Building A Story Brand 2.0 by Donald Miller   💡Join Mark and Meridith on June 23 for a dynamic conversation featuring special guest Sonia Dumas. This session goes beyond AI as a tool—you’ll learn how to use AI as a strategic advantage Grab your spot at this link  

Discover strategies for mastering the complex sales landscape, addressing challenges posed by multiple decision-makers. Learn how to build trust and establish relationships that drive decisions. Explore emotional nuances in sales and how reputation affects sluggish processes. Get insights on creating urgency to revive stalled deals and the pivotal role of procurement. Finally, dive into effective personal branding techniques, emphasizing authenticity and engagement on social media while committing to continuous learning.

Discover the crucial elements of crafting effective sales presentations, including addressing customer pain points and encouraging dialogue. Learn about the impact of body language and storytelling techniques to engage your audience. Explore strategies to refine sales approaches using data and AI insights. Plus, hear tips on updating your sales strategy to adapt to modern markets. This insightful guide delivers actionable advice for startups struggling to close deals after getting through the door.

Lightning Round:  Top 10 Ways to Boost Your Confidence Question: Felipe asks on Spotify, “I have a quick question. I have started in a new job in mid-February for introduction of a new product in the market and cooperate with a coworker who is the Team Leader of the project (we both report to the same boss). My colleague is calling me every day to ask my plan of the day, if I will have a visit with the customer, how many projects I have created. I do not mind being accountable, but I do not know if it is productive everyday reviewing of my job. What you think?” Book: Sales Management Simplified by Mike Weinberg  

⚡Lightning Round: Top 10 Ways to Set the Right Sales Cadence Question: “Hi Meredith and Mark, I am really enjoying the show and learning so much. However, I haven't yet earned a dollar as I struggle to "ask for the sale". I am a solopreneur providing professional services and my sales cycles are long. I don't want to blow a good relationship by being too pushy. Any tips would be very welcome.” Book: The Lost Art of Closing by Anthony Iannarino   🔥Sales Logic EXPERT Exchange, NEXT WEEK on May 27th at 04:00 PM! This month’s guest: Carson Heady→ on “What it really takes to rise to the top 1% in today’s fast-changing sales landscape.” 🔥Register here to grab your spot! 🔥

Lightning Round: Top 10 Client Acquisition Strategies Question: John from Milwaukee asks, “I am in the packaging industry, and it is tough right now with the threat of tariffs, the economy, inflation—so much going on with our customers—yet our leaders just keep pushing our sales quotas higher and higher. I have never missed my sales goal, but wow, this year I am worried about it— any advice?"  Book: Predictable Sales by Michael Anderson    🔥Sales Logic EXPERT Exchange, coming up on May 27th at 04:00 PM! This month’s guest: Carson Heady What’s our topic? What it really takes to rise to the top 1% in today’s fast-changing sales landscape.  Register here to grab your spot!