Sales Logic - Selling Strategies That Work
Sales Logic Podcast
100 episodes
Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today's toughest selling questions with logical answers that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty suddenly becomes your competitive advantage and the sale... becomes logical.
Episodes page 1 of 2
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The Untaught Sales Skill Executives Expect: Business Acumen
Lightning Round: Top 10 Sales Skills Every Sales Person Needs Now Question: Sean from Topeka KS asks, "I know my product cold, but I keep getting pushed down to procurement. How do I get taken seriously by…
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Finding the Balance: When Humor Helps or Hurts Sales
Lightning Round: Top 10 Signs You Need to Fire a Client Question: Corena from Newport Beach, CA asks, "I'm naturally a pretty funny person with my friends, but I get stiff and overly formal on sales calls because I'm…
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Sales Questions that Get the Prospect's Attention
Lightning Round: Top 10 Worst Questions to Ask Clients Question: Sarah from Denver asks, "I prep good discovery questions, but halfway through the call I catch myself thinking about my next question instead of…
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Is Your Pipeline Feeding Your Ego or Your Paycheck
Lightning Round: Top 10 Qualifiers for a Winning Pipeline Question: Irena from Bulgaria asks, "I have listened to you both for years, and I always love your advice. I feel like now more than ever this show is…
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How Cross-Selling Is the Key to Surviving an Uncertain Year
Lightning Round: Top 10 Ways to Stay Relevant with Your Customers Question: When you look at growth for the coming year, are you more interested in growing with new customer acquisition? Or are you trying to expand…
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Are You Ignoring the Lessons Hidden in Q1–Q3?
Lightning Round: Top 10 Things I Will Be Changing or Adding for 4th Quarter Question: Carolina from Bangor, Maine asks, "So, I am curious how I make the most of the 4th quarter of the year? I hear you two talk about…
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Can You Build Meaningful Relationships Without Meeting in Person?
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…
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How to Make Your Sales Huddle Move the Needle
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…
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Should You Change Your Sales Process When You Miss Your Goal?
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…
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Managing Customer ROI Expectations BEFORE Complaints Arise
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…
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The New Rules of Outbound Prospecting
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…
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What Makes a Top Performer
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…
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How to Increase Your Win/Loss Ratio
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…
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Why Top Sales Performers Never Stop Learning
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…
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How to Manage Your Sales Manager
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…
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Secrets to a Strong ROI from Trade Shows
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…
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How to Drive Accountability in Sales
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…
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How AI Is Transforming the Way We Sell
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…
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How to Deal with Being Ghosted
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…
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Is Retention the New Sales Strategy?
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…
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What's Wrong with My Pipeline?
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…
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Selling Through the Summer Slow Down
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…
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How to Stay Motivated When the Pipeline Thins
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…
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Why Reps Miss Quota and How to Fix It
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…
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The Preparation Habits of Top Performers
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 —…
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Redefining Sales Success in the Age of Customer Experience
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…
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Slow Market, High Quota: New Rules of Selling
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…
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How to Move Deals When Buyers Freeze
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…
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The Fastest Way to Grow Sales Without Prospecting
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…
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The Cost of Waiting, Why Slow Decisions are Killing Sales
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…
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The Culture, Habits and Behaviors that Drive Proactive Results
Lightning Round: Top 10 Ways to Overcome Rejections Question: Josh from Toronto asks, "I run a global sales team and we have done well over the last few years - but this year the market is tough - I mean really tough.…
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Why Good Salespeople Lose Deals They Should Have Won
Lightning Round: Top 10 Ways to Increase Productivity in Sales Question: Rashid from Asia asks, "We love the show—the whole team listens. We have not had a good first quarter, and not sure what is going on. Feels like…
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How to Know if You Have What it Takes to Make It in Sales
Lightning Round: Top 10 Ways to Get Consistently Better at Sales Question: Daniel in Chicago asks, "I've been in sales for 18 months. Some months I crush it, some months I feel like I'm drowning. How do I know if I'm…
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Is It Time To Update Your Sales Process?
Lightning Round: Top 10 Ways to Retain Your Top Customers Question: Rachel from Canton Ohio asks, "I am new to sales, new to my company, only celebrating one year. While I am new, I still have not hit my sales goal,…
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Secrets to Getting the Decision-Maker's Attention
Question: Leo from Sydney asks, "Congrats on six years, Sales Logic is a great show. Wondering here down under what your best strategies are for getting to decision-makers. How do you get more customer facing time?"…
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The Key to Winning Complex Deals
Lightning Round - Top 10 Metrics You Should Be Tracking in Sales Question: Anna from Ontario asks, "Love the show—not up that early on a Saturday, but my team and I catch it as a podcast. Here's a question for you:…
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The Best Sales Advice Ever (from 200+ Shows)
What Six Years and 200+ Episodes Teach Us About Winning in Sales Welcome to a special milestone episode of the Sales Logic Podcast! In this 6-year anniversary celebration, hosts Mark Hunter and Meridith Elliott Powell…
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How to Save a Bad Sales Week
Lightning Round: Top 10 Worst Sales Questions to Ask Question: Jason of B2B Tech asks, "I've missed my goals four weeks in a row. I feel like throwing in the towel. Any ideas on how to turn things around - this year…
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Strategies to Grow Revenue and Increase Customer Retention
Lightning Round: Top 10 Ways to Differentiate Yourself in The Marketplace Question: Cynthia from Minneapolis asks, "We love the show here in Minny! So my company is focused on one thing this year—cross sells. We have…
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How to Conquer the Scarcity Mindset
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…
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What Top Producers Do Right in First Quarter
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…
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How to Prove ROI and Value
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…
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Top Sales Mistakes To Avoid In 2026
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…
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The Most Important Sales Trends of 2026
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:…
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How to Win Over the CFO
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…
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Creating Buyer Urgency: The Difference Between Important and Urgent
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…
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The Truth About AI: Your Job Is Safe, Your Sales Process Isn't
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…
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Selling Across Cultures: Does Being Different Help or Hurt?
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…
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Why Retention and Expansion Are the New Prospecting
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…
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Why You're Losing Deals You Should Be Winning
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…
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