Sales Logic - Selling Strategies That Work

Lightning Round:  Top 10 Ways to Use the Holidays to Sell More Question: Dana from Charlotte asks, "I've got eight to ten calls a day, and honestly there's no time to prep for every one. How do I prepare without it eating my whole day, and which calls actually deserve the deep prep?" Book: Relentless by Tim Grover (Michael Jordan's and Kobe Bryant's trainer)  🧠 Catch the BLOG for this week's episode. 

Lightning Round: 10 Biggest Mistakes You've Seen at Trade Shows Lena from Milwaukee asks, "I've never attended a trade show, but my company is starting to look into trade shows this year. What's your advice for my first-time trade show?" Book: Stand Out and Sell More at Trade Shows by Maree-Louise Santarosa 🧠 Catch the BLOG for this week's episode. 

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 executives?" Book: What the CEO Wants You To Know by Ram Charan  🧠 Catch the BLOG for this week's episode!

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 afraid of saying the wrong thing. How do I bring humor into my sales conversations without coming across as unprofessional or risking the deal?" Book: Humor Seriously? Why Humor is a Secret Weapon in Business and in Life by Jennifer Aaker 🧠 Catch the BLOG for this week's episode! 

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 listening to the answer. How do I stay present and actually hear what the buyer is telling me?" Book: You're Not Listening by Kate Murphy 🧠 Catch the BLOG for this week's episode!

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 needed—sales is hard. I work so much, prospect, call, prospect again, write proposals, but I seem to work harder and close less—help. What do I need to be doing that I am not doing. I am a bit desperate here. My commission checks are getting smaller." Book: The Mom Test by Rob Fitzpatrick 🧠 Catch the BLOG for this week's episode! 

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 the share of wallet of your existing customers? Book: Moneyball Sales by Carson Heady 🧠 Catch the BLOG for this week's episode. 

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 it all the time and want to know what I need to be doing and what I need to be focused on?"   Book: Never Split the Difference by Chris Voss 🧠 Catch or share the BLOG for this episode. 

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 virtual, not traveling much. I study sales all the time, and love the podcast, and I am seeing that the most successful people in sales these days seem to be doing it the old fashioned way. They have gone back to in-person connection and focusing on relationships. Are you seeing that? And if so, what advice do you have for me?" Book: Never Eat Alone by Keith Ferrazi 🧠 Catch the BLOG for this episode. 

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 helping. How do I know if it's worth keeping — and if it is, how do I make it better?" Book: The Advantage  by Patrick Lencioni 🧠 Catch the BLOG for this week's episode.