Cover art for podcast Sales Logic - Selling Strategies That Work

Sales Logic - Selling Strategies That Work

82 EpisodesProduced by Sales Logic PodcastWebsite

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… read more

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How to Be an Effective Sales Leader

July 5th, 2022

27:12

Lightning Round: Quick things any overworked sales manager can do to be an effective coach.

Question:  Randy from New Jersey asks, “I manage 8 …

The Power of Being Prepared

June 28th, 2022

22:58

How, why, and the value of getting prepared for a sales call.

Lightning Round : The Biggest Mistakes Salespeople Make

Question: Martin from Munich asks, "So I feel the sales process flowing and becoming more complex …

How to Inflation-Proof Your Pipeline

June 22nd, 2022

28:23

Lightning Round: Top 10 things you need to do NOW to prepare for the market changing.

Question: Katarina from Athens Greece: "We have barely recovered from COVID and now rising prices, supply chain issues continuing, …

How to Differentiate Yourself in the Marketplace

June 14th, 2022

25:08

Lightning Round: Top 10 Strategies to Dominate Your Market   Question: Sharona from Dublin asks, "For years we have had the dominant market share in our region. But with new competitors entering the marketplace. …

Should You Provide Consulting Before a Sale?

June 7th, 2022

24:40

Yea or nay? Should salespeople provide consulting ahead of the sale?

Lightning Round:  10 Ways to Increase Your Value with the Customer Before the …

How To Get Out of the Price War

May 31st, 2022

26:24

Lightning Round: How To Build Customer Value - Top 10 Strategies

Question: Jan from Lincoln, Arkansas asks, "I own a small software company. We sell …

How to Design a Strong Sales Strategy

May 24th, 2022

27:13
WANTED: Strong, effective sale strategy. Mark and Meredith answer, what it is, why you need one, and how it works.

Lightning Round: Top 10 Ways To Get Your Sales Team Focused

Question:  Haytham Radwan asks,  "What is …

How to Effectively Nurture a Lead

May 17th, 2022

24:21

 How do you go about nurturing a sales lead that is not quite ready?

Lightning Round: Top 10 Ways To Nurture An Existing Customer

Question: Don, from Des Moines - Every year I make a list of clients I want to do …

How to Overcome a Sales Objection

May 10th, 2022

30:43

Lightning Round:  Top 10 Ways to Deal with a Sales Objection

Question from the audience: Andy from Seattle asks:  How do you deal with an objection when you know there’s no way what you have to offer can overcome the …

Is the Cold Call Dead?

May 3rd, 2022

31:22
Is the cold call dead? If not, how can you make an effective one in today's new virtual sales world?

Lightning Round: Top 10 Ways To Sell Into A New …

What Makes a Great Sales Leader

April 26th, 2022

28:16

What makes a Great Sales leader - How to Know You Have One and What To Do if You Don’t

Lightning Round: Top 10 Ways to Develop or Attract a Great Sales Leader

Question: Renaldo from Barcelona - I just got my finance …

How to Become a Sales Expert in Your Customer's Mind

April 19th, 2022

29:33

Lightning Round:   10 Ways to Be Seen as the Expert by Your Customers

Question:  Fran from Atlanta asks:  I have a great sales territory, my customers really like me, but it feels like my main competitor gets all the …

How to Create Value Your Customers Expect

April 12th, 2022

30:12

Lightning Round: Top 10 Ways to Create Real Value with Your Customer

Question: Herman from South Africa asks: All my customers want from me is a …

How Do I Motivate Myself?

April 5th, 2022

24:36

Lightning Round: 10 Ways to Motivate Yourself

Question:   Stephanie in Toronto asks; “I lead a team of BDRs, they split their time...it seems they’re …

The Value of Knowing Your Competition

March 29th, 2022

24:35

Lightning Round:  Top 10 Things You Need To Know About Your Competition 

Question: Jordan from Israel – “We are in negotiations with a client we really want, and it is down to us and one of our competitors. Our client …

The Power of the Upsell

March 22nd, 2022

25:37

The Power of the Upsell: What it is, Why it Matters and How to Do it.

Question: Hank from Biloxi Mississippi - "It has been two years since our sales team has been out face to face with customers, and we have more than …

How to Sell a Price Increase

March 7th, 2022

21:52

How To Sell A Price Increase

Question: Pauline, Miami Florida asks;  “We are in the construction industry and in the last year we have had a 100% …

How and Why to Fire a Client

February 20th, 2022

20:26

Yes, you can fire a client.

Question: Randall from Park City Utah asks;  “I have a client that has been with us 20 years, and for the last five we have had challenges. They send us a ton of work, but they have so many …

Strategies to Land the Big Deals

February 12th, 2022

23:15

Strategies to Land the Big Account

You have a big account you know you can help but how you get in is tough, finding the right people can be even harder.  Knowing  how to do both is essential if you want to ever close …

Getting the ROI Out of Your CRM

February 12th, 2022

27:15

We discuss in this episode the importance of a CRM system, why you need one and how to get your team to be engaged on it.

 

Listener Question:  Lena …

Selling from a Place of Power Not Need

January 31st, 2022

26:21
Title:   Selling from a Place of Power, Not Need Selling from a position of power rather than a  place of need is how you maximize the value the customer receives and the revenue you get from the sale. 

Listener …

How to Build a Sales Culture That Every Team Member Feels Connected To

January 25th, 2022

27:49

Question: "I am a CEO of a growing start-up that needs to become a real business. We have been in business for ten years and last year, the-you-know-what hit the fan. We grew by 60 employees and I can feel the …

Upskilling Your Sales Team

January 15th, 2022

25:25

Topic: How to Upskill Your Sales Team

Question: "I need to hire three new salespeople this quarter - we are growing so fast. Salespeople are hard to find, even harder to onboard - any tips or ideas?" – Santiago in …

What Exactly Are Sales Habits, & Why Do You Need Them?

January 9th, 2022

26:34

Question: "We are a growing company with a product that seems to sell itself. But last year I fired my sales director and just hired a new person to …

The Power of Strategic Selling

January 8th, 2022

30:44

Strategic Selling – What is it, what does it mean, and why it is so important in today's uncertain marketplace?

Question - Leona from Portugal - Hi Mark and Meridith, I listen all the time - thanks so much for this …

Sales Logic Podcast: Your 2022 New Years Sales Resolutions

December 28th, 2021

27:44

Title: What does 2022 hold in terms of sales and business growth?

Question: Ron from Tucson - Excited about 2022, and what our sales team can …

Sales Logic Podcast: Are You “Sales Ready” for 2022?

December 20th, 2021

25:19

What does it mean to be sales ready for 2022, and what strategies do we need to have in place?

Question: "For some reason, in my industry, customers are hesitant to give out the current vendors. When I ask them they …

How to Get Prospects To Respond

December 4th, 2021

26:47

How to Get Prospects To Respond

Question from Eduardo Spokane Washington: Our team has done so much work on identifying our ideal customer profile. We have great prospects lists, and we are sure that our product is the …

Sales Logic Podcast: Mastering The Enterprise Sale

October 17th, 2021

26:22

Sales Logic Podcast, Mastering the Enterprise Sale

Toughest Sales Problems Solved.  Proven, Actionable and Logical Sales Strategies.

Hosted by sales …

Live From Vegas!

July 15th, 2021

22:37

Live from #Influence21 in Vegas... it's Sales Logic! Today, Mark and Meridith talk about the power of a Sales Mastermind.

Andy from Savannah, Georgia says, "I have been in a sales mastermind for more than two years. The …

Third and Fourth Quarter: Are You Ready?

July 6th, 2021

23:33

Meridith and Mark discuss why the third and fourth quarter are so important in sales and what you should be doing to prepare for them.

Marina in …

How Do You Sell Strategically in an Uncertain Marketplace?

July 1st, 2021

24:55

Meridith and Mark go in-depth about Meridith's new book Thrive and what qualities salespeople need to possess to thrive in uncertain times.

Juan in San Diego asks “I sell into one of the toughest industries right now - …

Outbound Conference Highlights

June 29th, 2021

27:10

Live from the OutBound Conference ... it's Sales Logic Podcast!

Meridith and Mark share the insights they took away from this year's OutBound Conference.

John asks: “What other marketing questions were top of mind?'

How to Make Networking Part of Your Sales Process

April 28th, 2021

25:56

Your 3 greatest assets are your time, mind, and network. That's why in this episode, Meridith and Mark are offering practical ways to include networking in your sales process.

Chris in Seattle asks: “What are the …

Emotional Intelligence and Sales

April 6th, 2021

24:56

Meridith and Mark discuss the importance of emotional intelligence in sales and how you can use EQ to your advantage!

Cynthia in Denver asks: “My company is making us go through emotional intelligence training. I am …

How to Work with Purchasing Departments

March 30th, 2021

24:28

Meridith and Mark talk all about working with purchasing departments and how you can be more confident and effective in doing so.

Holly in Miami …

Insider Secrets for Selling to the C-Suite

March 23rd, 2021

30:36

Meridith and Mark share their tips and insights on what it takes to get into the exclusive club: The C-Suite. Tune in and learn how to leverage your network and sell to C-Suite executives. 

Umar in Senegal poses the …

Handling Objections: Best Strategies for Getting Past "No"

March 19th, 2021

26:23

This week, sales experts Meridith Elliott Powell and Mark Hunter discuss actionable strategies for getting past "no" in sales and how you can optimize your time with clients.

John in San Diego asks, "I have a client …

What Does it Take to Stay Motivated and be an Optimist?

March 16th, 2021

24:18

This week, sales experts Meridith Elliott Powell and Mark Hunter dive into the art of being an optimist – even when surrounded by pessimists.

Tim from Dallas asks, "My boss is negative and much of the sales team is …

How Has Research Changed in the Virtual World?

March 2nd, 2021

26:08

This week, sales experts Meridith Elliott Powell and Mark Hunter discuss the pandemic's effect on researching and sales.

Kwan from Singapore asks, "How do you research prospects before a call or meeting? What …

Building a Relationship Business

February 18th, 2021

25:03

Mark and Meridith tackle the importance of building relationships in sales.

Submit your questions to #SalesLogic or through our website: saleslogicpodcast.com

Selling in a Virtual World

November 13th, 2020

25:16

Mark Hunter and Meridith Elliott Powell discuss how selling has changed and how technology plays a part in your success.

Are Your Customers Ghosting You?

September 17th, 2020

29:08

COVID has changed a lot, and for many sales professionals, it's paralyzed customers. How do you get your customers off the sidelines and in the game? We'll tell you how in this episode of Sales Logic.

How to Succeed with Virtual Selling

September 10th, 2020

22:22

What exactly is the difference between in-person selling and virtual selling? What makes someone successful at selling virtually? Mark and Meridith …

Getting Noticed in a Covid Dominated World

September 6th, 2020

25:46

The marketplace is very noisy with COVID news and rumors. This is on top of the regular competition you face. How do you get noticed? Mark Hunter and …

Moving Your Sales Strategy Online

August 27th, 2020

25:46

Many sales professionals are working to move their sales strategies from in-person to fully online. The question for this podcast episode is how to …

Selling with Social Media

August 20th, 2020

23:23

In this episode, Mark Hunter and Meridith Elliott Powell explore topics like social media, LinkedIn, Sales Navigator, and social selling. Is social media in sales a fad or is it here to stay? Is LinkedIn Sales Navigator …

Prospecting and Follow Up

August 13th, 2020

20:37

Join Mark Hunter and Meridith Elliott Powell as they discuss tips and tricks to sales prospecting. This episode of the Sales Logic podcast is brought to you by Vanilla Soft. Learn more about the show by visiting …

When to Chase Prospects and When to Move On

August 9th, 2020

23:43

In this episode of Sales Logic Podcast Mark Hunter and Meridith Elliott Powell explore how long you should stick with a prospect.

What should you do …

Sales Tips for a Virtual World

August 1st, 2020

19:19

Join Mark Hunter and Meredith Elliott Powell as the discuss practical tips for selling in a virtual world. This includes how to set up a great Zoom call and the dynamics of video chats. You don't want to miss this …

How to Find a Great Sales Job

July 29th, 2020

22:45

How do you find a great sales job? What should sales professionals look for in a company? How do you identify a great sales manager?

Mark Hunter and …

How Do You Negotiate in Times of Crisis

June 19th, 2020

21:03

When it comes to times of difficulty or crisis, like the Coronavirus, how should salespeople negotiate? Should sales professionals feel the need to …

Should You Reduce Price to Close a Sale?

June 13th, 2020

22:16

Join Mark Hunter and Meridith Elliott Powell on this live recording of the Sales Logic Podcast. Every week they are broadcast live on YouTube, Facebook, and LinkedIn with the show. 

If you want more from Mark, visit him …

How To Prospect for Sales During COVID-19

June 5th, 2020

22:50

In this episode, Mark Hunter and Meredith Elliott Powell explore a key listened submitted question: how can we, or should we, prospect into …

How To Sell in the Social Distance Economy

May 28th, 2020

30:34

How do you sell during a pandemic?
Can you sell right now? 
Should you prospect new customers?
Fond those answers, and many more, on this episode.

A Mind for Sales

May 18th, 2020

17:36

It's never been more important to be in the right mindset and to understand where your customer's head is at, than right now. And it couldn't be …

Removing Fear with Dr. Mary Kelly

May 11th, 2020

20:41

On today's episode, Meridith shares another amazing interview. This time, it's with former Naval Intelligence Officer and economist, Dr. Mary Kelly. 

Dr. Kelly expresses how too many people operate in a state of fear, …

Organization with Andrew Mellon

May 7th, 2020

27:43

Meridith meets with the 'Most Organized Man on the Planet!'  Tune in & learn his tricks!

Sensei Leadership with Jim Bouchard

May 4th, 2020

19:27

Today is a special show. Meridith shares an interview she had with speaker and executive coach, Jim Bouchard. Listen to Jim's incredible story of transformation, from drug addict to martial arts sensei, and sales …

Onboarding the Right Way

April 27th, 2020

14:31

Adding someone to your sales team can bring both opportunities and challenges.

Luckily, Mark Hunter and Meridith Elliott Powell are here to guide you …

Refining Your Phone Game

April 20th, 2020

12:35

We use our phones for everything these days. But is the phone still a powerful way to prospect for and sell to new customers? Don't let unanswered …

How to Handle Prospect Ghosting

April 13th, 2020

10:15

Selling is difficult enough without having to deal with ghosts. You've invested a lot of time, a lot of resources, built a great relationship, and …

Going For The No with Andrea Waltz

April 6th, 2020

18:45

In sales the best thing we can hear is "yes" but should we ignore the value of a "no"? Today's guest, Andrea Waltz, speaker and co-author of the best …

Time Management When You're Working From Home

March 30th, 2020

14:49

Working from home can be a difficult adjustment but many of us are still expected to make more sales, drive more business and hit our quota no matter …

To Sell or Not to Sell in the Wake of Coronavirus

March 23rd, 2020

14:02

The Coronavirus is affecting so many markets differently, your regular script needs to go out the window. Mark and Meridith discuss the most …

Beating Bigger Competitors

March 16th, 2020

18:09

We want to be Goliath but a lot of times we feel like David. Unless you work for the top company in your field, somewhere out there you have a bigger …

Turning the Corner on Your Quarter

March 9th, 2020

18:26

A bad quarter doesn't have to stay a bad quarter unless you allow it to. Mark and Meridith discuss techniques that will help you recover when sales start to sag and strategies to prepare yourself for inevitable …

The Logic Behind the Buying Process

March 2nd, 2020

20:55

How do you determine where a prospect is in their buying process so that you can finish your sales process? Every client has specific needs. They …

Staying Visible: The Follow Up Formula

February 17th, 2020

15:26

Are sales slipping away that you know you should be catching? Mark and Meridith discuss the right amount and types of follow up that will keep you …

Welcome to Sales Logic

February 17th, 2020

4:46

Sales Logic is a weekly podcast dedicated to helping you solve the toughest sales problems with proven, actionable and logical strategies. Each week, …

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