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.
The Changing Role of the Sales Professional
Lightning Round: Top 10 Sales Skills Sales Professionals Need to Remain Relevant
Question: Mere from Sales Logic asks, "I have been glued this week to the World Economic Forum in Davos Switzerland this week. So much talk around the juxtoposition of the slowing economy and the continued lack of labor participation - the result - companies are turning to AI. looking to solve their future labor issues with technology. How will this impact sales professionals?"
Book: Who Not How by Dan Sullivan
How to Turn Objections into Opportunities
Lightning Round: Top 10 Ways to Prepare Your Team for Objections
Question: Jenna from New Orleans asks, “I am in luxury sales - the nice to have but not necessity products. The last few years have been great - and I have blown through my goals every month, but with the expected recession, rising interest rates.. more and more prospects are turning me down or delaying the purchase. Any ideas?”
Book: 25 Toughest Sales Objections and How to Overcome Them by Stephen Schiffman
How to Craft the Right Sales Conversation
Lightning Round: 10 Ways to Coach Your Sales Team
Question: Sam from Boston asks, “I lead a team of sales professionals. We sell medical devices; we are getting so many turns at bat but just not closing the deal. I feel very good about the prospects, but I wonder if something is off in the sales conversation. As I get ready to work one-on-one with my sales team, what should I be looking for? How do I help them craft a better sales conversation?”
Book: ASK by Ryan Levesque
What Makes a Great Annual Plan
Lightning Round: Best Practices for Creating a Simple Annual Plan
Question: Joan from Madison asks, “I have my own insurance agency, each year I make an annual plan and each year by April I feel like I need to start over. What should be in the plan and what should not be in it? I suffer from setting goals that are simply not attainable.”
Book: The Perfect Plan by Don Barden
This episode sponsored by Calendly.
The Power of an Effective Sales Strategy
Lightning Round: Top 10 Ways You Know Your Sales Strategy Is Effective
Question: Igor from London asks, "I am the new sales manager - well I have been here six months -for a fintech start-up in London. Looking at our aggressive sales goals for 2023. The challenging marketplace and changing landscape - what about our sales strategy needs to change?"
Book: The Ultimate Sales Machine by Chet Holmes
Sales Trends and Technology for 2023
Lightning Round: Top 10 Changes You Need to Be Ready For in 2023
Question: Allison from Wisconsin asks, "I love this show listen in every week--live or download later. Just curious--what do you see for 2023? What technology is hot, what do we need to invest in, stay away from and how do we get our team best prepared for 2023?"
Book: Buoyant - The Entrepreneur's Guide to becoming Wildly Successful, Creative, and Free by Susie Deville
This episode sponsored by Calendly.
What is the customer actually saying?
I love this! It's true, so many salespeople/organizations do not have a value statement. It all starts with the customer.
Subscribe to stay fresh and up to date sales acumen nuggets abound here
A must-have for your Sales Life
This is a must have podcast for your sales game. Every week a timely episode is dropped to prime your mind. Because sales is such a rejection based business this podcast is a great accompaniment to Mark Hunter’s best selling books. I ❤️ “A Mind For Sales.”