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.
Last refreshed: ⓘ
Follow this podcast in the Metacast mobile app to refresh it and see new episodes.
Don't just listen to podcasts. Learn from them with transcripts, summaries, and chapters for every episode. Skim, search, and bookmark insights. Learn more
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 reflect on their journey from launching the very first episode just before the world changed in 2020, to creating a thriving sales community that gathers every Saturday morning. They share the lessons that have fueled their consistency and growth—like the power of accountability, a...
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 is going downhill fast?" Book: '30 Days to Sales Success' by Meridith Elliott Powell 🧠Read the BLOG for this week's episode.
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 had so many mergers and acquisitions in the last few years, and offer several products that our customers could benefit from. Frankly, I am a little overwhelmed. Where do I start, and how do I make sure I am adding value? Thanks so much for the help." Book: The Framemaking Sale by B...
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 like, and how do you actually practice it?" Book: The Go Giver by Bob Burg and John David Mann 🧠Read the BLOG for this week's episode.
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 person looking to hit her goal in 2026?" Book: Market Eminence by David Newman 🧠Read the BLOG for this week's episode....
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 procurement turns every conversation to price?" Book: Value Based Selling by John Doerr and Neil Rackham 🧠Read the BLOG for this week's episode!
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 growing. How am I supposed to know when a deal is truly stalled versus just moving at today's normal pace?" Book: Selling Through Tough Times By Tom Reilly 🧠 Read the BLOG for this week's episode!...
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: all everyone is talking about is AI and how it is going to change sales. Are there other sales trends I need to be paying attention to?" Book: Selling Without Selling Out by Andy Paul 👀Read the BLOG for this week's episode....
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 have ridden economic ups and downs, but I have never in all my career made so many sales presentations where the CFO is in the room. I know how to sell to a CRO, I know how to sell to a CEO, but how do I sell to a CFO?" Book: The Value Sale by Ian Altman 👀Read the BLOG for this week...
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 nothing. What's the best way to re-create urgency without sounding desperate?" Book: The JOLT Effect by Matthew Dixon & Ted McKenna 👀Read the BLOG for this week's episode....
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 AI?" Book: The AI-First Sales Rep" by Tony Hughes Lightning Round: Top 10 Things You Are Grateful for in Sales 👀Read the BLOG for this week's episode....
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 trust with the customer? If yes, what's the solution?" Book: The Culture Map by Erin Meyer 👀 Read the BLOG for this week's episode...
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 worried our customer retention is slipping. How do I get my team to focus on both?" Book: Never Lose a Customer Again by Joey Coleman 👀 Read the BLOG for this episode....
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 proposal stage and then they go cold or I lose to my competition. I really need help." Book: Gap Selling by Keenan 👀 Read the BLOG for this episode....
Lightning Round: Top 10 Discipline & Mindset Hacks for Salespeople Question: John Leota asked on Spotify, "Hello Meredith and Mark, amazing show. I feel that I'm falling short as a sales rep because my sales discipline is lacking. I always convince myself that I'm going to start prospecting, and when it's time to do so I find a reason to not get out there and do it. I think it's due to my lack of knowing my Ideal Customer Profile or plan of action. Any advice you can give me to change my min...
Lightning Round: Top 10 Sales Mistakes You're Making Question: Quaron from Toronto asks, "I work in sales for a large HVAC company and it has been a year—between tariffs, economy, competition and private equity dominating our market, I am struggling with my sales. What's working this year—what are others doing that I am missing?" Book: Go for No and When They Say No by Andrea Waltz and Richard Fenton 👀 Read the blog for this episode here !...
Lightning Round: 10 Ways to Update Your Sales Process Question: Shawn from Madison Wisconsin asks, "So heard your podcast last week—congratulations on 250 shows. I heard you all talking about the sales process and how both are making adjustments and doing things differently. What is changing and why—I am curious." Book: The Sales Rhythm Playbook by Steve Powell
Ever wonder if the pursuit of perfection is holding you back? Join us for the 250th episode of Sales Logic as we celebrate our journey—from a spontaneous idea to a Saturday morning ritual—and reveal why starting and adapting beats waiting for perfection. Hear our top insights on sales leadership, hitting quotas, staying focused, and how AI is reshaping the game. With audience questions, book picks, and our signature lightning round, this episode is packed with lessons from our wins, missteps, an...
Hosts Meredith Elliott Powell and Mark Hunter dive deep into the art of asking sales questions that reveal true pain points and perceived value, essential for navigating price-sensitive markets. They discuss methods for qualifying customers, understanding urgent needs, and engaging in authentic conversations. Additionally, the episode features a lightning round on the top strategies for building a robust personal brand.
Lightning Round: Top 10 Ways to Protect Your Price Question: Lucia from Seattle asks, " I love sales logic—listen on my way to work—you have been so helpful. I am writing in because I am stuck. I am killing myself and cannot get one of my deals across the finish line. The harder I try the worse it gets - I get to the proposal stage, then nothing." Book: Wealthy and Well-Known by Rory and AJ Vaden
Lightning Round: Top 10 Ways to Fill a Dry Pipeline Question: Mike from San Diego asks, "I am the CRO of a large DME company and we have been experiencing strong growth—organic and through acquisitions. And experiencing all that comes with that: disorganization, constant shifts in strategy and structure and I am really worried we have lost our focus on keeping customers. We have no problems getting new customers, but I am really worried about our retention rate. How do I get my team to focus on ...
Lightning Round: Top 10 Ways You Should Be Doing Marketing Question: April from Milwaukee asks, "I am a veteran sales professional – I have been selling in manufacturing for more than twenty-five years. But I have to tell you this last year has been hell— tariff threats, the economy, competition, a total reorg of our sales team, and oh did I mention we were acquired. For the first time in my sales career, I am not making my sales goals. Help, what am I doing wrong?" Book: This Is Marketing by Se...
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 pr...
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...
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 Don...
Lightning Round: Top 10 Ways to Build Your Personal Brand Question: Sina from Tokyo, Japan asks, "I work in the financial services industry, and expanding my portfolio is a long sales cycle - feels like these days it is getting longer. I am doing a great job of getting the meetings, and connecting with decision-makers. I am even having good conversations, but not quite getting the decision-maker to make decisions—any ideas would be appreciated." Book: Secrets of Closing The Deal by Zig Ziglar...
Lightning Round: Top 10 Ways to Update Your Sales Strategy Question: Marquessa from Salt Lake City, Utah asks, "I work for a tech start-up and we are doing well - start-ups are a struggle - and while we have been well-funded, we need sales. We have been great at getting through the door, getting to decision makers, and getting good questions during our sales presentations - but we can't close the deal. Ideas?" Book: Business Storytelling by Janine Kurnoff...
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 ...
