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.
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 market problem, or am I just measuring it wrong?" Book: Chasing Cheetahs by Nancy Nardin and Robert Nardin 🧠 Catch the BLOG for this episode!
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 game. What do I need to know, where do I need to focus? How do I keep my growing edge?" Book: The Permission Mission by Dr. Cindy McGovern 🧠 Catch the BLOG for this episode!
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 sounding desperate." Book: Extreme Ownership by Jocko Willink and Leif Babin 🧠 Catch the BLOG for this episode!!
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 and more important your ideas for getting ROI." Book: Never Lose A Customer by Joey Coleman 🧠 Catch the BLOG for this episode!
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 even coming close. What do I need to do to not overmanage the successful reps and better support the struggling ones?" Book: Scale Your Sales by Brandon Bornancin 🧠 Read the BLOG for today's episode!
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 role is being automated with so many AI agent tools." Book: AI Mindshift by Ford Saeks 🧠 Read the BLOG for this episode!
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 nothing. I called, emailed, texted and nothing. Finally I wrote her a less than professional email, this time she responded. Told me she had a lot going on in her life, and was not blowing me off. She actually wanted to move forward UNTIL she got my email. Clearly, I need a better strategy for dealing with getting ghosted." Book: Thinking, Fast and Slow by Daniel Kahneman. 🧠 Read t he BLOG for this episode!
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 rate has been higher than ever this year. What advice do you have for me and my team?" Book: The Effortless Experience by Matthew Dixon, Nick Toman and Rick DeLisi 🧠 Read the BLOG for this episode.
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 pipeline? I am qualifying like you say, getting deals in the pipeline but I cannot get them across the finish line.I either lose them at the end to a competitor or they just fall out, say they are not making a decision." Book: The Challenger Customer by Brent Admanson and Matt Dixon 🧠 Read the BLOG for this episode!
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 our quota, and as we head into summer I am worried. Between our vacations, our customers' vacations, and the general slow down of the summer months—what do we need to be doing to ensure we do not fall any further behind?" Book: The Slight Edge by Jeff Olson 🧠 Read the BLOG for this episode!
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 starts to go thin? Book: Elite Sales Habits: Daily Rituals, Mindsets, and Routines of High Performers 🧠 Read the BLOG for this episode!
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 my team is struggling to hit their numbers. I have tried everything. What advice do you have?" Book: Growing Your Business by Mark LeBlanc 🧠 Read the BLOG for this episode!
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 — am I wrong?" Book: Sell the Way You Buy by David Priemer 🧠 Read the BLOG for this episode.
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 to a competitor at the last minute. The buyer said the other company just 'felt like a better fit.' What does that even mean, and how do I prevent it from happening again?" Book: The Experience Economy by Pine & Gilmore
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 our competitors need to do it too - but now if the straight does not open we will get hit with supply chain issues and not sure how to hit my goals if that happens. How do you make your goals when all the odds are stacked against you," Book: The Obstacle Is The Way by Ryan Holliday 🧠 Read the BLOG for this episode.
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 cycles, but never with this much pressure to perform. I am down one-quarter from last year and I just don't feel like I can push my prospects and customers any harder? Any ideas? I need to hit my sales goal." Book: THRIVE: Turn Uncertainty To Competitive Advantage by Meridith Elliott Powell 🧠Catch the BLOG for this episode!
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 rarely get referrals. What am I doing wrong?" Book: Endless Referrals by Bob Burg 🧠Catch the BLOG for this episode.
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 skills do I need? What do I need to do? And what advice do you have? What I'm doing is not working." Book: Necessary Endings by Henry Cloud
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. We are being negatively impacted by so many global issues. I need my team to get it, to not use it as an excuse and to be more aggressive—far more aggressive than they have been in the past few years. Any advice?" Book: Predictable Revenue by Aaron Ross and Marylou Tyler 🧠Catch the BLOG for this episode.
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 we are doing all the things we did in 2025 that made it a strong year. We are coaching, role playing, being consistent. Why can't we hit our sales goal?" Book: Emotional Intelligence For Sales Success by Colleen Stanley 🧠Catch the BLOG for this episode.
