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Sales Logic - Selling Strategies That Work
26 minutes | Jul 20, 2021
In-person vs. Zoom: How To Schedule the RIGHT Sales Call
This week, Mark and Meridith review lessons they've learned from sales road warriors in 2021. Mary from Colorado Springs asks, “How do you determine when it makes sense to make an in-person call versus sticking with Zoom?” Book recommendation: Virtual Selling by Jeb Blount Lightning round: What I’ve learned in the first half of 2021 Join the mastermind group! saleslogicpodcast.com/mastermind
23 minutes | Jul 15, 2021
Live From Vegas!
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 group started off strong, four of us got together, and were really helping each other achieve our goals. Now we have lost steam, some of us miss meetings, we have no structure, and it just feels like a waste of time. Should I give it up or try to get us motivated again - what advice do you have?" Book recommendation: Sales Success by Colleen Stanley Lightning round: Top strategies for making your sales mastermind a success
24 minutes | Jul 6, 2021
Third and Fourth Quarter: Are You Ready?
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 Ashbury Park, NJ asks, "This has been a tough year for our business. I work in the healthcare field and demand has been high but supply has been a struggle, if not impossible at times. What is your best advice for how I handle my pipeline through the end of the year?" Book recommendation: How Good Humans Sell - The Proven Path to B2B Sales Success by: Catherine Brown Lightning round: Top strategies to finish 2021 strong Submit your questions at #SalesLogic or at: saleslogicpodcast.com
25 minutes | Jul 1, 2021
How Do You Sell Strategically in an Uncertain Marketplace?
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 - restaurants and lodging. It has been tough. How do I need to change my sales process to be more effective at helping my clients get through these challenging times or do I? Book recommendation: THRIVE - Turning Uncertainty To Competitive Advantage by: Meridith Elliott Powell Lightning round: How to stay motivated, focused and successful in an uncertain marketplace. Submit your questions at #SalesLogic or through our website: saleslogicpodcast.com
27 minutes | Jun 29, 2021
Outbound Conference Highlights
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?' Book recommendation: Eat Their Lunch by: Anthony Iannarino Lightning round: Top things we learned from OutBound. Get your tickets for OutBound 2022 at outboundconference.com/home22/ Submit your questions at #SalesLogic or through saleslogicpodcast.com
26 minutes | Apr 28, 2021
How to Make Networking Part of Your Sales Process
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 criteria for determining if a networking event is worth attending?” Book recommendation: The Introvert’s Edge to Networking by Matthew Pollard Lightning round: Networking secrets we've never shared before. Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com
25 minutes | Apr 6, 2021
Emotional Intelligence and Sales
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 finding it very interesting, but struggling with how it is going to really apply to my sales process. Can you help?” Book recommendation: Emotional Intelligence for Sales Success: Connect with Customers and Get Results by Colleen Stanley Lightning round: Top clues your customers are giving you without saying a word Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com
24 minutes | Mar 30, 2021
How to Work with Purchasing Departments
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 asks: "When does it make sense to go over your buyer’s head when they’re not giving you the information you need?" Book recommendation: Selling to Big Companies by Jill Konrath Lightning round: Best practices for dealing with a purchasing department. Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com
31 minutes | Mar 23, 2021
Insider Secrets for Selling to the C-Suite
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 problem: “I have been in sales for more than 20 years, always selling into the same industry. I recently took a new role within our company and have gone from selling to manufacturing reps to selling to the C-Suite. I am struggling to make the transition. I know the product, believe in our product, and if I can get in the door, I can make the sale. The problem is I just can’t get in the door.” Book recommendation: Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top by Nicholas A. C. Read and Stephen J. Bistritz Lightning round: Best ideas to get past the gatekeeper. Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com
26 minutes | Mar 19, 2021
Handling Objections: Best Strategies for Getting Past "No"
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 that has been my client for four years – they beat me up on price, take a lot of my time and frankly, I don't enjoy working with them. Can I fire a client? If so, how?" Book recommendation: Go for No by Andrea Waltz and Richard Fenton Lightning round: How to know when it's time to fire a client. Submit your questions at #SalesLogic or through our website: saleslogicpodcast.com
24 minutes | Mar 16, 2021
What Does it Take to Stay Motivated and be an Optimist?
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 negative, too. Is there anything I can do or should I just leave?" Book recommendation: 7 Habits of Highly Effective People by Stephen Covey Lightning round: Tips to stay motivated. Submit your questions at #SalesLogic or through our website: saleslogicpodcast.com
26 minutes | Mar 2, 2021
How Research Has Changed in the Virtual World
25 minutes | Feb 18, 2021
Building a Relationship Business
Build a relationship
28 minutes | Jan 17, 2021
Sales Logic Podcast --make January a strong-sales-month
24 minutes | Dec 16, 2020
SLP-kickoff meetngs dos-and donts
23 minutes | Dec 9, 2020
RFPs to do or not to do
25 minutes | Nov 13, 2020
Selling in a Virtual World
Mark Hunter and Meridith Elliott Powell discuss how selling has changed and how technology plays a part in your success
29 minutes | Sep 17, 2020
Are Your Customers Ghosting You?
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.
22 minutes | Sep 10, 2020
How To Succeed with Virtual Selling
What exactly is the difference between in-person selling and virtual selling? What makes someone successful at selling virtually? Mark and Meridith answer those questions and more in this episode of the Sales Logic Podcast. - Don't forget to submit your question to Mark and Meridith! You might be in our next episode. - For more from Meridith visit: https://meridithelliottpowell.com/ For more from Mark visit https://thesaleshunter.com/
26 minutes | Sep 5, 2020
Getting Noticed in a Covid Dominated World
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 Meridith Elliott Powell answer that question and more in this edition of the Sales Logic Podcast. - For more from Meridith visit https://meridithelliottpowell.com/ For more from Mark visit https://thesaleshunter.com/ - Do you have a question for us? Be sure to send it our way and maybe we'll answer on our next episode.
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