Sales Logic - Selling Strategies That Work

• How to Guarantee You’ll Hit Your Sales Goal

  Lightning Round: Top 10 Ways to Gain More Sales Knowledge Question: Maria from Singapore asks, “I am new to sales, just started my first job as an inside sales rep. I am excited and scared all at the same time. My sales goals don't kick in until May—what are the best strategies I can put into place to ensure I hit my sales goal?” Book: The Future of Sales, the Rise of AI Agents by Victor Antonio Read the blog for this episode here. 

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• The Power of Selling the ROI

  ROI is in the eyes of the customer. You need to understand their goals, their pain points, and their desired results before you can effectively sell the ROI.  Lightning Round: Top 10 Ways to Ask for Referrals Question: Jonathan from Missoula, Montana asks, “I am a classic sales guy; I have been in sales for more than 20 years. In 2025 I got the news that I am now reporting to the CFO - how strange is that? Anyway, he wants to deliver every presentation and every conversation in terms of ROI? This is foreign to me—help?”   Book: Deliberate Creative Teams: How to Lead for Innovative Results by Amy Climer, Ph.D.   📖 Read the blog for this episode at this link.   Episode Summary: Join us Mark & Meredith as they explore incorporating ROI into your sales presentations. They’ll unpack the significance of understanding what truly matters to your customers before discussing ROI, helping you distinguish between price and value. M&M also discuss the role of time in ROI, emphasizing that immediacy in delivery can add significant value for your customers.  We'll guide you in presenting a compelling ROI to clients by framing conversations around their needs and desired outcomes rather than just pricing. Tune in to adopt these strategies for sustained business growth and stay ahead in your sales game.   ❓Send YOUR questions to Mark & Meridith at [email protected] 

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• Sales Habits that Will Change Your Life

  Lightning Round - Top 10 Ways to Follow Up Without Being Annoying Question:  Mateo from Cartagena asks, “ I just changed job[s]—same industry—big equipment sales. Most of my team is struggling, [the] economy is tough right now—but three or four guys in our company are blowing it out of the water. I am curious, what do you think they are doing [that] we are not doing? What makes a top producer?” Book: Relentless by Tim Grover   

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• Strategies to Reach and Influence Decision-Makers

    Lightning Round: 10 Worst Mistakes You Can Make in Sales Question: Lorenzo from San Francisco asks, “I have been working in insurance sales for more than 15 years, and it is getting harder and harder to get to the right person. I ask prospects who to talk with, who makes decisions—they assure me they can—and then I hit a dead end? How do you determine who makes the decisions in organizations? Am I doing something wrong?” Book: Selling to Big Companies by Jill Konrath ❖ Send your questions to Meridith and Mark at [email protected]    🧠 Register now for the Sales Logic Expert Exchange→This month: Tiffany Bova! Topic: "Unlocking Sustainable Growth: The Roadmap to Long-Term Success" → Register for Feb. 25th from 3-4 p.m. CT here.

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• Our Best Sales Advice + Worst Sales Advice

  +The sales advice we wish we had been given! Lightning Round: Top 10 Best Habits for Sales Professionals Question: Brook Ingram from Shreveport, Louisiana asks, "What’s the best advice you give to new sales professionals starting out?" Book: The Best Sales Book Ever by Connie Podesta and Meridith Elliott Powell ❓Submit your OWN question at SalesLogicPodcast.com or send us an email at [email protected]   🧠 Register now for the Sales Logic Expert Exchange→This month: Tiffany Bova! Topic: "Unlocking Sustainable Growth: The Roadmap to Long-Term Success" Register for Feb. 25th from 3-4 p.m. CT here.

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