Lightning Round: 10 Ways to Connect with Prospects

Question: Charles from Southern California asks, “Today on my first outbound sales call a manager picked up the phone. After our conversation he said he’d speak with his purchasing manager. My question is, would you continue to call into this company to find a person of interest or wait to hear what my contact has found out from his purchasing manager?”

Book: Smart Calling by Art Sobzcak

❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com

Episode Summary:

Transform the often tense dynamic between sales professionals and purchasing departments into a harmonious and productive partnership. Through this episode, we guarantee you'll gain invaluable insights into aligning sales strategies with the broader objectives of purchasing departments, such as cost control, risk mitigation, and value creation. By reframing your perspective, you'll learn how to make your products stand out as strategic investments rather than mere expenses, ultimately benefiting both parties involved. Our exploration includes strategies for engaging in meaningful discussions about inventory management and vendor consolidation, which can provide crucial insights into the priorities of purchasing departments.

Lightning Round: Top 10 Skills Every Salesperson Will Need in 2025

Question: Lenora from Reno, Nevada asks, "I work in an industry where customers are very price sensitive, and we are not the cheapest. I need to really connect and sell value—my customers seem to want it all. What tools can I use to help me spend more time customer facing? What can I automate, use or invest in to speed up my sales process and make it more effective?"

Book: Book More Business by Lois Creamer

Join us Monday, Dec. 23rd for our Sales Logic Expert Exchange with Art Sobczak! 3-4 p.m. CT

Register to save your spot here to attend or get the replay!

Art will share proven strategies to help you break through the noise and build genuine relationships with prospects.

❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com

Lightning Round: Top 10 Ways to Retain Customers

Question: Sierra from Toronto, Canada asks, “I am in equipment financing sales and in the last year we have grown a lot— some organic, most through acquisition. While this has been exciting, it feels like the demands on us as salespeople are doing nothing but expanding. I used to be focused on mostly new sales, but now they wants us to find new business, grow existing accounts and above all keep our retention rates high. How am I supposed to do all that?”

💡 Heard about the Sales Logic Brain, or Sales Logic Role Play? These are just some of the amazing features in the Sales Logic Mastermind. Find out how to join here.

❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com

Lightning Round: Top 10 Ways to Get a Prospect to Engage

Question: Anzah Mustafa from New York asks, “What is the best way to find, generate and engage with leads —inbound? outbound? What is a better strategy?”

Book: Influence Elevated by Stacey Hancke

💡 Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. Find out more here!

Question: Shawnta Hooks from Atlanta, GA asks “Do you have any tips or ideas on how to effectively use video in sales?”

Book: The Visual Sales by Marcus Sheridan

💡 Access the brains of Mark and Meridith 24/7— The Sales Logic Brain 🧠, one of the many perks of being a mastermind member! Learn more at: http://www.saleslogicpodcast.com

Lightning Round: Top 10 Ways to Negotiate More Effectively in Sales

Question: Nathaniel from the Philippines asks, “I have been in sales for more than 10 years, but I am changing industries and not sure where to start. My colleagues use so many different strategies to sell—in person, phone, social media, email, trade shows. How do I figure out what is right for me and most effective in hitting my goals?”

Book: The Channel Advantage by Timothy Furee and Lawrence Friedman

→ This month’s Sales Logic Expert Exchange with Lauren Bailey is all about Outbound Selling Skills for the Small Business! Grab your spot at this free webinar here.

Monday, Nov. 25th at 3 p.m. EST. You don’t want to miss this!

❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com

💡 Access the Brains of Mark and Meridith 24/7— The Sales Logic Brain 🧠, one of the many perks of being a mastermind member! Learn more at: www.saleslogicpodcast.com

Our strategies for prospecting during the holiday season.

Lightning Round: Top 10 Strategies to Hold an Effective Sales Meeting

Question: Bill King from Texas asks, “What advice do you have for prospecting around the holidays?”

Book: High-Profit Prospecting by Mark Hunter

❖ Send your questions to Meridith and Mark at hello@saleslogicpodcast.com

💡 Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. Find out more here!