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Sales Logic - Selling Strategies That Work

Sep 27, 2022

Lightning Round: Top 10 Ways to Know a Customer Is NOT a Right Fit

Question: Ricardo from Santos, Brazil asks, "We are a busy sales team that is working for a growing company. We can barely keep up with leads - incoming as well as those we seek. I am trying to help my team manage their time, and attract the business we...


Sep 20, 2022

Lightning Round:  How to Sell at Full Price

Question:  Pete from the UK asks, “I get paid based on my gross sales achieved which means I want to sell at full price or even more.  My manager keeps pushing me to speed up the sales cycle by offering the customer a discount, what should I do?” 

Book:  Selling Value, How...


Sep 13, 2022

Lightning Round - Top 10 Ways Sales Leaders Can Support Sales Reps Who Do Inside and/or Outside Sales

Question:  Corey Fobare asks, “I am about to begin the transition from an inside sales role to an outside sales role -- what advice do you have? What differences can I expect?”

Book: The OutWard Mindset -...


Sep 6, 2022

Is your value statement helping you or hurting you on sales calls? Listen in for how to create a strong value statement, and why it’s so important.

Lightning Round: Top 10 Ways To Uncover the Right Pain Point 

Question:  Abedellah from Morroco  asks, “I hired a sales consultant to come in and do some interviewing...


Aug 30, 2022

Lightning Round: 10 Ways to Exercise Self-Discipline

Question: Simon from the UK asks, “How do I get my sales team to use their time more effectively? They complain they don’t have enough time to prospect and yet I see them wasting time talking amongst themselves and doing other non-productive things."

Book:  30...