Sales Logic - Selling Strategies That Work

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

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

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

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

This week, sales experts Meridith Elliott Powell and Mark Hunter discuss the pandemic's effect on researching and sales. Kwan from Singapore asks, "How do you research prospects before a call or meeting? What information do you look for?" Book recommendation: Business Made Simple by Donald Miller Lightning round: Best ways to add value to the client relationship. Submit your questions at #SalesLogic or through our website: saleslogicpodcast.com