Lightning Round: Top 10 Follow-Up Moves

Question: Lucia in Seattle asks, “Love the show–I am a new listener. Here’s my question: I’m killing myself and cannot get one of my deals across the finish line. I get to proposal stage and then they go cold or I lose to my competition. I really need help.”

Book: Gap Selling by Keenan

👀 Read the BLOG for this episode.

Lightning Round: Top 10 Discipline & Mindset Hacks for Salespeople

Question: John Leota asked on Spotify, “Hello Meredith and Mark, amazing show. I feel that I’m falling short as a sales rep because my sales discipline is lacking. I always convince myself that I’m going to start prospecting, and when it’s time to do so I find a reason to not get out there and do it. I think it’s due to my lack of knowing my Ideal Customer Profile or plan of action. Any advice you can give me to change my mindset?"

Book: Unbeatable—The Legend of the Salesman on Fire by Carson Heady

👀 Read the BLOG for this episode.

Lightning Round: Top 10 Sales Mistakes You’re Making

Question: Quaron from Toronto asks, “I work in sales for a large HVAC company and it has been a year—between tariffs, economy, competition and private equity dominating our market, I am struggling with my sales. What's working this year—what are others doing that I am missing?”

Book: Go for No and When They Say No by Andrea Waltz and Richard Fenton

👀 Read the blog for this episode here!