Lightning Round: Top 10 Ways Buyer Expectations Are Changing

Question: Elizabeth from Santa Cruz asks, "I love Sales Logic. I listen every week and share your podcast with my team and clients. So here's my question: all everyone is talking about is AI and how it is going to change sales. Are there other sales trends I need to be paying attention to?"

Book: Selling Without Selling Out by Andy Paul

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CFOs: The True Decision-Maker in Today's Buying Cycle

Lightning Round: Top 10 Things You Need to Do Now to Start 2026 Strong

Question: From Chris in London asks, "I have been selling pharmaceuticals for years, and I have ridden economic ups and downs, but I have never in all my career made so many sales presentations where the CFO is in the room. I know how to sell to a CRO, I know how to sell to a CEO, but how do I sell to a CFO?"

Book: The Value Sale by Ian Altman

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Lightning Round: Top 10 Ways to Know a Deal Is Dead

Question: Felipe from Quebec asks, "I have three deals that made it to proposal stage but all went silent. They said timing was good, budget was approved—now nothing. What's the best way to re-create urgency without sounding desperate?"

Book: The JOLT Effect by Matthew Dixon & Ted McKenna

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Question: Marcus from Toronto asks, "My company has rolled out several AI tools, but none of them actually save me time. How do I know which parts of my process I should automate and which I should never hand over to AI?"

Book: The AI-First Sales Rep" by Tony Hughes

Lightning Round: Top 10 Things You Are Grateful for in Sales

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Lightning Round: Top 10 Ways To Build Trust With Your Customers

Question: Panchal from Spotify asks, "I am from a different country. My English accent is a little different than the native. Will that delay building trust with the customer? If yes, what's the solution?"

Book: The Culture Map by Erin Meyer

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Lightning Round: Top 10 Things You Need to Do to Drive Sales BEFORE Year End

Question: Kelly from Austin asks, "Hey Meridith and Mark — I've been missing my numbers all year, it's killing my confidence. Now this government shut down, combined with the holidays—where and how can I get momentum?"

Book: A Mind For Sales Mark Hunter

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Lightning Round: Top 10 Ways to Build Your Personal Brand

Question: Lisa from Austin, TX asks, "This year I've been trying to make my presentations more engaging. How do I know if my story is connecting — or if I'm just talking too much?"

Book: Stories that Stick by Kindra Hall

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Lightning Round: Top 10 Ways to Increase Your Sales Effectiveness

Question: Peter asks, "As sales continues to shift from a traditional B2B supplier perspective (products focus) toward a more retail customer centric focus, I'm very interested to know if it would be more effective for field sales teams to understand their business partners' buyers or key decision makers' KPIs (excluding monetary incentives)? By doing so, they could better collaborate and align their strategies to help those buyers or decision makers achieve their KPIs, while also driving sustained growth for all involved."

Book: Endless Customers by Marcus Sheridan

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