Lightning Round: Top 10 Ways to Differentiate Yourself in The Marketplace

Question: Cynthia from Minneapolis asks, "We love the show here in Minny! So my company is focused on one thing this year—cross sells. We have had so many mergers and acquisitions in the last few years, and offer several products that our customers could benefit from. Frankly, I am a little overwhelmed. Where do I start, and how do I make sure I am adding value? Thanks so much for the help."

Book: The Framemaking Sale by Brent Adamson and Karl Schmidt

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Lightening Round: Top 10 Ways to Build Your Sales Confidence

Question: Philip from Tennessee asks, "Hey guys, can you talk more about that perspective of abundance rather than scarcity? What does that look like, sound like, and how do you actually practice it?"

Book: The Go Giver by Bob Burg and John David Mann

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Lightning Round: Top 10 Best Pieces of Sales Advice You've Ever Received

Question: Alice from Madison Wisconsin asks, "I am excited about 2026 and I want to do well this year. What is your best advice for a sales person looking to hit her goal in 2026?"

Book: Market Eminence by David Newman

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Lightning Round: Top 10 Ways to Get to Decision Makers

Question: Amal from Morocco asks, "We love this show—we listen as a team to Sales Logic every week. Here's our question: how do you not sell on price when procurement turns every conversation to price?"

Book: Value Based Selling by John Doerr and Neil Rackham

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Lightning Round: Top 10 Things to Accelerate First Quarter Sales

Question: Althea from the Philippines asks, "Buyers are taking so much longer to decide and it feels like the list of people involved in the decision is growing. How am I supposed to know when a deal is truly stalled versus just moving at today's normal pace?"

Book: Selling Through Tough Times By Tom Reilly

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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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