Sales Logic - Selling Strategies That Work

Lightning Round: 10 Ways to Find New Prospects
Question: Fred from Montana says, "Love the show, been listening for a few months. My question, I have some reps that hit their quota every month, and some that aren't even coming close. What do I need to do to not overmanage the successful reps and better support the struggling ones?"
Book: Scale Your Sales by Brandon Bornancin
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Lightning Round: Top 10 Emotional Intelligence Skills You Need to Build
Question: Mark Caton on Spotify asks, "I think a valuable podcast would be to address how sales people are utilizing AI, and perhaps how the SDR role is being automated with so many AI agent tools."
Book: AI Mindshift by Ford Saeks 
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Lightning Round: Top 10 Ways to Deal with Margin Pressure
Question: Jason in Denver asks, "I just lost it with a prospect. We had talked, she was interested, asked me to do a proposal —which I did—took hours, then nothing. I called, emailed, texted and nothing. Finally I wrote her a less than professional email, this time she responded. Told me she had a lot going on in her life, and was not blowing me off. She actually wanted to move forward UNTIL she got my email. Clearly, I need a better strategy for dealing with getting ghosted." 
Book: Thinking, Fast and Slow by Daniel Kahneman.
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Lightning Round: Top 10 Ways Buyers Are Changing
Question: Sean from Seattle asks, "We work in the food distribution industry, it's competitive. We are doing a great job of bringing on new customers, but our churn rate has been higher than ever this year. What advice do you have for me and my team?" 
Book: The Effortless Experience by Matthew Dixon, Nick Toman and Rick DeLisi
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Lightning Round: Top 10 Sales Skills You Need to Succeed in Second Quarter
 
Question: Luka from Dubrovnik asks, "Love the show thank you. We listen here in Croatia every week. My question is what is wrong with my sales pipeline? I am qualifying like you say, getting deals in the pipeline but I cannot get them across the finish line.I either lose them at the end to a competitor or they just fall out, say they are not making a decision."
Book: The Challenger Customer by Brent Admanson and Matt Dixon 
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