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A show where Mark McGraw, a top Sandler Sales Trainer and David H. Sandler award winner, interviews salespeople and sales managers to discover their successes and how they got to be the people they are today.
We break down the elements of selling success and share mindsets, habits and techniques that help salespeople and managers build a proven, reliable, transferable system for sales.
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- Plan Your Entire Week in 25 Minutes · 22 Min.Weekly planning doesn't need two hours — Mark McGraw walks through the timed 25-minute process he's run every week for years to get fully prepared for the week ahead. Weekly…
- Kaizen: The one meeting we've run religiously for 9 years · 23 Min.The Kaizen meeting is the one 90-minute block Mark McGraw has protected for nine years — and it's the reason his sales operation stopped running on firefighting. Most sales…
- Prospecting Is Not Urgent Until It Is: Build the Consistency Habit · 24 Min.Sales prospecting is never urgent until your pipeline is empty — Mark McGraw and Josh Pitchford break down the habits, blocks, and manager moves that make prospecting consistent…
- Getting Your CS Team to Sell /w Steve Popp · 26 Min.Getting your CS team to sell starts with mindset, not skill — Steve Popp breaks down how customer success and service teams are being handed revenue responsibility, and how to…
- Recognizing Head Trash Cures 70% of Your Selling Problems · 37 Min.Head trash — the self-limiting beliefs salespeople carry — quietly kills more deals than any competitor, and simply recognizing it cures about 70% of the problem. Head trash is…
- Mark McGraw's Sales Manager Workshop: The Habits of the Elite · 1 Std. 1 Min.The habits of elite sales managers, unpacked in a full workshop replay — how the best sales leaders control their day, coach strategically, and build systems that make their…
- The 5 Stages of Mastery: From Awareness to Empty Mind w/ Rob Fishman · 33 Min.Sales mastery isn't luck — Rob Fishman breaks down the 5 stages every top performer moves through, from first awareness to the "empty mind" of a seasoned pro. Sales mastery…
- Relationship Curiosity: The Secret to Connecting With Anyone w/ Rich Isaac · 32 Min.Relationship curiosity is the secret to connecting with anyone — Sandler's Rich Isaac reveals how making the conversation about them makes you unforgettable. Rich joins host…
- Turning Customer Success Into a Revenue Engine w/ Kelly Ross & Steve Popp · 47 Min.Customer success is the new revenue engine — Mark McGraw, Kelly Ross, and Steve Popp unpack how to turn CS teams into commercially-minded contributors without losing trust…
- The Six Facets of Sales Management: A Manager's Playbook w/ Pete Fasulo · 44 Min.A 38-year sales management veteran breaks down his six-facet framework for building and running a high-performing sales team. In this episode of Building Your Sales Engine, host…
- The Movable Middle: How to Elevate Your 60% w/ Kelly Ross · 30 Min.The movable middle — that 60% in the center of every sales team — is where leaders win or lose the year, and Kelly Ross joins Mark McGraw to unpack exactly how to elevate them…
- AI Use Cases For Sales · 1 Std. 0 Min.A friendly, no-pressure tour of practical AI use cases for sales -- shared not by self-proclaimed experts, but by fellow learners passing along what's actually working. AI use…
- How to Win at Team Selling · 28 Min.In this episode of Building Your Sales Engine, I sit down with Josh Pitchford to discuss the intricacies of team selling. We delve into strategies for managing the chaos that…
- Driving Adoption of Initiatives Through Sales Organizations w/Steve Popp · 28 Min.In this episode of Building Your Sales Engine, I sit down with Steve Popp to delve into the critical topic of driving adoption within sales organizations. We explore the…
- One Question From the Truth: Fix Your Sales Forecast With Clear Futures · 25 Min.Discover why sales forecasts miss the mark -- and how curiosity, skepticism, and clear future commitments can fix your pipeline accuracy for good. Happy ears have ruined more…
- Desire vs. Commitment: Why Your Sales Goals Are Failing You · 23 Min."If you're not committed to doing the work to get to a goal, don't set the goal. Because all you do is hurt your self-esteem and hurt your confidence." Discover the critical…
- Stop Winging It: Why Every Seller Needs a System · 31 Min."If you don't have a system, it's backyard football, after Thanksgiving dinner, everybody go out there and get open. You score touchdowns every now and then, but there's too much…
- The Cost of Doing Nothing: How to Create Urgency in Every Deal · 22 Min.Learn how to put a dollar amount on any sales problem -- the skill that justifies investments, creates urgency, and helps buyers sell internally. Quantifying pain is one of the…
- Hidden Weaknesses: What Assessments Reveal About Hiring Your Next Seller w/ Andy Miller · 54 Min.Discover the hidden weaknesses that sabotage sales hires -- and how assessments reveal the sales DNA that resumes can't show. Hiring the right salesperson is harder than it…
- Why Salespeople Skip Discovery · 28 Min.In this episode of Building Your Sales Engine, I delve into the significance of conducting effective discovery calls. Joined by my colleague Josh Pitchford, we explore why many…
