Episodes

March 27, 2025

7 Lies Salespeople Tell Themselves

Mark McGraw sits down again with Josh Pitchford to break down the 7 biggest lies that keep salespeople stuck—and how to replace them with a winning mindset. They discuss ways to qualify better, protect your pricing, and stop wasting time on...

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March 20, 2025

Managing Through Channel Partners and Third Parties

Mark McGraw and Josh Pitchford are back together, and discuss the key components of distribution sales, how to train distribution reps effectively, and the key to building strong, profitable relationships with channel partners. To find our handout for...

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March 13, 2025

Why Have a System For Selling

Mark McGraw talks to Josh Pitchford, a Sandler coach and sales training expert who is passionate about helping salespeople and sales leaders achieve their very best through sales training, coaching and sales processes. They discuss the power of having...

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March 6, 2025

Get Buyers to Chase You, Not the Other Way Around with Jordan Eisner

Mark McGraw sits down with Jordan Eisner to discuss what makes a top salesperson and why a winning mindset is super important in sales. Jordan shares how to build strong client relationships, ways to ask the right qualifying questions, and why sales...

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Feb. 20, 2025

How You Can Build a High-Performance Sales Team Using Sandler with Da…

Mark McGraw talks with Dan Ford, the director of AV at Basesix, a technology integrator that makes buildings, campuses, and environments safer, smarter, and simple. Dan shares insights on what makes a great salesperson, how to build a fun company...

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Feb. 13, 2025

Value Selling: How to Escape the Sales Friendzone and Close More Deal…

Mark McGraw talks to Rhonda Greenstreet, the VP of Sales Strategy & Operations at United Concordia Dental. Rhonda shares insights on what defines a best-in-class salesperson, how to transition from social selling to strategic selling, and the...

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Feb. 6, 2025

Lessons in Adversity From a Father, Triathlete and 9-time Cancer Surv…

Mark McGraw welcomes Brian Balmes—a long-time Sandler advocate and the Sales Manager at Mayer Electric Supply. Brian’s inspiring story goes far beyond his professional success. To find our handout for this episode, click . As a nine-time...

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Jan. 30, 2025

Scaling Your Sales Team For Massive Growth with Jut Carnes

Mark McGraw sits down with Jut Carnes to dive deep into the art and science of hiring the right salespeople. To find our handout for this episode, click . Tune in to learn where to find top sales talent, the essential skills to prioritize, and...

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Jan. 23, 2025

From Technical Skills to Sales Skills - Learning to Sell When You’re …

Mark McGraw talks with Nickolas “Nick” Strain, Senior Wealth Advisor at Halbert Hargrove. Press play to learn how Nick “fell” into sales and how the Sandler Selling System has helped him close more deals. To find our handout for this episode,...

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Jan. 16, 2025

Lessons on the Climb to CEO with Brock Faulkner

Mark McGraw chats with Brock Faulkner, the CEO of Dornier MedTech Americas. Tune in to hear actionable tips on building the right team for your company’s future, how Brock transitioned from employee to CEO, and the critical traits every great sales...

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Jan. 9, 2025

Lessons From 14,000 Cold Calls with Colin Mokhtary

Mark McGraw sits down with Colin Mokhtary, a sales development representative who’s made an incredible 14,000+ prospecting calls. Colin dives deep into the strategies that have fueled his success, from developing a resilient mindset to navigating...

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Dec. 19, 2024

Your Winning Prospecting Mindset with Josh Pitchford

Mark McGraw talks to Josh Pitchford, one of the top 1% of sales coaches and trainers globally. Josh is passionate about helping salespeople and sales leaders achieve their very best through sales training, coaching, and sales processes. To find our...

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Dec. 12, 2024

How To Be a First-time Sales Manager with Katie Bodell

Mark McGraw talks to Katie Bodell, the Senior Customer Success Manager at Numerator. Katie opens up about her journey into sales management–sharing her successes, missteps, and the strategies that truly work. To find our handout for this episode,...

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Dec. 5, 2024

Selling Inside Your Own Organization and Account Management Mindsets …

Mark McGraw talks to Steve Popp about the often overlooked connection between internal collaboration and external sales success. Steve explains how improving the way you "sell" within your organization—asking questions, managing projects, and...

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Nov. 13, 2024

Building Your Sales Engine...launching in December!

The Building Your Sales Engine show...launching in December!

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