Building Your Sales Engine
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.
Recent Episodes
Stop Guessing: The Sales Assessment Playbook w/ Rachel Chang
How to hire, place, and coach sellers with assessments—so you avoid hunter/farmer mis-hires and reduce burnout. Assessments aren’t paperwork—they’re how you hire better, place smarter, and coach faster. Mark McGraw and Rachel...
How to Manage Change with Heather Martin
How to lead sales teams through change with KPI discipline, psychological safety, clear cadence, and a risk register so signal beats noise. Change doesn’t break sales—silence and guesswork do. In this episode, Mark McGraw and...
Mastering Long Sales Cycles wth Brian Hayes
Long sales cycles aren’t a patience test—they’re a process. In this episode, Mark McGraw and guest Brian Hayes break down how to win 12–24-month capital deals without rushing: speak the buyer’s language, use curiosity to find...
Be Elite: From Mindset to Technique w/ Rob Vaka
Elite selling isn’t hype — it’s standards. In this episode, Mark McGraw talks with sales leader and master connector Rob Vaka about how to link mindset to technique so you sell with clarity, qualify fast, and build trust that...
How to Reframe Stress to Improve Sales Performance With Rebecca Heiss
Stress isn’t the enemy — it’s energy. In this episode, Mark McGraw talks with Dr. Rebecca Heiss, stress physiologist, keynote speaker, and author of Springboard , about how a simple mindset shift can transform performance in ...
Pivot Like a Pro: What to Do When the Sales Call Goes Sideways w/Emil…
In this episode of Building Your Sales Engine, Mark McGraw sits down with Emily Yepes to explore the tension between sales theory and real-world execution. They dive into four core concepts—upfront contracts, pricing, demos, ...
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