Building Your Sales Engine is a Sandler Podcast hosted by Mark McGraw, a top 1% Sandler Trainer and David H. Sandler award winner. Each episode unpacks the mindsets, habits, and techniques behind real-world sales success giving salespeople and managers a proven, repeatable system they can use to win.
Prospecting Is Not Urgent Until It Is: Build the Consistency Habit
October 1, 2026
“Prospecting is not urgent until it is. Salespeople are wonderful at coming up with other things to do.”
Sales prospecting is the #1 constraint teams name every year. Mark McGraw and Josh Pitchford break down how to build the consistency habit — power hours, friction removal, and the behavioral triggers that get you dialing before your pipeline goes thin.
Ready to level up your sales results?
If you’re looking to equip your team with a repeatable, reliable sales system that actually fits how they sell we should talk. Sales Engine runs high-impact coaching and training programs built to help teams:
- Qualify faster
- Close more consistently
- Get real accountability at every level
If you’re interested in what this could look like for your team, let’s have a quick call.