Episodes

In this episode of Building Your Sales Engine, Mark McGraw welcomes Matt Detjen—North American Training Manager at Michelin and author of 'REFLECT: The Art of Powerful Sales Communication.' Matt shares the mindset shifts and ...

Mark McGraw sits down with Matt Martella, a seasoned executive with over 30 years of experience in tech, media, and digital advertising sales. They dive into the real-world challenges and strategies of cross-selling in B2B en...

Mark McGraw shares the four steps for having a tough conversation with someone. He explains why most of us avoid conflict, how fear distorts reality, and what happens when we wait too long to speak up. To find our handout for...

Mark McGraw sits down with Emily Yepes to unpack the world of account management and what it really takes to succeed at the key account level. They dive deep into the essential mindset shifts, practical tools, and overlooked ...

Mark McGraw sits down with Scott Foernsler to discuss what it really takes to sell to the C-suite. They talk about building champions inside a company, how to stand out in sales events, and ways to have real, effective conver...

Mark McGraw sits down with Josh Pitchford to unpack one of the most misunderstood concepts in sales: Value. You’ll learn what it actually means to deliver value, why it’s different for every buyer, and how to uncover it by fo...

Mark McGraw sits down with Harris Fogel, founder of TechCPG—a company that helps organizations break into the U.S. market and work with consumer packaged goods (CPG) companies. To find our handout for this episode, click here...

Mark McGraw sits down with Terry Turley, the Senior National Sales Director at Primerica. Terry shares the habits and principles behind his extraordinary rise from a nervous, struggling salesperson to leading over 600 offices...

Mark McGraw sits down with Sheri Spencer Bachman to unpack what really makes business partnerships work. Sheri shares practical insight on how to choose the right referral partners, why trust is the key to stronger business r...

Mark McGraw sits down with Tim Geisert to break down how to be a great salesperson in today’s ultra-competitive market. To find our handout for this episode, click here . Tim shares practical strategies for building trust, na...

Mark McGraw sits down with Markku Kauppinen, an expert on conversations and behavioral styles, particularly the DISC model. To find our handout for this episode, click here . Markku shares practical strategies for handling di...

Mark McGraw sits down with Carlos Garrido, founder of Miami Absolute, who’s nearly 100 pounds down and credits Sandler principles for the transformation. To find our handout for this episode, click here . In this episode, Car...

Mark McGraw sits down with Brian Kavicky, the most recent David H. Sandler Award winner. They dive deep into the concept of the unselfish salesperson and why putting the client’s needs first is the key to not just closing sales, but building...

Mark McGraw sits down with Andy Sherman to discuss curiosity and why it’s a superpower in sales. They cover how curiosity helps you stay grounded when conversations get tense, why it leads to better questions (and better outcomes), and what it takes...

Mark McGraw is joined by sales legend and longtime friend John Rosso for a deep dive into the critical (and often overlooked) discipline of pre-call planning. Together, they unpack the four-step framework that turns average sales calls into powerful,...

Mark McGraw talks with John O’Brien, Founder of Sales Talent Group and a legend in the world of recruiting top-tier salespeople. They dive into what it really means to qualify hiring opportunities—for both candidates and hiring managers. John...

Mark McGraw chats with Glen Carey, a seasoned Sandler practitioner and SVP of Sales, about applying Sandler rules beyond sales. Glen shares insights on how these principles translate into everyday life, why they work, and how to use them to improve...

Mark McGraw chats with Peter Ashley, the VP of Business Development at Applied Information, about the keys to selling through distribution. Peter shares insights on choosing the right distribution partners, gaining mindshare, reducing friction, and...

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...

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...

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...

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...

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...

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...