Episodes

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 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...

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...

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...

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 ...

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, ...

Welcome to Building Your Sales Engine — the podcast where sales leaders and professionals come to sharpen their skills, challenge their thinking, and build a sales process that scales. In Episode 32, host Mark McGraw sits down with Matt Detjen, author of REFLECT: The Art of Powerful Sales Commun…

Cross-selling is one of the fastest ways to drive growth in B2B sales—yet most teams fail to execute it effectively. In this episode of Building Your Sales Engine, we sit down with Matt Martella to break down exactly why cross-selling strategies often fall short, and what sales leaders can do to fi…

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...