Building Your Sales Engine

Mark McGraw

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.

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Building Your Sales Engine

Episodes (72)

Thu Oct 15th Kaizen: The one meeting we've run religiously for 9 years
Thu Oct 1st Prospecting Is Not Urgent Until It Is: Build the Consistency Habit
Sep 17th Getting Your CS Team to Sell /w Steve Popp

Building Your Sales Engine

Oct 15, 2026
23½ minutes
21 MB

The Kaizen meeting is the one 90-minute block Mark McGraw has protected for nine years — and it's the reason his sales operation stopped running on firefighting. Most sales managers spend their week putting out fires, and the uncomfortable truth is that the same fires keep coming back. In this solo episode, Mark McGraw lays out three types of sales managers — the firefighter, the arsonist, and the fire marshal — and makes the case that your success and your sanity depend on which one you default to. The answer is a weekly Kaizen meeting: a blocked, recurring 90 minutes dedicated to constant and never...

Building Your Sales Engine

Kaizen: The one meeting we've run religiously for 9 years

Mark McGraw

00:00 -23:27