Every Saturday morning at 8 a.m. Eastern, Mark Hunter and Meridith Elliott Powell go live to talk about one of the most important parts of business strategy—selling more effectively.
This Saturday was special. It was our 250th episode of Sales Logic.
Discipline and Consistency Win Every Time
Out of 250 Saturdays, we’ve only missed five or six. And most of those were right at the beginning. That’s because we made one key decision early on: Saturday mornings at 8 a.m. Eastern would be non-negotiable.
“It has become such a routine in our lives,” Mark said, “and once it becomes a routine, it’s amazing how much easier it is.”
In sales, it’s not about massive bursts of effort—it’s about showing up consistently.
We Didn’t Wait for Perfection
When we started, there was no polished agenda. We stumbled our way forward until we landed on the structure we use now: a main topic, an audience question, a book recommendation, and a lightning round.
Mark reminded me, “Once you get to 90–95%, you just go. You gotta start… things begin to get better and better.”
That’s true for sales too. If you wait for perfect, you’ll never launch.
Showing Up Whether We Feel Like It or Not
Some episodes hit perfectly. Others… not so much. But we go live anyway.
Meridith put it this way on the show: “Some days I have phenomenal sales calls, sometimes I don’t—but I do them anyway.”
Mark agreed: “It isn’t rocket science. It’s just doing it and doing it routinely.”
No Excuses—Even Across Time Zones
We’ve done the show from airports, hotel rooms, and overseas locations. Sometimes we’ve been up at 3 a.m. to make it work.
As Meridith told listeners, “There’s never an excuse. You make time for what you want to do.”
That applies to sales too—whether you have proposals due, deadlines looming, or travel booked, you still need to make time for prospecting and customer conversations.
Believing in the Outcome Makes the Work Easier
One reason we keep going is because we believe in the impact. We’ve had over a half million downloads, and every week we hear from people who say the show has helped them.
“When you believe in the outcome,” Mark said, “it is amazing how it makes the work that much easier.”
The Best Sales Advice We’ve Ever Gotten
From that number-one episode, here are ten pieces of advice that have shaped how we sell:
- Build your network – “If you never want to cold call again, focus on building relationships.”
- Stay disciplined – “From the moment you wake up in the morning… remain absolutely disciplined.”
- Use your CRM – “Your memory isn’t a strategy.”
- Engage existing customers – “Why spend all that effort landing new customers when you have more business right in front of you?”
- Embrace marketing – “It’s the first step in sales. If you’re not warming up the market, you’re making sales harder than it has to be.”
- Ask outcome-focused questions – “The outcome and the questions have to align.”
- Treat every sales call as a privilege – “If it doesn’t feel different in the first three minutes, you’ve lost them.”
- Stop selling on price – “Sometimes the most profitable deals are the ones you don’t get.”
- Keep learning – “You never master sales—there’s always more to learn.”
- Be accountable – “Great people have nothing to run from, but they still know they need to be propped up.”
The Big Takeaway
If Mark and Meridith had to sum up 250 episodes in one lesson, it’s this: discipline wins.
As Mark put it, “It really isn’t rocket science. It’s just doing it, and doing it routinely.”
Whether it’s producing a podcast, leading a sales team, or closing your next big deal, the actions you repeat without fail are the ones that deliver results.
Show up. Do the work. Keep going—especially on the days you don’t feel like it.
Ever wonder if the pursuit of perfection is holding you back? Join us for the 250th episode of Sales Logic as we celebrate our journey—from a spontaneous idea to a Saturday morning ritual—and reveal why starting and adapting beats waiting for perfection. Hear our top insights on sales leadership, hitting quotas, staying focused, and how AI is reshaping the game. With audience questions, book picks, and our signature lightning round, this episode is packed with lessons from our wins, missteps, and everything in between. Listen in to celebrate this journey with us and get ready to transform your sales strategies.
Lightning Round: Best Sales Advice We’ve Ever Gotten
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