Building Your Sales Engine
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.
All Episodes
How To Be a First-time Sales Manager with Katie Bodell
<p>Mark McGraw talks to Katie Bodell, the Senior Customer Success Manager at Numerator. Katie opens up about her journey into sales management–sharing her successes, missteps, and the strategies that truly work.</p> <p>To find our handout for this episode, click <a href="https://www.buildingyoursalesengine.com/giveaway2" rel="nofollow">here</a>.</p> <p>You'll learn how to navigate the pitfalls of bad leadership, coach your team to success, and create an environment where everyone thrives.</p> <ul> <li>Katie Bodell starts the conversation by sharing the lessons she learned in her first year of sales management.</li> <li>She also talks about her journey into sales and why she decided to pursue sales management.</li> <li>Katie believes all leaders have to lead by example. When you lead by example, people will naturally be drawn to your actions and want to emulate your behavior.</li> <li>Mark and Katie talk about the negative stereotype around sales and selling–and how sellers can learn to engage with skeptical customers.</li> <li>According to Mark, sales is not about shoving products down people's throats. It's about identifying problems and helping people solve those problems.</li> <li>Katie's advice to people going into sales management–understand that the skills that made you a good individual contributor are not the same skills that will make you a good manager.</li> <li>Unfortunately, many people get into sales management for the wrong reasons. They want to be the boss because it sounds cool, or they're excited about a pay and title bump.</li> <li>For Katie, it's cool to want to be a boss, but it's not cool when you're a bad boss.</li> <li>According to Katie, the litmus test that you should go into management is whether you're genuinely motivated to help other people.</li> <li>Although Mark believes there are a lot of bad managers out there, he believes good management is a skill and anyone can learn to become a good leader.</li> <li>Love and enjoy what you do. Because if you don't like what you're doing, you are just wasting time.</li> <li>As a first-time manager, you might feel like you have to have all the answers. The truth is, you don't.</li> <li>Mark explains why you don't have to have all the answers and why sales leadership is more about fostering a culture of inquiry, curiosity, and thoughtfulness.</li> <li>Mark and Katie agree that the best way to coach someone is to let them coach themselves. Guide them to answer their own questions and figure out stuff on their own.</li> <li>Your goal as a leader is to be the person who coaches people, not the person with all the answers.</li> <li>Mark covers the biggest mistake most new managers make--they go in and do the work instead of letting their people do the work.</li> <li>When you do the work for them, you're taking the opportunity away from your team to become self-sufficient.</li> <li>Mark and Katie break down the dilemma of managing your friends after being promoted–so you can keep the friendships and still get work done.</li> <li>The benefits of keeping notes of each individual on your team because everyone's different and you need to understand what drives every individual on your team.</li> <li>Katie reveals how she became successful at reinforcing and changing people's behavior.</li> <li>The key lies in making it fun and engaging, so that people want to show up to work and want to implement the things that they're learning.</li> </ul> <p> </p> <p> </p> <p>Mentioned in This Episode:</p> <p><a href="http://buildingyoursalesengine.com/follow" rel="nofollow">BuildingYourSalesEngine.com/follow</a></p> <p><a href="http://sandler.com" rel="nofollow">Sandler.com</a></p> <p><a href="http://www.buildingyoursalesengine.com/sandler" rel="nofollow">BuildingYourSalesEngine.com/sandler</a></p> <p><a href="https://www.linkedin.com/in/katie-bodell-stiefbold-54519652" rel="nofollow">Katie Bodell</a> on LinkedIn</p> <p><a href="https://www.amazon.com/Lean-Women-Work-Will-Lead/dp/0385349947" rel="nofollow">Lean In: Women, Work, and the Will to Lead</a> by Sheryl Sandberg <strong></strong></p> <p><a href="http://buildingyoursalesengine.com/2" rel="nofollow">BuildingYourSalesEngine.com/2</a></p>
Dissolving Limiting Beliefs: The Neuroscience of Getting Unstuck Fast w/ Rochelle Carrington
<p>Why traditional therapy can make emotional triggers worse—and how neuroscience-based techniques dissolve limiting beliefs in minutes, not years.</p> <p>What if reliving your past trauma actually makes it stronger? Rochelle Carrington explains why traditional approaches to emotional healing can deepen the very patterns you're trying to break—and reveals a faster, neuroscience-based alternative.</p> <p>As a coach specializing in subconscious emotional patterns, Rochelle works with CEOs, business owners, and high achievers who look successful on the outside but are burnt out inside. In this episode with Mark McGraw, she breaks down how emotions drive actions (which create results), why understanding "why" isn't necessary for healing, and how she helps clients dissolve decades-old limiting beliefs in 3-4 weeks. You'll learn about the 95/5 rule of the subconscious mind, why managing emotions doesn't work, and real results like sleeping through the night, doubled revenue, and healed relationships—all from dissolving emotional triggers in minutes.</p> <p>About Rochelle Carrington Rochelle Carrington is a coach and consultant specializing in helping high achievers dissolve subconscious emotional patterns that drive burnout, stress, and self-sabotage. Using neuroscience-based protocols, she works with CEOs, business owners, and peak performers to release limiting beliefs formed in childhood—without reliving past trauma or telling their stories. Her approach combines neuroscience, somatic psychology, and quantum physics to create rapid, permanent shifts. Rochelle has helped clients sleep through the night after years of insomnia, stop procrastinating, improve relationships, and significantly increase business revenue—all by addressing the emotional patterns running 95% of their actions.</p> <p>🔗 Rochelle on LinkedIn: <a href="https://www.linkedin.com/in/rochellecarrington/" rel="nofollow">https://www.linkedin.com/in/rochellecarrington/</a></p> <p>Host: Mark McGraw — Building Your Sales Engine</p> <p>In This Episode:</p> <ul> <li> <p>Why high achievers with everything externally are burnt out internally</p> </li> <li> <p>The problem with traditional therapy: Reliving stories deepens neural pathways</p> </li> <li> <p>How emotions create actions, which create results (not the other way around)</p> </li> <li> <p>The 95/5 rule: Your subconscious runs 95% of your actions</p> </li> <li> <p>Why you don't need to understand "why" to heal emotional triggers</p> </li> <li> <p>Subconscious emotional patterns formed before age 7 drive adult behavior</p> </li> <li> <p>The nervous system's role: Fight, flight, or freeze responses</p> </li> <li> <p>Why procrastination is often a nervous system freeze response</p> </li> <li> <p>How emotional triggers get dissolved in 10-15 minutes (not years)</p> </li> <li> <p>The difference between managing emotions and dissolving them</p> </li> <li> <p>Why discipline and willpower are compensating for underlying beliefs</p> </li> <li> <p>Real results: Sleeping through the night, relationships healing, revenue doubling</p> </li> <li> <p>The CEO who couldn't stand his company (and expanded to Mexico after 8 weeks)</p> </li> <li> <p>How dissolved beliefs create new neural pathways permanently</p> </li> <li> <p>The reticular activating system (RAS): Seeing opportunities you couldn't see before</p> </li> <li> <p>Why "the why doesn't matter"—just dissolve the emotional charge</p> </li> <li> <p>Managing emotions vs. dissolving emotions: Which actually works?</p> </li> <li> <p>How limiting beliefs like "I'm not good enough" pile up in childhood</p> </li> <li> <p>The water jug analogy: When high achievers finally hit burnout</p> </li> <li> <p>Why this approach is becoming the future of peak performance</p> </li> </ul> <p>Links</p> <ul> <li> <p>Sandler: <a href="https://www.sandler.com" rel="nofollow">https://www.Sandler.com</a></p> </li> <li> <p>Episode page: <a href="https://www.buildingyoursalesengine.com/" rel="nofollow">https://www.BuildingYourSalesEngine.com/</a></p> </li> <li> <p>Show links: <a href="https://linktr.ee/buildingyoursalesengine" rel="nofollow">https://linktr.ee/buildingyoursalesengine</a></p> </li> <li> <p>Rochelle's Substack: Mindset Matters</p> </li> </ul> <p> </p>
Beyond Your Main POC: Build New Relationships That Protect Your Accounts w/ Josh Pitchford
<p>How to expand relationships in your accounts, identify all the influencers, and protect yourself before your main contact leaves or competitors wedge in.</p> <p>If you're only talking to one person in your account, you're one resignation away from losing everything. Josh Pitchford reveals why the "best defense is a good offense" when it comes to account relationships—and shares practical frameworks for expanding higher, deeper, and wider.</p> <p>As a Sandler trainer and coach at Sales Engine, Josh helps sales teams protect and grow their key accounts through strategic relationship building. In this episode with Mark McGraw, he breaks down the "3x3" strategy for identifying influencers, explains why relationship maps beat org charts, and shares why you need to know people's "5 to 9" (not just their 9 to 5). You'll learn how to fence your accounts, and expand relationships before your competition does.</p> <ul> <li> <p>Relationship Map Template: [Link in show notes]</p> </li> </ul> <p>About Josh Pitchford Josh Pitchford is a Sandler trainer and coach at Sales Engine, where he helps sales professionals and teams build predictable revenue systems. With extensive experience in enterprise sales and account management, Josh specializes in teaching relationship-building strategies, account planning, and the Sandler methodology. He's passionate about helping sellers move beyond single-point-of-contact relationships to build the depth and breadth needed to protect and expand strategic accounts.</p> <p>🔗 Josh on LinkedIn: <a href="https://www.linkedin.com/in/josh-pitchford-6163274/" rel="nofollow">https://www.linkedin.com/in/josh-pitchford-6163274/</a></p> <p>Host: Mark McGraw — Building Your Sales Engine</p> <p>In This Episode:</p> <ul> <li> <p>Why "another lunch with Grant" won't win you more business</p> </li> <li> <p>The best defense is a good offense: Building sticky relationships</p> </li> <li> <p>The 3x3 strategy: Mapping relationships across and up/down</p> </li> <li> <p>How to "put a fence around your account" to block competitors</p> </li> <li> <p>Why your competition won't go after your main POC (they'll wedge elsewhere)</p> </li> <li> <p>The #1 fear sellers have: Their main point of contact leaving</p> </li> <li> <p>Relationship maps vs org charts: Why dotted lines matter</p> </li> <li> <p>The advocacy score: Moving people from detractor to champion on a -5 to +5 scale</p> </li> <li> <p>Identifying influencers: There are now 14+ people involved in enterprise decisions</p> </li> <li> <p>The three levels with influencers: Identify, access, influence</p> </li> <li> <p>Bomb-proofing your account: What could go wrong and how to protect yourself</p> </li> <li> <p>Why the weather is always changing in your accounts (every 90 days)</p> </li> <li> <p>How to know people as people: The "5 to 9" not just the "9 to 5"</p> </li> <li> <p>The fuzzy file: Collecting personal information about your contacts</p> </li> <li> <p>Unreasonable hospitality: Going the extra mile with thoughtful gestures</p> </li> <li> <p>Using AI and Etsy for personalized gifts that deepen relationships</p> </li> <li> <p>Mapping to the buyer's network: Connecting your team to theirs</p> </li> </ul> <p>Links</p> <ul> <li> <p>Sandler: <a href="https://www.sandler.com" rel="nofollow">https://www.Sandler.com</a></p> </li> <li> <p>Episode page: <a href="https://www.buildingyoursalesengine.com/" rel="nofollow">https://www.BuildingYourSalesEngine.com/</a></p> </li> <li> <p>Show links: <a href="https://linktr.ee/buildingyoursalesengine" rel="nofollow">https://linktr.ee/buildingyoursalesengine</a></p> </li> <li> <p>Josh on LinkedIn: <a href="https://www.linkedin.com/in/josh-pitchford-6163274/" rel="nofollow">https://www.linkedin.com/in/josh-pitchford-6163274/</a></p> </li> <li> <p>Relationship Map Template: [Link in show notes]</p> </li> </ul> <p> </p>
How to Lead When You Don't Manage: Influence, Trust & Career Growth w/ Darryl Stromberg
<p>How to build influence and lead without a title—from an individual contributor to recognized leader in your organization.</p> <p>Can you be a leader without managing anyone? Absolutely. Darryl Stromberg reveals exactly how to position yourself as a leader even when no one reports to you.</p> <p>As a Sandler Coach at Sales Engine with 30+ years of experience, Darryl knows what separates people who get promoted from those who get stuck. In this episode, he shares the strategies that helped him mentor 18 people—16 of whom earned promotions, above-average raises, or recognition as top performers.</p> <p>You'll learn why your spouse's behavior at company events can derail your promotion, how to "manage up" when you have a weak boss, and the critical difference between leadership and management. Whether you're an individual contributor or a manager developing your team, this episode delivers career-accelerating insights.</p> <ul> <li>Episode page: <a href="https://www.buildingyoursalesengine.com/" rel="nofollow">https://www.BuildingYourSalesEngine.com/</a></li> </ul> <p>About Darryl Stromberg Darryl Stromberg is a Sandler Coach at Sales Engine, bringing over 30 years of leadership and sales operations experience. His career includes roles as Director of North American Operations and Manager of Sales Operations at Motorola Solutions, where he led teams, streamlined processes, and drove performance improvements. Known for his mentoring and coaching, Darryl has helped dozens of professionals advance their careers through intentional leadership development.</p> <p>🔗 Darryl on LinkedIn: <a href="https://www.linkedin.com/in/darrylstromberg/" rel="nofollow">https://www.linkedin.com/in/darrylstromberg/</a></p> <p>Host: Mark McGraw — Building Your Sales Engine</p> <p>In This Episode:</p> <ul> <li> <p>The critical difference between leadership and management</p> </li> <li> <p>How to position yourself as a leader through behavior and listening</p> </li> <li> <p>Why sitting at the front of the room matters at company events</p> </li> <li> <p>The "be entertained, don't be the entertainment" rule for company events</p> </li> <li> <p>How your spouse's behavior can disqualify you from promotions</p> </li> <li> <p>Why leaders are constant learners (books, articles, videos)</p> </li> <li> <p>Building influence through article sharing and mentoring</p> </li> <li> <p>Results from Darryl's mentoring: 16 of 18 people promoted or recognized</p> </li> <li> <p>The Behavior-Attitude-Technique (BAT) framework for leadership</p> </li> <li> <p>Modified monthly performance reviews that drive accountability</p> </li> <li> <p>Managing up: How to succeed with weak managers</p> </li> <li> <p>Scheduling your own one-on-ones with your boss</p> </li> <li> <p>Becoming the "leader of your manager" through influence</p> </li> <li> <p>Filling organizational vacuums as an individual contributor</p> </li> <li> <p>Why you must do your job first before expanding leadership</p> </li> <li> <p>The power of great mentors in career development</p> </li> <li> <p>Testing if management is right for you before accepting the role</p> </li> <li> <p>Leading projects without direct reports to build leadership muscle</p> </li> <li> <p>Building a "dome of trust" with colleagues and leaders</p> </li> <li> <p>Why motive matters: Serving others vs. self-promotion</p> </li> </ul> <p>Links</p> <ul> <li> <p>Sandler: <a href="https://www.sandler.com" rel="nofollow">https://www.Sandler.com</a></p> </li> <li> <p>Episode page: <a href="https://www.buildingyoursalesengine.com/" rel="nofollow">https://www.BuildingYourSalesEngine.com/</a></p> </li> <li> <p>Show links: <a href="https://linktr.ee/buildingyoursalesengine" rel="nofollow">https://linktr.ee/buildingyoursalesengine</a></p> </li> </ul>