Building Your Sales Engine – Details, episodes & analysis

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Building Your Sales Engine

Mark McGraw

Business

Education

Frequency: 1 episode/9d. Total Eps: 58

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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🇩🇪 Germany - entrepreneurship
10/04/2026
#96

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http://buildingyoursalesengine.com/follow
31 shares
http://sandler.com
30 shares
https://www.Sandler.com
29 shares

https://www.linkedin.com/in/josh-pitchford-6163274/

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RSS feed quality

To improve

Score global : 42%

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Desire vs. Commitment: Why Your Sales Goals Are Failing You

Thursday, April 2, 2026 • Duration 22:52

"If you're not committed to doing the work to get to a goal, don't set the goal. Because all you do is hurt your self-esteem and hurt your confidence." Discover the critical difference between desire and commitment -- the two ingredients of the will to sell that determine whether your sales goals drive you forward or drag you down. Every sales manager has seen it: a rep who knows what to do but won't do it consistently. In this episode, Mark McGraw and Josh Pitchford unpack why desire without commitment creates a dangerous gap -- and how managers can uncover a salesperson's compelling why without becoming a persecutor in the relationship. In this episode, you'll learn: The real difference between desire and commitment in sales Four types of motivation -- and why only one is sustainable How to uncover your (or your rep's) compelling why The 1-to-10 commitment scale for honest goal conversations Why caring more than your rep makes YOU the problem The pilot light test: how to know if someone has the drive Why setting uncommitted goals destroys your confidence Host: Mark McGraw -- Building Your Sales Engine Co-host: Josh Pitchford -- Building Your Sales Engine Links: Sandler: https://www.Sandler.com Episode page: https://www.BuildingYourSalesEngine.com/ Show links: https://linktr.ee/buildingyoursalesengine Mark on LinkedIn: https://www.linkedin.com/in/markmcgraw/ Josh on LinkedIn: https://www.linkedin.com/in/josh-pitchford-6163274/

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Stop Winging It: Why Every Seller Needs a System

Thursday, March 19, 2026 • Duration 30:41

"If you don't have a system, it's backyard football, after Thanksgiving dinner, everybody go out there and get open. You score touchdowns every now and then, but there's too much on the line to play backyard football." Discover why having a proven sales system beats winging it -- and how it transforms results for sellers and managers alike. Most salespeople default to the buyer's process without realizing there's another option. In this episode, Mark McGraw and Josh Pitchford break down the real benefits of systematizing your sales approach -- from creating predictability and shortening sales cycles to recognizing patterns, combating fear in the moment, and getting to "no" faster. The conversation then shifts to the manager's lens: how a shared system improves forecast accuracy, makes pre-call planning and debriefing actionable, and gives your team a common language for team selling. In this episode, you'll learn: - Why predictability is the #1 benefit of a sales system - How to shape the sales process instead of being shaped by it - The "start with no" mindset that takes all the pressure off - The GATE process: Goals, Actions, Tools, and Exit criteria - How the 10-80-10 concept applies to manager-rep sales calls - Why the most important upfront contract is between seller team members - How a documented system accelerates new rep onboarding 🎙️ Host: Mark McGraw — Building Your Sales Engine 🎤 Co-host: Josh Pitchford — Building Your Sales Engine 👇 Timestamps below 👇 ✅ Like + Subscribe for more expert sales insights 🎙️ Full podcast episodes: buildingyoursalesengine.com **Links:** Sandler: https://www.Sandler.com Show links: https://linktr.ee/buildingyoursalesengine Website: https://www.BuildingYourSalesEngine.com Mark on LinkedIn: https://www.linkedin.com/in/markmcgraw/ Josh on LinkedIn: https://www.linkedin.com/in/josh-pitchford-6163274/

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Winning With Indirect Sales: Driving Results Through Third-Party Partners w/ John Rosati

Thursday, November 13, 2025 • Duration 43:24

How to build a repeatable channel sales engine—from partner selection to enablement to metrics—with a 30-year channel sales veteran.

Selling through channel partners without a system feels like that old vibrating football game—everyone's running around hoping to score. John Rosati has spent 30 years building channel sales engines that create predictable revenue, and in this episode, he reveals exactly how he does it.

As a channel sales leader at Motorola with experience across distribution, manufacturers reps, and two-tier channels, John knows what separates successful channel programs from chaotic ones. In this conversation with Mark McGraw, he breaks down his "sales engine" framework: partner selection (willingness and ability to invest), enablement (training, co-selling, monkey-see-monkey-do), and metrics (dashboards that drive behavior). You'll learn why Sandler is the "how" that enables every channel tool, how to make it easy for partners to do business with you, and why the best partners invest in their people and infrastructure.

About John Rosati John Rosati is a channel sales executive with 30 years of experience in technology sales, currently leading Motorola's channel partner business for professional communications and radio across North America. Starting his career with cold calls at Motorola (70-100 calls a day), John moved through inside sales, outside sales, and eventually into channel leadership roles managing billion-dollar partner networks. He specializes in building repeatable sales engines for channel partners, partner enablement, co-selling strategies, and using metrics to drive predictable revenue. John is passionate about Sandler Training and has implemented Sandler methodologies across his channel teams to create consistent, scalable results.

🔗 John on LinkedIn: https://www.linkedin.com/in/johnrosati911/

Host: Mark McGraw — Building Your Sales Engine

In This Episode:

Why selling through channels is a force multiplier when done right
The "vibrating football game" analogy: What happens without a system

Dissolving Limiting Beliefs: The Neuroscience of Getting Unstuck Fast w/ Rochelle Carrington

Thursday, November 6, 2025 • Duration 32:08

Why traditional therapy can make emotional triggers worse—and how neuroscience-based techniques dissolve limiting beliefs in minutes, not years.

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.

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.

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.

🔗 Rochelle on LinkedIn: https://www.linkedin.com/in/rochellecarrington/

Host: Mark McGraw — Building Your Sales Engine

In This Episode:

Why high achievers with everything externally are burnt out internally
The problem with traditional therapy: Reliving stories deepens neural pathways

Beyond Your Main POC: Build New Relationships That Protect Your Accounts w/ Josh Pitchford

Thursday, October 30, 2025 • Duration 33:09

How to expand relationships in your accounts, identify all the influencers, and protect yourself before your main contact leaves or competitors wedge in.

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.

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.

Relationship Map Template: [Link in show notes]

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.

🔗 Josh on LinkedIn: https://www.linkedin.com/in/josh-pitchford-6163274/

Host: Mark McGraw — Building Your Sales Engine

In This Episode:

Why "another lunch with Grant" won't win you more business
The best defense is a good offense: Building sticky relationships
The 3x3 strategy: Mapping relationships across and up/down
How to "put a fence around your account" to block competitors

How to Lead When You Don't Manage: Influence, Trust & Career Growth w/ Darryl Stromberg

Thursday, October 23, 2025 • Duration 34:41

How to build influence and lead without a title—from an individual contributor to recognized leader in your organization.

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.

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.

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.

Episode page: https://www.BuildingYourSalesEngine.com/

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.

🔗 Darryl on LinkedIn: https://www.linkedin.com/in/darrylstromberg/

Host: Mark McGraw — Building Your Sales Engine

In This Episode:

The critical difference between leadership and management
How to position yourself as a leader through behavior and listening
Why sitting at the front of the room matters at company events

Setting Vision With Your Sales Team: Making SKOs Work w/ Lisa Gosselin

Thursday, October 16, 2025 • Duration 39:02

How to run sales kickoffs that actually work—align, enable, inspire—from a CCO who's transformed 3+ organizations.

Most sales kickoffs overwhelm teams with content and drain energy by day three. Lisa Gosselin has cracked the code on SKOs that inspire action, not confusion.

As Chief Commercial Officer at Cars Commerce, Lisa has transformed go-to-market organizations at three different companies—and she's phenomenal at setting vision. In this conversation with Mark McGraw, she breaks down her SKO framework: align the team around vision, enable them with simple playbooks (not 100-page manuals), and inspire them to execute. She also shares a game-changing insight that surprised Mark after 29 years in sales leadership: finish your SKO with a motivational speaker, not product presentations.

If you're planning a sales kickoff or struggling to get your team aligned on vision, this episode is your playbook.

About Lisa Gosselin

Lisa Gosselin is Chief Commercial Officer at Cars Commerce, where she leads go-to-market strategy, deepens strategic partnerships, and drives revenue growth for dealers and OEMs. Appointed in February 2025, Lisa brings 25+ years of commercial leadership across SaaS, ad tech, and data-driven marketing. Previously, as Chief Revenue Officer at Numerator (Bain Capital-backed), she transformed the commercial organization and delivered four consecutive years of double-digit growth. Lisa has also held senior leadership roles at Conversant-Epsilon, Catalina Marketing, Anheuser-Busch, PepsiCo, and Suntory. She specializes in organizational transformation—building high-performing teams and turning vision into execution.

🔗 Lisa on LinkedIn: https://www.linkedin.com/in/lisagosselin/

Host: Mark McGraw — Building Your Sales Engine

In This Episode:

The 3 pillars of great SKOs: Align, Enable, Inspire
Why the last day has to be a bang (finish with motivation, not product)

Mindset During Adversity: Turning Brain Cancer Into a Blessing w/ David Karp

Thursday, October 9, 2025 • Duration 31:11

How a brain cancer diagnosis became the best thing that ever happened—and what it teaches us about responding to adversity in business and life.

"It was one of the best things that ever happened to me." That's how David Karp describes his brain cancer diagnosis—and he means it.

On his 60th birthday, David got a call from a neuro-oncologist confirming he had a tumor in his brain. Instead of falling into despair, he made a choice—and that choice changed everything.

In this conversation with Mark McGraw, David shares the mindset shifts that helped him navigate adversity: deciding it's not about you, pre-deciding how you'll respond before crisis hits, and being a "person person" instead of a "people person." He also shares the "dog poop principle"—a moment on January 1st that prepared him for the hardest year of his life.

If you're facing adversity in business, health, or life, this episode is a masterclass in perspective, resilience, and choosing growth over fear.

About David Karp:
David Karp is Chief Customer Officer at Disqo, where he leads customer success for some of the world's biggest brands measuring brand advertising impact. With decades of experience in sales, account management, and customer success, David specializes in closing operational gaps and championing the customer. He's been married for 36+ years, is rooted in his faith, and believes in showing up for others—especially when life gets hard.

🔗 David on LinkedIn: https://www.linkedin.com/in/davidalankarp/

Host: Mark McGraw — Building Your Sales Engine

In This Episode:

The brain cancer diagnosis on his 60th birthday—and why David calls it "the best thing"
How to pre-decide your response to adversity before it happens
The "dog poop principle": What stepping in dog poop taught him about perspective

Quality Over Quantity: Prospect with Purpose w/ Rich Simons

Thursday, October 2, 2025 • Duration 40:56

How to build a sustainable sales career by prioritizing quality prospecting, strategic partnerships, and giving value—without burning out on empty activity.

🔗 Download exclusive sales resources at: buildingyoursalesengine.com/giveaway

Most salespeople start their careers chasing numbers—60, 70, 80 dials a day—hoping volume will lead to wins. Rich Simons did exactly that. But 17 years later, he's built a thriving sales career by flipping the script: quality over quantity, relationships over transactions, and giving over taking.

In this conversation with Mark McGraw, Rich shares his journey from cold-calling burnout to sales leadership. He walks through his morning routine (prayer, physical, then professional), why he plans each day the night before, and how speaking at industry events became his #1 prospecting channel. Rich also explains why LinkedIn has become "noisy," how to network with authenticity, and why he's intentional about slowing down the sales process to truly understand his clients' businesses.

If you're tired of grinding through empty activity or want to build a sales career rooted in relationships and real value, this episode delivers a proven blueprint.

About Rich Simons

Rich Simons leads sales at Edge Business Systems in Georgia. With 17+ years in B2B sales, he's known for building deep client relationships, strategic partnerships, and mentoring emerging sales talent.

🔗 Connect with Rich on LinkedIn: https://www.linkedin.com/in/richsimons/

Host: Mark McGraw — Building Your Sales Engine

In This Episode:

Why "quality per day" beats "volume per day" for sustainable success
Rich's morning routine: prayer, physical, professional

Q4 Urgency: Fewer Selling Days, Faster Decisions w/ Josh Pitchford

Thursday, September 25, 2025 • Duration 25:01

Why Q4 isn't 92 selling days — and how to keep deals from slipping to January.

🔗 Download exclusive sales resources at: buildingyoursalesengine.com/giveaway

The calendar says 92 days in Q4. The reality? Subtract weekends, holidays, PTO, and slowdowns in legal and purchasing — and you've got a fraction of that. In this conversation, Mark McGraw and Sandler trainer Josh Pitchford map out how to close strong when time is short: