The Sales Hunter Podcast: Recent Episodes
Mark Hunter
Welcome to the podcast where driven salespeople learn to master prospecting, sales, negotiation, and success. Mark Hunter, The Sales Hunter trains sales teams all over the world in sales process, mindset, and motivation–now he’s bringing his expertise to you. Each week, Mark invites sales and business leaders, and together they deliver insights to help you learn something new and put it into practice.
This show isn’t just to entertain you, it’s to fire you up! Knowledge is power. Mark's goal is to give you actionable ideas and strategies to make you a more powerful sales professional better equipped to help your customers.
It's time to turn prospects into profits. Great selling! www.thesaleshunter.com
Stop losing deals that should be yours. Join Mark Hunter as he uncovers the real reasons behind losing deals that seem destined to close. Challenge the myth that price is the primary issue and explore powerful insights into discovery, urgency, and aligning with your customer's priorities.
Gain a fresh perspective on how trust, timing, and the decision process impact your sales success. Discover what most salespeople miss when engaging prospects and learn how asking the right questions can transform your sales pipeline.
💡Read the BLOG for this episode
Why most salespeople miss quota, and how great coaching can change that. Renowned sales coach and author Keith Rosen joins Mark Hunter for an eye-opening conversation on the true art of coaching in sales. Keith shares his globally recognized perspective on why so many managers struggle to elevate performance and where companies fall short in building self-reliant teams.
The episode cuts through common misconceptions about coaching and highlights the pivotal role of leadership in shaping team culture and individual motivation. Mark and Keith take listeners behind the scenes, teasing critical mindset shifts for both managers and salespeople, while promising actionable insights on embracing "coach language" and creating an environment where talent can truly thrive.
💡Read the BLOG for this episode.
👤 About the Guest
Keith Rosen is an executive sales coach, leadership expert, and bestselling author dedicated to transforming organizations through effective coaching. Keith has written several influential books, including "Coaching Salespeople into Sales Champions."
Don't panic! That's when you give the discount! Join Mark Hunter as he unpacks the art of handling price objections with confidence and integrity. Discover how to respond at different stages of the sales process while building trust and maintaining control of the conversation.
Mark dives into the pitfalls of discounting too early and stresses the importance of qualifying your customers. Listen in for real-world examples and learn how to position value without falling into common traps that erode your worth as a salesperson.
💡Read the BLOG for this episode.
Is your CRM system boosting your sales or bogging you down with busywork? Kris Billmaier, EVP and GM of Sales Cloud at Salesforce, joins Mark Hunter to reveal how top sales teams use CRM not just as a database, but as an engine for growth.
Kris shares fresh insights into the shift from "gotcha" tools to intelligent platforms that streamline prospecting, automate tedious admin, and put customer-facing time back in every seller's day. This discussion peels back the curtain on new AI-powered features, explores how managers can shift from spreadsheet jockeys to true coaches, and teases a future where sales pros partner with technology for unstoppable results.
💡Read the BLOG for this episode.
👤 About the Guest
Kris Billmaier is the EVP and GM of Sales Cloud at Salesforce, where he leads the development of innovative sales solutions for global businesses.
If you can't state your price with confidence, eye contact, and in a solid voice, you don't believe in it. Join Mark as he reveals the keys to justifying your price with confidence and integrity in every sales conversation. Discover why reducing your price should always be the last resort and how reframing your offer as an investment can shift the buyer's perspective.
Hear why trust is the critical ingredient when selling future outcomes and how to leverage discovery, comparison, and storytelling to build value. Finally, gain insight into the concepts of total cost and total benefit of ownership.
💡Read the BLOG for this episode.
Why most sales meetings fail and how to fix them. Mark Mallchok, co-founder of Brella, joins host Mark Hunter to shine a spotlight on what makes meetings genuinely effective and how companies often miss the mark. Drawing on decades of experience backstage at countless corporate gatherings, Mark unpacks the pitfalls and hidden costs organizations face when they approach meetings without clear objectives and planning.
The conversation dives into the cultural drivers behind last-minute preparation, the real value of human connection, and the challenge of measuring return on experience. Listeners will gain a behind-the-scenes perspective on why maximizing engagement and purposeful agenda matter more than ever.
💡Read the BLOG for this episode!
👤 About the Guest
Mark Malchok is the co-founder of Brella, a company specializing in optimizing corporate meetings and events for efficiency, cost-effectiveness, and engagement.
Join Mark Hunter as he reveals how building genuine business relationships is more effective than chasing a quick close. Mark uncovers the pitfalls of making assumptions, the power of preparation, and the importance of authenticity in the sales process.
Learn how top performers approach closing with confidence and integrity while enabling customers to feel great about their decisions.
💡Read the BLOG for this episode.
What if we overvalue intensity and undervalue consistency? What does true high performance really look like, and are we chasing the wrong formula? Best-selling author Ty Bennett joins Mark Hunter to unpack the findings from his cutting-edge research and new book, "Redefining High Performance." Ty Bennett challenges the long-held belief that simply working harder leads to better results, revealing what actually drives sustained success for sales professionals and teams.
Together, they discuss the overlooked internal barriers that get in our way, from fear of failure to the dangers of comparison and ego. The episode teases practical insights for leaders on how to craft high-performing teams and hints at the power of preparation, connection, and authentic motivation.
💡Read the BLOG for the 5 Drivers.
👤 About the Guest
Ty Bennett is a keynote speaker, best-selling author, and entrepreneur focused on leadership and high performance for organizations worldwide. Ty Bennett is the founder of Leadership Inc., has written multiple books including "Redefining High Performance."
Discounting signals a lack of confidence. Join Mark as he confronts the real reasons behind discounting prices to close a sale and how this habit sabotages your success. Understand why your mindset might be your toughest sales obstacle and the surprising effect of chasing the wrong prospects.
Mark reveals the crucial difference between selling on price and selling on value and shows how aligning with your ideal customer profile can transform your closing rate.
💡Read the BLOG for this episode.
What if conquering fear is the secret to unlocking your sales success? Marine Corps veteran and happiness scientist Jill Schulman joins Mark Hunter to share insights from her journey as an ex-Marine, sales leader, and bestselling author.
Jill's unique background and psychological expertise fuel a compelling discussion about how fear can sabotage performance and how bravery is a skill anyone can train. Listeners will get a glimpse into the science behind changing their relationship with fear and discover why action often comes before confidence.
Together, Mark and Jill unravel the habits that hold salespeople and leaders back, setting the stage for a fresh approach to achieving well-being, performance, and fulfillment in the sales profession.
💡Read the BLOG for this episode.
👤 About the Guest
Jill Schulman is a leadership development expert, best-selling author, and former Marine Corps officer dedicated to helping individuals and organizations conquer fear and build bravery.
A tough market is where you earn your stripes. Join Mark as he reveals why prospecting in a tough market is more essential than ever and what separates the winners from those waiting on the sidelines. Discover how to turn challenging economic conditions into an advantage by building awareness and staying top-of-mind with prospects.
Current customer insights can fuel your prospecting content and create more opportunities. Learn why consistency and tightly focused messaging are key to staying ahead when buying decisions slow down. Tune in to find out how to stay motivated, measure progress, and keep your prospecting muscle strong when the market feels quiet.
💡Read the BLOG for this episode!
Chaos isn't an excuse, and sometimes it's your biggest opportunity. Nathan Mistry, a top-performing residential real estate agent from Dubai, sits down with Mark Hunter to reveal how he kept selling and even thrived in a market rocked by war and uncertainty. Nathan shares his firsthand experience of staying focused and maintaining momentum after a drone strike hit his neighboring building while most competitors left town.
This episode digs into the mindset and strategies that separate true performers from the pack, exploring the power of consistency, integrity, and long-term vision in high-stakes environments. Listeners will hear how Nathan leveraged digital presence and steady habits to come out ahead, leaving practical insights for anyone aiming to win market share when it matters most.
💡Read the BLOG for this episode.
👤 About the Guest
Nathan Mistry is a top-performing residential real estate advisor based in Dubai, specializing in luxury properties and investment opportunities.
Stop losing deals and start overcoming customer hesitation. Join Mark Hunter as he breaks down how to handle the all-too-familiar objection, "I need to think about it." Discover the mindset shift that separates top performers from those who never make quota. Mark explores ways to recognize whether a pause is a true pending 'yes' or just a disguised 'no,' and how to respond in the moment without caving or panicking.
Learn to ask the right questions that bring you closer to the customer's critical needs while keeping the sales conversation alive. Get prepared for your next meeting and stay in control even when a prospect puts up roadblocks.
💡Read the BLOG for this episode.
Delivering value is the true currency in sales, but what does real value actually look like today? Fred Diamond sits down with Mark Hunter to dissect the evolving challenges of value creation in a world where customers are more informed and expectations run high.
Fred shares insights from over 850 episodes hosting the Sales Game Changers Podcast, emphasizing why basic product knowledge is no longer enough and how top sales pros are shifting their focus to truly understand their customers' futures. This episode teases the importance of building industry expertise, investing in relationships, and rethinking the habits that separate mediocre salespeople from standouts.
💡Read the BLOG for this episode!
👤 About the Guest
Fred Diamond is a sales leader, author, and podcast host dedicated to advancing the profession of sales. Fred has led the Institute for Effective Professional Selling and hosts the Sales Game Changers Podcast.
Join Mark as he uncovers the subtle mistakes that erode a salesperson's credibility and cost them the sale. Find out why integrity in selling is rooted in the details and how small missteps can sabotage even the most experienced professionals.
Mark explores real-life scenarios where salespeople falter and provides guidance on earning lasting respect with your customers. Listen in to discover how aligning your actions and promises can build stronger relationships and set the stage for continued success.
💡Read the BLOG for this episode!
Stop pushing, start inviting. Dr. Dennis Cummins, sales communication strategist and author of 'Invitational Selling,' joins the show to introduce a refreshing approach that puts the customer back in the driver's seat. Dennis shares insights on why high-pressure tactics and automated funnels are making buyers tune out.
The conversation covers how to build visibility in a crowded market, why genuine curiosity unlocks better relationships, and the crucial balance between using AI and maintaining a human touch. Listeners will discover new perspectives on connecting with clients, framing meaningful conversations, and creating sales experiences buyers actually welcome.
💡Read the BLOG for this episode!
👤 About the Guest
Dennis Cummins is a sales communication strategist, author, and speaker focused on helping professionals attract high-quality clients. Dennis has authored the book, Invitational Selling.
Chasing likability over credibility can be a trap. Join Mark as he explores whether success in sales is about being liked or being trusted. Unpack the common myths that hold new and experienced sales professionals back from building true business relationships.
Find out why focusing on trust can lead to more honest conversations, better solutions, and stronger long-term results.
💡Read the BLOG for this episode.
Resilience is the unspoken secret behind every sales success story, but what does it actually look like in practice? Former NFL player and business leader Marques Ogden joins Mark Hunter for a raw and revealing conversation about overcoming failure and building success from the ground up.
Marques shares his powerful journey, from the gridiron to bankruptcy, to starting over as a custodian, and finally reinventing himself as a motivational speaker and podcast host. Together, they explore the true meaning of vulnerability, why authenticity is a superpower in business, and how personal setbacks can become blueprints for helping others succeed. This episode invites listeners to rethink the value of accountability, discipline, and learning from hard-won experience in sales and leadership.
💡Read the BLOG for this episode.
👤 About the Guest
Marcus Ogden is a former NFL athlete turned keynote speaker, business coach, and podcast host focused on leadership, resilience, and authenticity. Marcus hosts the podcast Get Authentic with Marques Ogden and is the author of several books on personal and professional development.
Customers are looking for even the slightest reason not to buy. How do I overcome buyer skepticism and be an effective, confident salesperson? Join Mark as he unpacks why buyers are so skeptical and what you can do about it. Discover the keys to breaking through customer doubt and building trust from the very first conversation.
Learn how to stand out from the competition, ask questions that demonstrate empathy, and craft stories that inspire confidence. Mark shares real-world insights to help you turn hesitant prospects into loyal customers and move every conversation toward a comfortable close.
💡Read the BLOG for today's episode!
Prospecting is not something you need to apologize for. Art Sobczak, renowned author of 'Smart Calling,' joins Mark Hunter to debunk overused prospecting myths and challenge sales professionals to rethink their openers, mindset, and every touchpoint. Art draws on his decades of experience to reveal why apologetic cold calls and "numbers games" are sabotaging results.
Together, they explore the psychology behind first impressions, the real impact of leadership on sales teams, and how identity shapes success. This episode is packed with new perspectives and candid stories that will inspire listeners to upgrade their approach to outbound calls without relying on shortcuts or sleazy tactics.
💡Read the BLOG for this episode.
👤 About the Guest
Art Sobczak is a renowned sales trainer, author, and speaker focused on helping professionals master smart prospecting techniques. Art is the author of multiple books including "Smart Calling" and leads training programs through Smart Calling, Inc.
Skepticism is a strength. Join Mark as he reveals how to build trust quickly with even the most doubtful buyers. Discover why handling skepticism upfront transforms resistance into opportunity, and how to use curiosity-driven questions to create real conversations.
This episode teaches on leveraging stories and testimonials at just the right moment, and explores what to do when risk-averse prospects won't budge. Learn how a consultative approach and strategic thinking can turn skepticism into your biggest sales advantage.
💡Read the BLOG for this episode.
What does it really take to stay motivated, both in sales and in life? Darryl Clark, COO and Chief Motivation Officer at Wallace Eannace & Associates, joins Mark Hunter for an inspiring conversation about his incredible journey from the warehouse floor to the boardroom. Darryl shares powerful stories from his early days, revealing the pivotal moments—from sneaking into sales trainings to attending life-changing seminars—that ignited his drive. They explore why finding your passion and purpose is essential and how surrounding yourself with the right mindset can reshape your career and your life.
This episode dives into the secrets behind lasting motivation and self-discipline, teasing strategies for cultivating a purpose-driven routine and building habits that set you apart. =
💡Read the BLOG for this episode.
👤 About the Guest
Darrell Clark is the COO and Chief Motivation Officer at Wallace Eannace & Associates, where he focuses on leadership and daily motivational outreach. Known as the "creative thought scientist," Darrell inspires others through his daily audio messages and a career that spans from warehouse beginnings to executive leadership.
Integrity is not soft. Want to boost sales and lower stress? It's time to embrace integrity-driven selling. Join Mark as he unpacks what integrity really means in sales and how it goes far beyond just being honest. Hear why selling with consistency and alignment builds trust and fuels long-term relationships.
Discover how focusing on the small things shapes your reputation and why demonstrating integrity pays off in referrals, higher margins, and reduced competition.
💡Read the BLOG for this episode.
Are your sales questions falling flat, or are they opening up dynamic conversations with buyers? Sales and marketing expert Andy Greenberg joins Mark Hunter to dissect the art of asking the right questions in today's challenging marketplace. Together, they explore why turning buyers into teachers transforms the information flow and helps sellers stand out.
Mark Hunter and Andy Greenberg discuss strategies for uncovering hidden decision makers, validating urgency, and navigating the delicate topic of price with humor and poise. Listeners will find themselves challenged to rethink their questioning techniques and motivated to approach their next sales call with renewed confidence and integrity.
💡Read the BLOG for this episode.
👤 About the Guest
Andy Greenberg is an author, speaker, and seasoned sales and marketing expert dedicated to helping organizations accelerate growth and achieve better results.
These are not questions you make assumptions about. Join Mark Hunter as he reveals the six essential questions every salesperson must ask prospects early in the sales process. Discover how to separate prospects with real intent from those merely showing interest. Learn why assumptions can derail your deal and how intentional questioning protects your time and uncovers hidden decision-makers.
Mark unpacks the art of qualifying leads to help you move faster toward sales that close, all while building stronger relationships and understanding urgency. Tap into these strategies to sharpen your prospecting skills and ensure your efforts always count.
- What problem are you trying to solve?
- Why now??
- Tune in for #3-#6!
💡Read the BLOG for this episode.
Uncertainty and change are shaking up the sales world at an unprecedented pace, but what if disruption could be your greatest advantage? Meridith Elliot Powell, global keynote speaker and authority on navigating uncertainty, joins Mark Hunter to demystify how top performers and organizations succeed in times of chaos. Meridith draws on years of in-depth research and the lessons of history to reveal why so many well-known companies fail, and how a select few turn adversity into opportunity.
Listeners will also hear Mark and Meridith tackle tough questions around short-term sales thinking, shifting industries, and the damaging myth of price sensitivity. The episode teases actionable tactics for focusing on people, adapting sales approaches, and staying present when customers need you most—all without revealing all the secrets. Remain tuned for powerful takeaways that help today's sales professionals find stability and success in any market.
💡Read the BLOG for this episode.
👤 About the Guest
Meredith Elliott Powell is an award-winning author, keynote speaker, and business strategist focused on helping organizations thrive in times of uncertainty and change. Meredith has written multiple books and co-hosts Sales Logic Podcast with Mark.
Let's not confuse activity with opportunity. Join Mark Hunter as he explores why a full pipeline often fails to translate into closed deals. Learn to spot the difference between real opportunities and empty activity, and discover the questions every salesperson should ask to uncover true buyer intent.
Learn practical steps to clean out your pipeline and focus on deals that are most likely to close. Get ready to strengthen your sales process and ensure every stage in your pipeline is moving forward for maximum results.
💡Read the BLOG for this episode.
Is your sales process built around the seller's journey or the buyer's journey? Frank Kitchen, CSP and acclaimed sales leader, joins Mark Hunter to unpack exactly why understanding the buyer's intent is what separates average performers from top-tier salespeople. Frank draws from his extensive experience leading sales and customer service teams, illustrating how genuine relationship-building and strategic timing are the keys to getting ahead of the competition.
Together, Mark and Frank challenge the common approach of chasing endless leads and instead reveal how to filter prospects using smarter questions and targeted research. They tease a practical framework that flips traditional sales scripts, emphasizing the art of asking, active listening, and mapping outreach to the customer's real buying window.
💡Read the BLOG this this episode.
👤 About the Guest
Frank Kitchen is a keynote speaker, author, and Certified Speaking Professional (CSP) who helps organizations and individuals create positive cultures and achieve peak performance. Frank delivers engaging presentations and training focused on leadership, personal growth, and workplace culture.
Your customers are seeing your messages, they're just choosing not to respond. Join Mark as he reveals what to say in your first outreach message to boost response rates and grab the attention of hard-to-reach prospects. Explore how to craft concise, impactful emails and voicemails that address real customer problems and stand out in busy inboxes. Learn why your opening line matters more than you think and how a well-framed question can spark interest. Uncover the importance of timing, message variety, and a low-friction call to action to keep your outreach strategy effective and persistent.
💡Read the BLOG for this episode.
Is your sales strategy lost in translation between the boardroom and the sales floor? Tim Ohai, author of "The Zen of Strategic Execution," joins the show to illuminate where most companies stumble in turning strategy into action. Tim shares lessons learned from a global career with giants like Shell, Microsoft, and Walmart, giving listeners an inside look at why well-crafted strategies often fall apart when people get involved.
The conversation dives into the true meaning of execution, unraveling myths about planning and highlighting the hidden obstacles that can sabotage growth. Mark and Tim share vivid stories, including a $300 million NASA mishap, to show how clarity and alignment make or break success. Tune in for a thought-provoking discussion that will challenge sales managers and executives to rethink how they communicate strategy and foster a culture of high performance.
💡Read the BLOG for this episode.
👤 About the Guest
Tim Ohai is a consultant, author, and speaker specializing in strategic execution and leadership development for global organizations. Tim co-founded the Ubuntu Mission nonprofit, authored 'The Zen of Strategic Execution,' and hosts the How to Not Execute Your Strategy podcast.
It's time to stop chasing leads and start focusing on attracting them instead. Discover how a shift in mindset from transactions to building relationships can transform your pipeline and generate ongoing opportunities. Mark offers insights on leveraging content, referrals, and your existing network to boost your visibility and credibility. Tune in for a fresh perspective on becoming the go-to expert in your industry and learn how simple, consistent actions can create lasting impact for your sales success.
💡Read the BLOG for this episode.
What's the blueprint for sustainable sales performance leadership? In this episode, Mark welcomes sales leadership expert and author Steven Rosen. Steven shares the hard truths about why sales managers and leaders often get stuck in cycles of endless firefighting and what really happens when enforcement and discipline are missing from the system. Their conversation unpacks the pitfalls of spreadsheet management and highlights the necessity of adopting a coaching mindset to truly develop sales teams.
Mark and Steven explore how observational coaching separates high-impact managers from those who just check the boxes. They examine the roles that questioning, accountability, and consistency play in transforming overwhelmed sales managers into focused sales leaders. This episode challenges leaders to rethink old habits.
💡Read the BLOG for this episode.
👤 About the Guest
Steven Rosen is an executive sales coach, speaker, and author dedicated to transforming sales leadership and performance. Steven is the founder of STAR Results, has over 30 years of experience, and most recently authored the book Focused: A Leadership Discipline for Sales Managers Under Pressure.
Join Mark as he unpacks how to follow up with prospects without sounding desperate or pushy. Discover why most follow-up messages fall flat and learn how to turn every touchpoint into a valuable interaction. Mark explores the difference between generic check-ins and outcome-focused communication. Plus, learn how sales professionals can use insight-driven messaging to build credibility. Get a preview of creating conversations that encourage engagement and set the stage for meaningful next steps with your prospects.
💡Read the blog for this episode!
Integrity is easy when times are good, but what happens when adversity strikes? Anton Gunn, renowned advisor and leadership expert, steps into the Sales Hunter Podcast to discuss the true meaning of sales leadership and integrity. Anton shares powerful stories from his career, including personal tragedy, to reveal why authenticity matters most when challenges arise. The conversation uncovers why leaders must own their decisions and tackle the temptation to pass blame, especially when the pressure is on.
Mark and Anton examine the real costs of compromised integrity, from damaged reputations to lost trust among customers and team members. Together, they tease out strategies for building and sustaining loyalty with the Affinity Trinity, a framework that sales professionals won't want to miss. Discover why quick apologies and meaningful actions are critical to repairing your credibility when things go wrong.
💡Read the BLOG for this episode.
👤 About the Guest
Anton Gunn is a leadership expert, keynote speaker, and former senior advisor to President Barack Obama focused on building high-performing, inclusive organizations. Anton is the author of multiple books and frequently consults with Fortune 500 companies on leadership, culture, and social justice.
What's the simple yet powerful shift that opens doors to longer, more meaningful sales conversations? Mark reveals the biggest mistake salespeople are making in today's fast-paced market and how it could be sabotaging your results. Discover why leading with your product leaves prospects cold. Gain insights on engaging your ideal customers with relevance and integrity, and learn how a customer-focused approach creates lasting value. Don't miss Mark's personal stories and actionable ideas that will help you transform prospecting calls and banish discount desperation for good.
💡Read the BLOG for this episode.
Is there anything in life that you couldn't improve by 5% over 90 days? Gene McNaughton, veteran sales consultant, joins The Sales Hunter Podcast to unpack the concept of the "aggregation of marginal gains." Gene shares his extensive experience helping companies achieve explosive growth, not through chasing silver bullets, but through small, strategic improvements at every stage of the sales process.
Mark and Gene dive into the practical mindset shifts required for sales leaders who want to level up. Their conversation teases how to pinpoint the most impactful KPIs, examine the underlying factors that influence conversion rates, and foster sustainable record-breaking growth. Listeners will learn how incremental change can transform both teams and individual sellers.
💡Read the BLOG for this episode.
👤 About the Guest
Gene McNaughton helps companies build predictable, scalable, and repeatable growth systems. He's the President at GrowthSmart Consulting and Elite Concepts Business Growth Consulting.
Silence is not rejection. It's uncertainty. Join Mark as he explores why prospects may suddenly stop responding and what sales professionals can do to regain engagement. Uncover how uncertainty, not rejection, leads to silence and why building confidence is crucial throughout the sales process. Learn how to ask better questions and share insights that matter to your potential customers.
Find out the importance of alternate connections, a strong marketplace presence, and the right follow-up cadence. Tune in for key recommendations on staying relevant and persistent with high-value opportunities.
💡Read the BLOG for this episode.
Your own brain is your worst enemy. With a coach, you have a second brain. Jeb Blount Jr., of Sales Gravy joins Mark Hunter to uncover what it really means to have a competitive mindset in selling. Together, they investigate how the philosophy of competition shapes both your professional and personal life. The discussion pushes listeners to examine the standards they set for themselves and challenges them to consider whether true accountability can exist without an external partner.
Listeners will hear actionable stories about finding effective accountability partners and learn why coaching is much more than simple cheerleading. Jeb shares insights from his leadership journey and personal experiences with competitive sports and figure skating, paralleling these lessons to elite sales performance.
💡Read the BLOG for this episode.
👤 About the Guest
Jeb Blount Jr. is a sales trainer for Sales Gravy and host of the Sales Gravy Podcast.
9 Proven Tips to Prospect and Sell in Unfamiliar Markets. Learn how to quickly identify the right connections, gather essential industry knowledge, and target high-profile customers—even when you're starting from scratch. Mark explores practical ways to build credibility and relationships that open doors, plus insight on leveraging tools like LinkedIn and trade associations. Discover the foundational steps for moving from outsider to trusted partner without feeling overwhelmed, and set yourself up to break into new markets with confidence.
💡Read the BLOG for this episode.
There is something distinctly human that is within every successful sales process. In this eye-opening episode, Mark Hunter sits down with sales performance leader Jeff Bajorek to challenge surface-level assumptions about success. Together, they examine why repeatable, high-profit pipelines and genuine customer relationships are harder to define than most leaders think. Jeff shares fresh perspectives on why longevity in business does not always equal consistent excellence and why uncovering the real differentiators within your sales team might require asking tougher, deeper questions.
Mark and Jeff unravel whether "good" is defined by process, mindset, or the people behind the methods. Their discussion tackles the impact of automation and AI, cautioning companies against losing the personal touches that built their customer loyalty in the first place. The episode promises actionable insights for leaders who want to discover their unique "secret sauce" and achieve consistent high performance, all while putting the voice of the customer at the heart of their definition of success.
💡Read the BLOG for this episode.
👤 About the Guest
Jeff Bajorek is a speaker, sales leader, and trainer intent on helping sales organizations perform better. Jeff has authored three books and hosts the podcast Rethink the Way You Sell.
It's JUST a conversation. Join Mark as he digs into the reality of sales call anxiety and shares why even seasoned pros still face call reluctance. Discover how to shift your mindset, embrace the value of conversations over pitches, and find motivation in your own success stories. This episode offers practical advice for setting goals, building habits, and holding yourself accountable, all designed to help you overcome hesitation and connect with more prospects. Let's boost your confidence and get you back on the phone.
💡Read the BLOG for this episode.
What does it really mean to lead with energy, purpose, and integrity? In this compelling episode, Mark Hunter welcomes Brent Pohlman, CEO of Midwest Laboratories and author of "Leading with Zest," for an insightful exploration into the intersection of leadership and sales. Brent shares personal stories that reveal his journey from self-doubt and reactive leadership to discovering the transformative power of values-driven action. His approach isn't just for leaders in title—anyone striving for greater impact will find valuable takeaways in their discussion.
Listeners get a glimpse into practical strategies for inspiring teams and building trusted relationships in and out of the workplace. Brent and Mark delve into why authenticity matters more than ever, how to navigate rapid change, and the habits that sustain positive momentum.
💡Read the BLOG for this episode.
👤 About the Guest
Brent Pohlman is the CEO of Midwest Laboratories and author of 'Leaders Look Within,' as well as 'Leading with Zest.'
There are four essential ingredients every value proposition needs to win over customers and avoid the trap of competing on price alone. Discover how to approach client conversations with greater clarity and ask the right questions early, ensuring your proposal never stalls out at the finish line. Mark shares strategies for building lasting trust and confidence with prospects, so your solution stands out. Packed with practical advice, this episode will help sales professionals fine-tune their pitch and secure more success in every deal.
💡Read the BLOG for this episode.
Is your CRM system working for you, or are you working for it? CRM expert Taylor Payne joins Mark Hunter to demystify the true purpose of CRM tools and challenge the perception that they exist only to monitor sales teams. Taylor sheds light on the big disconnect between sales leadership and salespeople, and breaks down why most organizations treat their CRM as an overpriced spreadsheet instead of a growth engine. This episode uncovers common mistakes that leave CRM investments wasted and reveals how culture, customization, and clarity all play a role in transforming CRM from a "gotcha" tool into a "getcha" tool.
Mark and Taylor also explore how designing the right process and getting sales team input can turn a CRM into a daily road map to more deals and deeper client relationships. The episode is packed with thought-provoking anecdotes and actionable steps for anyone ready to finally see ROI from their CRM system.
💡Read the BLOG for this episode.
👤 About the Guest
Taylorr Payne is Co-founder and President of Quantum Forest, which turns brand stories into high-engagement video games as marketing assets.
When you sell with integrity, the marketplace notices. Join Mark Hunter as he explores the real ROI of integrity-first selling and why it matters at every level of the sales process. Discover how selling with integrity can transform your relationships, reduce stress, and elevate productivity for both individuals and teams.
Mark breaks down the unique benefits for salespeople, managers, and companies, showing how integrity fuels business growth and reputation. Get a glimpse into actionable ways to attract better customers, boost team morale, and increase profitability.
💡Read the BLOG for this episode.
If you think hiring top sales talent is hard, you're not alone, because the process is fundamentally broken. Alice Heiman, renowned sales leader and advisor to CEOs across the tech world, sits down with Mark Hunter to expose the pitfalls lurking inside today's sales hiring routines. Drawing from conversations in the C-suite, Alice shares her front-line view of why so many salespeople aren't succeeding and how outdated approaches fail to meet today's transformed customer journey. The episode uncovers why the classic practices of the 1980s and 1990s don't stack up to modern buyers who are armed with information and high expectations.
Listeners are in for a reality check on what it truly takes to build a high-performing sales team. The discussion explores the expensive cost of hiring the wrong people, the dangers of focusing on volume over quality, and the importance of aligning your sales hiring process with the needs of current buyer personas.
💡Read the BLOG for this week's episode.
👤 About the Guest
Alice Heiman as a consultant guides CEOs and sales leaders to build the strategy they need to increase their sales, and is also a keynote speaker and the host of the Sales Talk for CEOs podcast.
Lead with integrity and you sleep better. Mark opens up about those moments when sales professionals realize they've made mistakes and wonder what to do next. Hear personal stories from Mark's own career, and uncover the lessons that come from facing ethical challenges head-on. This episode dives into real-life situations that test integrity, explores why it matters in sales, and prompts listeners to reflect on their own decision-making.
Discover how staying anchored to your values can impact your business relationships for years to come. If you've ever asked yourself, "What now?" after blowing it, this is an episode you won't want to miss.
📚Order Mark's new book, Integrity First Selling → on Amazon.
💡Read the BLOG for this episode.
Self-awareness is a superpower. What if ROI meant something entirely different in your sales strategy? Jamie Diglio, founder of The Win Room and former leader at Microsoft and Gartner, stops by to challenge the traditional view of ROI. Instead of focusing on return on investment, Jamie introduces the concept of "return on interactions" and shares how this subtle mindset shift can make every conversation more profitable. Together with Mark Hunter, she reveals why being memorable and present is more vital than ever in a world shaped by AI and information overload.
Listeners will get a preview of Jamie's unique frameworks that help sellers and leaders decode how prospects and team members listen. The episode teases practical ways to heighten self-awareness, adapt your style, and break through the noise by tailoring your approach.
💡Read the BLOG for this week's episode.
👤 About the Guest
Jaime Diglio is a Harvard Sales Coach and TEDx Keynote Speaker. She's also the author of 'Moneyball Leadership,' and Founder of The Win Room.
Sellers with integrity serve before they sell. Join Mark as he takes you through the keys to prospecting with integrity in today's competitive sales environment. Discover why building authentic relationships is more effective than chasing quick deals, and learn how serving clients first can set you apart from the crowd.
Mark explores practical strategies for staying aligned with your expertise, adding real value during outreach, and keeping your pipeline strong with purposeful connections.
📚Order Mark's new book, Integrity First Selling → on Amazon.
💡Read the BLOG for this episode.
What does it really take to push past massive challenges and build a winning sales career? Patrick Engasser, an inspiring coach, speaker, and author, brings his incredible journey to the show. Blind since birth and starting his professional life in radio, Patrick navigated a turbulent economy, survived a grueling call center, and ultimately found his calling in sales. He shares how his faith and clear sense of purpose propelled him from the bottom rungs of a competitive sales force to its top performer, before becoming a leader and mentor for others.
In this episode, host Mark Hunter dives deep with Patrick to explore the often-overlooked foundations of true sales success. Listeners will get a glimpse into how mindset, daily habits, and a well-defined personal "why" can fuel extraordinary growth, even when the odds seem stacked against you.
👤 About the Guest
Patrick Engasser is a best-selling author, international speaker, and success coach. Learn more at www.talkwithpatrick.com
Sales is not a profession. It's a lifestyle of serving others. Join Mark as he reveals why your sales process might not be delivering the results you want and why it's more important than ever to tighten your focus.
Explore the difference between buyer interest and intent, and learn why old habits of chasing endless leads are keeping you from true success. Mark uncovers the modern challenges of reaching customers and the crucial need to de-educate and re-engage with prospects in meaningful ways. Gain insight into how targeted questioning and storytelling can help build trust and confidence with potential clients.
💡Read the BLOG for this week's episode.
Ross Bernstein, renowned author of nearly 50 books and celebrated keynote speaker, joins Mark Hunter for an action-packed episode that challenges conventional sales wisdom. Ross brings his energetic perspective on hustle and relationship-building, revealing the tactics that make his sales approach stand out. From leveraging speed, responding to inquiries, or building genuine enthusiasm over the phone, Ross shares the mindset that has helped him connect with clients across all seven continents.
The conversation delves into the importance of customizing every touchpoint, doing deep research, and making the client feel like the hero. Mark and Ross discuss strategies for overcoming rejection, maintaining abundant generosity in competitive industries, and turning "no" into future opportunities.
👤 About the Guest
Ross Bernstein has delivered 2000+ keynotes on all seven continents, he's also authored nearly 50 sport books.
💡Read the BLOG for this episode.
When it's easy for a customer to refer you to someone, you're instantly easier to trust. Listen as Mark unpacks the power of the breadcrumb strategy to generate more referrals and accelerate sales. Discover how a strong online presence and consistent integrity in selling can lead to higher close rates from referred prospects. Mark reveals why treating customers right naturally leads to recommendations, and how staying visible across digital platforms boosts your findability. Learn why nurturing your existing network pays dividends and get inspired to track your referral sources for business growth.
💡Read the BLOG for this episode.
Ready to elevate your brand above the noise? In this episode, bestselling author and keynote speaker David Newman joins Mark Hunter to explore the transformative concept of "Market Eminence." David reveals strategies from his latest book, focusing on how professionals and teams can amplify visibility, earn deep marketplace respect, and foster true brand preference. Mark and David discuss why authentic transparency is the key to drawing in the perfect customers and letting go of those who aren't a match.
Listeners get actionable prompts for developing a bold, contrarian slant that sets them apart in any industry. Mark and David urge sales professionals to move past tired tactics, giving both sellers and buyers permission to engage honestly and decisively. If you're ready to rethink your approach and build a compelling reputation, this episode is your gateway to standing out and driving unstoppable growth.
👤 About the Guest
David Newman, author of the 'Do It!' series, and now author of new book, 'Market Eminence, is a keynote speaker, C-Suite Advisor, and podcast host. Get David's free resources at www.marketeminence.com
💡Read the BLOG for this episode.
If you have the ability to help someone, you owe it to them to reach out to them. Join Mark as he unpacks the real reason most sales opportunities slip away: poor follow-up. Explore how a disciplined approach can turn ghosted leads into engaged prospects and reveal hidden commissions in your pipeline.
Learn why simply "checking in" isn't enough and get a preview of smarter ways to stand out. Mark shares why following up with purpose sets you apart and hints at actionable steps to make your outreach more valuable.
📚Pre-Order Mark's new book, Integrity First Selling → on Amazon.
💡Read the BLOG for this week's episode.
What's the secret to creating breakthrough success in sales and in life? Mark Hunter is joined by Brian Biro, who shares the powerful mindset behind achieving next-level results. Brian uncovers why controlling your controllables and focusing on character can set professionals apart.
Listeners will discover why humility, presence, and the art of asking great questions are essential to building deep connections with clients and teams. Mark and Brian also reflect on the challenges of dealing with uncertainty and siloed thinking. Don't miss this energizing episode filled with stories and frameworks that invite sales professionals to shift their internal dialogue from "I have to" to "I get to"—opening the door to fresh opportunities and stronger relationships.
📚Pre-Order Mark's new book, Integrity First Selling → on Amazon.
👤 About the Guest
Brian Biro is one of the nation's foremost speakers and teachers of Leadership, Possibility Thinking, Thriving on Change, and Team-Building.
💡Read the BLOG for this week's episode.
Selling with integrity is not an option in today's world. Join Mark Hunter as he explores the rewards of selling with integrity and how it can transform your business relationships. Discover why transparency matters, even when things get tough, and how prioritizing your customer's needs can lead to long-term success.
Mark uncovers why authentic selling attracts quality customers, creates more referrals, and lowers customer turnover.
📚Pre-Order Mark's new book, Integrity First Selling → on Amazon.
💡Read the BLOG for this week's episode.
Price transparency is shaking up the sales world. Is your company ready for the new era? In this episode, Mark Hunter welcomes Marcus Sheridan, author of 'Endless Customers,' for a timely exploration of pricing openness and trust in the digital marketplace. Marcus brings fresh data and unique stories about how today's buyers demand more information earlier in their journey, and why classic objections to sharing prices are quickly becoming outdated. The conversation dives into the psychology of the modern buyer, the rapid shift toward transparency accelerated by AI, and the critical mistakes that can erode trust before a sales conversation even begins.
If you're ready to future-proof your sales approach and build lasting credibility, this is an episode you won't want to miss.
👤 About the Guest
Marcus Sheridan is the author of 'Endless Customers,' and 'They Ask, You Answer.' He's a keynote speaker, and Co-Founder of 'AI Trust Signals' as well as Priceguide.ai.
MarcusSheridan.com | Get your free AI trust score at: AITrustSignals.com
💡Read the BLOG for this episode.
The scoreboard reads 0 to 0. The clock has just started. What are you going to do to make it a different year? Kick off the new year with Mark Hunter as he explores why true sales growth starts with your mindset, not just a new process. Find out how your attitude shapes your results and why viewing yourself as a victor is key to outperforming last year's success.
Get a peek at why celebrating small wins, staying accountable, and managing your time can dramatically change your trajectory. Listen in to discover what really sets top performers apart as the scoreboard resets for a fresh year.
💡Read the BLOG for this week's episode here.
What separates a good salesperson from a truly great one, especially when everyone starts with the same training and resources? In this episode, Mark Hunter welcomes Dave Brock, author of "Is 'Good Enough' Good Enough?" to challenge conventional wisdom about sales performance. Dave shares his unique perspective on why some salespeople and companies consistently outperform their peers, even when the playing field appears level. The conversation focuses on the hidden drivers behind top results, including the powerful impact of mindset and behavior.
Mark and Dave dig into the subtle habits that differentiate high performers, such as radical accountability, caring for customers, and daily discipline. While the episode teases methods to break through average results, sales leaders and professionals will take away compelling questions about unlocking full potential and creating real customer-centric value.
👤 About the Guest
Dave Brock is author of 'Sales Manager Survival Guide' and new book, 'Is 'Good Enough' Good Enough?'. You can find the new book here on Amazon.
💡Read the BLOG for today's episode here.
Your insights, intuition, and empathy matter. Sure, AI is a great starting tool—but not a great finishing tool. So if AI is coming for your job, how do you win? Mark shares his AI Manifesto directly from his new book, Integrity First Selling, to foster a key mindset shift from anxiety to confidence.
Let's dive in to which human skills you need to fortify in the battle against tech.
📚Pre-Order Mark's new book, Integrity First Selling → on Amazon.
💡Read the BLOG for this week's episode.
You can't just throw up AI slop and call it content. AI may be flooding your inbox, but does it still have a place in authentic sales outreach? Mandy McEwen, digital marketing expert and founder of Mod Girl Marketing, joins Mark Hunter to help sales professionals navigate the evolving landscape of LinkedIn and social media in the age of artificial intelligence. Mandy unpacks the biggest shifts happening in buyer behavior, offering fresh insights into how sales teams can leverage AI without losing the human touch. Listen in to discover why personalization alone isn't enough and how genuine relevance can help you stand out.
Mark and Mandy probe the growing importance of building a visible, trustworthy personal brand on LinkedIn. They explore common pitfalls in sales prospecting, from lazy automation to the dangers of spammy messaging that threatens your reputation. Tune in for tips on optimizing your LinkedIn presence, using buyer intent signals, and why slowing down could be the smartest move for your team this year.
👤 About the Guest
Mandy McEwen is a LinkedIn and Sales Navigator trainer helping B2B founders and sales teams turn LinkedIn activity into real pipeline with a human-first system, custom AI tools, and a simple thirty minute a day rhythm.
💡Read the BLOG for this week's episode.
2026 will be the year of less, not more. Join Mark as he unpacks what it takes to succeed in prospecting for 2026, revealing why old tactics are fading fast. Get a preview of how to build meaningful relationships, harness referrals with proof, and position yourself as a trusted advisor in an AI-driven world.
Find out WHY less can mean more, and how narrowing your focus leads to stronger results and deeper trust with prospects. Tune in to discover which foundational shifts every salesperson must embrace to stay ahead of the curve this year
💡Read the BLOG this week's episode.
How do the latest breakthroughs in science reshape the way we approach selling? David Hoffeld, renowned sales thought leader and author of "The Science of Selling," joins Mark Hunter to dig deep into the true mechanics of the buying process.
Drawing from tens of thousands of peer-reviewed studies in behavioral economics, psychology, and neuroscience, David reveals why the fundamentals of how our brains make buying decisions have never changed, even as the world of sales keeps evolving. This episode tackles the pivotal question: what really makes buyers say yes, and how can salespeople guide customers with confidence, integrity, and lasting impact?
If you want to better serve your customers and gain a critical edge in competitive markets, don't miss this episode.
👤 About the Guest
David Hoffeld has pioneered a groundbreaking sales training approach based on neuroscience and behavioral science that dramatically increases sales results. He's the author of 'The Science of Selling' and 'Sell More with Science.' Find out more at: www.hoffeldgroup.com
💡Read the BLOG for this week's episode.
We don't close sales, we open relationships. Join Mark as he unpacks what it truly means to sell with integrity in a rapidly changing sales landscape. Discover why traditional approaches are falling short despite the rise of new technology and AI tools. Mark explores four core elements that redefine integrity for sales professionals and challenges you to take a closer look at your pipeline and relationships.
This episode will prompt you to rethink your strategies, build deeper trust with customers, and position yourself as a standout authority in an increasingly noisy marketplace.
Look out for Mark's new book: Integrity First Selling, launching in 2026!
Can you bring humanity back into AI-driven selling? Mark sits down with Paul Fuller, CRO of Membrain, for a conversation that unpacks the accelerated pace of change in sales and leadership brought on by AI. Paul brings his unique perspective on blending technology with the foundational elements of leadership, service, and creativity—urging listeners to define their North Star as sales evolves at unprecedented speed. Together, they dig deep into why the human element can't be allowed to exit the stage even as automation and AI tools become more sophisticated.
The episode explores how sales organizations risk becoming too mechanical, losing sight of relationship-building and problem-solving in their quest for efficiency.
👤 About the Guest
Paul Fuller is the CRO of Membrain, a B2B growth platform.
"Your mindset determines 100% of the results you get." Join Mark Hunter as he unpacks the true foundation of successful prospecting: mindset. Find out why your attitude towards prospecting shapes your results more than your leads ever could. Mark walks listeners through essential elements for building a winning approach to prospecting, including the power of reflection, focus, and accountability.
Get a preview of how top producers keep their pipeline full and their motivation high—all while laying the groundwork for long-term sales success. Tune in for practical ways to develop a consistently positive and productive prospecting habit, and discover why integrity is at the core of every effective sales conversation.
💡Read the full list in this week's BLOG!
Sales professionals are facing a seismic shift as LinkedIn and AI converge. Richard Bliss, acknowledged LinkedIn authority and business media strategist, sits down with Mark Hunter to dissect the platform's latest AI-driven overhaul. Together, they unpack why personal branding and topic authority have become crucial for anyone hoping to rise above the noise. This episode explores the inner workings of LinkedIn's algorithm changes, challenging salespeople to move beyond fluffy posts and demonstrate true expertise through their profiles and contributions.
The conversation reveals how AI now judges every aspect of your LinkedIn presence, from your "About" section to the way you interact in the comments. Richard Bliss uncovers the risks of treating LinkedIn like just another social network and pushes listeners to embrace a more intentional, business-focused approach. Tune in to learn what top professionals must do to survive and thrive in LinkedIn's era of business media.
👤 About the Guest
Richard Bliss is the CEO and Founder of Blisspoint Consulting where he is a Top LinkedIn and Social Selling Trainer. He's also the author of 'Digital First Leadership' and an international speaker.
💡Read the BLOG for this week's episode.
Monday Sales Kickoff: Sales success isn't just about target numbers—it's about the details behind the data. Join Mark as he challenges conventional thinking about sales metrics and reveals which numbers truly drive success. Move beyond the obsession with quotas and uncover what high-performing salespeople and investors are analyzing behind the scenes.
Get ready to rethink your approach to calls, emails, and customer interactions as Mark explores how the right measurements can transform your sales process. Discover how focusing on quality engagements, rather than just quantity, can accelerate your results and add real value to your client relationships.
💡Read the BLOG for this week's episode.
This week, Mark Hunter is joined by master business coach and sales expert David Neagle. Together, they dive deep into the power of discipline, mindset, and intentional routines for achieving top sales results. David Neagle shares his personal journey, reframing discipline from something punishing to becoming a "disciple of" your craft. He explains how dedicating yourself to what you truly love transforms discipline from a chore into a passion-driven routine.
Top performers aren't just skilled—they're incredibly focused and disciplined. Mark Hunter and David Neagle explore how true motivation and energy come from setting meaningful, personal goals and continuously investing in self-improvement.
👤 About the Guest
David Neagle is the founder of the multimillion-dollar global coaching company Life Is Now, Inc. He's also the best-selling author of 'The Millions Within' and host of 'The Successful Mind' podcast. www.lifeisnowinc.com
💡Read the BLOG for this week's episode.
Join Mark as he shares how to close lingering deals and keep your momentum strong into the new year. Smash your year-end sales targets with strategies that keep you ahead of the curve. Learn how to fill your calendar with opportunities and bypass the common pitfall of starting January on an empty slate. Discover the art of capitalizing on the quieter end-of-year period to connect with both existing customers and hard-to-reach leads.
💡Read the BLOG for this week's episode.
Negotiation used to be easy just 40 years ago, so why is it more complex now? Todd Caponi, the acclaimed author of 'Four Levers of Negotiation,' joins us to unravel the detailed tapestry of sales negotiation. Todd brings his rich understanding of how salespeople have been propelled into a new era of active negotiation. We dig into the roots of negotiation skills, tracing back to the Consumer Protection Act and exploring how the groundbreaking strategies from the 1980s, like "Getting to Yes," continue to influence today's practices. This discussion challenges sales professionals to adapt to an era marked by transparency and AI while maintaining trust and delivering real value.
Our conversation takes a closer look at the critical role of pricing consistency in negotiations. Todd and Mark explore the nuances of establishing a uniform pricing strategy that builds trust and ensures profitability.
👤 About the Guest
Todd Caponi is a Sales Historian, Keynote Speaker, author of Four Levers Negotiating, and Founder of Sales Melon.
💡Read the BLOG for this week's episode.
Learn the common pitfalls salespeople face when they mistake interested leads for genuine prospects. Mark shares the importance of engaging with decision makers and economic buyers, rather than just users who enjoy the product, but lack purchasing power. Through insightful questioning, we'll explore how to align your solutions with company priorities and objectives. Mark will detail his expert strategies for turning users into champions, empowering them to facilitate conversations with decision makers.
💡Read the blog for this week's episode.
Can we outsmart big brands by being more human? Discover how to transform the inherent strengths of your small business into your superpowers—competing with larger brands by leveraging humanness, agility, and authenticity. Guest Shauna Suckow shares her expertise on how genuine communication and adaptability can set you apart, particularly in the post-COVID landscape where relaxed professionalism fosters trust and differentiation. We'll explore why embracing these qualities not only makes salespeople more relatable, but also builds lasting connections swiftly in a crowded market.
Mark and Shawna also tackle the art of defining your ideal customer with precision and purpose. Plus, learn how to craft personalized communication that resonates deeply with your target audience.
👤 About the Guest
Shawna Suckow is a Keynote Speaker, Consumer Behavior Specialist, and author of 'Small Is Your Superpower.'
💡Read the BLOG for this week's episode.
Monday Sales Kickoff: Prospecting is not dead. But the rules and expectations have changed. Discover how the landscape of sales prospecting is changing and what strategies can keep you ahead of the curve. Join Mark Hunter as he reveals the strategies to building trust and credibility in your sales approach.
This episode zeroes in on five transformational strategies: tapping into referrals, creating common connections, earning industry recognition, showcasing proven results, and staying active on social media. These elements are essential for positioning yourself as a trustworthy partner who truly understands customer needs.
💡Read the BLOG for this week's episode.
Imagine going to bed as a senior vice president and waking up to a 2% chance of survival. This was the reality for our guest, Roderick Jefferson, who survived a massive stroke and emerged with a completely new perspective on life. In our conversation, Roderick shares his incredible journey from the high-stress world of corporate life to finding a new purpose in what could have been a tragic ending. This episode is a stark reminder that life can change in an instant, urging us to rethink what success truly means beyond job titles and salaries.
Mark and Roderick explore the insights he gained, capturing them in his book 'Stroke of Success,' which redefines the essence of triumph and perseverance.
👤 About the Guest
Roderick Jefferson is a Keynote Speaker, GTM Strategy & Enablement Leader, and Author of 'Sales Enablement 3.0' and new book, 'Stroke of Success.'
💡Read the BLOG for this episode.
Ditch the big prospecting list; ask these ten questions to protect your time and boost your sales. Discover how to sift through the noise of the marketplace and zero in on the prospects that truly matter. Mark walks you through ten powerful questions designed to evaluate crucial factors like lifetime value, industry standing, and referral potential. By answering these questions, you'll learn how to optimize your time and resources, ensuring that your efforts are focused on high-value targets with the greatest potential for success.
💡Read the BLOG for this episode.
Peer mentoring and collaboration are more crucial than ever, and can be achieved through brief, powerful conversations. Colleen Stanley, co-author of "Be the Mentor That Mattered," joins us to uncover the impactful world of informal mentorship. As society faces challenges like the breakdown of community and the perils of social media, the demand for authentic mentorship grows. Mark and Colleen discuss how business leaders can counteract these trends by modeling genuine engagement and presence. Successful salespeople, with their knack for building relationships, are uniquely positioned to step up as mentors and offer guidance.
This conversation highlights how informal mentorship can unlock potential and support personal and professional growth. Colleen shares strategies for finding the right mentor, stressing the importance of integrity and preparedness. By staying proactive, even when formal processes are lacking, individuals can tap into the power of mentorship to achieve what once seemed impossible.
👤 About the Guest
Colleen Stanley is the leading sales expert on emotional intelligence for sales and sales leadership, and co-author of 'Be the Mentor that Mattered.' Explore further resources at www.salesleadershipdevelopment.com
💡Read the BLOG for this week's episode.
What are the two skills AI can't replace? Relationships and Risk. Join Mark as he explores the impact of AI on job security and how you can navigate these changes with confidence. Forget about the fear of automation; it's time to focus on who can elevate your career rather than merely how to adapt. By taking stock of your strengths, assets, and connections, you can position yourself for growth and success in today's marketplace.
Consider this conversation not a threat, but a gift—an opportunity to grow and connect in an AI-accelerated era.
💡Read the BLOG for this week's episode.
Discover the secrets to crafting a winning sales strategy with Simon Hares, sales and management trainer and Top Linkedin Sales Voice. Simon shares his wealth of experience, illustrating how even a simple, well-defined sales plan can be the catalyst for growth and business success. Mark and Simon highlight the dangers of operating without a strategy, such as drifting aimlessly and missing lucrative opportunities.
They'll tackle the real-world challenges sales teams face, from struggling to prioritize tasks to the pitfalls of ineffective strategy meetings. Learn the VAULT strategy, a tool for streamlining plans and keeping your strategy document dynamic and relevant.
👤 About the Guest
Simon Hares is an international sales and management trainer, as well as a Top Linkedin Sales Voice. He is the Founder and Managing Director at SerialTrainer7.
💡Read the BLOG for this week's episode.
Our customers love us much more than we realize. If we just tapped into the exponential potential of referrals, we'd discover it's the easiest way to grow sales. In this episode, Mark expands the view on referrals from just current customers, to anyone who understands what we do. Discover how to expand your referral pool far beyond its current limits.
Referrals can transform your business relationships, and Mark will guide you on when and how to ask for them, especially during November, when gratitude is at its peak. The language Mark provides will help you celebrate your customers' success while inviting new opportunities.
💡Read the BLOG for this episode.
Outbound prospecting isn't dead, it's just different. TSHP welcomes Jason Bay, outbound sales coach, trainer, and SKO speaker for a conversation about how to outbound smarter. Uncover the math problem haunting sales teams—those dismally low cold call and conversion rates—and explore innovative ways to manage and improve them.
Discover how sales reps can benefit from AI tools like ChatGPT for practical, real-world experience, even when live conversations are scarce. Mark and Jason shed light on crafting an effective sales rhythm, and how voicemails can double as marketing messages, guiding prospects to your emails, rather than just seeking callbacks.
👤 About the Guest
Jason Bay is founder and CEO of Outbound Squad. He was recognized by Salesforce as a Top 27 Sales Influencers to Follow in 2024. He's worked with companies like Gong, Rippling, Medallia, Zoom, Monday.com, GoGuardian, and Shopify.
💡Read the BLOG for this episode.
Monday Sales Kickoff: Great selling isn't about lowering your price—it's about raising your value. Discover the difference between buyer interest and intent, and how this understanding can elevate your sales game. Gain insights into how recognizing and addressing customer pain points is crucial for establishing trust and creating proposals that resonate. Learn why timing is everything when presenting pricing and how the right questions can lead to solutions that match your customer's unique situation.
💡Read the BLOG for this episode.
People buy based on emotion and justify their decisions with logic. Join Mark as he welcomes back Lee Salz for a conversation on transforming your first meetings with clients from routine discovery calls into value-driven consultations. Hint: clients must leave the meeting having learned something beneficial!
The first meeting is the deal foundation. If it's weak, the deal is weak. Learn how your overarching objective in that first meeting is to pique interest enough that they want to continue interacting with you afterwards. Mark and Lee explore the power of emotion-driven questions to better align with the emotional basis of client decision-making. By transforming logical questions into emotive ones, you can gain a deeper understanding of your clients' challenges and motivations.
👤 About the Guest
Lee Salz is an award-winning keynote speaker, sales management strategist, and author. His newest book is 'The First Meeting Differentiator.'
Visit http://www.FirstMeetingBook.com to sign up for the bonus!
💡Read the BLOG for this episode.
Monday Sales Kickoff: How to crush your 4th quarter goals. Mark reveals how you can meet or even exceed your annual targets by focusing on smaller deals and near-close opportunities. By dissecting the gap between your current and target numbers, you'll learn to see your pipeline in a new light and discover untapped opportunities that are well within your grasp.
Don't miss out on the chance to end the year on a high note and set the stage for a prosperous future.
💡Read the BLOG for this episode.
Selling isn't about teaching customers something new, it's about helping them believe they can move forward. Welcome Brent Adamson and Karl Schmidt of 'The Challenger Sale' and new book, 'The Framemaking Sale,' for a conversation on decision confidence. What if customers aren't looking for new information—instead they're drowning in it! What they want is clarity.
Because oftentimes, no decision is actually 'no confidence.' By rethinking traditional sales methods, you'll learn how to create high-quality, low-regret outcomes that redefine success in B2B transactions. Through powerful frameworks like Objectives, Tactics, Results (OTR), Brent and Karl guide listeners in empowering buyers to take charge of their situations, fostering a sense of agency and confidence.
👤 About the Guest
Brent Adamson is a researcher, presenter, and advisor to B2B commercial executives. Karl Schmidt is a corporate executive, strategy consultant, and research leader. Both are authors of 'The Challenger Sale' and 'The Framemaking Sale.'
💡Read the BLOG for this episode here.
Monday Sales Kickoff: How many times have you wished your prices were lower? Discover how to transform your approach to sales by confronting one of the most persistent challenges: price objections. Join Mark Hunter, as he dissects how to handle these objections with finesse. This episode equips you with strategies to truly understand your customer's critical needs, establish the urgency of their decisions, and ensure you're speaking with the real decision-makers. Think of it as peeling back layers of an onion to reveal the core issues, and aligning your solutions with what matters most to your clients. By doing so, you'll motivate timely purchasing decisions and underscore the true value of your offerings.
💡Read the BLOG for this episode for the 3 Questions and MORE.
Let’s talk balancing cutting-edge AI tools with timeless human interaction skills with our guest, Steve Radford of the UK. Learn why relying solely on technology can lead to missed opportunities in building genuine connections with clients. Discover how Steve's seven-step sales methodology can guide you to align perfectly with customer buying preferences.
Elevate your sales game with personalized customer communication that goes beyond listing features. Understand the necessity of transitioning quickly to advantages and personalizing benefits using the customer's own language. Mark and Steve underscore the critical role of follow-ups in refining your sales strategy for the future. This episode equips you with tactical insights to make every customer interaction count, ensuring no potential is left untapped.
👤 About the Guest
Steve Radford trains frontline sales teams to master conversational selling. He is the author of ‘How to Sell’. → Find it at this link.
💡Read the BLOG for this episode.
Monday Sales Kickoff: Your pipeline isn’t full, it’s clogged. Mark shares how to fix it and turn your sewer pipe into a water tap. Discover how aligning your Ideal Customer Profile (ICP), understanding buyer intent, and pinpointing the Moment of Decision (MOD) will help you engage potential clients at the perfect time.These strategies, when combined, lead to a sales pipeline that not only fills up, but truly delivers.
💡Read the BLOG for this episode.
Discovery Calls, LinkedIn, Sales Navigator, and the Future of Sales w/ Brad Pearse. By focusing on curiosity and problem-solving, salespeople can streamline their approach and improve effectiveness. Listen as guest Brad, and Mark, break down the complex world of sales into three essential components: identifying the client's problem, understanding your audience, and determining how you can help them achieve their goals.
They emphasize the importance of asking "why" during discovery calls to gain a deeper understanding of your clients' needs and position yourself as a problem-solver rather than just a seller.
Transform your LinkedIn profile from a static resume into a dynamic personal brand that resonates with informed buyers. Brad explores the potential of LinkedIn Sales Navigator and how strategic use of this tool can enhance your sales approach by providing vital buying signals and triggers.
👤 About the Guest
Brad Pearse helps B2B sales teams accelerate pipeline with LinkedIn. He’s the Founder and CEO of Simplified Sales.
💡Read the BLOG for this episode.
L-E-A-D-E-R-S-H-I-P: Dissect what it truly means to be a leader in the sales world. We'll talk about the relentless drive and encouragement that are critical to elevating both you and those around you. This episode is your blueprint to building a robust network through relationship-building and simplifying your communication to avoid the dreaded customer confusion.
Reflect on how you can empower yourself and others to achieve greater outcomes. Hear Mark’s insights into why top salespeople consistently demonstrate leadership and what keeps them at the pinnacle of performance. If you're serious about stepping up your sales game, this episode is your must-listen guide.
💡Read the BLOG for this episode here.
LinkedIn expert Brynne Tillman joins us to talk strategies for transforming LinkedIn into a powerful sales tool. Mark and Brynne dive into the cutting-edge advancements in AI and the capabilities of Sales Navigator, all while discussing LinkedIn's ethical stance on AI integration, which equips sales professionals with critical data for pre-call planning.
The conversation also tackles LinkedIn's controversial crackdown on bots and automation to ensure a superior user experience. Brynne outlines seven essential searches that tap into the potential of Sales Navigator, revealing how targeted prospecting can drive meaningful connections. The importance of detecting buyer intent on LinkedIn, specifically through job changes, is highlighted, offering a glimpse into more sophisticated signals.
👤 About the Guest
Brynne Tillman is CEO of Social Sales Link and a LinkedIn and Sales Navigator trainer. She recently authored the book ‘The LinkedIn Edge‘ with Jeb Blount.
💡 Read the BLOG for this episode here.
Turning rejection into opportunity. This episode shatters the myths that hold salespeople back, revealing that not all rejections are created equal. Discover how understanding the reasons behind a "no" can open doors you never knew existed. Mark will guide you through the art of maintaining relationships and staying engaged, even when the initial answer is not in your favor. Learn the importance of multiple contacts and verification, avoiding the trap of assumptions that could cost you future success. Rejection doesn't have to be your enemy; we show you how to overcome its mental impact and improve your sales outcomes.
👀 Read the BLOG for this episode.
Explore the power of emotional connections in both B2C and B2B settings. Marketing maestro Bruce Turkel, author of "All About Them," joins Mark to unravel the often-misunderstood art of emotional sales messaging. Forget what you know about facts and figures; Bruce takes us on a journey into the heart of people-to-people interactions that truly drive successful sales.
In an era where consumers can buy anything at the click of a button, Bruce urges salespeople to focus on what buyers truly want. Imagine your sales strategy as a musical performance, where creativity and emotional engagement are your instruments. Bruce shares how tapping into your unique talents can set you apart from the competition.
👤 About the Guest
Bruce Turkel is a keynote speaker and the author of ‘All About Them’ and ‘Is That All There Is?’
👀 Read the BLOG about this episode!
Monday Sales Kickoff: The power of your closest connections. Discover how to turn your connections into powerful allies with the transformative "five and the 25" strategy. These are not just numbers; they're your lifeline to accountability and opportunity.
Listen in to redefine your sales approach, cut down on the stress of prospecting and opening doors to mutual business growth.
👀 Read the BLOG for today’s episode.
The time to invest in relationships is now. Jessica Robertson, the CRO of Orbb, shares her perspective on the future of sales strategies in 2025, where accessing the right leads and decision-makers is a growing challenge. As traditional playbooks become obsolete, Jess underscores the need for businesses to deeply understand their Ideal Customer Profile (ICP) and adapt to the evolving landscape by prioritizing buyer intent and leveraging trusted connections. Jess draws attention to the critical role that investors, advisors, and company alumni play in mapping out these invaluable connections, offering a roadmap for sales teams navigating this new era.
Together, Mark and Jessica explore the potential of integrating first-party and third-party data to maximize sales relationships. By systematically identifying and prioritizing key connections—such as those formed through career and education overlaps or social sentiment.
👤 About the Guest
Jessica Robertson is the CRO at Orbb, a relationship AI platform creating a warm path to accounts.
👀 Read the BLOG for today’s episode here.
The 90s are calling, and they want their phrase back. Total cost of ownership? That’s old news. Today, it’s all about the total benefit of ownership. Customers don’t buy because of cost. They buy because of the benefits.
Join Mark as he challenges the status quo and explores how to truly unlock the value of your offerings by aligning with what your customer actually values. Mark will break down how to translate product features into tangible customer benefits, measured in dollars and cents, to reveal the hidden potential for long-term value and profitability.
Many salespeople miss out on crucial insights by skirting around tough questions. Fear not, Mark is here to guide you through the art of asking the right questions at the right time. He’ll address the hesitancy that holds many back and emphasize the importance of understanding how your product or service fits into the bigger picture of your client's business. Learn how considering the downstream effects on customers and their clients can not only foster meaningful relationships but also ensure substantial progress through your sales pipeline.
👀 Read the BLOG for this episode here.
Olympic skier turned motivational speaker Vince Poscente unveils his captivating journey from the snowy slopes to sales success. Vince shares his insights into aligning the conscious and subconscious mind, which propelled him to Olympic heights in just four years. He draws us into the world of sales, challenging listeners to overcome self-sabotage by tapping into the exhilarating "emotional buzz" and fully "experientializing" their goals with all five senses.
Vince emphasizes the value of risk-taking and mental preparation. His unique approach to real estate and sales reveals how doing what others won’t can set you apart. This episode is packed with inspiration and practical advice, encouraging you to embrace chaos, take bold steps in your sales journey, and help others along the way.
👤 About the Guest
Vince Poscente is an Olympian and NYT best-selling author, as well as Keynote Speaker and Coach for growth-minded folks.
👀 Read the BLOG for this episode here!
Get ready to transform your sales approach with insightful questioning techniques that do more than scratch the surface. Mark will show you how to challenge both yourself and your customers to uncover the deeper needs and timing of their purchase decisions. Forget relying solely on online interactions; Mark will demonstrate the power of direct communication with decision-makers to truly grasp buyer intent.
By the end of the episode, you'll see the critical link between buyer relevance, your ideal customer profile, and the essence of buyer intent. Get equipped with effective strategies to boost your sales outcomes!
✏️You bet we read all your comments! Leave us a comment, rating or review.
👀 Read the BLOG for this episode here!
Join Mark alongside the insightful Keith Ferrazzi, author of "Never Lead Alone," as they discuss the shifts to revolutionizing team collaboration and culture change in sales. Discover how adopting a team-first mindset and nurturing a culture of co-elevation leads to increases in performance. Mark and Keith explore the profound impact of culture change within teams as they cover three pivotal shifts and seven essential practices that can yield results in just three months.
In this episode, you’ll gain insights into moving from conflict avoidance to fostering open candor. Keith will share practical strategies for celebrating successes and sustaining team energy, such as monthly gratitude sessions. Don't miss out on these invaluable insights designed to foster a culture of ownership and collaboration.
👤 About the Guest
Keith Ferrazzi is a NYT best-selling author of ‘Never Eat Alone,’ and new book, ‘Never Lead Alone.’ He’s also a keynote speaker, coach, and founder of Ferrazzi Greenlight.
https://www.connectedsuccess.com/
Our internal voice can often sabotage our confidence and success. Join Mark Hunter for a mindset shift! Discover how creating a list of 100 personal achievements can serve as a powerful reminder of your past accomplishments. Mark also shares on the importance of celebrating the success of others; this episode promises to reshape how you view challenges and triumphs alike.
This week, take small but meaningful steps towards your own success and create a supportive community that thrives on mutual achievement.
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Master client engagement and outbound sales with special guest Chris Bussing, a seasoned sales expert with a wealth of experience from Google and Oracle. Listen in as Chris shares his compelling journey of transforming cold calls into warm relationships. Mark and Chris explore the art of thorough preparation and strategic research, understanding why clients might switch from competitors, and how aligning your pitch with their current initiatives can make all the difference. With an emphasis on intention, mindset, and tone, Chris explains how acknowledging objections rather than resisting them can turn a single connection into a career-defining opportunity.
Learn how reaching out to various personas, from C-level executives to end users, can strengthen messaging and improve follow-up strategies. Additionally, discover the power of momentum bias, using countdowns for psychological wins, and the value of thoughtful engagement on LinkedIn.
👤 About the Guest
Chris Bussing is the Founder of Tech Sales Accelerator with experience at Google and Oracle. Now Chris helps lift SDRs and and AEs to become overachievers.
Why do some soar while others stumble? Mark shares six practices that help any salesperson accomplish what they didn’t think was possible.
We are so mesmerized by people who are able to achieve greatness. We look at the end product, but what we don't see are the hundreds and thousands of little steps along the way that they did. Listen in for all six tips, and leave us a review on your favorite podcast app!
6 Key Things to Achieve the Impossible:
+Clarity of the Objective + Saying No to Everything Else in the Way + Breaking It into Small Pieces + Who Is Holding You Accountable? + Listen in for #5 + Listen in for #6!
Emotional intelligence isn't just a buzzword; it's a game-changer in sales meetings. Sales expert Lee Salz joins Mark to challenge conventional sales wisdom and explain his transformative approach to first meetings. Forget the standard discovery mindset; Lee guides us toward a consultation mindset that promises meaningful value from the get-go. Mark and Lee discuss the critical need for providing insights and solutions that truly benefit the client, rather than just pushing products. Lee even shares his tip sheet on delivering meaningful value, urging sales professionals to rethink their engagement strategies.
Through personal stories and strategic insights, Mark and Lee highlight how empathy often outweighs technical prowess in building lasting business relationships. Tune in to discover how you can elevate your sales game with techniques that resonate emotionally and intellectually.
👤 About the Guest
Lee Salz is the author of new book ‘The First Meeting Differentiator,’ leader of one of the largest sales groups on LinkedIn, and an award-winning keynote speaker.
www.meaningfulvalue.com
Monday Sales Kickoff: Can false assumptions sabotage your sales success? Discover the hidden pitfalls that could be undermining your sales strategies. This episode uncovers why relying too heavily on AI and rushing to fill sales pipelines can lead to misguided strategies. Learn how asking the right questions and verifying information can transform your approach, and avoid the trap of preconceived notions.
Global sales leader and storyteller, Shari Levitin, joins us to unravel the transformative power of storytelling in sales. Shari highlights a critical misstep many salespeople make: leading with products instead of uncovering the true problems and desires of their customers.
In an era marked by skepticism and fleeting attention spans, Shari demonstrates how stories not only capture interest but also build trust and credibility more effectively than mere facts. Sherry shares her five-part framework for crafting memorable sales stories that captivate and connect.
👤 About the Guest
Shari Levitin is CEO of the Sheri Levitin Group, combining storytelling, science, and just the right dose of AI to help teams sell with more clarity, confidence, and human connection.
Monday Sales Kickoff: A well-structured morning routine is powerful. It's not just about when you rise, but how you utilize those precious morning hours. Mark shares the secrets behind his own routine, focusing on the essential elements of mental, physical, and spiritual preparation that can set you up for a successful day, no matter what your profession or lifestyle may be.
Whether you're a seasoned professional or just starting out, this episode offers valuable guidance to help you approach each day with confidence and purpose.
Personalized video prospecting is transforming outreach. Mark and Tony Morris (the brilliant mind behind ‘Coffee Is for Closers’) explore how tools like Lusher, Apollo, and RocketReach are reshaping the European prospecting landscape. They’ll delve into the nuances of crafting video messages that not only capture attention, but also elevate your brand in today's competitive market. With AI advancements like HeyGen, discover how these technologies can streamline your workflow.
Learn how tools like BombBomb and HeyGen are making waves with their innovative features. Imagine sending video messages that appear custom-made, using sophisticated lip-syncing technology to address thousands of prospects individually. With open rates soaring to 48% for cold emails, these strategies are not just enhancing engagement, but transforming the entire outreach paradigm. Mark and Tony also share insights on fine-tuning email components — from subject lines to body content — ensuring that your message doesn't just reach inboxes but actually resonates and leads to conversions.
👤 About the Guest
Tony Morris is the author of best-seller ‘Coffee Is for Closers,’ and founder of Tony Morris International, a global sales training company specializing in sales conversion strategy.
Monday Sales Kickoff: Embark on the path to building your dream list of connections that can transform both your personal and professional journey. Discover the art of categorizing individuals into strategic circles, such as a circle of 25 or 75, and learn the critical steps to forming a mastermind group.
Mark challenges listeners to redefine your circle of influence through strategic relationships with advisors, mentors, and mastermind peers.
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The top salespeople don’t chase shortcuts—they compete daily. Mark Hunter sits down with Jake Thompson, founder of Compete Every Day, to explore how a mindset of daily competition drives long-term results. Their conversation centers on controlling what matters most: effort, value, and relationships.
They break down practical strategies—like setting daily goals, using weekly check-ins, and gamifying progress—to stay consistent and motivated. Listeners will learn how to turn small actions into big wins over time.Mark also shares key routines that keep him focused during travel and distractions, and Jake offers insights on building discipline without shortcuts.
👤 About the Guest
Jake Thompson is a motivational Keynote Speaker and Author. He is the Chief Encouragement Officer at Compete Every Day.
Monday Sales Kickoff: Explore the power of routine and how it can significantly boost your success, whether in sales or any other field. Listen in as Mark share insights on how a well-structured schedule is the secret weapon to achieving your goals. We'll discuss how embracing routines and habits can actually enhance your life rather than restrict it.
Mark shares his own journey of starting this podcast and how accountability played a crucial role in making it a reality. Having someone to keep you accountable can make all the difference. Finally, Mark offers eight practical steps you can take to build a routine that leads to success.
Uncover the essence of what makes a great sales team. Traditional hiring methods are put to the test as Mark and Motive’s CRO Adam Block spotlight the need for discipline, accountability, and an insatiable curiosity over industry-specific experience. Join Mark and Adam as they explore the exhilarating shift from mid-market to enterprise-level sales. Adam shares his wisdom on how Motive is revolutionizing industries like agriculture, oil, and transportation with its innovative AI-powered platform.
Mark and Adam discuss the transition from SMBs to enterprise sales, sharing insights on the complexities and unique challenges that come with high-value transactions. Finally, the conversation delves into the art of segmentation and strategic alignment, crucial for any company aspiring to play in the enterprise league.
👤 About the Guest
Adam Block is the Chief Revenue Officer at Motive, an AI-powered operations platform built for the ‘physical economy’.
Monday Sales Kickoff: Seeing yourself as a leader can inspire confidence and integrity. This episode highlights the significance of lifting those around you and bringing insight into both your professional and personal life. You'll learn how being a respected sales leader can lead to referrals and unexpected opportunities, elevating your sales effectiveness to new heights.
Listen in as Mark discusses the critical importance of understanding customer needs to create urgency in the sales process. Drawing from a personal experience with erosion issues at home, Mark emphasizes the necessity for salespeople to ask the right questions to uncover a customer's true motivations and needs.
SaaS sales authority Scott Leese joins us offering his valuable expertise on how "old-school" sales tactics can breathe new life into modern sales strategies. Scott shares how the overuse of traditional tactics like cold calling and email outreach has led to their declining effectiveness. Instead, he argues for a return to more personalized, relationship-focused approaches, such as engaging through proactive referral networks and in-person meetings.
Let’s explore the future of tech sales in a world increasingly influenced by AI. Scott and Mark discuss the challenges and opportunities this presents, particularly in complex, enterprise-level sales where human interaction remains critical. Finally, delve into the potential of AI to eventually replace human salespeople and the skills needed to thrive in this shifting landscape.
👤 About the Guest
Scott Leese is the CEO and Founder of Surf and Sales, as well as Scott Leese Consulting.
Monday Sales Kickoff: Mark breaks down how focusing on the right metrics—not just outcomes—can reignite your momentum for the second half of the year. It’s time to shift the mindset, reassess your activities, and set achievable goals rooted in consistency and meaningful client conversations.
Mark dives into strategies for staying focused in a fast-paced world, sharing personal insights on building habits that stick, and highlighting the power of small, intentional actions. Learn how to use time blocking to prioritize what matters most, and how your CRM system can become a powerful tool for tracking performance and driving results.
Need a fresh perspective on why deals are truly won or lost? Let’s transform your sales strategy with insights from Steve Gilda, co-founder of Ignite Selling, as we dissect the pitfalls of relying on past experiences and assumptions in sales. You’ll discover how misplaced confidence can derail your sales pipeline and how the increasing use of AI tools like ChatGPT might be contributing to this issue. We’ll also highlight five common assumptions that often lead to stalled or lost opportunities.
We’ll explore how price is often the scapegoat in sales failures and how factors like product usability and stakeholder influences play a pivotal role. Steve and Mark share actionable strategies on creating urgency, understanding decision criteria, and pinpointing key influencers to elevate your sales game.
👤 About the Guest
Steve Gielda is the President and Co-Founder of Ignite Selling, a global sales training, simulation, and coaching organization.
Let’s tackle the all-too-common roadblocks of inaction and premature quitting. Mark reveals how small, consistent habits can lead to monumental achievements. In a world obsessed with quick fixes, we make the case for patience and persistence as the true game-changers in sales success. Forget the allure of instant results; the real money lies in repetition and routine.
Overcomplicated strategies often lead to analysis paralysis. Consistency, rather than sporadic bursts of effort, is the hallmark of top performers.
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Can AI enhance sales outreach while preserving the salesperson's instincts and expertise? Explore strategies for maintaining success in sales with insights from Carson Heady, Managing Director of the Americas at Microsoft. Carson shares his experience and wisdom on staying at the top of your sales game by prioritizing humility, continuous learning, and adaptability. Carson reveals how being a trusted advisor and valuing diverse viewpoints can drive long-term sales achievement.
We examine how AI serves as a co-pilot, not the ultimate decision-maker. Learn how crafting effective email prompts and utilizing AI-generated insights can improve customer interactions. By treating AI as an editor, not the publisher, we highlight the importance of maintaining authenticity and trusting human judgment in the sales arena.
Mark and Carson also discuss the concept of a pendulum rather than a balance to achieve a productive work-life rhythm.
👤 About the Guest
Carson Heady is a Sales Leader at Microsoft, Host of Mastering Modern Selling, and Author of Salesman on Fire.
Tune in to discover how to turn discomfort into your greatest ally. A recent LinkedIn survey highlighted 65% of respondents admitting to being uneasy about prospecting. But what if embracing that discomfort is the very step that leads to mastery? Join Mark as he unpacks this concept, revealing how repetition, activity, and mindset can transform unease into confidence through consistent practice.
By focusing on the fundamentals and making small, targeted improvements, you can ease your way into becoming a confident sales professional. Whether it's making those crucial five calls a day or perfecting your follow-up techniques, the key is to master one skill before moving on to the next.
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The unchanging pillars of trust and integrity are more crucial than ever. Bob Berg, the mastermind behind the Go-Giver series, joins us for an engaging discussion on the timeless art of relationship building in sales. He shares insights into how empathy, kindness, and caring are not just "soft skills" but essential tools for creating authentic, meaningful connections with clients. Bob passionately argues that while technology can help facilitate interactions, it should never replace the irreplaceable human touch that builds lasting relationships.
It's not about meeting quotas; it's about serving others with authenticity and integrity. By focusing on networking as a service and making referrals a habitual practice, you can deepen relationships and expand your community effectively.
👤 About the Guest
Bob Burg is a Hall of Fame Keynote Speaker, and co-author of The Go-Giver.
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Many fall prey to overly lengthy AI-generated emails that miss the mark entirely. Join Mark on this episode as he explores the biggest mistake sales professionals make with AI-driven emails. Learn from successful A-B testing results that show the power of brevity in stimulating high response rates.
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Let’s uncover the intersection of sales success and AI technology. This episode welcomes Damon Lembi as we stress the importance of mastering sales fundamentals while embracing tools like Fathom and Gong to stay competitive in the digital age. Discover how AI can serve as a supportive partner, enhancing rather than replacing human skills like empathy and customer engagement.
We also explore how becoming a thought leader is more accessible than ever, encouraging sales professionals to build their personal brands and connect with prospects through unique insights.
👤 About the Guest
Damon Lembi is the CEO of Learnit, a live learning platform, a 2x best-selling author, and lives in the San Francisco area.
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Transform your sales technique from being a pushy pest to a purposeful strategist. Learn how to craft your outreach so it consistently delivers value and is welcomed by your prospects. This episode promises to equip you with actionable strategies to overcome the fear of being annoying while maintaining momentum in your follow-ups. Discover the vital distinction between trying to sell and genuinely helping your potential clients, ensuring every interaction is rooted in confidence and integrity.
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Stu Heinecke discusses how personalized outreach can be the key to unlocking transformative business opportunities. Drawing from his updated book, "How to Get a Meeting with Anyone," Stu reveals how to break through the noise of mass emails with creativity and audacity. Join the conversation of how artful storytelling and personalized strategies can truly capture attention and forge meaningful connections in today’s digital chaos.
As we navigate through the complexities of post-COVID networking and sales landscapes, Stu and Mark explore the evolving roles of publicists and assistants, not as obstacles, but as vital gateways to opportunity. We address how increased automation and digital saturation challenge traditional outreach. Tune in for actionable tactics that will empower you to connect with the people who matter most, and discover how you can significantly scale your business or career.
👤 About the Guest
Stu Heinecke is an author, speaker, and Wall Street Journal cartoonist.
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How to become indispensable in the customer's purchasing journey. Mark challenges you to move beyond transactions and embrace the role of a transformational leader. Uncover strategies to help customers see possibilities they never imagined and explore the critical shift from simply exchanging money to creating value that goes beyond the product.
AI and company websites threaten to replace traditional roles. It's time to redefine what it means to be a salesperson by enhancing our skills and focusing on the power of questions. By doing so, we can ensure our relevance and position ourselves as essential partners in our customer's success.
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Is AI revolutionizing sales, or is it simply accentuating poor practices from the past? Join us for a conversation with sales expert Andy Paul as we tackle this question head-on. Discover why focusing solely on building your sales pipeline might be missing the bigger picture, and learn how genuine selling skills can make the difference.
Andy and Mark unravel the dilemma of low win rates and explore the true competitor every salesperson faces: the customer's inclination to make no decision at all. Together, we question if AI truly benefits the salesperson or leaves the customer behind, and we highlight guiding buyers towards informed decisions and transformational change.
👤 About the Guest
Andy Paul is the host of The Win Rate Podcast and author of Sell without Selling Out. He has 25 years of experience as a speaker, advisor, consultant and coach.
Learn how to manage your prospects effectively by categorizing them into A, B, and C levels, ensuring you're only investing your precious time and resources on the most promising leads. With Mark’s insights, you'll discover why treating all prospects the same is a missed opportunity and how leveraging a CRM system can streamline your efforts. This episode promises to arm you with strategies that enhance productivity and boost your sales success.
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Join us as we explore the art of negotiation in sales with our special guest, Stan Christensen, an adjunct professor at Stanford and host of the "All Things Negotiation" podcast. We discuss the common misconception that price is the most critical element of closing a deal. Instead, we emphasize the significance of building long-term client relationships over short-term gains.
Stan shares his expertise on why postponing price discussions until other aspects of the relationship are established is crucial. By focusing on understanding and empathy, rather than tactics, negotiators can create fair and successful outcomes. With Stan, we also explore cultural differences in negotiation styles and the significance of understanding these nuances.
Check out Stan's podcast, All Things Negotiation! YouTube: https://bit.ly/4kMStSbSpotify: https://bit.ly/4mw9lhFApple: https://bit.ly/4bZAm88
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Optimize your pipeline management and discover the secret formula to maintaining a thriving sales funnel by prioritizing inbound qualified leads and effectively managing prospect engagement. In this episode, Mark explains how by focusing on the top of the funnel, you'll ensure a steady flow of new opportunities, preventing the dreaded dry spell that many salespeople face when they concentrate solely on closing existing deals.
By balancing your attention across all stages of the sales process, you'll enhance your ability to sell with confidence.
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Elevate your sales game with insights from our special guest, Victor Antonio, a visionary in the field of AI and sales. Victor shares his unique perspective on how artificial intelligence is poised to revolutionize the sales industry. Discover how AI is moving beyond simple search functionalities to become a vital part of complex problem-solving processes. Victor and Mark discuss how AI can challenge existing assumptions, refine go-to-market strategies, and prepare businesses for high-stakes negotiations. We also examine the resurgence of the telephone in business communication, emphasizing its role in forming genuine connections in an increasingly digital world.
Mark and Victor also delve into the concept of "vibe selling," inspired by contemporary AI developments, where interactions with AI become conversational and strategic. With AI agents likely to transform the sales landscape by 2026, Victor predicts a future where digital employees seamlessly operate across platforms.
👤 About the Guest
Victor Antonio is the author of a new book, The Future of Selling: The Rise of AI Agents. Victor holds a B.S. in Electrical Engineering, an MBA, and had a 20-year career as a top sales executive, later becoming CEO of a multimillion-dollar high-tech company.
He is the author of 13 books and over 300+ sales training videos. Learn more at www.victorantonio.com
Your sales potential could be a lot less about going it alone and more about the power of collaboration. Join Mark Hunter, as we challenge the notion that solo efforts can lead to sustained greatness. In this episode, learn the strategies that transform a good salesperson into a great one. By parking our egos and embracing the wisdom and positivity of others, we set the stage for empowered success.
Discover how to foster a culture of empowerment that not only drives personal achievement but also uplifts those around us.
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Stu Heinecke discusses how personalized outreach can be the key to unlocking transformative business opportunities. Drawing from his updated book, "How to Get a Meeting with Anyone," Stu reveals how to break through the noise of mass emails with creativity and audacity. Join the conversation of how artful storytelling and personalized strategies can truly capture attention and forge meaningful connections in today’s digital chaos.
As we navigate through the complexities of post-COVID networking and sales landscapes, Stu and Mark explore the evolving roles of publicists and assistants, not as obstacles, but as vital gateways to opportunity. We address how increased automation and digital saturation challenge traditional outreach. Tune in for actionable tactics that will empower you to connect with the people who matter most, and discover how you can significantly scale your business or career.
👤 About the Guest
Stu Heinecke is an author, speaker, and Wall Street Journal cartoonist.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
Tackle the challenge of tariff-driven price increases head-on. This week's episode offers essential insights into navigating one of the toughest conversations sales professionals face today. Mark will guide you through initiating those critical discussions with your clients, even when the numbers are shifting and certainty is elusive. We explore strategies to address margin compression, the ripple effects on supply chains, and how these factors intertwine with broader economic changes like inflation and labor costs.
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Forget about the usual playbook of LinkedIn and CRM systems; we’re uncovering how AI can transform these professional tools into powerhouses of meaningful connections. Jessica Robertson, CRO of Intail, joins us to redefine the future of sales with insights into relationship intelligence.
Ever wondered why your CRM feels like a black hole of incomplete data? Jessica shares why human input is crucial for accuracy and how AI can stitch together the complex web of professional relationships to propel your sales strategies forward. We discuss how 72% of the buying process is already underway before any salesperson steps in, making relationship-building and upfront value more critical than ever.
Discover the power of operationalizing data from your emails, calendars, and CRM systems to expand your network and refine your referral process.
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During difficult times, great salespeople build more market share. It's not just about keeping your head in the game; it's about leveraging the relationships you already have to open new doors. With noise levels at an all-time high, Mark shares actionable tactics to spotlight your champions—those loyal clients who sing your praises and drive new prospects your way.
Discover how to cultivate these relationships, encourage glowing testimonials, and craft a platform that amplifies positive word-of-mouth. In a world where everyone is shouting, your outreach becomes your secret weapon.
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Optimism—not an innate trait!—can be honed alongside emotional intelligence hallmarks like self-regard and confidence. In this episode, prepare to absorb Roberta Moore’s invaluable strategies for fostering optimism, especially in the face of uncertainty, and how this mindset can revolutionize your sales prospecting.
Mark and Roberta tackle the tough challenge of handling negative customers. Roberta provides essential self-regulation techniques to help maintain your positive edge. You'll discover the incredible power of positive affirmations and morning rituals that can elevate your confidence and productivity.
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👤 About the Guest
Roberta Moore is the founder and executive coach of EQ-i Coach and the author of ‘Emotion at Work: Unleashing the Power of Emotional Intelligence.’
Learn to effectively handle price increases in today's volatile economy, guiding your business through the storm with confidence and strategic insight. Mark dives into the intricate balance of market share, profit margins, and customer loyalty. This episode promises to provide you with the tools to maintain strong customer relations while making essential price adjustments.
Learn the techniques to communicate transparently with clients, embed adjustments into base prices, and avoid the common pitfalls of surcharges that can turn your pricing strategy into a tangled mess.
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In this episode, we share insights on how to remain a relevant and valuable resource for your customers, even amidst challenges like tariffs and supply chain disruptions. Drawing from past economic downturns, we explore strategies to position yourself as an industry expert. This episode is all about transforming challenges into opportunities and ensuring your online presence reflects your expertise and reliability.
As we explore the impact of supply chain disruptions, Mark highlights the importance of understanding product origins and transit times to better anticipate changes and prepare backup plans. Economic downturns are opportunities for growth! Listen in as we play the long game and continue to engage with future insights to achieve unexpected successes.
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What if tripling your sales pipeline isn’t enough in the evolving economy? On this episode of the Sales Hunter Podcast, Mark challenges you to rethink your sales strategy by expanding your pipeline from 3.5X to a daunting 6X volume. But here's the kicker: it's not just about stacking numbers—it's about leveraging the power of your CRM system and getting laser-focused on validating prospects.
Discover how to effectively tap into repeat orders, referrals, and new prospects to reach this ambitious goal, ensuring your pipeline is robust enough to withstand the slower decision-making climate.
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In this week’s episode we uncover the secrets of the power of female leadership and how it will reshape the global landscape by 2028. Don Barden, author of "Here Come the Girls," shares his insights on the incredible ascent of women in positions of power. From breaking barriers on Wall Street to leading nations like Mexico, women are proving their mettle and forging a path to a future defined by empathy, understanding, and collaboration.
Discover how businesses led by women are not only generating more revenue and profit but also fostering a mission-driven culture that resonates deeply with employees and consumers alike. Explore the unique strategies that female leaders bring to the table, strategies that male-led businesses can learn from to ensure continued success in a rapidly changing world.
👤 About the Guest
Don Barden is a trained economist with a Ph.D. in Organizational Leadership with a focus on behavioral economics and international finance. Based in Atlanta, he is fluent in international business affairs.
📖Don is the author of Here Come the Girls: A Celebration of Why Women Will Take Over Global Leadership In 2028
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Harness speed to close more deals. In today's marketplace, where leads are getting fewer and farther in between, you have to jump on everyone instantaneously. Regardless of whether or not you think this lead may line up, you owe it to them to reach out to them. Speed counts!
In this episode, discover the ripple effects of valuing every lead and how even mismatched connections can transform into golden opportunities through referrals. Neglecting to respond promptly isn't just a missed chance; it's a potential relationship left unbuilt.
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What if your reputation could make or break your revenue? Join Mark Hunter and guest Brandon Lee, CEO and founder of Fist Bump, as they uncover why building influence in your community is more crucial than ever. Mark and Brandon dive into the fears that hold many, especially Gen X and baby boomers, back from mastering social media. They’ll explore strategies to mitigate these fears by focusing on consistent topics and steering clear of clickbait distractions.
Social media isn't just a buzzword; it's a powerful tool for B2B marketing. We explore the distinct styles of TikTok, LinkedIn, and YouTube, emphasizing the need to understand the audience's mindset on each platform. Discover how leader-led content and consistent podcasting can elevate your industry reputation and open new revenue streams.
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Discover the key to building a sales pipeline that truly drives success. Mark Hunter debunks the common belief that more contacts always equal better results, and reveals why the right balance of qualified prospects is the real secret to hitting your sales goals. Mark provides a step-by-step guide for optimizing your pipeline and boosting your confidence in managing client relationships.
Tune in for practical strategies to avoid common pitfalls and strengthen your network in today’s dynamic business environment.
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Mastering Sales Strategies and Building a Robust Referral System from the Sales Hunter himself, Mark Hunter. Learn the skills needed to dominate your field, from setting purposeful daily routines to maintaining an up-to-date CRM and executing a seamless follow-up process.
Mark guides you through critical strategies like understanding your sales pipeline and close ratios, and the power of engaging in meaningful conversations to boost productivity. By the end of this episode, you'll be equipped with the mindset and habits that set the top performers apart from the rest.
Referrals are not just the cherry on top—they're the whole cake! Discover the secrets to building a robust referral system that aligns perfectly with your Ideal Customer Profile. Don’t miss this chance to elevate your sales game; your future self will thank you.
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It’s time to reveal the often-overlooked secret: your Daily Performance Indicator (DPI). While KPIs get all the attention, it’s your DPI that can really elevate your sales game. Mark shares his tried-and-true strategies for establishing a steadfast prospecting routine, even for those who don't have the perfect plan or ideal customer profile. Consistency is the magic word here—small, daily actions can keep your sales pipeline flowing and robust.
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Let’s explore the fascinating intersection of AI and customer insights with Terry Brock, a Hall of Fame speaker and AI expert. We uncover how AI tools like Perplexity can transform the way we gather and interpret customer sentiments from social media platforms. Terry shares his expertise on leveraging these platforms to capture real-time feedback and opinions. Discover how AI not only analyzes feedback but also helps in proactively gauging customer emotions and preferences, enhancing the sales process with data-driven insights.
In another segment, we explore the role of large language models (LLMs) like ChatGPT and Perplexity in business strategy and customer interaction. Terry and I discuss the value of using multiple AI platforms for a well-rounded perspective, much like corroborating sources in journalism.
👤 About the Guest
Terry Brock is a Hall of Fame Speaker, Marketing Coach, and Author.
Can you really thrive in a volatile market? In this episode, we uncover the essential strategies you need to enhance your sales performance even when the economy is working against you. Learn how selling the ROI and keeping your follow-ups lightning-fast can secure opportunities before they slip away. Focusing on your customer's top priorities could be the key to sealing the deal, and the power of references and testimonials cannot be overstated in building that ever-important trust.
Complexity is the enemy of sales, and Mark emphasizes the beauty of a straightforward sales process. A confused buyer is a lost opportunity, so keep things simple and focused on your Ideal Customer Profile (ICP).
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Embracing Collective Strengths for Personal Growth and Building Your Community for Success with Meridith Elliott Powell.
Join us for an insightful conversation with Meredith Elliott Powell as we unlock the transformative power of building your tribe for success. Meredith sheds light on how surrounding yourself with a community that challenges and inspires can elevate not only your sales performance, but also enhance various aspects of life, including health, relationships, and finance.
We explore how engaging with a diverse group of individuals can break the outdated lone wolf mentality, accelerate your journey to success, and leverage collective strengths for quicker, more effective achievements. It's crucial to find a community that aligns with your values and current life stage, ensuring commitment and mutual respect.
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🧠Learn more about the Sales Logic Mastermind that Mark & Meridith lead by visiting this link.
👤 About the Guest
Meridith Elliott Powell is Co-Host with Mark Hunter on the Sales Logic Podcast. She’s also an award-winning author and Hall of Fame speaker. She is currently the Board Chair of the National Speakers Association.
Join Mark Hunter as he empowers you to maintain focus and confidence even when the world seems uncertain. Learn how to turn challenges into opportunities and why doubling down on your industry knowledge can set you apart as the go-to expert.
Join us for a deep dive into strategic selling, where Mark challenges you to create ten solutions tailored to your industry. Discover the power of leveraging your current customer relationships and getting referrals to fortify your sales strategy.
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How are AI and cryptocurrency reshaping the sales landscape? Global expert in technology sales, William Gilchrist joins in this episode as we examine the transformative role of AI. While AI and cryptocurrency continue to capture global attention, we’ll dive into AI's accessible allure compared to crypto's complexity.
Listen in as we explore how businesses integrate AI into their sales operations, enhancing productivity and expanding market reach.
👤 About the Guest
William Gilchrist is the CEO and Founder of Konsyg. His expansive 15-year career in technology sales spans across North America, Europe, the Middle East, and Asia-Pacific.
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Join Mark as we explore how top performers take control of their day to achieve success in sales. From a consistent routine, setting clear goals and objectives, and reviewing your calendar, discover the best-kept time management secrets of top performers. Learn how top performers manage customer interactions on their own terms and set meetings with themselves to allocate time efficiently for specific tasks.
Mark also shares how evaluating your day and celebrating small victories can boost emotional well-being and set the stage for a productive tomorrow.
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How to make ‘deposits’ so you can leverage business relationships and make ‘withdrawals’ later. Join Mark and Larry Long Jr. as we uncover how being a referable person is essential for building a strong network and maintaining a thriving sales pipeline. Larry shares his insights on the "three-minute challenge," a daily practice of genuine, value-adding gestures to foster relationships. For salespeople aiming to hit immediate targets, Larry advises starting to give now, emphasizing that giving often leads to unexpected returns.
Listen in as Mark and Larry discuss the art of mastering referrals with intention and clarity. It’s time to turn mutual connections into enthusiastic advocates!
“My coach says healthy people ask for exactly what they want, and I realized that for the longest time I wasn't healthy, I was beating around the bush. I encourage you sales professionals to be bold, be brave and make the ask specifically.” - Larry Long Jr.
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Read Mark’s blog post: How to Ask for a Referral
👤 About the Guest
Larry Long Jr. is the Chief Energy Officer (CEO) of LLJr Enterprises, as well as a keynote speaker and emcee participating in sales training and coaching.
Connecting with other top performers, sharing strategies, and exchanging experiences can help you push past challenges and achieve remarkable growth. Mastermind groups aren't just about learning from others; they're about mutual coaching and support.
This episode promises practical insights and a compelling challenge: embrace the power of mastermind groups and transform your sales journey.
🧠 Don’t have a mastermind group? Check out the Sales Logic Mastermind. Tailor-made for professionals like you; driven by ambition but seeking direction. Learn more here.
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+Mastering Sales Call Openers! Chris Bussing, an expert in tech sales, joins us to explore the art of starting sales calls effectively. Chris shares his wealth of experience from the tech industry, particularly in cloud services, highlighting the importance of finding an opener that aligns with your personality. From permission-based openers to problem-focused questions, we discuss how piquing a prospect's curiosity by addressing their potential challenges can lead to more successful conversations.
We also explore strategic account management and enterprise selling, emphasizing the power of focus and storytelling in building meaningful connections. The concept of the "proximal peer" is introduced, showing how aligning stories with a prospect's industry or role can create a sense of identification and trust.
👤 About the Guest
Chris Bussing is the founder of Bussing Ventures and Tech Sales Accelerator. He’s also the Senior Account Executive at Bespin Global US. You can learn more from Chris on YouTube here.
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Elevate your sales game with the C-A-R-T framework—Confidence, Authenticity, Risk, and Trust. Discover the secret to turning these elements into powerful tools to unlock unprecedented success in your sales strategy. Uncover why embracing risk fuels your confidence, and how being genuine helps maintain the delicate balance needed to build trust with your clients.
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Top B2B sales producer Andrew Barbudo shares his secret sauce for sales success. Join Mark as he chats with Andrew about his fascinating journey from journalism to becoming a sales powerhouse. Discover how he leverages his journalism skills to adapt and thrive in the competitive sales landscape, emphasizing the power of listening to clients and adapting to market shifts. We also tackle the inevitable challenges salespeople face, like maintaining persistence during those slow periods, and how focusing on customer feedback can lead to long-term success.
We’ll also break down the essentials of differentiating between warm leads and cold prospects and unveil the critical role of CRM systems in nurturing these valuable relationships.
👤 About the Guest
Andrew Barbuto is the author of Top Sales Producer: How to Crush Your Sales Quota and a top-performing sales producer in the adtech industry.
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Mark unveils how these sales experts propel themselves beyond average by breaking their goals into actionable, strategic steps. Discover the vital role of understanding the sales funnel, where quality supersedes quantity in lead generation, and learn how to leverage your CRM system to its fullest potential. Let’s move beyond just hitting a number; it's about optimizing each step of your sales process for ultimate success.
🧠Dive into your goals with Mark’s Goal Setting Masterclass on The Sales Hunter University.
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Join us as we welcome Jonathan Lister to discuss the cutting-edge integration of video and AI technology in sales. Jonathan shares his expertise on how platforms like YouTube are reshaping how content is consumed, underscoring the vital role video plays in modern sales strategies. From AI avatars that elevate buyer interactions to the growing preference for visual content, this episode unpacks the innovative tools redefining personalization and engagement in sales.
Pre-event video introductions and AI-driven personalization are just the beginning of what’s possible. Mark and Jonathan also discuss balancing automation with human touch.
👤 About the Guest
Jonathan Lister is the COO at Vidyard and was previously the VP of Global Sales Solutions at Linkedin.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Let’s tackle the tough question of how to keep selling momentum alive when business seems to slow down. Discover the art of tailoring a smaller, more digestible version of your product or service to build trust with clients.
We'll explore why it's crucial to maintain your drive and keep those phone calls and emails flowing. This episode is packed with real-world examples and stories designed to illustrate how asking the right questions can help you understand customer needs deeply.
--> Read the blog version of this episode by clicking this link.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Rejection often sends professionals running before the real game begins. Trailblazer in the sales industry, Danielle Cobo, brings her wisdom from her journey in copier sales to dental equipment, showing how breaking down monumental goals into bite-sized tasks can make a world of difference. We chat about the power of setting personal KPIs to monitor progress and maintain a keen focus on long-term objectives.
Shifting gears, we trade in the old-school tactics for a consultative method centered on truly understanding customer needs. Danielle and I share our personal stories of how confidence can blossom through dedicated learning and development.
👤 About the Guest
Danielle Cobo is the author of Unstoppable Grit, and is a keynote speaker, sales trainer, and senior consultant at Precise Selling.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Rejection isn't the end—it's just a stepping stone to future success, or as Mark likes to put it, “only a moment in time.” Uncover the strategies to turn a "no" into an opportunity, keeping your head held high and your momentum strong.
Discover how reaching out to your favorite customers can be more uplifting, plus how to quickly get back on track by making more prospecting calls and focusing on potential "yeses."
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
How strong is your: Deliverability, Lead Sourcing, Copywriting, & Data Quality? Join us as Tal Baker-Phillips from Lemlist unpacks the secrets to successful prospecting that can elevate your sales game. Tal sheds light on the critical components of prospecting, such as the ever-evolving art of copywriting.
Each of these elements is vital, and ignoring even one can derail your efforts. Discover cutting-edge email prospecting strategies that prioritize quality and precision over sheer volume. We explore the power of strategic sending practices, such as inbox rotation, and the importance of A/B testing to maintain deliverability while expanding outreach.
You'll learn the significance of focusing on a single problem per email and how value-based calls-to-action can ignite genuine conversations with your prospects. This episode promises to redefine how you connect with your audience and optimize your email communication for maximum impact.
👤 About the Guest
Tal Baker-Phillips is a Sales Leader at Lemist in Paris, France. Learn more about Lemlist here.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Taking charge of the prospecting dance is crucial—not just repeating the same old moves, but instead offering fresh insights with every interaction. Mark highlights the significance of initiating contact with a phone call followed by an insightful email, rather than the other way around. Learn how to adjust your follow-up tempo according to the sales cycle, whether it's a quick daily interaction for frequent buyers or a weekly engagement for larger, capital expenditure sales.
By understanding the value of consistent and innovative communication, you can maintain interest and stay ahead in the sales game.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Networking face-to-face and online has a huge impact on business growth and job searching. We welcome Casey Hasten from Success North Dallas as we discuss setting the stage for networking that truly matters. Mark and Casey highlight the significance of making meaningful connections that leave a lasting impression.
Drawing insights from the book "The Go-Giver," we discuss how to offer value without expecting anything in return and the importance of follow-up meetings to strengthen connections. Mark shares his frustration with the "connect and pitch" culture prevalent on LinkedIn, advocating for a more genuine approach. Mark also reveals his secret to remembering networking details to ensure consistent and authentic interactions.
👤 About the Guest
Casey Hasten is the CEO and Chief Recruiter at Ascend Talent Partners LLC and CEO of Success North Dallas, a premier relationship-building organization.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Mastering the BAMFAM method—book a meeting from a meeting. Learn how to turn “I’ll get back to you,” into a commitment. Get ready to tackle common scheduling hurdles and involve key stakeholders effectively while keeping your proposal process smooth and focused.
Mark offers actionable advice on how to be deliberate in your prospecting efforts, enhancing your sales strategy and building stronger client relationships. This episode is a treasure trove of tips to help you close more deals and prevent potential clients from slipping away.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
The Power of Customer Testimonials. Join Mark Hunter and branding and marketing expert Ernie Harker as they explore the transformation of product features into compelling value propositions. Salespeople often find themselves focusing too much on product features, missing the crucial connection with customers. Ernie shares his insights on shifting from a feature-focused approach to storytelling that highlights customer experiences and benefits. We discuss the common pitfalls of sales meetings and training that emphasize product details over customer impact, leaving sales teams without the tools to communicate real value.
Listen in as they uncover the powerful impact of harnessing customer video testimonials as a marketing tool, and the value of creating a library of these testimonials for sales teams to connect with prospects on a deeper level, capturing real-world success stories that resonate with future customers.
👤 About the Guest
Ernie Harker is The Billion Dollar Branding Guy; a keynote speaker, author of Your Brand Sucks, C-store marketing specialist, and entrepreneur.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Discover the strategic secrets of handling Requests for Proposals (RFPs) with precision. Uncover the nuanced decision-making process that can transform your approach to RFPs from a mere bidding war to a calculated business opportunity. Whether you've helped draft the RFP, or you're entering uncharted territory with a new customer, you’ll learn when responding can position you to influence future negotiations. Explore how aiming for second place or pushing competitors into unsustainable bids can ultimately lead to more lucrative outcomes for your business.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Uncover the art of planning for the next 12 months and master the balance between immediate targets and long-term vision. Our guest Amy Franko shares insights on key metrics that truly matter, avoiding the trap of being overwhelmed by data. Discover the power of having a clear “North Star” to guide your sales efforts and the impact of prioritizing actions like outbound conversations to consistently hit your goals.
But that's not all! Mark and Amy delve into the critical role of accountability and coaching in executing effective sales strategies. We identify the common pitfalls of annual planning and how to keep your sales strategies from gathering "digital dust" by integrating consistent reviews. If you're ready to transform your sales approach and thrive in this competitive field, this episode is packed with actionable strategies and insights you won't want to miss.
👤 About the Guest
Amy Franko worked in sales at IBM and Lenovo before becoming a Sales & Growth Strategist for her own company. She’s also a keynote speaker and author of The Modern Seller.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Your customers are viewing you in 3D.
Capture your customer's attention in a digital world that's louder than ever. Discover how mastering a 3D presence—across websites, social media, and video content—can revolutionize the way you connect with buyers.
Say goodbye to the days of relying solely on email and hello to a strategic, multi-platform approach that will elevate your brand's visibility and credibility.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Join us as we explore the ever-evolving world of social selling with our special guest, Ollie Whitfield. Ollie shares his thoughts on the importance of content creation in building a strong social presence and critiques past approaches, such as using podcasts to access target accounts. Together, we highlight the significance of genuine relationship-building over transactional interactions.
Uncover why top performers benefit from these strategies and how social selling is a long-tail approach that requires patience and genuine engagement. Explore whether a consistent message is key or if flexibility and experimentation could lead to better results.
◩ About the Guest ◩
Ollie Whitfield is a partner at Slingshot Content and Founder of Splashmaker Media. Ollie specializes in content that your audience adores consuming.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
From fear to confidence; take seven minutes with Mark today to transform your approach to sales calls.
Even ‘The Sales Hunter’ used to have a fear of making calls! Discover how to transform this anxiety into a powerful calling tool with actionable strategies and a mindset shift. What if the fear of calling wasn't just an obstacle, but the key to unlocking your sales potential? Mark Hunter shares personal stories and proven methods to help you overcome the call-related jitters that plague many sales professionals.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Why are only 25% of salespeople hitting the mark? Join Mark Hunter and Kelly Riggs to unpack this startling statistic and challenge the very foundation of traditional sales training. We examine how an overemphasis on product knowledge reduces salespeople to mere 'product pushers' and the problems this approach creates.
Kelly and I propose a radical shift towards understanding customer needs through insightful questioning, allowing sales professionals to become trusted advisors. This episode shines a light on the critical importance of moving away from feature-heavy sales kickoff meetings to ones that foster meaningful customer engagement.
Elevate your sales game by mastering strategic product demos and a well-executed discovery phase.
◩ About the Guest ◩
Kelly Riggs is the founder of The Business Lockerroom focused on Sales Training, Management Leadership Coaching, and Strategic Planning.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Is cold calling really dead, or have we just forgotten how to harness the power of the phone in our sales strategies? Discover the truth behind the myth that you can't use the phone for prospecting. Mark divulges ways to pair calls with emails and text messages for unparalleled success.
Learn the underappreciated value of voicemails in letting your personality and tone shine through, adding a human touch that text alone can't achieve. You’ll see how a blend of persistence, tone, and the right messaging can cut through the digital noise and foster real connections with your prospects.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Could AI in Sales leave more obstacles than opportunities?
Join Mark and guest, Anthony Iannarino, to learn how to rise above the noise and rekindle genuine relationship-building. Mark and Anthony share on embracing traditional sales techniques like face-to-face meetings and handwritten letters to foster authenticity amidst the digital chaos.
Mark and Anthony spotlight methods that truly resonate in building strong client relationships, such as mobile communication, smart social selling, and even business cards. Packed with practical advice and expert insights, this episode is a roadmap to enhancing your sales performance in today’s challenging markets.
◩ About the Guest ◩
Anthony Iannarino is a Sales Leader, best-selling author, and speaker specializing in complex B2B sales. Learn more at: https://www.thesalesblog.com/
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
How can you ensure you have a clear path from leads to successful sales calls?
Mark breaks down the sales process into manageable parts, highlighting the importance of understanding the marketplace, mastering time management, and identifying the key activities that lead to achieving your sales targets.
Let’s turn your ambitions into a reality with a plan that supports lasting success and propels you through the fourth quarter with confidence.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Discover the art of selling to CEOs with our special guest, David Newman, who brings a wealth of knowledge on influencing top-level decision-makers. David shares his expertise on how to engage CEOs in meaningful conversations that go beyond the mundane technicalities and dive into their long-term goals.
Learn the secret to capturing a CEO’s attention by aligning sales pitches with their vision for market capitalization, mergers, or strategic exits. By adopting the right vocabulary and focusing on big-picture strategies, you can transform your sales approach and achieve remarkable outcomes.
We also unpack the nuanced strategies for reaching out to CEOs effectively, personalized interactions that position you as a peer, and how to build credibility in the C-suite world.
💪 WHAT ARE YOU DOING TO MAKE 2025 BETTER THAN 2024?
Join Mark’s Annual Planning program—get your own annual planning workbook and a seat at an upcoming webinar for just $395.
Ready to start off on the right foot? Follow this link to get started.
◩ About the Guest ◩
David Newman is a CEO Brand Architect and the founder and CEO of Do It! Marketing. He’s the author of three books and a Certified Speaking Professional. Click here to learn more.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
What if unexpected business opportunities lie in a simple "thank you"? As the year winds down, it's time to reach out to clients—past, present, and even those who chose not to buy—and express genuine gratitude. These calls do more than just spread goodwill; they open the door to meaningful dialogues about future plans and challenges.
Step into the role of a partner and friend, and watch how your approach can change the way clients perceive you.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Join us for an insightful conversation with trust expert Yoram Solomon, who shares groundbreaking research about the indispensable role of trust in sales. Discover why trustworthiness is valued by 77.6% of people as the most important trait in sales professionals.
Yoram sheds light on the gap between how salespeople perceive their trustworthiness and how customers actually see them. Trust not only drives sales, but also empowers salespeople to command better prices.
Explore with Mark and Yoram the multifaceted approach to building trust throughout the sales process, emphasizing the power of reputation, references, recommendations, and reviews.
◩ About the Guest ◩
Yoram Solomon is a Professor, Trust Expert, keynote speaker, 3x TEDx Speaker, and author. You can also find him on The Trust Show Podcast.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Position yourself ahead of the AI curve. There are three crucial elements of effective selling that AI simply can't replicate As the digital landscape shifts, relying on product features alone is no longer sufficient. Learn how the art of asking the right questions can foster trust and solidify lasting relationships with your clients.
Equip yourself with the skills to not just navigate, but thrive, in this AI-driven world of sales. Join Mark as he shares insights on leveraging your distinct human qualities to maintain a competitive edge in the marketplace.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Join us for a conversation with Meredith Bell, an insightful voice at the intersection of sales, communication, and leadership. By asking, "What would make this conversation amazingly useful to you?" sales professionals can shift from pitching products to creating memorable, value-driven interactions. This episode is filled with practical insights on how genuine curiosity and interest in others can redefine the dynamics of sales conversations.
Explore effective techniques like the "two-second rule," which encourages a deeper dialogue and trust-building by pausing after someone speaks. Mark and Meredith discuss how shifting the focus from oneself to serving others can transform sales interactions into lasting, impactful connections.
◩ About the Guest ◩
Meredith Bell is the President and Co-Founder of Grow Strong Leaders, a company dedicated to creating products and books that optimize the way leaders and teams interact with each other.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
How to overcome the January sales slump and jump into a strong sales year.
Discover how a simple calendar quirk could derail your first-quarter goals. Learn strategies to avoid the common trap of a slow January start.
As the holiday season overlaps with key sales dates, planning the fourth quarter is more important than ever.
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📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Sonia Dumas joins us to explore how the dynamic world of sales and customer experience is reshaping consumer expectations. Join Mark and Sonia as they share strategies to develop a sales approach that captivates and deeply engages your audience.
Mark and Sonia challenge traditional sales mindsets by urging sales consultants and leaders to rethink how they first engage with potential clients. Instead of overwhelming prospects with high-ticket options, why not reveal your thought leadership and the potential of your services?
By crafting compelling introductions that highlight the unique experience you provide, you can reduce initial resistance and spark genuine interest.
◩ About the Guest ◩
Sonia Dumas is a speaker, innovator, and the Chief Income and Messaging Strategist at Inbox Income. www.soniadumas.com
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Unlock the secrets to a thriving sales pipeline as Mark dissects elements we often overlook: opportunity size, closure timing, and complexity. Many salespeople make the mistake of focusing solely on the size of opportunities, neglecting how timing and difficulty can derail quarterly goals.
Mark reveals how to assess each deal's viability, helping you avoid the pitfalls of chasing attractive, but ultimately resource-draining long-term deals.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
We used to say seven touches to make a sale. Now it’s 27 touches to make a sale.
Mark joins social media expert Corey Perlman, author of "Authentically Social,’ to unravel the secrets of maximizing your social media presence for sales success. Corey shares practical daily practices salespeople can employ on LinkedIn, or other social media.
Learn effective social media strategies tailored for professionals seeking to enhance their business and personal branding. Discover how Instagram's visual-centric approach demands a strategic presentation, particularly for those in speaking roles. We also touch on YouTube's potential as a lasting repository for video content that boosts visibility through Google's search capabilities.
Mark and Corey also explore the power of repurposing content across platforms as LinkedIn begins to embrace more video-friendly features.
◩ About the Guest ◩
Corey Perlman is the owner of Impact Social, a keynote speaker, and author of Authentically Social.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
In today’s world, the art of selling demands frequent and unique touchpoints. Mark teaches how small gestures, like remembering personal details about a prospect, can open doors to future opportunities.
Imagine stripping away all complexities and focusing on genuine, straightforward interactions.
Mark also shares a heartfelt story about a prospect and how the simple act of asking about his son led to an open door for future opportunities.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
Join us as Rita Goodrow shares her eye-opening experience of going on 35 dates in 35 days. By letting go of specific outcomes and expectations, she discovered a fresh approach to making genuine connections—a lesson equally applicable to successful sales discovery calls.
Mark and Rita discuss how embracing risk and focusing on the positives can transform your communication skills, making you a more curious and effective listener in both dating and sales contexts. By showing up as our authentic selves, we invite others to engage with us more genuinely.
◩ About the Guest ◩
Rita Goodroe is a community builder expert, sought-after coach, emcee and speaker.
Learn more about her at www.ritagoodroe.com
👊This episode was brought to you by Fist Bump. Learn more about them at this link.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
Learn how top sales performers go beyond mere product knowledge and tactics to create deep emotional connections with customers.
What if the secret to skyrocketing your sales isn't in your product knowledge, but in your mindset? Mark explores how a positive and open approach in sales calls can create trust, enhance listening, and build emotional connections with customers.
Mark also touches on surrounding yourself with success-driven individuals to watch your sales performance soar to new heights as a result.
👊This episode was brought to you by Fist Bump. Learn more about them at this link.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
Join Mark and sales presentation maestro, Tom Martin, to explore why tailoring your pitch to meet the specific needs of your audience can make all the difference. Mark and Tom dissect the common missteps, and uncover how addressing audience challenges head-on crafts a compelling narrative.
Learn how to let your slides support rather than overshadow your message, with memorable content that places a spotlight on key ideas.
Tom shares his wisdom on focusing presentations around a central message, keeping things simple and clear. This approach not only enhances your connection with the audience but ensures your message lingers.
◩ About the Guest ◩
Tom Martin is a keynote speaker and founder of Converse Digital. He teaches organizations how to turn conversations into customers by leveraging digital sales and marketing tools. Learn more at www.PerfectPitchWorkshops.com
👊This episode was brought to you by Fist Bump. Learn more about them at this link.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
How can you make price a secondary concern in a customer’s buying decision? Mark talks about how to transform discount demands into opportunities for understanding customer priorities.
Learn how to pivot the conversation from price cuts to uncovering what truly drives your clients, allowing you to connect your product or service to their top needs. See how it's not about selling the shovel—it's about selling the hole it digs.
👊This episode was brought to you by Fist Bump. Learn more about them at: https://getfistbumps.com/thesaleshunter/
We welcome Gail Casper who brings her dynamic perspective on elevating sales confidence through risk. Discover the intriguing concept of "cockatoo selling," a unique strategy aimed at boosting confidence and nurturing long-term client relationships.
Gail shares her personal journey of stepping out of her comfort zone, highlighting how calculated risks have driven her career to new heights. Mark and Gail explore how a supportive network can amplify sales success, and discuss practical strategies like cold calling, networking, and attending trade shows, all aimed at fostering meaningful connections.
◩ About the Guest ◩
Gail Kasper is a two-time TEDX speaker and author of Sell Like a Cockatoo. Click here for her free resource: The Three Most Overlooked Sales Tools that Close More Deals
🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine.
Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it.
October 28th at 4 p.m. EST! Don’t miss it. Register here.
👊This episode was brought to you by Fist Bump. Learn more about them at: https://getfistbumps.com/thesaleshunter/
Is your sales strategy lagging behind in this fast-paced economy?
Discover the critical errors salespeople often make, starting with the failure to pinpoint and address your customer's top priorities. Do you ensure your solution is both timely and aligned with the pressing needs of your clients? It’s all about knowing how to identify their priorities with precision and relevance.
Listen in for the four mistakes you should avoid as you navigate the current sales landscape.
🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine.
Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it.
October 28th at 4 p.m. EST! Don’t miss it. Register here.
👊This episode was brought to you by Fist Bump. Learn more about them at: https://getfistbumps.com/thesaleshunter/
Breakthrough expert Brian Biro challenges the notion of overachieving, suggesting we all have untapped potential waiting to be unleashed.
Mark & Brian discuss how by honing in on elements we can control—vision, energy, and relationships—we can orchestrate personal and professional breakthroughs.
Plus, discover how the simple act of putting on socks properly speaks volumes about the power of details and fundamentals.
◩ About the Guest ◩
Brian Biro is a master storyteller, professional speaker, and best-selling author. Find out more at www.brianbiro.com
⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 👊This episode was brought to you by Fist Bump.
How does one eat an elephant? One bite at a time.
In this episode, learn why a staggering 17% of salespeople generate 81% of the business. You can be part of this elite group as well by concentrating on one meaningful task at a time.
Mark teaches how you can take control of your productivity and set a winning pace for the rest of the day. Discover how this singular focus can prevent the chaos of chasing too many leads and enhance the quality of your customer interactions.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
Mark is here to guide you through the intricacies of sales prospecting, and especially the power of a well-defined ICP. By understanding the patterns and needs of your top customers, you can significantly improve your prospecting efforts.
Demonstrating honesty and ensuring your solutions genuinely fit your customer's needs can drastically enhance your reputation and build lasting business relationships.
Answer the nine questions Mark outlines to determine if a prospect is worth your time and efforts.
- Do you know the industry?
- Do their needs align with your best customers?
- Are their job titles relevant?
Listen to the episode for #4-#9!
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
👊This episode was brought to you by Fist Bump.
By following these straightforward strategies, you can maintain a more manageable and effective prospecting pipeline. How can you be sure you're not just chasing numbers, but building meaningful connections that lead to success?
Mark discusses focusing on meaningful dialogues, targeting individuals you can truly help, and managing your expectations about the pace of results so you can transform your prospecting efforts.
⭐ Leave us a rating or review on your favorite podcast app.
Want higher win rates, larger deal sizes, and faster closing times? Join Jason Bay in his conversation with Mark about outbound sales.
Discover the mindset shifts and strategies that differentiate elite sales professionals from the rest. Jason and Mark unpack the essentials of proactive engagement and the importance of sales teams actively filling their pipelines.
Let’s dive into the strategic elements that make outbound sales thrive in any economic condition. Plus, leadership is crucial in these efforts, and you'll hear how frontline leaders can lead by example and effectively coach their teams.
◩ About the Guest ◩
Jason Bay is founder and CEO of Outbound Squad. He was recognized by Salesforce as a Top 27 Sales Influencers to Follow in 2024. Find out more at https://outboundsquad.com/
Could giving away referrals actually lead to receiving more of them in return? Mark shares how by maintaining open lines of communication with both the referrer and the referred, you'll foster goodwill and keep everyone in the loop.
Learn why setting a goal of giving three referrals each week can be transformative for your sales success. Could you do it?
💡 Love The Sales Hunter Podcast? Leave us a review on your favorite podcast app!
Discover the secrets of compelling storytelling in sales with insights from master storyteller Stephen Steers, who has collaborated with over a thousand companies across 35 countries.
Mark and Stephen discuss why stories are the cornerstone of building genuine relationships in a post-COVID world, and teach about the three kinds of stories that make a difference: mission, vision, and milestones.
Stephen guides listeners through role-playing scenarios to illustrate the importance of summarizing needs, sharing impactful case studies, and transitioning smoothly to the offer. We also focus on the critical questions that capture and maintain your audience’s attention.
◩ About the Guest ◩
Stephen Steers is an author, keynote speaker, and founder of ContextSelling. He’s the President of Steers Consulting Group. Free script download available at: stephensteers.com/podcast
Ensure every minute you spend in sales counts.
Mark breaks down why not all prospects deserve equal attention and how to identify those that align closely with your Ideal Customer Profile (ICP).
Understand the critical factors like decision-making timelines, customer size, and buying process complexity that should guide your prospecting efforts.
💡 Love The Sales Hunter Podcast? Leave us a review on your favorite podcast app!
👀 It’s time to get real about the role of social media in your sales strategy.
Join SALES LOGIC on Sept. 23 at 4 p.m. for a FREE webinar with Brynne Tillman, the “LinkedIn Whisperer.”
Register here!
We're excited to share an enlightening conversation with Will Barron, who reveals how stripping away unnecessary steps can streamline your approach and boost your results.
In this episode, we delve into the art of personalizing sales emails to stand out from the spam and clearly communicate your value proposition.
Discover how to eliminate unnecessary steps and focus on what truly matters: booking meetings with the right message, and targeting the right person at the right time.
Will's expertise will help you avoid common prospecting mistakes and equip you with practical strategies to create a more efficient, buyer-centric sales process.
💡 Love The Sales Hunter Podcast? Leave us a review on your favorite podcast app!
◩ About the Guest ◩
Will Barron is host of Salesman.com Podcast and author of ‘Selling Made Simple’ and ‘SalesCode,’ both of which you can download for free at www.salesman.com
📗 Mark’s newest book, The Making of a Mind for Sales: 33 Strategies for Success is out on Amazon now! It’s an accountability partner and sales trainer all in one. Have you read it yet? Challenge yourself for 33 days. Get it here.
Learn how to present your price with unwavering confidence and secure sales like never before.
Mark shares his tried-and-true strategies for ensuring your price is seen as a valuable solution to your customer's problems.
Many salespeople forget to link their price to the outcome the customer is seeking, but you'll learn how to recap the key issues and position yourself as an integral part of the solution, making it clear why your price is justified.
How can the people around you make or break your sales career? Kristie Jones reveals the strategy of curating your inner circle to include individuals who drive both personal and professional development.
The conversation shifts gears as Mark and Kristie tackle the complex world of SaaS sales. Let’s dissect the proactive approach needed to target ideal client profiles, and how many salespeople are missing out on lifetime income by reacting rather than acting.
They also discuss the hurdles faced by those transitioning into SaaS, the evolving pricing models due to AI advancements, and the indispensable role of relationship-building.
◩ About the Guest ◩
Kristie Jones specializes in helping early-stage SaaS startups develop, document, and formalize all sales processes, hire top sales talent, and onboard new sales professionals. She is a keynote speaker and author of the new book, Selling Your Way In.
Mark shares ten sales metrics that are actually worth measuring. Not everything that can be measured needs to be, but some data can teach us a lot about our business.
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The number of conversations with prospects or customers.
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Number of calls made to prospects.
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Number of prospecting emails.
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The number of conversations it takes to close a sale once the lead is qualified.
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The length of time in days or months it takes to turn a lead into a customer.
👂For #6-#10 listen in!
Share this episode with a friend or colleague! Or for those who prefer to read, click here to read the blog.
💡 Love The Sales Hunter Podcast? Leave us a review on your favorite podcast app!
Learn how to transform the sales journey into a trust-building exercise rather than a race to close the deal with this week’s guest, Mark J. Carter.
Discover how mastering the "know, like, and trust" cycle can revolutionize your approach to prospecting. Mark H. and Mark C. share how to create an environment where prospects feel comfortable engaging and asking questions. Effective relationship building is the cornerstone of successful sales, and this episode will guide you on how to navigate this without being overly aggressive.
As virtual meetings become the norm, delve into how to make these interactions both productive and meaningful. With shorter, more efficient online meetings, learn how to manage your time effectively and tailor your presentations to the specific needs of your prospects.
💡 Love The Sales Hunter Podcast? Leave us a review on your favorite podcast app!
◩ About the Guest ◩
Mark J. Carter is the founder of ONE80, LLC, and the author of Idea Climbing: How to Create a Support System for Your Next Big Idea. Find out more at https://www.markjcarter.com/
Has that prospect earned the right to be in your sales pipeline?
Mark confronts the widespread belief that more prospects equate to more sales. Instead, join the sales professionals that have honed their Ideal Customer Profile (ICP) and are reaping extraordinary rewards.
Have you tried spending more time with fewer prospects? By investing meaningful time in understanding your prospects' unique challenges, you'll position yourself as a trusted advisor and indispensable asset in their business journey.
Read these 9 Questions to Evaluate a New Customer.
💡TODAY, MON. AUG 26TH💡
Join Mark Hunter and Meridith Elliott Powell of Sales Logic for POWER Hour, a monthly deep dive interview with renowned sales experts.
This afternoon: Victor Antonio! Join us at 3 p.m. CT. Register here!
Don’t miss this FREE, 40-minute webinar about why you’re not closing more sales.
Effective communication can make or break your sales process. In this episode, James Muir and Mark Hunter dive into the three main culprits of stalled deals—sales issues, client indecision, and business case problems—and talk strategies to overcome these obstacles.
James and Mark underscore how understanding client psychology and maintaining engaged communication can keep your deals alive.
James also reveals how to combat client indecision when there’s missing information or outcome uncertainty. Get ready to elevate your sales strategy and close more deals with confidence!
💡 Love The Sales Hunter Podcast? Leave us a review on your favorite podcast app!
◩ About the Guest ◩
James Muir is the Senior Vice President of Sales at UnisLink and author of The Perfect Close and Unsticking Deals. Find out more at www.unstickingdeals.com
In this episode, learn why procrastinating on reaching out to leads could be costing you valuable opportunities.
Mark debunks common excuses salespeople use to delay contact and emphasizes the importance of reaching out today with new value. Whether it's a timely phone call, an informative email, or a quick text message, your proactive approach can make all the difference.
Mark recounts how acting on a fresh news item led to an immediate response and a meeting set up within minutes.
Are salespeople possibly in the hospitality business? Our guest Larry Levine says, “People pay handsomely for inspirational experiences and positive moments.”
Join us for an insightful discussion with Larry and Mark as we explore the essential role of trust in sales.
Larry shares invaluable insights into avoiding the pitfalls of being an "empty suit" or exuding "commission breath." We dive into the importance of a relationship funnel and how fostering trust can revolutionize your sales strategy and drive sustainable revenue.
Larry and Mark emphasize how it’s up to us as salespeople to change the perception of our profession, molding it into how we want to be seen through our actions.
◩ About the Guest ◩
Larry Levine is the international best-selling author of ‘Selling from the Heart’ and ‘Selling in a Post-Trust World’ and the co-host of the Selling From the Heart Podcast.
Don’t overcomplicate your prospecting.
Discover the power of simple, actionable prospecting metrics that can transform your sales game. Mark dives into why simplicity in metrics is the key to greater productivity.
Do you know your own metrics? Are the ones you have superfluous, or complicated?
Whether you're aiming for five conversations or a different goal that suits your business, tune in to find out how to streamline your efforts and elevate your sales game.
💡What would a mindset journal for salespeople look like?
The Making of a Mind for Sales is your sales accountability partner in book form.
Get it now on Amazon!
Join us as Carson Heady, one of Microsoft's top sellers, reveals his strategies for cracking major accounts.
This episode will arm you with examples for building and leveraging relationships, whether through direct connections or ‘warm referrals.’ Carson reveals why skill sets often outperform technical knowledge in sales, stressing the importance of understanding the playing field and continually adding value.
Mark and Carson also discuss the innovative uses of AI and large language models for crafting outreach. They’ll share strategies for introducing key stakeholders to help deals move along, and the importance of maintaining responsibility throughout complex transactions.
📗 A mindset journal for salespeople? That’s Mark’s new book! 33 prompts for 33 days for growth.
The Making of a Mind for Sales: 33 Strategies for Success…available on Amazon!
The key to improving your closing ratio is by refining your opening approach.
Listen in as Mark shares strategies for narrowing your focus and being more selective with the prospects you choose to engage.
Mark shares a real-life example where asking tough questions early on identified a misalignment with a potential client—there must be a mutual fit!
💡 Love The Sales Hunter Podcast? Leave us a review on your favorite podcast app!
Join me and Kak Varley as we explore the fascinating intersection of lead generation and digital marketing from a sales perspective.
We dive into the power of LinkedIn follow ads and Google marketing as cost-effective methods for lead generation.
Listen in as we dissect the common pitfalls businesses face when navigating digital marketing. Kak emphasizes that there are no one-size-fits-all solutions or easy buttons for guaranteed success. Instead, he stresses the importance of aligning digital strategies with specific business goals.
💡 Love The Sales Hunter Podcast? Leave us a review on your favorite podcast app!
📗 A mindset journal for salespeople? That’s Mark’s new book! 33 prompts for 33 days for growth.
The Making of a Mind for Sales: 33 Strategies for Success… available on Amazon!
Looking to leverage email to build meaningful connections and drive results?
In this episode, we'll explore why concise communication is crucial and how ensuring your email reads well on a smartphone can make all the difference.
Uncover the power of sending fewer, more targeted emails rather than resorting to mass blasts. You’ll learn how to create intrigue without overwhelming your prospect, aiming to spark a conversation rather than giving away too much information upfront.
▣ Want in-depth email prospecting training? Check out this masterclass at The Sales Hunter University.
If level one is head confidence and level two is heart confidence, what does LEVEL 3 Confidence look like?
Kantarski shares his unique perspective that level three confidence is a state of mind, built through experience and application.
This episode provides a practical roadmap for building confidence in sales, underscoring its value not just for personal growth but also for empowering your customers.
Mark and John talk about what confidence is, and what confidence is not.
Learn how to cultivate a confidence that means mastery over your product, your customer, and your environment.
◩ About the Guest ◩
John Kantarski is a sales coach and author of The Sales Confidence Code.
To learn John’s confidence formula, go here.
Engage your prospects in meaningful dialogue that keeps them invested.
Discover how to move beyond the ‘conventional capabilities’ presentation and truly understand your customer's needs before offering solutions.
What if the best sales presentation is the one you never give?
💡What would a mindset journal for salespeople look like?
The Making of a Mind for Sales is your sales accountability partner in book form.
Get it now on Amazon!
Are you prioritizing the product over the needs of the customer? Our guest, Carole Mahoney, unveils the common pitfalls salespeople face when this occurs.
Listen in as Carole emphasizes the importance of asking the right questions to help buyers feel comfortable and confident in their decisions. Mark and Carole offer practical tips to shift the focus from product pitches to meaningful buyer-centric conversations.
In addition, Mark and Carole discuss the importance of tailoring sales presentations to the unique needs of each stakeholder, moving away from ineffective, one-size-fits-all pitches.
❗This Kindle deal ends this week!
📗 Mark’s newest book, The Making of a Mind for Sales: 33 Strategies for Success, is $0.99 on Kindle—but not for long!
Pick up your digital copy today! Or if you’re a page-turner, print copies are also on Amazon.
Combine sales strategy with mindset journaling + goal setting for a powerful 33-day journey toward success.
◩ About the Guest ◩
Carole Mahoney is a speaker and the author of Buyer First: Grow Your Business with Collaborative Selling. She is the founder of Unbound Growth.
What can a 90s comedy teach you about closing deals?
Reflect on your sales techniques as we explore the significance of having multiple deals in your pipeline and the art of asking with finesse.
Discover how Tommy's unwavering confidence, despite initial rejection, ultimately leads to success. And, how having a "meat lovers pizza in the trunk" metaphorically translates to the importance of a full sales pipeline.
💡 AMAZING sales insights available in Mark’s newest book!
📗 The Making of a Mind for Sales: 33 Strategies for Success by Mark Hunter
33 days, 33 sales strategies, 33 opportunities to reflect, grow, and crush those goals.
Do it alone, or do it with a group. Either way, this short book will make BIG changes to achieve BIG sales goals.
Think a great product guarantees investment? Think again.
Oren dissects the fundamental differences between running a business and raising capital, making it clear why charisma and hard work won't get you far with investors.
Mark and Oren also dive into the mental resilience needed to handle rejections, and how to separate your personal value from business outcomes to stay mentally strong.
You’ll want to listen to this episode before you pick up the phone next time to speak with any kind of investor!
❗This Kindle deal won’t last long!
📗 Mark’s newest book, The Making of a Mind for Sales: 33 Strategies for Success, is $0.99 on Kindle—but not for long!
Pick up your digital copy today! Or if you’re a page-turner, print copies are also on Amazon.
Combine sales strategy with mindset journaling + goal setting for a powerful 33-day journey toward success.
◩ About the Guest ◩
Oren Klaff is the best-selling author of ‘Pitch Anything’ and ‘Flip the Script.’ He is the Managing Director at Intersection Capital. Find out more at www.pitchanything.com
Why do many prospecting calls go south quickly? Terrible openings!
Discover the significance of understanding your ICP and how to craft questions that are not just intriguing, but irresistible to your prospects.
Mark teaches how to find questions and statements that are relevant to the person/company you’re reaching out to.
Learn the art of bypassing the business prevention department (purchasing dept.) and connecting with the right people who can truly benefit from what you offer.
📗 Combine sales strategy with mindset journaling + goal setting for a powerful 33-day journey toward success. Find it all in Mark’s new book: The Making of a Mind for Sales.
Available on Amazon now!
Don’t leave money on the table. Guitze Messina teaches prioritizing proactive engagement with existing clients over constant prospecting for new ones.
Mark and Guitze explain how if we don’t follow up fast enough, the customer can fall in love with somebody else. They also discuss follow-up strategies applicable across all industries.
Listen to learn the five essential questions that every salesperson must ask to truly understand their customers' needs and values. Use these the next time you follow up!
-
….listen to learn starting at 04’48”
-
….listen to learn!
3……listen to learn!
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What product are you having issues finding lately?
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What other niche of the market have you been trying to penetrate, and haven’t been able to?
📗 Combine sales strategy with mindset journaling + goal setting for a powerful 33-day journey toward success. Find it all in Mark’s new book: The Making of a Mind for Sales.
Available on Amazon now!
◩ About the Guest ◩
Guitze Messina is the Executive Director LATAM at HARDI and author of Moneycall: A Proactive Sales Method for Recurring Sales with Less Prospecting
Optimize your sales funnel with Mark’s five factors you ought to consider. Is the juice worth the squeeze?
In this episode Mark teaches how to recognize high-value customers and avoid resource drains.
How do you identify valuable leads? Mark provides five questions to answer before you pursue any prospect.
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What’s the lifetime value of landing this account?
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What’s the cost of customer acquisition?
-
What’s the strategic value of this customer?
4…….?
5……..? Listen in to learn!
📗 New Book by Mark Hunter!
Now Available: The Making of a Mind for Sales: 33 Strategies for Success
Take the 33-Day Challenge, and Create the Mindset of a Top Performer with this sales journal.
Shift your sales mindset from pressure-driven tactics to a heart-centered approach that emphasizes impact and care… with Jackie Joy.
Join Mark and Jackie as they discuss how focusing on collaboration, resonance, and empathy can transform your sales process into one that is both fulfilling and effective.
Learn how to avoid the dreaded "friend zone" and instead, position yourself as a trusted advisor and partner who drives meaningful business conversations forward.
💡 AMAZING sales insights available in Mark’s newest book!
📗 The Making of a Mind for Sales: 33 Strategies for Success by Mark Hunter
33 days, 33 sales strategies, 33 opportunities to reflect, grow, and crush those goals.
Do it alone, or do it with a group. Either way, this short book will make BIG changes to achieve BIG sales goals.
◩ About the Guest ◩
Jackie Joy is an Integrator and Sales Leadership Coach with Selling from the Heart.
Fridays are a secret weapon for closing deals. Want to know how I maximize my Fridays?
This episode busts the myth that Fridays are bad for sales.
Mark Hunter shares compelling stories from his personal experience handling major accounts, and provides actionable tips that can help you make the most of your Friday afternoons.
💡 All this and MORE now available in Mark’s new book!
📗 The Making of a Mind for Sales: 33 Strategies for Success by Mark Hunter
33 days, 33 sales strategies, 33 opportunities to reflect, grow, and crush those goals.
Discover why focusing on the process rather than the outcome is crucial…with Sandro Forte.
Explore the transformative power of setting high goals and holding yourself accountable. Sandro and Mark delve into the fascinating distinction between conscious and subconscious thoughts. Sandro shares how overcoming the "discouragement club" and that pesky "little voice" can propel you toward your goals.
Learn how to shift your thinking through learning and repetition, and cultivate habits that drive success.
📗 New Book by Mark Hunter!
Now Available: The Making of a Mind for Sales: 33 Strategies for Success
Take the 33-Day Challenge, it’s Sales Advice and an Accountability Partner all in one!
Find it here, $0.99 on Kindle for a limited time.
◩ About the Guest ◩
Sandro Forte is a personal growth and development speaker and a highly respected entrepreneur specializing in delivering targeted support to people via life coaching.
Learn how reviewing your weekly accomplishments, setting actionable objectives, and efficiently managing messages can transform your week.
This technique will help you kick off each Monday with clarity and energy, avoiding common time sucks that hinder your progress.
Tune in for how you can revolutionize your time management and maximize your efficiency all week long!
📗 Now Available on Amazon by Mark Hunter! 📗
The Making of a Mind for Sales: 33 Strategies for Success
It’s expert sales strategies meets mindset journal, and it’s going to change your career’s trajectory!
Take the 33-Day Challenge, and create the mindset of a top performer! Find it here.
Learn the compelling dynamics between price perception and branding with Ernie Harker.
Join Mark and Ernie as they discuss the emotional core of purchasing decisions and why a staggering 95% of all purchases are driven by emotions.
Listen in for insights that will help you connect with the emotional triggers of potential customers and elevate your branding strategy.
📗 New Book Available Now! 📗
The Making of a Mind for Sales: 33 Strategies for Success
Take Mark Hunter’s 33-Day Challenge, and Create the Mindset of a Top Performer!
Find it on Amazon now! Plus, $0.99 on Kindle for a limited time!
◩ About the Guest ◩
Ernie Harker is The Billion Dollar Branding Guy; a keynote speaker, author, C-store marketing specialist, and entrepreneur.
You can find him here on LinkedIn.
The most difficult sale you make is in your own mind.
Mark explains how the difference between top performers and average salespeople lies in their unwavering confidence in their ability to help their customers.
If you’re struggling to make that first sale in your mind, you’ll find actionable advice here on transforming your mindset to believe in the outcomes you create.
📗 New Book by Mark Hunter! 📗
Now Available: The Making of a Mind for Sales: 33 Strategies for Success
Each day provides a golden nugget of sales wisdom followed by space for your own self-evaluation, goals, and strategizing.
Ideal for salespeople eager to grow or sales teams looking for a group challenge!
Take the 33-day challenge, and create the mindset of a top performer! $0.99 on Kindle for a limited time.
Is my prospect lying to my face? Guest Traci Brown says it’s possible, since 60% of people think it’s okay to lie during the sales process. Body language speaks volumes, and Traci guides us through its nuances to better navigate sales meetings.
‼️ Have you ever heard these lies?
“I have to talk to my wife first.”
“Yes, I’m the real decision maker.”
“Yes, that’s our real budget.”
“I love this proposal.”
“You’re the last person I’m talking to.”
Discover how to recognize contradictory signals and understand gestures that indicate stress or disappointment.
🔊Learn more practical tips such as:
14’23” Why you should always give a prospect a chair with arms.
14’39” The power of a warm beverage
15’58” The power of food during the sales process
📗 New Book by Mark Hunter!
Now Available: The Making of a Mind for Sales: 33 Strategies for Success
Take the 33-Day Challenge, and Create the Mindset of a Top Performer!
◩ About the Guest ◩
Traci Brown is an author, speaker, and currently ranked the #3 body language expert in the world.
Learn more about Traci’s work at: https://www.bodylanguagetrainer.com/
Can customer reviews be your secret weapon in sales? Discover practical tips for maintaining the focus on helping your clients thrive in the marketplace.
Mark shares his expert insights on keeping reviews top-line and focused on your client's business growth rather than swamping them with data
Learn how to engage the customer in a dialogue that underscores your commitment to their success.
▣ Get more from Mark Hunter, The Sales Hunter at: https://learn.thesaleshunter.com
From recruitment to development, Jamie Crosbie talks hiring and training elite sales talent.
This episode is a goldmine for anyone looking to hire with precision or seeking to elevate their sales team's performance.
Does the key to success lie as much in mindset as it does in skill? Mark and Jamie dive into this topic as well as how to develop a sales culture where continuous growth isn't just encouraged—it's expected.
◩ About the Guest ◩
Jamie Crosbie is CEO and Founder of ProActivate, author, and keynote speaker as a Certified Peak Performance Mindset speaker.
▣ Get more from Mark Hunter, The Sales Hunter at: https://learn.thesaleshunter.com
This episode is a wake-up call for sales pros who've caught themselves pointing fingers at customers instead of refining their approach.
Mark emphasizes the necessity of listening, asking the right questions, and delivering your value proposition in an understandable way.
Are we truly listening to our customers? Do we understand their needs? The gritty truth is, it's not about the customer's smarts—it's about our approach.
▣ Get more from Mark Hunter, The Sales Hunter at: https://learn.thesaleshunter.com
Calling all current and aspiring C-Suite members, we welcome Gerhard Gschwandtner to the show.
Mark and Gerhard explore the trend of the short tenure of CROs and dissect the elements necessary for success in this high-stakes role.
Their conversation also discussed the balance the C-Suite must maintain as both a teacher and a learner, fostering unity and a shared vision that prioritizes the customer experience.
“A lot of great CEOs are optimizers, integrators and thinkers, not only about technology and efficiency, but also about humans. Because ultimately, it's not technology that helps you win, it's humanity.”
◩ About the Guest ◩
Gerhard Gschwandtner is the Founder and CEO of Selling Power Magazine, the world's leading publication for sales managers and leaders. Gerhardis also the CEO of the Sales 3.0 Conference.
▣ Reduce the Sales 3.0 Conference fee from $795 to just $49 by clicking this link!
Unlock the silver lining in every "no" and learn how to keep the sale alive.
Mark teaches how to face rejection, strip away its power, and turn it into your next big opportunity.
Whether you're dealing with a quick transaction or a complex sale, you'll discover how to probe for valuable feedback and foster ongoing communication with Mark’s crucial follow-up steps.
▣ Get more from Mark Hunter, The Sales Hunter at: https://learn.thesaleshunter.com
w/ Willis Turner…
Selling is a calling of high order—no place for amateurs here! Willis and Mark discuss the enduring truths of sales and give a blueprint for memorable sales service.
From meeting needs to creating wants, in this episode Mark and Willis give a guide to exceeding sales expectations with your customers.
👂Listen to hear more about:
- Selling is serving.
- Selling is a calling.
- Selling requires a plan.
- Sales is a science.
- Selling requires training.
Do your own sales strategies align with these principles?
◩ About the Guest ◩
Willis Turner is President and CEO of SMEI (Sales & Marketing Executives International) and author of the 2nd Ed. of Open the Mind and Close the Sale.
Find the book on Amazon, or at retroselling.com
▣ Get more from Mark Hunter, The Sales Hunter at: https://learn.thesaleshunter.com
What is the art of the patient sales pitch? Mark details how to master the slow sell for a greater sales impact.
Slowing down your sales approach (instead of rushing to the demo!) can help accelerate the close. Mark also shares how to pivot to learning about their business first rather than immediately responding to customer inquiries about your services.
▣ Get more from Mark Hunter, The Sales Hunter at: https://learn.thesaleshunter.com
Unlock the secrets to booking those elusive sales meetings and give your business the growth spurt it deserves…w/ Stu Heinecke.
Mark and Stu discuss the magic of brevity and personalization in your outreach efforts, and how to increase your contact-to-meeting success rate drastically.
In our world of strategic contact marketing, Stu explains how to go beyond the digital and into the tangible, discovering the impact of sending customized items to key individuals…and how to go about it. [Listen in at 10’24”]
Empower yourself in this episode to connect with those who can transform your business landscape.
▣ Get more from Mark Hunter, The Sales Hunter at: https://learn.thesaleshunter.com
◩ About the Guest ◩
Stu Heinecke is a growth consultant and bestselling author specializing in helping B2B sellers quickly acquire million-dollar accounts.
His latest books are How to Grow Your Business like a Weed and How to Get a Meeting with Anyone.
Have you ever had a shortcut come back and bite you? Shortcuts in sales are the quickest route to misunderstandings and unmet expectations.
The pressure of hitting targets can make the finish line look so tempting to cross by any means necessary. But what cost comes with that ease?
This episode invites you to examine your own sales process, and learn why investing time upfront can save you from headaches near the close.
▣ Get more from Mark Hunter, The Sales Hunter at: https://learn.thesaleshunter.com
Could these common sales myths be undermining your success? Listen as Mark debunks each one and empowers salespeople toward excellence.
- I can’t give control to the customer. [01:16]
- The customer is fixated on a cheap price. [03:06]
- I’m bugging the customer if they’re not responding to my messages. [05:48]
- I can never have enough in my pipeline. [09:51]
- My competition is better. [13:49]
📣 Cheers to 200 Episodes, The Sales Hunter Podcast! 📣
▣ Get more from Mark Hunter, The Sales Hunter at: https://learn.thesaleshunter.com
Consistency has the power to craft a credible reputation.
Mark shares how consistency is about bringing new value, new information, new insights. It's not about regurgitating the same email.
Listen to gain an understanding of how consistency not only lays the groundwork for credibility, but also leads to increased sales, upsells, and referrals.
▣ Get more from Mark Hunter, The Sales Hunter at: https://learn.thesaleshunter.com
Revolutionizing sales with authenticity and historical wisdom w/ Sales Historian, Todd Caponi.
Is transparency in sales really that counterintuitive? In this episode Mark and Todd seek to bridge the gap between the time-tested tenets of honest salesmanship and practical application in today's high-pressure sales environments.
Mark and Todd discuss the pitfalls of "stuffing the pipeline" and advocate for a shift in management that celebrates authenticity and prioritizes customer service over mere numbers.
In addition to fascinating historical tidbits, Todd shares personal experiences on incorporating transparency into sales strategies emphasizing the superiority of the long game over quick wins.
◩ About the Guest ◩
Todd Caponi is the founder of Sales Melon and has succeeded in multiple sales leadership roles, including CRO.
Todd authored The Transparent Sales Leader and The Transparency Sale. He also hosts The Sales History Podcast.
Our focus is not what we sell, it’s why we sell—because we want to help the customer. Mark breaks down prospecting with integrity and closing with confidence into six steps.
Expect to walk away with actionable insights that will not only elevate your sales performance, but also leave you feeling proud of the value you bring to every interaction. Sales is the greatest profession in the world!
▣ Invest in a new sales skill today at The Sales Hunter University and watch your 2024 results improve drastically. Click to learn more!
The power of value-based pricing in sales…w/ Mark Stiving Ph.D.
Listen in as Mark H. and Mark S. dissect why many salespeople struggle to hit their target prices. It's not about the product itself, but the value it represents to customers.
Discover the psychological intricacies behind product pricing and how it shapes consumer perception of value. Understand why customers often gravitate towards mid-tier priced items and how sales and marketing teams must convey the value proposition to guide informed purchasing decisions.
❓Key Questions Answered❓
- What are some ideas we could use as salespeople to help us understand what that problem is?
- If I see a price and it's cheap, do I automatically perceive that the value is cheap? If I see a different product with a more expensive price, do I automatically associate more value?
- Do people use price comparison to figure out what they want to buy?
- “I'm going to discount the initial sale and then I'll make it up later.” Does that hold water?
- If you had one piece of advice, you would tell the companies right now, in terms of maximizing price?
◩ About the Guest ◩
Mark Stiving, Phd. is a pricing expert, speaker, author, and founder of Impact Pricing. Mark holds his Ph.D in Marketing from Univ. of California, Berkeley.
His most recent book is Selling Value: How to Win More Deals at Higher Prices.
▣ Invest in a new sales skill today at The Sales Hunter University and watch your 2024 results improve drastically. Click to learn more!
The customer just told you no, but don’t walk away! You can turn rejection into success.
Mark shares strategies and ideas for how to keep you in the game. It's not the end, but rather a pivotal moment to gain insights and sharpen your approach.
Learn the significance of asking 'why' to get to the heart of the customer's decision, detect areas for improvement in your sales process, or to shed light on the customer's future needs.
▣ Invest in a new sales skill today at The Sales Hunter University and watch your 2024 results improve drastically. Click to learn more!
Kick procrastination to the curb with expert, Mary Kelly, Phd.
We all have the propensity to do the things we like best or are the easiest. There are a lot of other internal factors that cause us to procrastinate—but what if we didn’t?
Mark and Mary analyze what makes salespeople hesitate, plus how to take action, put fuel back in the tank, and get more wins.
Revamp your daily grind with practical tips to commit to your most daunting tasks or establish a routine that sets the tone for each day.
→ Get the free workbooks Mary mentioned by emailing mary@productiveleaders.com
▣ Find the book: Stop Procrastinating Tomorrow
◩ About the Guest ◩
Mary Kelly, Phd. is a Hall of Fame speaker and author of 15 books on business, leadership, productivity, and economics. With a Ph,D. in Economics and Masters in both History and Economics, she’s a total powerhouse.
Mary is a retired Naval Commander and former instructor at the U.S. Naval Academy and U.S. Air Force Academy.
Could cutting your price make the customer blind to the true value of your product or service? It’s time for a mindset shift when it comes to price.
In this episode, Mark shares how focusing on benefits and outcomes rather than features and/or price enables salespeople to command better prices and foster enduring customer relationships.
Learn to break the bad habit of selling on price and what must come before we even put one on the table.
→ Have a sales skill that needs work? Check out The Sales Hunter University for courses on Email Prospecting, Phone Prospecting, Following Up, and much more.
Finding purpose beyond the numbers…w/ Jon Alwinson.
Mark and Jon share their strategies for salespeople and sales managers to excel and lead in the competitive world of sales.
From morning routines to how to grow existing accounts, Mark and Jon lay out the foundation of a great sales career.
They delve into the crucial aspect of identity and purpose, encouraging salespeople to find value beyond numbers and embrace a greater mission to avoid burnout and achieve true greatness.
◩ About the Guest ◩
Jon is a Senior Regional Sales Manager at Boston Science and author of ‘Relentless Sales’.
Learn more about Jon, his book, or download three free chapters here.
When a quarter is over, have you fallen for reworking your goals or numbers? In this episode, Mark shares the true path to achieving your numbers—and it’s not through your goals!
Mark shares how to rework your activities to move you closer to meeting your goals this year.
→ Have a sales skill that needs work? Check out The Sales Hunter University for courses on Email Prospecting, Phone Prospecting, Following Up, and much more.
w/ Richard Harris…
What experience is your customer looking for?
In this episode, Mark and Richard flip the script on the buyer's journey narrative and introduce you to the concept of the seller's journey. Sales and marketing don't just influence the path but construct it, encouraging a focus on the buyer's experience rather than the journey itself.
The conversation takes a turn as Mark and Richard also share their perspectives on the relationship between mindset and discipline, persona-driven sales strategies, and even AI.
Listen at → 17’33” for Richard’s NEAT Principles of Selling.
◩ About the Guest ◩
Richard Harris is the founder of The Harris Consulting Group specializing in full funnel sales training and operational guidance.
He’s also the author of Owning Your Job Search and The Seller’s Journey, and co-founder of the Surf and Sales conference.
You can’t close anybody until you first convert them. But in order to convert them, the value prop must make sense AND be one of their top priorities. Otherwise you’re dead in the water.
In this episode, Mark shares how converting goes both ways. Successful salespeople must listen to the customer to identify their challenges, but also to see how their value prop needs to change accordingly.
▣ Get more from this series at our award-winning blog, here.
↪ Scroll through previous episodes for more of this series: The 7 C’s of Successful Sales Hunting: Start at Ep. 175!
w/ Derek Roberts...
The more you know the more you’re prone to winging it. Don’t miss the opportunity to prepare appropriately! Preparation allows salespeople to be present. Could you enhance your sales through authentic listening and connection?
Derek Roberts joins the podcast to talk listening—to customers, and to the voices in your head. Mark and Derek discuss how salespeople jump to solutions when the customer hasn’t even bought into the need yet.
Salespeople cannot be victims. It’s not about a better product, a better market, etc. Mark and Derek invite us to take charge of the impact you can have on customers, and of what you can achieve.
Great salespeople are opportunity makers. Listen to this episode to take a look in the mirror and see that YOU are the determining factor.
▣ Get more practical sales tips at our award-winning blog, here.
◩ About the Guest ◩
Derek Roberts is an Executive Partner with Integrity Solutions and Chief Executive of Roberts Business Group.
He is a sales coach, keynote speaker, author most recently of Listen to Sell.
Conversations. Referrals. Gratitude. These elements are not just about being courteous, but are strategic moves that can significantly impact your sales outcomes.
Mark teaches how to shift your messages from noise to necessity by focusing on benefits over features. Learn why simply pushing a sale won't cut it, and how delivering value through education is the key to unlocking meaningful engagement.
▣ Get more from this series from our award-winning blog, here.
Have you ever wondered how to cut through the noise and make selling simple? Scott Schilling joins us to strip down the complexities of selling, revealing the core of a successful sales strategy: identify the problem, provide the solution.
Mark and Scott demystify the art of sales, emphasizing the power of quality questions and the significance of adopting a servant mindset to uncover what customers truly need.
Features are great. But it’s the benefit that the customer buys. Which are you focusing on?
👀 Pay attention at 12’48” for excellent questions to use on your next prospecting call!
◩ About the Guest ◩
Scott Schilling is a coach, speaker, author, and owner of Schilling Sales & Marketing Inc.
His focus is to help others grow their businesses, increase their bottom line and ultimately live a far more fulfilled life.
Capture your customers’ attention, or risk them checking out quickly. Consider Mark’s five questions about your current communication style:
Is your communication factual or emotional?
Does your communication engage the other person?
Does your communication create confidence or uncertainty?
Does your communication have a purpose?
Does your communication reflect who you are and leave the customer in a better state?
↪ It’s not too late to register for Wednesday’s FREE webinar with Mark Hunter and Meridith Elliott Powell. Get their 'Top 5 Ways to Increase Your Sales Results' 3/13 at 1:00 p.m. CT LIVE or watch the replay.
w/ Sam Richter…
We welcome back AI and ChatGPT expert Sam Richter as he teaches step-by-step how to input custom instructions for generative AI in order to get great results.
Mark and Sam discuss effective applications for generative AI (such as ChatGPT) and when to use your research skills elsewhere. Sam details how he sets up each prompt for success by priming the AI with a persona, goal, intended audience, etc.
You may not be replaced by AI, but could definitely be by another salesperson who can use it well. Which will you choose to be?
▶ Join Mark Hunter & Meridith Elliott Powell for a powerful webinar: Top 5 Ways to Increase Your Sales Results.
March 13th at 2:00 PM EST. Register here!
◩ About the Guest ◩
Sam Richter is considered one of the world’s foremost Sales Intelligence and digital reputation experts, a Hall of Fame speaker, and best-selling author.
Confidence is contagious. Arrogance is contagious, too. However, customers want to buy from confident salespeople. In fact, a customer who trusts the salesperson will always pay more.
Mark shares the guidelines of a confident salesperson, and how they sell with assertiveness but never ego. Mark also details how to cultivate confidence that’s anchored in serving your customers.
▣ Get more from this series at our award-winning blog, here.
↪ Tune in next Monday for more of this series: The 7 C’s of Successful Sales Hunting
w/ Beth Ayers…
Inside the mind of a COO: Your insider guide to influencing the C-suite and bridging the gap to executive approval.
Join Mark and Beth as they bust myth after myth about how to succeed with the C-suite. As a member of the C-suite that has signed off on as well as blocked multiple deals, Beth offers insight into the decision-making of an executive.
Mark and Beth talk do’s and don'ts for demos to the c-suite, working with your ‘champion’ and other decision-makers—even what to do when you’re ghosted.
◩ About the Guest ◩
Bethany Ayers served as a COO in London, UK and now works as a board member and advisor to three AI companies.
You can listen to Beth’s podcast: The Operations Room: A Podcast for COO’s here.
Credibility is the foundation of being trustworthy. It’s not just what you know, but how you answer customer questions when you don’t know, too. More than product knowledge, it’s about you.
Mark also delves into being the same person your online profile says you are, as oftentimes the sale begins right there.
▣ Get more from this series at our award-winning blog, here.
↪ Tune in next Monday for more of this series: The 7 C’s of Successful Sales Hunting
w/ Jake Thompson…
Top sales performers don’t automatically make great sales leaders or managers. It’s a different skill set entirely. Great sales managers don’t just oversee spreadsheets, they coach their people, too.
Mark and Jake discuss how to manage the tasks and processes of a sales leader, but also get to know, develop, and coach each person. This episode also dives into the importance of leading and developing yourself before you can inspire others.
✓ Click for a free download of: Sales Leader Rules of Engagement.
▣ Find Jake Thompson’s book Lead Better Now here on Amazon.
It’s not about hustling, it’s about sticking to a system that works. Mark continues his series on the 7C’s diving into consistency—being able to do any sales process in a repetitive manner.
Are you consistent in WHO you’re selling to? How you sell? What you sell? In your follow-up?
Mark shares about the importance of a uniform sales process that you customize along the way.
▣ Get more from this series at our award-winning blog, here.
↪ Tune in next Monday for more of: The 7 C’s of Successful Sales Hunting
w/ Andy Paul…
The future of sales is more human than you think. Andy and Mark discuss how to differentiate yourself and harness your strength as a human: No machine or A.I can truly understand the individual’s perspective and how they think their situation is different from everybody else’s. Only you can.
Buyers aren’t talking to you because they want to. They’re talking to you because they need to. Mark and Andy go into how to help them, not sell them, drawing on their own personal buying and selling experiences.
◩ About the Guest ◩
Andy Paul is host of The Win Rate Podcast, and author of three best-selling books including ‘Sell Without Selling Out.’
How do you transform confusion into clarity? Mark discusses how to tailor your sales pitch to the specific outcomes your customers want.
This episode dives into customer-centric messaging and the importance of what the customer perceives and believes.
↪ Tune in next Monday for more of this series: The 7 C’s of Successful Sales Hunting
▣ Read more about CLARITY at our award-winning blog here.
w/ Jeff Bajorek...
If you think AI can replace you right now as is, or that it’s some easy button, then you might be focused on the wrong things. The reality is you have to be so knowledgeable—a good seller even—in order to train any AI to sell properly.
The good news? AI isn’t catching up to the nuances involved in selling to people anytime soon. So what can you do in the meantime? Jeff encourages curiosity and setting aside time to train your AI to work for you.
Mark and Jeff discuss practical uses for AI, and how to view it as your personal intern. What would you want your intern to accomplish for you? Chances are, AI can do that.
◩ About the Guest ◩
Jeff Bajorek is a speaker, sales leader, and trainer intent on helping sales organizations perform better.
Jeff has authored three books: When It Goes Sideways, The Five Forgotten Fundamentals of Prospecting, and Rethink the Way You Sell.
Jeff also hosts the podcast Rethink the Way You Sell.
Discover the strategies of top-tier sales success as Mark explores the seven 'C' traits that every Sales Hunter must embody. This is no cryptic code, but a series of traits that can transform your sales game.
Mark shares how the clarity in your messaging, consistency in your approach, and credibility in your interactions can lay the foundation for amazing sales achievements.
Plus, how confidence and communication open the doors to trust and incremental sales, and why connection with your clients isn't just nice to have—it's a non-negotiable for long-term business relationships.
▣ For more sales insight, check out our award-winning blog!
In this episode, Mark shares his top 20 pieces of the BEST sales advice to help you be a top performer.
You need the right mindset to succeed in sales. Our mindset is made up of a wide array of things, the chief of which is how we do our job.
After a successful career in sales, leading huge sales teams, and coaching sales organizations around the world, Mark has acquired plenty of great sales strategy and insight. Listen for 20 of the best golden nuggets of sales advice to ramp up your sales performance.
▣ To read the full list or to share it with others, click here.
by Yours Truly, Mark Hunter…
Mark shares his seven C’s for sales success. Elevate your sales process from start to finish.
○ Clarity
○ Consistency
○ Credibility
○ Confidence
○ Communication
○ Connection
○ Convert
→ Tune in to upcoming episodes to learn more about these seven sales essentials.
□ Check out Mark's award-winning blog for weekly sales insights and how-to.
w/ Julie Thomas…
Our customers have too many problems to solve them all at once. Companies must prioritize, and some simply aren’t worth solving. How can you connect the problem you’ve identified for your prospect to real business issues that make it worthwhile to solve and to change?
Mark and Julie discuss how to engage customers beyond just a value proposition by showcasing the full spectrum of benefits that align with their business goals.
Explore how sales professionals can shift from presenting a basic value prop to truly engaging customers with the measurable benefits of their investment.
Mark and Julie also tackle the overlooked aspect of customer inaction and introduce strategies for salespeople to effectively communicate the cost of inaction (COI).
◩ About the Guest ◩
Julie Thomas is the President and CEO of ValueSelling Associates, a sales training and coaching company focused on enabling sales professionals to compete on value, not price.
Julie is a noted speaker, speaker and consultant.
▣ Find Julie’s new book, The Power of Value Selling, available here.
Do your goals get you in attack mode, or panic mode? Mark reveals how you may be setting your goals wrong by keeping them too small or focusing on certain deadlines.
Mark explains how to break down goals into smaller chunks you can consistently do using his personal goal of running 1,000 miles in 2024.
Listen in for advice on making your goals more manageable and more powerful.
Read this blog for more goal-achieving tips.
w/ David Kreiger…
One thing is sure in life, and that is that things will change. How adaptable to change are you?
Mark and David discuss how embracing change not only enhances efficiency but also fosters growth.
Being in the people business means being curious and wanting to help them. Curiosity isn't just about keeping a long-term career engaging; it's crucial in a people-oriented industry like sales.
→ More golden nuggets from today’s episode:
+How to combat loneliness as a sales leader/executive/entrepreneur
- The 5-Year Journaling Technique that brings perspective
About the Guest:
David Kreiger is the Founder and President of Sales Roads (which helps companies increase their revenues through our comprehensive lead generation and appointment setting programs.)
David has built over 500+ SDR teams. David is a Top Sales Prospecting Voice on LinkedIn.
◈ Read the article mentioned at the top of the show here.
Can you craft success beyond goal setting? It’s time to leave the empty promise of traditional goals behind, and shift toward creating meaningful outcomes.
Mark reveals how to make your goals for this year much more powerful, and how to focus on the activities that will get you to the finish line.
→ For Goal Setting and Annual Planning courses, check out The Sales Hunter University!
◈ Do you read The Sales Hunter Blog? We just won the Gold Medal for Top Sales & Marketing Individual Blog. Subscribe today for weekly insights and learning straight to your inbox!
w/ Victor Antonio...
Unlock the power to navigate sales market turbulence with confidence. Join Mark and Victor as they dissect the hesitant mindset that can cripple decision-making.
Discover how to fortify your sales mindset, transforming the art of selling into the pursuit of serving and aligning your solutions with the real needs of your clients.
Do you have what it takes to leverage economic downturns as a springboard for market share growth and to outpace competitors?
◈ Do you follow The Sales Hunter blog? We just won the Gold Medal for Top Sales & Marketing Individual Blog. Subscribe today for weekly insights and learning straight to your inbox!
What if it's not your product that's the issue, but how you're presenting the value it brings to the table. Join Mark as he dissects why some salespeople get stuck after the first meeting, while others forge ahead and get the sale.
In this episode, Mark helps sellers shift their mindset from a product-centric approach to one that zeroes in on strategic solutions that matter to their clients.
◈ Customize your prospecting training and get Mark's all-encompassing Prospecting Library—just $99 for 54 modules of videos, pdfs, and quizzes!
w/ Larry Levine…
Sales is more than just a transaction; it's about the lives we touch. By truly understanding and empowering your customers, you can achieve more than just your targets—you can foster lasting relationships built on trust and shared success.
Step up your sales game with actionable advice and heartfelt wisdom as Mark and Larry share their proven strategies for influencing and impacting customers. By embracing gratitude, recognizing our daily impact, and documenting our wins, we set the stage for a year of triumphs.
Lean in and listen for more insights on being intentional and uncovering your purpose in 2024.
◇About the Guest◇
Larry Levine is the international best-selling author of Selling From the Heart and the co-host of the Selling From the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, Larry now helps sales professionals develop a mindset and skillset for authentic success.
⟐ Find the Selling from the Heart Podcast here.
Who holds you to the fire when your motivation wanes and excuses pile up? Accountability—it's not just a buzzword, it's a lifeline to achieving what you set out to do.
Kick off the new year as Mark Hunter unveils his personal word for the year and why it’s so critical for success in sales, life, and relationships.
It's not about to-do lists or calendars; it's about real people who expect real results. Join me as we explore the power of accountability and how it can be the difference between a goal set and a goal met.
For Goal Setting and Annual Planning guidance, visit The Sales Hunter University for a masterclass.
w/ Carson Heady…
How can you be more buyer-centric? Think intentionally about how you can leverage what you’re great at, your unique superpower skills and strengths, and your reputation, to make somebody’s world better. Boom, you’ve found a way to be buyer-centric.
Carson and Mark discuss how to deal with the most knowledgeable customers to date, and how to earn the right and the trust in each relationship we pursue with our buyers.
What can you do to make their sale to the board easier where they’re willing to put their reputation on the line? Answers to questions like these and more in this week’s episode!
◈ Start the new year off HOT with a renewed passion for prospecting. Get the Prospecting Training Library for just $99 at this link.
This isn’t like any formula you learned in math class. Mark shares his formula for sales success to make your own sales process effective and profitable.
Continuity + Competence = Confidence = Opportunity = Profit
◈ Visit this link for Mark’s complete prospecting training library, available for $99!
w/ Brent Adamson...
The customer often doesn’t lack confidence in you, but rather in themselves. They’re completely overwhelmed by the decision-making process, as well as the amount of information they get. Brent encourages sellers to ask the question, “How can I take something that seems big and complicated and complex and make it feel more manageable and easier to understand?”
In this episode, Brent teaches on allowing for degrees of customer freedom and facilitating decision-making as a guide, not so much a seller.
◈ Visit this link for Mark’s complete prospecting training library, available for $99!
Time seems to be what’s in shortest supply, so how can we make prospecting take less time?
Mark shares five strategies to speed up the prospecting process and close deals quicker.
◈ For more prospecting training, check out the Prospecting Training Library at The Sales Hunter University.
w/ Lee Salz…
There’s the business that happens to us, and the business that we make happen. Does your sales organization have the framework for the results you want?
Mark and Lee discuss if your sales team is founded in people or in process, as well as the power of incremental gains.
◈ Find out if you have a Sales DEPARTMENT, TEAM or FORCE at AssessMySales.com
They’re in your ICP, and you know you have a value prop that can benefit them…and still nobody is answering your emails or calls. What can you do?
Mark shares seven tips for prospecting the customer that has gone dark, or never responded at all!
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Follow the 80/20 rule.
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Ask for their opinion.
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Know their customers.
…Keep listening for the full seven!
◈ Visit this link for Mark’s complete prospecting training library, available for $99!
w/ Brandon Lee...
Would your prospects know of your company simply because they’ve heard of your CEO? Any CEO’s reputation can create opportunity for their team, but not all are interested in participating in growing their own personal brand.
Brandon and Mark discuss strategic, non-intrusive ways of using platforms like LinkedIn to create conversations, and how to encourage the CEO to do the same.
Learn more about Brandon’s company Fist Bump here.
Peers and other influences can make or break your sales. Sales is not a solo activity. Even if you’re a solopreneur, or working from home, going it alone can really demotivate you. Who you surround yourself with matters. So who’s on your team?
Mark shares seven tips for cultivating a strong team of peers and influences that drive your success.
◈ Don’t know where to start? Consider joining the Sales Logic Mastermind, started by Mark Hunter and Meridith Elliott Powell.
Sales Logic Mastermind is for the serious salesperson or business owner who is committed to unlocking their potential through learning, coaching, and peer support. Learn more here!
Prospecting never takes a holiday. Prospecting in December is even more important than ever—especially if you want to have a good January.
Mark shares tips for how to talk with prospects at year-end, and starting the new year planning for success.
❗ Hurry while the Sales Logic Mastermind is 50% off ❗
Sales Logic Mastermind is for the serious salesperson or business owner who is committed to unlocking their potential.
We’ve cut the price in half from $2000 annually to just a $1,000 annual membership.
Make a decision today to become the best salesperson you can be. This price won’t last!
Click here to learn more about the Sales Logic Mastermind.
Our customers are inundated with messages. But if the big brands are constantly putting themselves out there, shouldn’t we? The difference is, each time you follow up with a prospect, you get to deliver value. Following up is where the sale is made! No sale is one-and-done.
◆CYBER MONDAY 50% Off Happening NOW◆
Join the Sales Logic Mastermind and only pay half the annual membership cost!
Tailor-made for professionals like you, driven by ambition, but seeking direction.
Learn more here to take advantage of this amazing deal today!
You get the best of the best: a driven group of members to inspire and support you, an online learning vault of strategy and insight, and direct access to Mark and Meridith Elliott Powell through coaching calls, sales briefs, even crisis calls.
w/ Gerhard Gshwandtner
You have two choices: be replaced by someone who uses AI intelligently, or join the game and play with these new, cool tools. Which will you choose?
Mark and Gerhard discuss the known and unknown uses for AI in sales, as well as how to maintain authenticity.
Join the AI 4 Sales Newsletter here.
Get your complimentary ticket to the AI Sales Summit: https://bit.ly/3u2eqHH
Isn’t it better to give than to receive? When you give value to prospects, you’re helping them find a solution. You’re not asking them to help you.
Mark shares what giving a gift to prospects with no strings attached looks like, and how it can impact your success.
◈ Learn about including more value in your messages to prospects in the Email Prospecting Masterclass, available at The Sales Hunter University.
w/ Molly McKinstry...
Meetings with prospects have great value because that’s where more information gets exchanged—much more than several emails back and forth. Mark and Molly discuss the ever-evolving landscape of sales, how to get back to quality interactions by screening prospects, and earning the right to live conversations.
Buyers have more information than ever before. How do we differentiate ourselves? And what role will AI play? Listen in for these answers and more…
Find the report on the State of Scheduling by Calendly here.
◈ View the webinar How to Fill Pipeline During Economic Uncertainty with Molly McKinstry, Mark Hunter, and Meridith Elliott Powell.
Your prospects won’t know you can help them unless you reach out. In fact, they may not even know they have an issue until you reach out.
Mark teaches how to get into the headspace of contacting prospects now because it’s your responsibility to do so.
◈ For more prospecting motivation and strategy, get the Prospecting Training today at The Sales Hunter University and start perfecting your skills today.
w/ John Barrett...
Everyone in an organization needs supportive feedback to help improve their performance. Looking to elevate your team? It’s time to introduce a framework and a playbook for accountability using encouragement and correction.
How can leaders create a culture where people can grow and make a difference?
◈ Guest John Barrett brings insights from his masterclass on The Guardrails of Accountability available now at The Sales Hunter University.
The best time to make your next prospecting call is NOW! Or right after this episode, that is. Mark divulges the two influences that cause us to drag our feet before picking up the phone, and how to beat them.
The longer you wait, the more time the prospect has the potential to hear from somebody else. Or come up with another solution! The time to strike is now.
◈ For complete Phone Prospecting training, consider this masterclass to make the phone your most powerful tool.
w/ Nikolaus Kimla...
The world is changing, and people are changing. But technology will always be an enabler, and relationships will always foster sales. Guest Nikolaus shares how technology must support us, not replace us, in our effort to build real relationships.
Mark and Nikolaus discuss how tech can support who you are, but must also be enthusiastically embraced by the sales force to be useful.
◈ Your sales skills can always be improved! Check out the Masterclass offerings at The Sales Hunter University and choose a skill to work on this quarter for just $59!
→ More info about what Nikolaus shared can be found here.
A personality that sells is a personality that puts the customer first. Your personality is a reflection of your attitude, and your attitude can have a huge impact on your results. Mark shares questions for self-assessment before any call, any email.
The customer is going to do business with the person they like the most. How can you harness that likeability? It’s time to check in on your attitude.
◈ Leave The Sales Hunter Podcast a review today! We truly read each one and value your feedback.
w/ Randy Pennington…
What does it take to get that complex sale…other than a great deal of patience? Trust and integrity play a huge part, but what other practical strategies set you apart from the pack?
Mark and Randy discuss the transition from just making sales to actually maximizing revenue for the business. Also, how to get subject-matter experts involved, know more about our customer’s world, and get a prospect to trust your competence.
Learn more from Randy at www.penningtongroup.com
Your attitude comes through in any kind of communication with a prospect. Yes, even voicemail! Even email! The results you get coming out of a call are a reflection of the attitude you had going into it.
Mark shares 3 simple ways to improve your attitude, brighten your mindset, and thus revamp your results.
2’45” - Strategy #1
3’58” - Strategy #2
4’38” - Strategy #3
◆ For more phone strategy, the Phone Prospecting Masterclass has a wealth of information for how to make the phone work for your sales process.
w/ Phil Gerbyshak...
Having a CRM is great, but it’s not about the tool. It’s all about the system. Do you have a system of logical next steps for your own sales process?
There isn’t any magic, you’ve still got to do the work. Listen as Mark and Phil share insight into their own sales processes, and what works to close more deals.
Mark and Phil also discuss when they put a prospect in their CRM system, and how they determine who gets entered in.
~ You’ll find resources Phil shares at the end of the episode at this link.
If you’re reaching out to a prospect, you’ve got to have a next step, a call to action. Your call to action is a big part of making it easy for the customer to do business with you.
Mark shares 4 essentials for your CTA to make it easy and effective.
00:56 #1
01:46 - #2
03:14 - Make it valuable after they've committed to you.
04:03 - #4
→ For more prospecting strategy, get the Prospecting Video Library and learn everything you need to know to turn prospects into profits.
w/ Mike Weinberg...
A job in sales management is nothing like your old job in sales. Guest Mike Weinberg shares the many polar opposites between winning on your own, and winning through your people. Plus, managing strategies that are sustainable, and those that simply aren’t.
Have senior leaders lost sight of the sales manager’s job? How do you transition from being selfish to selfless? Mark and Mike discuss the essentials for new and experienced sales managers to be influential and effective.
→ 13:35 - Tips for New Sales Managers
→ 21:30 - What Should Experienced Managers Be Doing?
Learn more from Mike Weinberg here.
Prospecting is an activity, you’re not creating an end result. If your expectation is for your calls turn into sales, you may very quickly disappoint yourself.
Mark shares how salespeople can set expectations around an activity, and settle in for the long game.
→ For more advice on goals, get expert Goal Setting education from Mark’s masterclass available now!
w/ Larry Levine…
“It’s the inner work you do that will fuel the outer success you have.”
Most salespeople may be consistently inconsistent, but in this episode Larry shares his tips for achieving confident believability in the sales world…consistently. A lot of that begins with the work you do on the inside.
Sales is tough, and if you’re not working on you, it’s going to show. Listen in as Mark and Larry discuss the difference between sales professionals who improve within, and those that don’t.
15:20 → Larry’s Tips for How to Achieve Confident Believability
Great resources are always available at www.sellingfromtheheart.net !
Prospecting has nothing to do with you. You never know what has just happened to the person on the other end of your prospecting calls. Not taking their negativity personally takes practice, and sometimes a perspective shift.
Likewise, if you make your calls about you, you’re more likely to talk about yourself. Hold up! It’s not about you, it’s about the customer. Time to get them talking!
Listen in as Mark shares quick insights into a positive mindset going into prospecting calls.
→ Learn more phone prospecting tips in Mark’s Phone Prospecting Masterclass, available now for $59!
w/ Matthew Pollard...Afraid of outing yourself as an introvert? It’s neither a disease nor a weakness. Being an introvert in sales is an incredible asset. Some of an introvert’s superpowers: listening, thinking, processing, planning, are exactly what it takes to be a top performer.
Sales titan and author of The Introvert’s Edge, Matthew Pollard, returns to the podcast to share his passion for teaching introverts strategies, not to be like their extroverted counterparts, but rather to amplify their own strengths.
→ Grab your spot at the Introverted Sellers Summit, and join us virtually Oct. 9-13th.
Embrace your introversion, become a sales superstar. Hosted by Mark Hunter and Matthew Pollard.
*Whether you’re the introvert, or as a sales manager you have introverts on your team, this episode (and the summit!) is for you.
Prospecting out of desperation? I.e. you aren’t going to make your number, your pipeline is running dry, or all other attempts have failed.
Prospecting is a muscle that in order to stay in shape must be exercised consistently. In this episode, Mark shares insight on why salespeople struggle to get prospects.
→ Everything you need to know about turning prospects into profits…our all-encompassing Prospecting Training is your best way to take your skills to the next level.
w/ Stacey Hanke...
What really is influence? This week’s guest and influence expert breaks it down into two elements: 1. Your body language and your messaging are consistent Monday to Monday. 2. You have the ability to move people to take action long after the interaction has occurred.
Tune in as Mark and Stacey discuss the link between trust and influence, and how to rehearse our communication skills to make ourselves more persuasive, authentic, and effective.
- Communication tips you can start using TODAY!
→ Find out more from Stacey at: staceyhankeinc.com
★ The world of sales is hard, and it's so easy to get discouraged. Get your mindset right with A Mind for Sales by Mark Hunter.
Feel energized by renewed purpose and success in your sales role. Available here.
Effective prospecting is warm, targeted calling. There are prospects that fit in my Ideal Customer Profile, and if I don’t reach out to them, I’m doing them a disservice. Reaching out to anyone outside of my ICP is a waste of resources and a waste of my mental energy.
An ideal customer may or may not need your services right now, but there’s a high probability they’ll need your services—much better than random calling.
→ Learn the ins and outs of effective Phone Prospecting in this masterclass available at The Sales Hunter University.
w/ Darryl Praill...
Social media is where buyers will make a decision as to whether they believe you, trust you, and want to do business with you. Just like sellers do research, buyers do their own by reaching out to peers and checking out the content you share and insight you provide. Would you appear as an expert in your field?
Darryl and Mark discuss using social media to eliminate risk in the eyes of the buyer and how to cancel the excuses of ‘not enough time’ and ‘unsure of what to say/post.’
→ Join Mark Hunter and Matthew Pollard for the Introverted Seller Summit…click here to learn more! Get strategies for introverts to be successful in sales, and much more.
Prospecting is where it all begins. You have the opportunity to help people, but you can’t do that if you don’t start a conversation first. Mark shares five practical strategies to overcome any aversion or even fear of prospecting that you can start using today.
→ Gain confidence by improving your prospecting skills at The Sales Hunter University. Take a targeted course such as Email Prospecting or Phone Prospecting. Want it all? We’ve created a Prospecting Video Library so vast, it’s like getting a degree in Prospecting. Tap here to learn more.
w/ Scott Schilling...
As a salesperson, it’s your responsibility to create an environment for the prospect to want what you have. Part of that includes asking good questions. We need to know if the prospect is amenable to the sale, or what’s holding them back. The customer will answer if you simply ask them!
Scott Schilling shares verbatim the kinds of questions he uses in sales conversations to qualify prospects, neutralize price objections, and close the sale.
--> Stop discounting and negotiate with confidence after taking Mark’s Pricing Masterclass, available now at The Sales Hunter University.
My typical advice is to stay in your lane, but the truth is some salespeople sell to multiple verticals. Don’t chase shiny objects—changing lanes without the proper planning can cause accidents. In this episode, you’ll hear tips for addressing multiple verticals in your work week and staying smart in each industry.
- Don’t have a detailed ICP Profile for each of your ideal customers? Develop it using the videos and workbook in the Ideal Customer Profile Masterclass.
→ Available now: The most comprehensive Prospecting Training yet. Access 54 modules and learn everything you need to know to become a top performer.
The introduction of ChatGPT means that if you’re good at any aspect of sales, the competition is now just as good at those same things. A.I. levels the playing field, but a lot of professionals still aren’t using it. Sure, you already have a great sales acumen, but with bots like ChatGPT you could be unstoppable.
Beth Z and Mark discuss the benefits as well as penalties to using ChatGPT, and when to use caution with the results.
Learn more from Beth at: Yournerdybestfriend.com
Whether you’ve been selling for one year or twenty, you can be seen as a Subject Matter Expert. Mark shares tips for defining your business and seeking specific learning opportunities to boost your value.
What are YOU an SME of? Learn about finding your niche and becoming an asset.
→ Need help defining your ICP? The Ideal Customer Profile Masterclass will take you step by step through each facet of your business. Let Mark help you, and start finding better prospects immediately.
Mark shares the three types of people you need to grow your business, and how to find them. Attending an event may not always be possible, or even effective, but networking is still vital for developing contacts, raising your profile, and increasing your circle of subject matter experts.
Mark presents his personal '100 Strategy' for networking, plus some questions to ask yourself so you can connect with helpful individuals.
Ready to grow your net worth? Put a little energy into your network.
→ Learn more about Referrals from Mark in the Referrals Masterclass, available now at the Sales Hunter University!
Want to spend MORE time with FEWER prospects…and close more deals? In this episode Mark provides an easy checklist to know if you’re pursuing a viable prospect, or just a shiny object.
Stop stuffing your pipeline. Save yourself some valuable time, and know when to cut a lead loose.
--> You’ll find an incredible variety of prospecting masterclasses to specialize your sales skills at The Sales Hunter University. See your options here today, and differentiate yourself from your peers.
Only $59 per course, or bundle a few courses and save!
If sales enablement is like an orchestra, is everyone in your company playing from the same sheet music? Expert in revenue-producing techniques and sales productivity, Roderick Jefferson joins the show to speak about everything from creating long-lasting customer relationships to your Ideal Employee Profile.
How can companies leverage sales enablement? What if sales and marketing are speaking completely different languages? How can companies better leverage AI? Listen in for more insights.
→ Find more from Roderick at: https://roderickjefferson.com/
A rising tide lifts all boats. Join the rising tide at Sales Logic for the Sales Logic Mastermind —spots opening now!
Have your prospecting muscles gone flabby? Prospecting is something you have to do every day. Yes, you have enough time. No, you don’t need to do more research. The time is now to be proactive and create sales for yourself. More prospecting = more opportunities.
Mark shares motivation to get started on your prospecting now, as well as easy prospecting goals to get some momentum.
→ Beef up other prospecting skills at The Sales Hunter University. Take a specialized course in Phone Prospecting or Email Prospecting + much more!!
What sparks change? What transitions a sale from a possibility to a done deal? Mike Simmons advocates for a catalyst, a champion within the organization that deeply cares about the problem you can solve.
Mark and Mike examine the right methods and activities to identify your catalyst, and work to understand the customer better than they understand themselves.
--> Want more prospecting training? Check out The Sales Hunter's Prospecting Library for everything you need to know.
Get more from Mike Simmons at: https://catalystsale.com/
Make it easy for your customer to say ‘Yes,’ because speed sells. And your competition isn’t some other company, but rather your #1 competitor is the customer simply not making a decision. How can you overcome the status quo, close the deal, then sell them additional services? Mark details how to expand with new and existing customers by establishing yourself as a solution-provider.
Remember to check out the Sales Logic Mastermind here!
The wrong goal forces you to do the wrong actions. The wrong prospect clogs your pipeline and wastes your time. How can we set goals with waypoints to ensure we’re on the right track? How can we qualify whether or not a prospect is a good opportunity?
Ron Karr introduces the ‘Velocity Mindset’ as a factor of speed, direction, and routine. Because if it’s not repeatable, you can’t sustain it! Learn the importance of the story in your mind and how it impacts your results.
--> Find accountability by joining the Sales Logic Mastermind. Learn more here.
Even the best of the best face rejection. Whether it be sports, business, or school, everyone faces rejection in life. Still, it’s safe to say that salespeople hear ‘No’ a little more than most. So how do you continue to believe in yourself and what you do despite how prospects respond? Mark shares 6 tips to keep your sales sanity.
--> Find accountability by joining the Sales Logic Mastermind. Learn more here. For more mindset tips and strategies, check out A Mind for Sales and get your copy today!
Priority management and accountability can help you both drive revenue and achieve your goals. Some salespeople think they have a time management problem, when in reality it’s a priority management problem. Mark shares insight on these two things holding salespeople back from achieving the next level. Plus, practical ways to improve them in your own career.
For more mindset tips and strategies, check out A Mind for Sales and get your copy today!
Find accountability by joining the Sales Logic Mastermind.
Spending 3-4X time worrying about a task compared to the time it would take to complete it? It’s time for a mindset shift, and a new system to help you get important work done. Mark shares how to break your to-do list into granular activities and schedule yourself in a way that they’ll actually get done.
For more mindset tips and strategies, check out A Mind for Sales and get your copy today!
Motivation is a key determining factor for success. Salespeople desperately need systems and processes that help them stay focused and identify what they need to do next to be successful. We welcome Dr. Mary Kelly back to detail easy routines that help salespeople and their teams prioritize and stay motivated.
“If we take assignments and promises to ourselves as seriously as those we make to other people, we will get things done.”
--> Access Dr. Mary Kelly’s monthly planner and leader blind spot exercise by clicking here.
Sharing information doesn’t qualify prospects, but asking questions sure does! Mark shares how the sooner you ask questions, the sooner you uncover vital information. Mark demonstrates how to include questions in everyday prospecting conversations—even in a voicemail!
+The knowledge you acquire from asking prospects questions will increase your level of expertise. You’re not only educating yourself, in a way you’re educating future prospects.
Anyone can share information! Listen in and learn how to set yourself apart with your questions.
→ Gain a wealth of prospecting knowledge by taking any course offered at The Sales Hunter University. Curious about phone prospecting, email prospecting, or following up? We’ve got you covered and then some. Enroll now and start learning today!
Prospecting can take some serious prep. Careful! It’s not about being busy, but rather a focused effort on prospects and activities most likely to produce revenue. We welcome Paul Caffrey, a Sales Preparation Expert, to share his knowledge on how to get ready for your next discovery call, prospecting email, or customer interaction.
+Mark and Paul discuss how to know if a deal is even worth pursuing, and areas they research before any prospecting conversation.
→ Visit paulcaffrey.com/hunter for a FREE 1-on-1 session including a documented process to improve how you sell.
Your mindset going into a call is going to predetermine what you’re going to achieve. Prospecting and sales is a person-to-person game, and it starts in your head. How can you set yourself up for success?
+Mark shares four mindset strategies to get your head in the game, and create positive momentum toward success.
For a more in-depth look at sales mindset, get your copy of A Mind for Sales today!
Generative AI can produce some pretty incredible writing. Analytical AI can see cause and effects that a human may not notice. Nevertheless, AI still lacks relevance, human experience, even empathy! That’s where you come in.
We welcome Sam Richter back to The Sales Hunter Podcast to give detailed instructions on how to use AI in Prospecting for emails, scripts, proposals, and research. Sam and Mark discuss putting relevant information in your prompts, as well as the importance of going back, adding our own voice, and checking sources.
Learn more about Sam's AI resources at https://www.intelngin.com/
Is your prospect a cheerleader, a coach, or a champion? Qualifying early is so important since you may be speaking with someone with no control of the budget, no purchasing power, or no previous buying experience. Mark shares questions to ask to qualify early and spend more time with fewer prospects.
02:08 --> Listen in for great questions! Get ready to take notes.
~Learn from the master of prospecting, enroll in Mark's Prospecting Course from The Sales Hunter University.
Statistics show that 28% of a salesperson’s time is spent selling. Does this figure surprise you? We tend to spend a lot of time on the administrative side of the business, such as data entry. Tiffani Bova, Growth Evangelist at Salesforce in her newest book argues that the fastest way to get customers to love your brand is to get employees to love their jobs. How do we improve employee experience?
Tiffani and Mark discuss how managers could best spend time on mentoring and coaching to minimize burnout, and the use of tech to save time and simplify.
Find The Experience Mindset by Tiffani Bova here.
We’re not focused on interrupting, intruding, or catching prospects at a bad time. Instead, we’re reaching out because we have a solution that we know can help. Mark shares the mindset shift to understanding our prospects and their challenges so we can better help them.
Check out the course list at The Sales Hunter University for masterclasses on prospecting.
Discovery calls can be a rich source of information, but oftentimes sellers think it’s their agenda to convince the buyer—or they fall quickly into a premature demo. It’s not just about how we impact the buyer, but much more so how we can help the buyer. Becc Holland, an expert at sales diagnosis, joins us to teach about identifying the problem the buyer believes they have, AND uncovering if there are current or future impacts they missed.
Mark and Becc discuss what kinds of questions sellers can ask prospects to identify known and unknown problems, as well as how to propel the problem we can solve to a higher position on their priority list.
—> Learn more from Becc Holland at www.flipthescript.com
~Take your prospecting emails to the next level. Download the free Ultimate Email Prospecting Guide today!
You’ve finally got a prospect on the phone, you get so excited that you want to show them the product. Oops. Now their mind is going in too many directions since you don’t yet understand their needs. Okay, so the prospecting call isn’t the right time. But, when is the right time for the demo? Mark shares which boxes to check before the demo and how to craft the demo around the value prop you’re putting on the table.
*Pay special attention to 02:48 for → What to do when the prospect asks for the demo (prematurely).
Learn this and more phone prospecting tips in the Phone Prospecting Masterclass available at The Sales Hunter University.
We are not what we do. How many people do you know have achieved outstanding success and are still incredibly unfulfilled? Comparison is the thief of joy and contentment, but what if we decided to be in competition with ourselves instead? Jake Thompson shares practical sales and mindset strategies to take small actions to move your business and life forward, as well as remove your identity from the outcome of your sales. We can do hard things and have fun!
Find more from Jake Thompson via @JakeThompsonSpeaks or www.competeeveryday.com
--> Haven't downloaded the Ultimate Email Prospecting Guide yet? Download it free today!
If we want somebody to take the time to respond to us, we owe them the time to do our homework. Are you committing these cardinal sins of prospecting? It’s time to get creative, and that means very specific to the needs of the customer.
--> Revolutionize your emails and enroll in the Email Prospecting Masterclass today.
Don't forget to download your free ebook: The Ultimate Email Prospecting Guide
What if CRM’s could actually help a salesperson sell or progress through a deal? Our guest Paul Fuller, CRO of Membrain believes that a good CRM system helps the salespeopleusing it, instead of the drudgery of data entry. Mark and Paul discuss shifting the focus of sales data from being so process-driven to a focus on training, development, and repeatability.
Currently salespeople spend only 30% of their time selling…how would revenue multiply if salespeople had more time to move deals from pipeline to close?
--> Download your free Ultimate Email Prospecting Guide here!
Who knew voicemail was so controversial? Voicemail needs to be part of your prospecting arsenal. It’s not always about the callback. We know how unlikely that is! A voicemail is an excellent way to let your personality come through, and sometimes it’s about leaving a trail of breadcrumbs in the prospect’s consciousness. Learn Mark’s best tips for leaving voicemails, and following up with them, too.
Go deeper on the topic of voicemail in our Prospecting Masterclass at The Sales Hunter University! Enroll today and make the phone your strongest prospecting tool!
People don’t trust brands anymore, but we do trust other people. Well, certain people, such as other content creators, or those that share our values. Whether you’re in B2B or B2C, you want to work with people who have a level of influence in their community. Justin Levy shares how influencers and content creators are not born overnight, but how hard work creating relatable, valuable content can increase success. Could you have a lot more to say to the world than you realize?
Thank you to our listeners! Our free gift to you: The Ultimate Email Prospecting Guide. Download it for free now!
Each day we have a gift—an opportunity—to either influence and impact people positively, or have them influence or impact us negatively. We know sales is emotional, but how do you get that good attitude? Mark shares practical mindset tips to keep you at the top of your game.
--> Learn the mindset of a top performer in the A Mind for Sales Masterclass, available here.
Thank you for being our listener! Our free gift to you: The Ultimate Email Prospecting Guide
The energy of an in-person meeting cannot be replicated in a video call. In-person sales has a proven impact on creating relationships and closing more deals, despite becoming more difficult, and oftentimes less supported by management.
Luigi Prestinenzi shares his passion for serving our buyers by knowing them, knowing their world, and what is important to them. Mark and Luigi discuss how meeting with prospects helps fill in information gaps better than any email or phone call can.
--> Sharpen your sales skills so when you meet with prospects, you're prepared. Visit The Sales Hunter University for masterclasses on over a dozen sales skills.
It doesn’t matter what kind of sales you do, sales is emotional. Your attitude and your emotions are involved at every step, but the most important piece that requires a solid mindset is prospecting. Mark shares how when you know you can make a change, your emotions alter how you speak, write, and listen. Change your attitude, change your outcome.
Learn more from Mark at The Sales Hunter University. Take a Masterclass and see your sales skills go next-level.
ChatGPT cannot be the end point, but it can be the starting point. Dave Brock shares how salespeople can use AI as an educational tool, and even as a debate partner, but that humans connecting to customers effectively is the real end goal.
We can’t get too focused on how much salespeople are going to exploit AI because we’re forgetting our buyers will too. Salespeople run the risk of becoming unnecessary and irrelevant if they can’t show they understand the prospect and understand their business. Listen in for great tips for using AI as a starting point in prospecting.
Visit partnersinexcellenceblog.com to see what else Dave Brock has to say!
--> Learn how to Contact, Connect, and Close on May 24th at Sales Logic LIVE! There are a few spots left both in-person and virtually! Don’t miss this opportunity to give your sales process a lift. Click here for information.
How can you cut through all the noise in the marketplace? You don’t need to cast a wider net. Instead, try becoming relevant to that really tight subset of people out there who will benefit from what you have to offer. Mark shares about the importance of going both deeper and higher in your sales process.
Grab one of the last spots at Sales Logic LIVE by following this link. Be part of this amazing group of salespeople who want to be a cut above their competitors. Join us May 24th!
What is the balance between personal content and promotional content on LinkedIn? How do we transition from our profile being an extension of our personal brand to becoming a thought leader? Daniel Disney, the king of LinkedIn and Social Selling joins us to answer these questions and more. Mark and Daniel also discuss WHO to connect with, WHEN to post, and HOW to best invest your time on a social platform. Sure, most people use their LinkedIn profile to get a job, but afterward it’s time to evolve your profile. Listen in to hear how.
→ It’s not too late to reserve your spot at Sales Logic LIVE! The economy is changing drastically, don’t get left behind.
Supercharge your sales process on May 24th virtually or in Dallas, TX. Register now!
Download the FREE Ultimate Email Prospecting Guide via this link.
Leads don’t mean anything, because leads are not prospects. The quality of your prospects matters more than ever because of the existing level of noise from lead generation tools. Caution: the competition for leads is only going to get more severe in the next few years! Your new objective is to reduce the amount of leads you have so you can spend more time with better prospects. Unfortunately, better prospects don’t fall out of the sky. But profitable prospects can be created because you’re having a relationship with them.
→ It’s not too late to reserve your spot at Sales Logic LIVE! Meet us in Dallas on May 24th, or join virtually for this one-day event.
Everything about this marketplace has changed—competition, the market, inflation, pricing, and the list goes on.
Let’s face it, 2023 is proving to be a challenging year, and it’s time to upgrade your sales strategy. This can still be your best year on record, you just need an upgrade, a new approach.
Learn how at Sales Logic LIVE.
Most people would rather do anything than prospecting, why? Isn’t it as simple as an invitation to a conversation? People aren’t afraid of invitations or conversations! David Newman, author of Do It! Marketing, Do It! Speaking, and now Do It! Selling advocates for being perpetually curious, and radically relevant to what the prospect is going through. It’s about making the sales process natural, easy, organic and fun; a conversation human to human.
Listen in as Mark and David give practical advice on how to treat prospects and carry on easy, fruitful conversations.
Find Newman’s new book, Do It! Selling here.
Don’t miss an amazing opportunity to shift your sales process toward where this changing marketplace is…and where it’s going! Reserve your spot at Sales Logic LIVE! Attend May 24th virtually or in Dallas, TX with Mark Hunter and Meridith Elliott Powell.
Customers don’t want to be inundated with technology, but studies show they don’t want to deal with salespeople either. How can we manage that? Our goal cannot be to sell something, it’s got to be to listen, have a conversation, and solve a problem for the customer. When we embrace too much tech, we never understand what the customer is looking for. Only a human can truly uncover insights and needs through a conversation!
Join us May 24th for Sales Logic LIVE. Plan a trip to Dallas, or connect virtually from your location. This is a one-day event guaranteed to have a huge impact on you and your sales. Save your seat! Click here.
When social media is done right, it becomes an inbound (& outbound!) channel for a sales professional. It’s not about stalking people online, or pitching from the get-go, but rather being actively engaged and putting out valuable content that serves your audience. Our guest, Collin Mitchell of the Sales Transformation Podcast, thinks the best way to add value is to ask prospects for nothing. Mark and Collin discuss building your brand, as well as putting out valuable content to teach and give insights your customer can’t get elsewhere.
Reserve your spot at Sales Logic LIVE! Don’t miss this one-day event on May 24th with Mark Hunter and Meridith Elliott Powell!
Our free gift to you, our listeners: the Ultimate Prospecting Guide for Email. Which tips might be completely new to you? Click to download now.
The best sales process is a simple one. Now introducing the Sales Logic System—this episode is your sneak peek, but for the entire blueprint you’ve got to be at Sales Logic LIVE on May 24th.
Does your current sales process complicate your ability to interact with the customer? You don’t need to be a sales robot. It’s about time we put the salesperson back in charge of the sales process to create more interaction, more trust, and cultivate integrity and authenticity. Simplify the sales process and the focal point becomes you.
Reserve your spot—whether online or in-person in Dallas, TX—for Sales Logic LIVE on May 24th.
Learn the Sales Logic System:
- Contact - qualifying the lead as a potential high-value prospect
- Connect - understanding the needs and how you’re going to help them
- Close - the solution on the table, now let’s make it happen.
The sale is just the end result of what happens when you connect in conversation. It’s time to exchange talking and telling for curiosity. Lou Diamond, author of Speak Easy, shares how to become a better connector, conversationalist, and salesperson. Diamond shares his tips starting with visualizing how the conversation needs to go, to elevating the energy of any meeting. Mark and Lou discuss the value in opening relationships with our customers, not just closing a sale.
Reserve your seat at Sales Logic LIVE, a one-day event for driven salespeople. You'll leave with the blueprint for the Sales Logic System—real strategies that simplify your sales process and allow you to close more deals.
--> Join Mark Hunter and Meridith Elliott Powell in Dallas, TX on May 24th, or connect online!
Have you noticed a shift in sales from quantity to quality? Ten years ago, all of the apps and hacks tried to make it possible to send more messages, make more phone calls than ever before—it was all about quantity. Now all the hacks want to help you add quality back into your messaging. Why? Mark shares insight into the quantity versus quality debate. He encourages knowing the outcomes you can create and focusing on those circles. To hear more, click play on today’s episode!
Reach your sales goals…and even higher after attending the one-day event: Sales Logic LIVE! Register to secure your spot either online or in-person in Dallas, TX on May 24th.
Have you left The Sales Hunter Podcast a review yet? We value your feedback! Rate and review us today.
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The parallels between sports and sales are clear. U.S. Olympic Bobsledder and former NFL player Johnny Quinn shares how thinking like an Olympian translates to sales and business. What separates the pretenders from the contenders? How can we prepare ourselves to win big? Johnny and Mark share tips for daily routines, borrowing wisdom from experts, and focusing on what we can control.
Remember to download our free Email Prospecting guide for great email strategies. Click here for your free download.
You won't want to miss Sales Logic LIVE! Get amazing sales insights, strategies, motivation and more from experts Mark Hunter and Meridith Elliott Powell in-person in Dallas or online anywhere. May 24th, 2023...Register now!
Prospecting is about interrupting someone…get over it! Sure, prospects don’t wake up thinking about you or hoping you’ll call. But that’s because they don’t know you yet! Mark shares how once you see your interruption as an opportunity to help someone, your phone call mindset changes. Every interruption you have gives you an opportunity to help someone. Sales, and helping people, is an honorable profession. Be proud of what you do!
Find out more about the May 24th Sales Logic LIVE event by clicking here.
Your email prospecting can get a lot better. Get the ultimate Sales Hunter guide today! Download it free here.
Everybody focuses on closing the sale. Of course! There are dollar signs attached and it’s the excitement of “getting the ball in the end zone.” What we often don’t realize is the entire opening of the sale is what puts us in that scoring position. Richard Fenton and Andrea Waltz, authors of Go for the No, bring more insight into the sales process with new book When They Say No.
So you’re taking more chances, making more asks, but now what? Richard, Andrea and Mark talk strategies for opening the sale, handling objections, and more.
Up your email prospecting game today. Download the Ultimate Email Prospecting Guide for free!
Personality matters in prospecting. Customers want to deal with humans who care, who listen, and are engaging. That’s why it’s not just your words that matter, but how you say them, too. Mark shares strategies for connecting with prospects using your own personality to show you actually care.
--> Join Mark and Meridith Elliott Powell online or in Dallas on May 24th for Sales Logic LIVE!
This one-day event will teach the Sales Logic System for current and aspiring top performers.
Click here for more information!
--> Upgrade your email prospecting with this free download from The Sales Hunter. It’s the Ultimate Email Prospecting Guide, an amazing resource for all sales professionals.
Starting a conversation with the wrong words can kill it from the get-go, or allow it to flourish. Phil M. Jones, author of best-selling book Exactly What to Say, joins us to share insight on how to start and carry on meaningful sales conversations by first gaining permission from our prospect. Phil and Mark discuss knowing your words, and what it means for a sales professional to have scripted versus unscripted moments.
"Curiosity is the fuel to great conversation.” What would curiosity sound like on your next sales call?
Listen in, and let’s get better at sales together.
Find out more about Phil’s book and other resources at: https://exactlywhattosay.com/
--> Improve your email prospecting skills with this free download from The Sales Hunter.
Click here for The Ultimate Email Prospecting Guide.
Lead v.s. Prospect…Don’t confuse the two!
Want to close more deals? You’ve got to focus on better prospects. Mark shares key questions to ask in order to qualify prospects early. Qualifying early keeps your pipeline from getting clogged with “suspects” you can’t really help. Your time is valuable, start spending more of it with qualified prospects.
You’re invited to Sales Logic Live! On May 24th in Dallas or online! Click here for more information.
Your free gift from The Sales Hunter: The Ultimate Email Prospecting Guide. Send better emails, get more quality responses! Download it for free today!
What’s your target? Is it making money, or serving others? Can it be both? Great salesmanship isn’t about you, the product, or the service, but all about making that other person’s life better…the money is simply the reward. Bob Burg, author of The Go-Giver (Wall Street Journal and BusinessWeek Bestseller) promotes giving without attachment, bringing immense value to those around you, but expecting good things to return to you, too.
Get Bob’s Daily Impact Email by clicking here.
The Sales Hunter’s free gift to you: The Ultimate Email Prospecting Guide. Click the link to download now!
Selling to a CEO, let alone reaching them, can seem daunting. Cracking the c-suite may be difficult, but it’s not impossible. Mark shares which actions get you closer to the CEO and how to talk to them. What is the CEO looking for? Listen to these 16 total tips, then check out this blog post on this same subject.
Our free gift to our listeners: The Ultimate Email Prospecting Guide—download it here!
Forget about whether the prospect likes you or not, the most important question is: Do they trust you? A lack of trust can bring a sale to a halt, and is the biggest cost to any company. But if the fastest way to build trust is still person-to-person, how can it be done in an industry moving toward more virtual contact? We welcome global trust expert David Horsager as he shares his eight pillars for building trust that you’ll want to start implementing today.
Find more resources from David Horsager at www.trustedge.com.
Our free gift to you: The Ultimate Email Prospecting Guide. Download the ebook here.
How good are you at responding to objections to price? What a shame to make it all the way to the negotiation phase and let a deal go awry. In this episode Mark shares the Contrast Anchor method through a personal story, and how it really works.
Have you given us a star rating yet? Please do so today!
Leave us a review, we read them all! As we’ve helped you grow, consider helping us grow, too.
Our free gift to you: the Email Prospecting ebook. Take your emails to the next level. Download it today!
Prospecting 101: Find the problem. Sure, there are problems your prospect is willing to share with you. But they’re sharing those same problems with all of your competitors, too. The real magic entails discovering the unspoken and unknown-to-the-prospect problem that you can help them with. It’s the art of conversational discovery, and it’s a sales skill you want to keep sharp.
Welcome guest Simon Hares as he shares the importance of relevance and empathy in sales, as well as how to demonstrate that you really are different.
Like the episode? Leave us a rating! Or leave us a review; we read each and every one! Our gift to you: the Email Prospecting ebook. Get more responses and start more conversations with your prospecting emails!
The goal is to spend more time with fewer prospects. It’s time to throw out those prospects that don’t fit your Ideal Customer Profile. If you can’t help them with something, why waste your time? Keeping your pipeline stuffed is a lousy way to impress your boss, and a sure path toward frustration when you can’t hit your number.
In this episode, Mark asks these 4 questions:
- What percent of leads become customers?
- How long does it take for a lead to become a customer?
- What stage of your sales process do you have the highest fallout?
- How many touches does it take to make a qualified prospect become a customer?
Subscribe today, and leave us a review! Our free gift to you: this Email Prospecting ebook.
Get amazing insight and up your email prospecting game today.
Most salespeople listen to respond, but serial sellers listen to learn. When they’re not listening, serial sellers prepare and ask very intelligent questions. Our guest Tony Morris, renowned author, trainer, and podcaster is a master of powerful questions that gather information you can actually use. Get out your pen and paper—Tony shares many of these questions on this episode.
Can a simple turn of phrase really help you navigate objections to price, identifying their challenges, and pinning down their desired outcome? The answer is yes, and we’ll show you.
Find out more about Tony and his ebook Coffee's for Closers here.
Our gift to our awesome listeners: The Ultimate Guide to Email Prospecting ebook. Download it today!
intro music by audionautix.com
Your price reflects your confidence. Any salesperson can tell you that pushback on price is expected. Most buyers think there’s a discount to be had. Nevertheless, how do top performers avoid discounting their price, and instead close deals at full price time and time again? Mark shares 5 tips for preparing and presenting your price.
Our free gift to you, our listeners: the Email Prospecting ebook. Download it today for amazing insight on effective email skills.
Want to present your price with more confidence on your next deal? Take Mark’s Pricing Masterclass, available at The Sales Hunter University.
Who can close more deals—men or women? Statistically, women close more business than men do. But even if women were just as successful as men…why don’t we see a sales force that’s at least 50% female? Our guest Lori Richardson, author of She Sells, was one of the first and only women in sales in the tech space. Women listen better, empathize more, and take the time to understand—which makes them great salespeople. Isn’t it time we had more women on boards, in CEO positions, and especially in sales leadership?
Our gift to you, the newest Email Prospecting ebook...so many amazing insights! Download it here.
How do top performers have a way of closing more deals? Answer: They ask better questions. Great questions don’t just keep the conversation going, they can also build trust, engage the prospect, and grow your credibility. Which questions are best? Mark shares 7 quick tips you can apply to your own questions today.
You’ll find incredible value in the newest Email Prospecting Ebook…you won’t believe how much information it’s got—and all free! Available here.
ChatGPT will replace people…if they’re not using AI. Technology is just a tool, but this one can improve the customer experience, improve proposals, and even shorten the sales cycle. Ford Saeks shares how AI is raising the bar for everybody. But you’ve got to know what you want, and how to ask for it. In this episode Ford teaches you how that works.
The widespread change AI such as ChatGPT will have on sales will take a matter of months…not years. Are you ready?
Are you a human being who still writes email? Check out Mark's newest ebook on Email Prospecting.
Happy Birthday The Sales Hunter Podcast! To celebrate our 1-year anniversary we’ve compiled a really special anniversary episode for you. You’ll hear some of the best golden nuggets from the last year.
The Sales Hunter Podcast has seen amazing growth thanks to you, our listeners. We have fans in over 90 countries, and already find ourselves in the Top 5% of all podcasts in just our first year.
Thank you for listening, thank you for sharing this podcast with your friends and colleagues. Thank you for subscribing and helping us grow this year. We couldn’t have done it without you.
Ep.10 - Selling a Product v.s. Selling a Solution w/ Jeff Bajorek
Ep.18 - 3 Steps to Make Outbound Easier w/ Jason Bay
Ep. 11 - 5 Ways to Take Your Sales to the Next Level
Ep. 26 - How Salespeople Can Build Trust AND Close Deals w/ Larry Levine
Ep. 34 - What Mindset Separates Average from a Top Performer? w/ Donald Kelly
Ep. 35 - How High Performers Overcome Indecision w/ Matt Dixon
Ep. 37 - 6 Habits of Top Performing Salespeople
Ep. 52 - How Top Salespeople Prepare for the Day, Then Conquer It w/ Carson Heady
Ep. 36 - 7 Email Prospecting Strategies that Work
Ep. 62 - Unlocking Success on Linked In w/ Richard Bliss
Get our newest ebook on Email Prospecting here. Start sending better emails now!
Music by audionautix.com
Your brand is what people say about you when you’re not in the room. Dr. Cindy McGovern shares how salespeople can live and sell a powerful personal brand. The way you’re going to sell and build trust is through consistency, but sometimes rebranding is necessary. If you did an honest inventory by asking acquaintances, colleagues, friends, and customers —what would they say about you?
Ready to up your prospecting game? Get Mark’s newest ebook here.
Find Dr. Cindy's book Sell Yourself here.
Turn your sewer pipeline into a water tap. The best way to eliminate suspects from taking up your time is to qualify fast. Mark shares three qualifications to weed out the suspects:
Qualifications to become a prospect are as follows:
- Both of you agree on a need or an outcome the person is trying to achieve.
- The person has shared with you a piece of proprietary information not known to others.
- There is a time element as to why they need to move forward to buy.
Get The Sales Hunter’s Email Prospecting Ebook here.
If there were a way to bond with your customer, or virtually anyone in your life, would you use it? Don Barden shares his simple formula gleaned from the world’s top performers that applies to success in all areas. Mark and Don also share ideas on not just selling to the customer, but also back to the manufacturer so through collaboration your team is easy to work with. People want to be part of success.
Are your success and enthusiasm contagious?
+Don is a corporate executive who works with leaders in sales and business to help them understand the impact of culture on business, and has researched extensively what it takes to sell.
+Find Don's book, The Perfect Plan here.
++Get Mark's newest ebook all about Email Prospecting. Where can your emails improve?
When you’re really good at something, you do it with ease and confidence. Are you committing mistakes and unknowingly making sales too complicated? Uncomplicate your prospecting and sales process with these four tips.
If you are serious about this being the year you join the 1% sales club, you need to attend my workshop on 1/31.
I’m giving you the Top 1% Playbook after having studied and coached elite sales professionals for years. Sign up to attend LIVE or get the recording.
Sure, if you spam the world enough, some people will respond. But what about the consequences of this ‘spray and pray’ method? We welcome guest Matt Heinz to share his insights on being more valuable to the people you’re talking to, and focusing on a few things you can master, not more. So much of prospecting has very little to do with you, and everything to do with the prospect, how they think about their business and how they then commit to improve their position. Where are your time and talents best spent? Lean in and listen now.
Join Mark for the Top 1% Playbook for Salespeople workshop LIVE on Jan 31st or via recording. Click here to sign up.
Signing up now allows you to attend live on Jan. 31, from 1 - 4 PM CST. You’ll also receive the 30+ page workbook and a special bonus session, but only if you sign up before Jan 31, at 1 PM CST.
You know you have potential, and in this program I’ll show you how you have massive potential to excel. At only $197 you can’t pass this up.
The difference between a top performer and average often boils down to how they handle their time and control their routine. There are so many elements that go into the sales profession, so it’s easy to get distracted.
Items Requiring a Daily Routine and Set Time:
- Updating their CRM
- Laying out plans for the next day
- Dealing with non-priority email
- Reviewing orders, checking numbers
- Reviewing goals and objectives.
Find Mark’s free email prospecting ebook here.
No matter what the marketplace is doing, your customers need you now more than ever. However, the outcomes you created in 2022 will not be the outcomes you create in 2023. Our guest Meridith Elliott Powell shares how to condition your brain for change with relentless vision and desire to help your customers. How can we better understand how the current marketplace is impacting our current customers? Learn how today.
You can find Meridith’s book, THRIVE here.
Want more of MEP and Mark? Subscribe to the Sales Logic Podcast here.
Today and every day is an opportunity to impact and influence others. Where is your mindset today? How can we change the “uggh, I have to…” to a “Yes! I get to…” Your mindset drives your actions, and your actions drive your results. Listen in for better results from a renewed mindset.
Find A Mind For Sales for just $2.99 on Kindle–Wednesday only! Get the deal here.
Most companies use their CRM system for pipeline management or storing information, but not to guide salespeople in how to make smart decisions with the right buyers at the right time. More tools is not always better. Too much focus on efficiency, and too little on being effective renders any system obsolete. How can we multiply efficiency and effectiveness? Listen in as our guest George Bronten offers his perspective and tips for success.
Prospecting is more important than ever. Enroll in the Prospecting Masterclass today at The Sales Hunter University!
Know your goals and you’ll know your priorities. Mark shares seven strategies of top performers for a productive, fulfilling day. What will you do today to move yourself closer to achieving your goals? Start by listening to this podcast.
Move into the right mindset this year with A Mind for Sales: Daily Habits and Practical Strategies for Sales Success available here.
Could your social media habits be sabotaging your ability to reach people on LinkedIn? LinkedIn rewards conversations with a more expansive influence on their platform. Richard Bliss shares practical ways to make your activity on LinkedIn effective and reach a wider audience. Learn how posts and comments matter, and how to bring content to your connections without sacrificing value.
Find Richard's website here.
This episode sponsored by Calendly.
When you make it your mission to help others, your mindset changes. Sales is not about a product, it’s about people–a conversation between two people that leads to a solution. It’s about creating opportunities for you, as well as for the other person. Are you just closing sales? Or are you also opening relationships?
Get in the relationship mindset with A Mind For Sales, available here.
There is no magic pill that will suddenly bring you amazing success in sales. You’ve got to do the work. Guest Shari Levitin, author of Heart and Sell, renowned keynote speaker and master of virtual selling shares the beauty and value of being able to choose who you work with. We often ask our customers what their criteria is for bringing in a new vendor, but what about your criteria for a new customer?
Shari shares her own success with video selling, and how you can take advantage of a skill that is still novel in the industry.
Be at the top of your prospecting game, enroll in the Prospecting Masterclass today.
This episode sponsored by Calendly.
Was sales your first choice? In this episode, Mark reflects on how he got into sales as a profession, and he shares his reasons why he’s still passionate about sales decades later. Not everyone is cut out to be a salesperson, but those who love it know the breadth and depth of opportunities it provides. Do you share any of Mark’s reasons? Listen in now, then leave us a star rating or review!
For more learning on mindset and to read more about Mark’s journey in sales, check out A Mind for Sales, available here or the A Mind for Sales Masterclass.
This episode sponsored by Calendly.
Why do we spend only 28% of our time selling? Could the reason salespeople are caught up in so many other sales activities–and 50% still miss quota–be connected? We welcome Tiffani Bova, a global growth evangelist at Salesforce and the author of bestselling book GROWTH IQ. Tiffani believes we don’t have a technology problem, but rather a people process problem. How can sales reps and sales leaders/managers work together to do better? Today’s episode shares actionable data applicable to any size sales team.
Read the Salesforce ‘State of Sales Report’ here.
Looking to improve your sales skills (or those of your team)? The Sales Hunter University offers a variety of masterclasses...you can check them all out here.
This episode sponsored by Calendly.
Frustrated by a prospect you just can’t seem to get on the phone? Sure, prospecting is about creating trust, demonstrating competence, and bringing value in a timely manner. But what about that hard-to-reach prospect that despite many efforts you still haven’t gotten through to? Mark shares 5 questions to ask yourself, plus how to be seen as a peer and/or industry expert.
What’s worse than no contact? Probably getting ghosted after what you thought was a promising conversation. Learn how to avoid it, or move past it with Mark’s Stop Getting Ghosted Masterclass.
This episode sponsored by Calendly.
Responsiveness creates revenue. In fact, speed is as important as price. Sometimes it isn’t that the competition had a better price, they were just faster than you were. Our guest Jay Baer studied this topic in-depth and brings insight for how to manage modern consumer expectations versus what you can actually provide. Selling faster isn’t a problem, but rather an enormous financial opportunity for all corners of your business.
Learn more about Jay’s research at thetimetowin.com
How can you make your responsiveness better? Up your follow-up game by enrolling now in Mark’s Following Up Masterclass.
The most important asset we have is our time. And when we spend time with our customers only to be unsuccessful in closing them, we’ve misused our most important asset. We increase our closing ratio when we increase our prospecting qualification skills. Learn how in today’s episode! Mark shares inside tips, and 5 activities that could kill your deal.
This episode sponsored by Calendly.
What if what I track as a salesperson is no indicator of how successful I’ll be at getting my number? Brent Adamson and Mark discuss indicators worth paying attention to, qualifying out a prospect early, and how to move the deal along successfully. Who are the stakeholders, and what do they care about? How do I get them all to agree? Learn Brent’s 4 Steps for co-creating a map toward the close of a deal with your next prospect.
Join Mark for a 3-hr workshop on Friday 12/9/22 detailing 19 Steps for Building a Prospecting Plan. Register here!
Get help identifying and creating a profile for your Ideal Customer(s) in Mark’s masterclass here.
This episode sponsored by Calendly.
You have better leads than you realize! The reason so many people dump leads is because they haven’t taken the time to really listen to them. It’s time to move the connection to the relationship status. Mark shows how to love the leads you have, as well as discover leads in current and lost customers.
Learn how to keep the conversation going in this Following Up Masterclass. The sale is in the follow-up. Enroll now!
This episode sponsored by Calendly.
What are your non-negotiables today? Is everything on your to-do list mission critical? Top salespeople focus on high-impact, high-outcome activities and other variables they can actually control. Listen in as guest Carson Heady shares how to use every resource at your disposal to show up, invest in relationships, and create value.
Mindset is what keeps the best salespeople moving forward. Check out Mark’s A Mind for Sales Masterclass for a mindset upgrade.
This episode sponsored by Calendly.
Don’t expect a big paycheck if you act like a customer service agent, and not a salesperson. It’s true, some orders just roll in…but that’s not selling. That’s just providing business. The best way to stay out of trouble is to make sure you’re always getting new business. In this episode, Mark shares about creating incremental opportunities with your new and existing customers.
It’s time for a prospecting skills tune-up. Enroll in Mark’s Prospecting Masterclass today.
This episode sponsored by Calendly.
Salespeople are humans, and they naturally don’t like to be rejected. But if we focus on the next play, not the past, we can improve exponentially. Richard Contartesi shares three ways to hold yourself–or anyone–accountable, and how to coach salespeople toward constant improvement. It starts with being hungry, and then three simple questions: What…? How….? When….? Could three questions really lead a business to increase their sales by 8-figures? Learn how in today’s episode.
Increase your own sales starting with your mindset. Enroll now in the A Mind for Sales Masterclass!
This episode was sponsored by Calendly.
Yes, it’s possible! No more grumbling and procrastinating, prospecting haters! There are ways to make this essential sales activity a pleasure. Mark boils it down to three ways to not just make it enjoyable, but simpler and more efficient too.
Do you need a complete mindset shift? Feel confident in yourself and passionate about your profession.
Take the A Mind for Sales Masterclass, available at The Sales Hunter University.
There is no secret recipe for sales success. Even the traits of the top 1% salespeople are not universal. This week Scott Ingram of the Sales Success Stories Podcast joins the conversation after having interviewed hundreds of sales professionals at the top of their game. Scott boils it down to two things: belief and superpowers. So what’s yours? Listen in for plenty of golden nuggets to apply to your own sales process.
Find Scott's podcast and other resources here.
Study mindset, time, network, accountability, and sales process in Mark's Roadmap to Excellence Masterclass for professionals who seek to be in the Top 1%.
This episode sponsored by Calendly.
Sales are not made on the first call, and probably not on the second either. If you believe you’re closing them on the next call, that’s a noble cause, but it’s unrealistic. In fact, you’re confusing sales with prospecting. Are salespeople setting their expectations too high leading to disappointment and missed opportunities?
Prospecting is about qualifying the right people and creating that next step. Mark will show you how in this episode of The Sales Hunter Podcast.
New episodes every Monday, subscribe now so you never miss a tip!
Become a prospecting expert with the Prospecting Masterclass, available at The Sales Hunter University*.
9 Interactive coaching videos + a detailed workbook bringing you key insights to drastically improve your skills.
This episode sponsored by Calendly.
Let’s be honest, the last 24 months have been great for sales. Even with so much change during and post-covid, salespeople haven’t had to put in too much effort to meet their numbers. But uh oh, as we head to an economic downturn, what now? Our guest Jeb Blount says it’s time to go back to the fundamentals of sales success. In a market where buyers are hesitant, more risk averse, and more intentional, we’ve got to sell better. That means working on your mindset now, and selling value by demonstrating your outcomes.
Find Jeb Blount’s book, Selling in a Crisis here.
Work on your mindset now with Mark’s A Mind for Sales Masterclass.
This episode sponsored by Calendly.
Prospects will respond if they believe you can help them with a current important issue. It has nothing to do with your product or service. It’s about you creating confidence that you can help them solve an issue. So what are the rules for staying relevant when calling or emailing prospects? Mark shares four rules, plus several scripts for how to get the conversation started. Never stop believing you can help them! Get a little inspiration on how here.
Subscribe so you never miss a tip, strategy, or insight!
Learn the art of fluid follow-up and profitable conversations with the Stop Getting Ghosted Masterclass. Find out how here.
This episode sponsored by Calendly.
Have salespeople fallen into the AI trap? We’re not robots, and a robot could never do what a salesperson can. Our guest Larry Long Jr. and Mark Hunter discuss using technology to advance you, but not to replace you. How do we return the human element to the sales process? It comes down to how we view our own purpose, and how we help those around us. If sales is a transfer of energy, it’s time to put in the work!
Find our guest at https://larrylongjr.com
Ready for a mindset reset? Explore daily habits and practical strategies for your success with Mark’s A Mind for Sales Masterclass, available here.
This episode was sponsored by Calendly.
Voicemail is one of the key tools a salesperson can use for selling, but so many people commit glaring voicemail mistakes. It could take as many as 12-16 voicemails to finally get through to someone, so if we’re expecting to leave so many, we ought to get good at it! Mark shares tips for what to say in a voicemail, how long, and how to pair it with email. Plus much more!
Dive deeper into the topic of voicemail AND phone prospecting with the Phone Prospecting Masterclass, available now.
This episode was sponsored by Calendly.
Technology often makes big promises for revenue and productivity. But what can we do when it’s enhancing neither the customer experience, nor the seller’s experience? Our guest, Dr. Howard Dover argues that even as our efficiency is going higher, it comes at the cost of our effectiveness. What’s the right amount of tech? How can salespeople remain relevant? And how can sales managers find the appropriate balance between human talent and technology support? Listen to this condensed version of Mark’s interview with Dr. Dover, or you can watch the full interview here.
You can find Dr. Howard Dover’s book The Sales Innovation Paradox here.
The phone as a prospecting tool is alive and well. If you’re not picking up the phone and calling prospects in conjunction with other tools such as email or text, you’re missing out on a great deal of business. A 2-minute phone call will exchange more information and insights than a 6-email exchange over several weeks. Ready to connect and let your personality shine? Mark shares tried and true phone prospecting strategies that work. Don’t hold the phone. Use it!
Enroll in the Phone Prospecting Masterclass to learn the best strategies for getting through to prospects, engaging in fruitful conversation, and closing more deals using your voice.
This episode sponsored by Calendly.
What makes you happy in the long term? Not money. What does make you ultimately happy is being able to positively impact other people, change lives, and help others. If that’s your mission–and you’re mission-driven–you can’t easily be stopped. We welcome Brandon Bornancin (CEO and Founder of Seamless.ai) to drop some wisdom on believing in yourself, and doing whatever it takes to reach your goals. What does a day in the life of a 7-Figure Salesperson look like? Listen in for some awesome insight!
Learn how to become a Top 1% Salesperson with Mark’s Masterclass: Roadmap to Excellence.
This episode was sponsored by Calendly.
You simply can’t plan the 4th Quarter as a normal quarter. Depending on your industry, Q4 could be shorter for any number of reasons. That means it’s time to make it easy for your customer to buy from you and sell fast. How can you achieve shorter sales cycles, and new or greater revenue before year end? Tune in as Mark shares his 7 tips in this episode of The Sales Hunter Podcast.
This episode is sponsored by Calendly.
If upselling can increase your sales by up to 30%, why aren’t more salespeople doing it? In this episode Mark welcomes Victor Antonio to share strategies that empower both the salesperson and the client. Upselling benefits your acquisition cost, your sales cycle, and your wallet, but most companies don’t have enough selling strategy. Listen in as Mark and Victor share their approach for presenting your package(s), and getting full price with confidence.
You can find Victor’s book, Mastering the Upsell here.
Learn how to avoid discounting with Mark’s Pricing Masterclass, available here.
Success in sales isn’t all about the product you sell, or the customers you have. Rather, in order to be top performing, it starts with you. How you use your time, how you start and end your day, and how you view prospecting are some of the habits Mark shares in this episode. Sneak peek: Habit #5. Top salespeople never stop learning. Will you take the time to learn from this episode today?
Mark shares all 18 habits in his book, A Mind for Sales, get your copy here!
Go more in-depth on the topic of excellence in this masterclass available now: Roadmap to Excellence: How to Be a Top 1% Salesperson. Mark teaches on time, mindset, network, accountability, and process…ready to level up? Enroll here.
Are your prospecting emails not yielding results? Think about the emails you wrote this past week…were they more about you, or about the interests of the customer? Join Mark for this solo episode as he dives into seven of his best email prospecting tips that will improve the content of your email, as well as the response rate. You don’t want emails that just get opened, you want them to start a conversation–and lead to a sale! Mark will share his best strategies for how to do that.
If you want to go deeper on the topic of email, sharpen your skills even more with Mark’s Email Prospecting Masterclass. Check it out here.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com
What would motivate a customer to do nothing? Most salespeople meet customer indecision with fanfare of ROI data; why their solution is better, faster, or cheaper. If that doesn’t work, some might revert to fear tactics, or (fake) urgency. It’s what many of us have been trained to do…but what if it’s statistically proven to actually work against us and only deepen a customer’s indecisiveness? That’s what our guest Matt Dixon is here to explain in this episode of The Sales Hunter Podcast. Matt shares how to have two playbooks: one to convince the customer to actually change the status quo, and another to empower them to finally make a decision–and feel good about it!
You can find Matt Dixon’s new book, The Jolt Effect here.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com
Whether you’re new to sales or a seasoned veteran, your sales skill set deserves attention. Prospecting. Messaging. Demos. LinkedIn. Discovery Calls. Closing. We all have our strengths and our weaknesses. The mindset, however, is often what separates top performers from the pack of average. You can’t rest on what you did yesterday. What are you doing to keep moving forward? Mark welcomes Donald Kelly, The Sales Evangelist to share how to make incremental improvements by isolating an area of weakness, working on it, and asking for help. There’s a big difference between knowing best practices, and actually doing them. Do you have a mindset for success?
Visit TheSalesEvangelist.com to see Donald’s excellent resources for sales professionals.
Check out the new Sales Hunter University for great opportunities for on-demand learning and sales training.
Every company has their strategy to get you to discount your price. Whether they look for a quick price quote, or take advantage of a weak presentation, you’ve got to be ready. What should you say if a customer calls you up for a quick price quote? How can you clearly communicate urgency to a customer who doesn’t see it yet? What’s your confidence level with regards to price? Mark shares his top strategies for getting full price in this solo episode of The Sales Hunter Podcast. You don’t need to get stuck between a rock and a hard place. Mark teaches how to drive the conversation, and drive the deal.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com
Go in-depth on how to stop discounting and get full price in Mark’s Pricing Masterclass.
Developing motivation, authenticity, and confidence is the responsibility of any high-performing sales professional…but where does it come from? Some qualities of great salespeople might be innate, but our guest Darrell Amy together with Mark explore areas where any sales professional can grow themselves. Opportunities to grow yourself are also opportunities to grow your business. Darrell and Mark discuss how to maximize our time, energy, and productivity so that we can achieve our goals.
Check out Darrell’s Revenue Growth Engine here.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com
Do you feel like a professional equal to your prospects? Prospects need and deserve a relationship with a sales professional that will ask the right questions, dig in if they need to, and show up in that authentic, strong, and personal way. It’s true, today’s prospects don't’ want to be bugged, they want solutions. But that means you’ve got to be willing to ask the tough questions. Our guest, Liz Wendling, discusses how that starts with you checking your energy at the door. Ask yourself, if I’m afraid to ask that tough question…why? Mark and Liz also discuss how to lower the temperature in the room, make a customer feel comfortable, and ask relevant questions.
You can find Liz Wendling's books here.
Explore Mark Hunter’s variety of on-demand masterclasses here, including courses on prospecting, follow-up, and pricing.
If you can help someone, you have the obligation to reach out to them. But what happens when you’re reaching out repeatedly, but it appears the prospect has ghosted you? It doesn’t necessarily mean they’re not interested, or that they’re not going to buy. Mark brings a solo show today to teach you the four key questions salespeople must ask themselves before proceeding with a prospect. Because without sufficient answers to these questions, that prospect (suspect) may very well go radio silent. Let Mark make follow-up easier for you.
Want to write emails that actually get read? Want to leave voicemails that are listened to? Listen in to increase your chances of actually getting a response when you follow up with your next prospect.
Like what you hear? Subscribe, rate, and review The Sales Hunter Podcast today!
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com
What can a Sales Leader do when they have a great idea, but all they hear is, “We can’t do that!” There are plenty of “sales prevention departments” that aren’t just risk averse, but make it very difficult to sell your idea up the chain. Our guest Steven Rosen is an expert in training sales leaders to be bold, and be prepared to present their big ideas with all of the emotion that salespeople are good at, plus all of the logic that the boardroom likes. It involves developing relationships within the organization, bringing in the right people to be a champion, and selling a small piece when necessary. So what do you need to be prepared to respond to their objections? Listen in as Mark and Steven discuss how to be armed and ready.
Check out Steven’s resources on focused sales leadership here.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com
There’s a difference between expecting a ‘No,’ and accepting it. Rejection is an unavoidable part of sales, and yet probably the main reason why people leave the profession. Self-preservation is human nature! So we’ve invited expert, Andrea Waltz, author of Go for the No to give us 3 key practices so salespeople can reprogram their mindset, and embrace and find the value in rejection. Mark and Andrea may both be optimists, but they show that anyone can take a negative reality and turn it into a positive. Even when rejection is a possibility, how can you bring the ‘Yes’ energy? Listen in for more tips and inspiration, then rate or review the podcast!
Find more about Andrea Waltz and her book Go for the No here.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com
What is the position of your buyers–both mentally, and from a revenue standpoint? Higher prices on things like gas and milk create a mentality of scarcity that sometimes gets brought into the workplace. In fact, their business may be fine, but if they’re feeling the pinch in their personal wallet, that could delay their expenditure mindset at work. We welcome Dr. Mary C. Kelly, Ph.D Economist and former Naval Commander to the show to give us insight into how to stay top-of-mind even in times of economic downturn.
How can you ensure your product or service is perceived as something buyers can’t live without? How do I take all other options off the table? How does my follow up have to change? Listen in as Mark and Mary answer these questions, and more!
You can find Dr. Mary Kelly’s content at: https://www.productiveleaders.com/2022success
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com
Would you be bold enough to ask your customer, ‘What does a trustworthy relationship look like to you?” Or would you be too afraid? Larry Levine shares in this episode how to work discussions of trust into our conversations with customers by leaning in and getting to know them. And after asking that question, really listening to their answer and seeing how it measures up with your performance. Is it truly possible to sell with integrity, live trust and still make your quarterly number? Larry and Mark share how it is possible, and discuss the non-negotiables great salespeople (and human beings) simply aren’t willing to sacrifice to make a deal. Listen in to learn how you can do both.
You can find Larry’s book Selling from the Heart here.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com
Check out Mark’s Roadmap to Excellence Masterclass to get inside tips on how to be a Top 1% Salesperson.
A great number of things can kill a deal, from politics within an organization, to salespeople creating their own objections and problems–or even a nasty surprise. The Sales Hunter Podcast welcomes guest Tony Hughes for a conversation about how to drive down the risk of a deal slipping, or outright dying.
Tony shares two questions both you and your champion must be able to answer to prove compelling commercial value, the importance of mapping the political and economic power base of the organization, and how to reach an agreement with the buyer about timing and the buying process. There’s no reason to gain any grey hairs at the end of each business quarter with the right preparation and follow-through! Listen in to Mark and Tony’s conversation for strategies to avoid the four reasons deals die.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com
Find Tony’s IP content at www.salesiqglobal.com
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Are you a salesperson, or just an order taker? A salesperson understands the client and provides value above and beyond just taking an order. A great salesperson cares about their client’s needs, and wants to figure out what their goals are. Why? Sam Richter joins Mark to discuss why salespeople are still such a vital part of the selling process. How do we put the ‘R’ for relationship back into CRM? Sam and Mark offer insight into simple ways to show interest and do your homework before reaching out to a prospect.
You can find Sam’s intel engine resources at: https://www.intelngin.com/
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
LinkedIn is an amazing 24/7 networking opportunity to build rapport, but how can that translate to sales? Welcome guest Brynne Tillman, social sales expert, to this conversation with Mark about easy steps to bring value to the platform while being a subject matter expert to your audience. Of course, there’s a right way and a wrong way to do it. You don’t want to be perceived as a spammer! Listen in to learn how to take things from the newsfeed to the inbox.
Dive into more excellent content about sales success on LinkedIn via Mark and Brynne’s masterclass found → here.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com .
Let’s spend more time with fewer prospects. How can we do that? By weeding out the suspects who are only masquerading as prospects. Sure, they take your phone call, or your meeting, but for any number of reasons they’ll never buy. Perhaps they have a need, but it’s not urgent. Or the outcome they seek doesn’t fall into the outcomes you provide. What’s more, what if you’re not dealing with the decision maker? Join Mark on this solo episode as he shares how to ask the hard questions and qualify your prospects more quickly.
Take a minute, and rate or review The Sales Hunter Podcast today!
Want to know your ideal customer profile? Understand your perfect prospect by taking Mark’s ICP masterclass here: https://learn.thesaleshunter.com/p/ideal-customer-profile
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com .
It’s time to get over your fear of asking for referrals. If you provide value, you can and should ask for a referral. Bill Cates and Mark Hunter discuss when to ask for a referral, as well as how to go about it. You don’t even have to wait until after you’ve made the sale! Bill is a pro, and in this episode he’ll give you practical examples of how to take advantage of opportunities to get great leads from current prospects in ways that are neither pushy nor cheesy.
Visit Bill Cate’s website at https://referralcoach.com, or get his Exponential Growth Guide here.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
Customers don’t want to be sold, but guess what? They don’t really want to buy either. What they want are solutions. But once you’ve listened to the customer, discovered their challenge, and crafted a plan for how you can help them, it’s time to actually get paid. How can you make each offer with confidence, and get full price? Mark shares his best practices for presenting your price without discounting. “It’s not what we sell, it’s the outcomes we create.” Listen in for more strategies for linking our outcomes and value to the price we tell our customers. And don’t forget to leave a review of The Sales Hunter Podcast!
For a complete study on Pricing and techniques for closing more deals at full price, check out Mark’s Pricing Masterclass, available at The Sales Hunter University.
Level up with more on-demand sales training! Choose from an amazing online course list at https://learn.thesaleshunter.com
Weeds are persistent. Aggressive. Resilient. Adaptive. Are you? We welcome Stu Heinecke to the show as we discuss the lessons we can draw from weeds and apply to sales and our careers. Mark and Stu discuss how weeds operate on a collective scale, and they never stop. Regardless of the time of year, regardless of the quarter, are you out prospecting? Mark and Stu also discuss how a great defense against competition is often a relentless offense. Tune in and learn more skills weeds can teach us. Like what you’re hearing? We’d love your review of this podcast. Find Stu Heineke’s book, How to Grow Your Business Like a Weed here.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
A cold call is not a mini-sales call. So how can we warm it up into a conversation between peers? This week’s guest, Jason Bay, first shares how to choose who to call. Clients want a specialist! So in what niche will you be most successful? Jason and Mark discuss how to engage a customer with conversation centered around their priorities and problems and how to save the “solution talk” for later. Instead, what insights could you share that would make their time worth it even if they don’t move forward with you?
Find out more about Jason Bay at https://blissfulprospecting.com/
Learn more about Mark Hunter, The Sales Hunter here .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
Some might say the summer months aren’t good for prospecting. In this episode, Mark shares why he couldn’t disagree more with that statement! Heading into the summer months, schedules are turning sideways. Nevertheless, there are ways for you to take advantage of that. Mark shares how your cadence, the days you prospect, and even how and when you schedule meetings needs to change this summer.
Did you know Mark has some GREAT masterclasses on prospecting?
Try his Prospecting masterclass for a great overview of tips and strategies that work across the board. Or get into the specifics with his Email Prospecting or Phone Prospecting courses.
Want more? Choose from an amazing online course list at https://learn.thesaleshunter.com
Mark's book, A Mind for Sales, won't just up your selling game, it'll strengthen your mindset and your outlook on sales. Get your copy here.
Success is the result of three factors: the right mindset, the right skillset, and the right toolset. Today’s guest, Gerhard Gschwandtner, shares key mindset strategies for achieving both personal and sales-focused goals. If the mindset governs everything, what is yours telling you? Gerhard and Mark discuss the importance of accountability, as well as building up a tolerance for failure. Amidst all the uncertainty in the economy and the marketplace, how will you be a voice of reason for your customer?
Visit www.sellingpower.com for more info on Gerhard or the Sales 3.0 conference.
Use code FREEPSP to get a free 1-year subscription to Selling Power.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
This week’s guest, Dave Sanderson, survived the ‘Miracle on the Hudson’ plane crash in 2009. Dave knows all about keeping your head, maintaining composure, but also how that can be transferred to the workplace. Dave shares that you’ve got to lead yourself before you can lead anybody else. So what are those key traits of a leader that we should strive for? Mark and Dave discuss how to find your distinctive advantage and maximize it.
To check out books by Dave click here.
From Turmoil to Triumph by Dave Sanderson available June 2022.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
Just because you can measure it, doesn’t mean it has any value. Are certain metrics for ‘sales success’ keeping you, and your company, from greater profits? This week’s guest Colleen Francis advocates for a balance between customer centricity, the metrics, and plain common sense. How can we prevent giving the customer too many choices? Or setting unattainable standards for salespeople that causes them to make desperate decisions just to close a deal? More about this, and what makes a great sales manager in this episode of The Sales Hunter Podcast. Book: Right on the Money: New Principles for Bold Growth
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
In sales we’re often trying to achieve a paradigm shift. The client may think they know everything, when in reality, how could they? You want them to understand that what they did a while ago was right, but it’s no longer effective. Now it’s time to evolve. The trick is to do so in a way that’s neither demeaning nor condescending. This week Mark welcomes Anthony Iannarino to the podcast as they discuss the best strategies to lead your client, instead of being led by your client. How can we maintain information disparity to ensure that our clients need us? Listen in for more tips.
You can find Anthony’s book, Elite Sales Strategies here.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
If we’re talking sales versus marketing, who wins the war? Perhaps that’s the wrong question. Because who is the ultimate loser in such a war? The organization or company. Please welcome our guest, Darryl Praill as he and Mark discuss the roles of sales and marketing, and the steps to fostering a productive and efficient relationship between the two. In this episode they’ll answer questions such as: What is the ideal business structure with regards to Marketing versus Sales? How should they rely on each other? Or more controversialy, who should report to whom? Connect with Darryl on LinkedIn or at: https://www.darrylpraill.com/ Comment from the audience: “Marketing is the road. Sales is the destination. Both are equally important. Companies want to reach goals more than build the road.” - Adil
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com .
If you think of sales as a lifestyle, you are committed to the people you help. Then, when you realize you have the ability to help someone, it becomes your responsibility to reach out to them. In his quarterly solo show, your host Mark Hunter dives into why we sell, and how to find a powerful why. Mark shares excerpts from his new ebook, ‘The Making of a Mind for Sales : 33 Strategies for Success,’ a daily challenge for personal and professional growth. Listen in, then level up! You can find that ebook here: https://thesaleshunter.com/33-days-ebook/
If you want to take your sales to the next level this year, check out the new A Mind for Sales Masterclass. It includes a free digital copy of Mark’s book, a chapter-by-chapter Action Guide for discussion and reflection, and six engaging videos. Find this incredible course here.
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com .
“Salespeople need to reexamine their dysfunctional relationship with failure. If I learn something on a sales call, it’s not a failure. Even if I didn’t make a sale. I take what I learned from that call, from that customer, and I apply it to the next prospect. That’s how you alter the arc of your success.” Jeff Bajorek joins the podcast this week to discuss how great salespeople solve problems, they don’t sell products. Mark and Jeff compare notes on how to become a person worth talking to, and having something worth talking about. Which do you do more? Talking, or learning?
Remember to rate and review The Sales Hunter Podcast today! Your feedback helps us grow and help more people.
Books:
Rethink the Way You Sell: The 5 Forgotten Fundamentals of Prospecting
Rethink the Way You Sell: When it Goes Sideways
Rethink the Way You Sell: A Guide to Owning Your Sales Process
What does it mean to live lanelessly? Stepping into your power means finding your people and using your unique skills and talents to propel yourself forward. That’s exactly what our guest, Heather Monahan, did as she transitioned from corporate America to starting her own company. Sometimes that means being vulnerable and showing your most authentic self. Other times that means walking away from deals that don’t make sense for both parties.
How can you get to the next level? Listen to Mark and Heather’s conversation now. And don’t forget to rate and review The Sales Hunter Podcast!
Book: Overcome Your Villains
Learn more about Mark Hunter , The Sales Hunter at https://www.thesaleshunter.com .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
An extrovert loves selling because it’s fun for them. An introvert doesn’t like to feel like they’re selling. They do, however, like to feel like they’re serving a client. In this week’s episode, Guest Matthew Pollard shares that the best way to serve your clients is to go in with an agenda. Preparation is key. Mark and Matthew discuss the advantages of being an introvert in the sales industry, as well as areas that introverts and extroverts each need to work on and improve. Book: The Introvert's Edge
Are you hooked on The Sales Hunter Podcast yet? Remember to rate and review The Sales Hunter Podcast! It’s the best way for us to grow and help more people.
Learn more about Mark Hunter , The Sales Hunter at https://www.thesaleshunter.com .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
Prospecting means getting to the party early. That means creating opportunities with people that may not have even been shopping yet. This episode’s guest, Mike Weinberg, encourages slowing down the beginning stages, emphasizing discovery, and seeking to understand the customer’s world in order to truly speed up the selling process. Mark and Mike also discuss the superfluousness of sales pitching and presentations of the past, and how to focus on a conversation.
Do you default to pitching when you’re uncomfortable? Or do you dare to dialogue?
Comment from the audience: “Presenting is not selling.” -Rich Filar
Books:
New Sales Simplified
Sales Management Simplified
Sales Truth
Learn more about Mark Hunter , The Sales Hunter at https://www.thesaleshunter.com .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
When we face an uncertain future, people like to save resources. In fact, some companies are becoming more price sensitive because they’re trying to conserve their cash and hoard their resources. Sales people misconstrue this as a price objection, when what they’re really facing is a cost objection. How can we approach the challenges of these “tough times” and still bring value to our customers? One strategy guest Paul Reilly suggests is stretching the prospect’s time horizon into the future or into the past–anything to get their minds off of the ‘now.’ and give them a new perspective. Want more useful strategies? Take a listen, and don’t forget to rate and review The Sales Hunter Podcast! Download three chapters of Paul Reilly’s book, Selling Through Tough Times at: https://www.toughtimer.com or buy it here. Learn more about Mark Hunter , The Sales Hunter at https://www.thesaleshunter.com .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
Selling OUT is the pushy, persuasion-driven strategy that our buyers instinctively resist. However, selling IN is rooted in our innate human behaviors, such as our natural desire to connect with other people. In this week’s episode, Andy Paul shares his four pillars for selling in and how we can create positive buying experiences (all found in his new book, Sell Without Selling Out). Andy and Mark also discuss how the sales process could be changing in the future, as well as the importance of investing in sales management.
Book: Sell Without Selling Out: A Guide to Success on Your Own Terms
Learn more about Mark Hunter | The Sales Hunter at https://www.thesaleshunter.com
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
Sales has never been tougher than it is today, not just because of COVID, but because it’s so much more difficult to differentiate ourselves from the competition. What we sell might be really great, but not that different from similar products. So if I cannot change the product, or I cannot change the service, what has to change? The answer Lee Salz shares with Mark in this episode is: how we sell. In this episode, Lee and Mark discuss topics such as how to start with a solid foundation with your discovery call, and the important relationship between the discovery call and the demo. For example, how much talking should you do on your discovery call versus your demo? Find out by listening now!
Book: Sell Different: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition
Learn more about Mark Hunter , The Sales Hunter at https://www.thesaleshunter.com .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
To script, or not to script? Using a prepared template can be a taboo subject in sales. Our guest, Art Sobczak, believes that if you have the opportunity to prepare what you’re going to say, why wouldn’t you? So what parts of a sales call should you prepare beforehand? And how do we get beyond our 30-second introduction and into a conversation? In this episode, Mark and Art dissect the elements of the sales call that produce results, and how to get more conversations and fewer dial tones.
Visit https://salesbyphone.com/ for Art’s free template for a cold calling script.
Question from the audience: Any advice on starting the call? “How are you today?” elicits a hang-up most times.
Book: Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling
Learn more about Mark Hunter | The Sales Hunter at https://www.thesaleshunter.com
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
Interested in improving your phone sales skills? Buy the Phone Prospecting Masterclass today!
According to our guest, Larry Levine, there are three things going against salespeople from the get-go: lack of trust, lack of believability, and the prospect believing you’re full of B.S. So, how can we prospect in a way that we are still viewed as trustworthy, credible, and most of all—human? It’s time to change the perception of salespeople in the marketplace. This episode dives into some of the people skills that root the best sales leaders in authenticity.
Do you want price-focused sales? Or do you want to make an impact?
Question from the audience: How do you deal with customer objections over delays and shortages in the current market? How do we retain brand loyalty without stock on the floor?
Book: Selling From the Heart: How Your Authentic Self Sells You!
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com
Welcome to The Sales Hunter Podcast with Mark Hunter. Each week, this podcast will deliver value, content, insights, and ideas from leading sales professionals to help you become the salesperson you’re capable of becoming. This show isn’t just to entertain you, it’s to fire you up! Knowledge is power. Mark's goal is to give you actionable ideas and strategies to make you a more powerful sales professional.
Learn more about Mark at www.thesaleshunter.com
Inflation, supply chain issues, and raised prices have brought a lot of uncertainty to business already this year. How can salespeople maintain a mindset of confidence and ingenuity? This episode welcomes Meridith Elliott Powell as she and Mark discuss how sales professionals can differentiate themselves to get a competitive advantage in today’s unpredictable environment. In fact, after listening you may even agree that uncertainty is one of the greatest gifts a salesperson can get.
Book: Thrive: Strategies to Turn Uncertainty into Competitive Advantage
Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com