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.

1. The number of conversations with prospects or customers. 

2. Number of calls made to prospects. 

3. Number of prospecting emails. 

4. The number of conversations it takes to close a sale once the lead is qualified. 

5. 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!

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!

1. ….listen to learn starting at 04’48” 

2. ….listen to learn!

3……listen to learn!

4. What product are you having issues finding lately?

5. 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.

1. What’s the lifetime value of landing this account?

2. What’s the cost of customer acquisition? 

3. 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.

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/

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

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.

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:

1. Selling is serving.

2. Selling is a calling.

3. Selling requires a plan.

4. Sales is a science. 

5. 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.

1. I can’t give control to the customer. [01:16]

2. The customer is fixated on a cheap price. [03:06]

3. I’m bugging the customer if they’re not responding to my messages. [05:48]

4. I can never have enough in my pipeline. [09:51]

5. 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!

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

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.

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.

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