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...

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! ...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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.    📗...

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...

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! ...

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...

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,...

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...

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...

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...