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 busine
Join Mark & Sam for a practical 45-minute webinar on preparing for sales conversations that earn attention and build trust. October 16th, 12 PM Central, Register here! Why are your prospecting emails falling flat even when you personalize them? Sam Richter, renowned sales intelligence expert, joins Mark Hunter to dissect the mystery behind dwindling response rates and the modern challenges facing sales outreach. Sam shares his deep expertise on segmenting prospects and suspects, revealing why treating them the same undermines your results. Together, they explore the crucial differences…
How far will you go to regain your sales motivation? Join Mark as he tackles the challenge of staying motivated when sales are slow and the pressure is high. Discover ways to keep your momentum, maintain routines, and focus on the right activities even when the outlook seems tough. Mark reveals how focusing on existing customers, celebrating small wins, and breaking down big goals can lift your confidence. Find out how reconnecting with your purpose and choosing the right circle of influence can turn your mindset around and keep you ready for the next opportunity. 💡Read the BLOG for this…
What if the secret to next-level sales success lies in flipping your mindset and forging authentic connections? Shari Leid, creator of the 'Flip the Box' movement, joins Mark Hunter to break down how limiting beliefs sabotage sales success and reveal a practical way to "flip" your mindset fast. Drawing from her remarkable journey of sharing fifty meals with strangers across all fifty states, Shari reveals the surprising obstacles even seasoned professionals face when building community and trust. This episode teases powerful frameworks for sparking genuine collaboration and explores the…
Are all your goals set by other people? Mark challenges conventional thinking about sales goals and reveals why most goals might be holding sales teams back. Discover a new way to break down your targets into meaningful actions that actually drive results. Hear stories of salespeople who miss their numbers and learn what sets high performers apart. Find out how to structure your goals for maximum impact and why the right peer group can boost your success. 💡Read the BLOG for this episode!
Every salesperson wrestles with setting and adjusting goals, so how do you stay resilient when the marketplace keeps shifting? Courtney Clark, author of 'Shortcut: How Flexible Goal Setting Outperforms Grit,' joins this episode to break down the real source of resilience. Drawing on her unique expertise, Courtney demystifies the obsession with grit and introduces a smarter approach that pairs adaptability with perseverance. The discussion explores how sales professionals can move beyond rigid plans and target meaningful, achievable goals, sidestepping the common traps of burnout and…
If you don't protect your time, others will take it from you. Join Mark as he reveals the daily habits that set top performers apart and how consistent routines fuel their success. Learn how to build momentum each morning, keep your priorities front and center, and protect your most valuable asset: your time. Find out how simple shifts can bring clarity to your prospecting and help you make incremental improvements each day. Discover the keys to setting your week up for success before Monday even begins. 💡Read the BLOG for today's episode!
The status quo isn't just holding steady, it's fighting back with new tools. Jen Allen Knuth, sales strategist and former Challenger executive, joins Mark Hunter for a revealing dive into why "build versus buy" decisions are now derailing deals across industries. Jen pulls back the curtain on the hidden pressures modern executives feel and warns sellers about the rising threat of in-house alternatives powered by AI. Together, they probe what's broken in current prospecting tactics and debate the real dangers of relying on intent signals that leave reps stuck in endless bidding wars. Today's…
Top salespeople think differently, here's how. Join Mark as he reveals why top salespeople stand out and how you can start thinking like a high achiever. Discover what sets top performers apart in both mindset and daily focus. Learn the secrets behind full pipelines, handling tension with ease, and building a reputation that earns long-term respect. Uncover how the best in sales stay motivated and cultivate strong relationships that drive results. This episode is packed with insights to help you shift your approach and begin your journey to sales excellence. 💡Read t he BLOG for this episode!
Secrets to effective sales management. Are your salespeople really clear on what they should be doing every day? Matt Ferguson, a seasoned sales coach with experience across seven countries, joins the show to examine why so many teams struggle with alignment and clarity. Matt draws on decades of knowledge working with sales leaders to highlight where communication breaks down and misplaced priorities slow results. The conversation focuses on the realities of leading from the middle of an organization, including how mixed signals from leadership ripple through sales teams and impact…
Smart teams aren't created by hovering. Great sales managers encourage strategic thinking over task completion. In this episode Mark explores the management pitfalls that can undermine both performance and retention, and uncovers the shifts in mindset that separate thriving leaders from struggling ones. Hear how great managers inspire independent thinking, strategic action, and true ownership within their teams. Get ready for a candid look at what it takes to create a culture where coaching is ongoing and real progress is celebrated. 💡Read the BLOG for this episode.
Every salesperson inevitably hits the wall, but what does it really take to break through? Jill Konrath, sales expert and best-selling author of "Selling to Big Companies" and "Pivotal Moments," joins Mark Hunter to share game-changing insights on overcoming the toughest sales barriers. Jill's journey from the early days of her sales career to becoming a top performer offers a fresh perspective on pivoting past customer resistance and self-doubt. This episode explores how top salespeople think differently, why deep understanding of the customer matters most, and how small mindset shifts can…
Assumptions get salespeople and sales managers into trouble. Join Mark Hunter as he uncovers the costly mistakes sales managers make when reviewing quotas and pipelines. Learn why focusing solely on numbers leads to missed opportunities and how challenging assumptions transforms pipeline reviews into powerful coaching sessions. Discover the subtle dangers of pipeline stuffing and vague updates, and hear how one deep dive into an account can revolutionize your team's approach. 💡Read the BLOG for this episode.
You've gotta do the homework before you have the conversation. Is your discovery process actually moving the needle for your buyers, or are you stuck in old habits that no longer deliver results? This episode features Becc Holland, a leading voice in sales strategy, who dives into how most sellers misunderstand the discovery process. The conversation challenges outdated tactics and explores the power of uncovering what buyers don't know about their own needs. Listeners get a preview of new approaches to building trust, asking smarter questions, and turning KPIs into powerful sales tools.…
Society has trained people to negotiate on price whenever and wherever they can. Explore why customers keep pushing for discounts and how your own beliefs might impact the price you secure. Listen as Mark uncovers the mistakes salespeople make when presenting value and how confidence plays a crucial role in every sales conversation. Hear real-world examples that reveal why some buyers never accept the first price, and what separates average sellers from those who consistently close at full value. 💡Read the BLOG for this episode!
Do you want to be known as a sales rep who sells whatever you sell, or do you want to be known as a business professional who happens to sell what you sell? Price pressure is tougher than ever, especially when selling feels like a race to the bottom. In this episode, relationship selling expert and best-selling author Larry Levine jumps in to tackle the challenge head on. Larry shares insights from his decades navigating the "commodity world" and reveals where most sales organizations go wrong on price and margin protection. Together, Larry and Mark examine why only a small fraction of…
You can't move the sale forward at all unless there's trust. Join Mark as he reframes what it really means to close a deal in sales. Discover why the sale is won long before signatures hit the contract and how missing early customer signals can jeopardize the entire process. Learn the importance of building trust, defining value through powerful questioning, and why focusing on the customer's problems creates urgency and drives decisions. Hear a personal story about a costly mistake and find out how you can avoid unselling by keeping your focus clear. 💡Read the BLOG for this episode.
The true deal-closer happens long before the contract is signed. Donald Kelly, celebrated host of "The Sales Evangelist" podcast, steps into the Sales Hunter studio for a masterclass on transformative discovery calls. Donald shares why value-driven conversations set the best sellers apart, especially in a world where buyers arrive more prepared and teams of decision-makers shape every outcome. This episode challenges sales professionals to rethink discovery by leveraging business insights, empowering the internal champion, and navigating complex buying committees. Mark and Donald explore how…
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…
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…
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…
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.…
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…
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…
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,…
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…
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…
About The Sales Hunter Podcast
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 busine
The Sales Hunter Podcast is a English business podcast from Mark Hunter. Melo plays each episode straight from the publisher's own feed — no ads added, no account needed — and remembers where you stopped, in this browser only.
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