The Sales Hunter Podcast

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demand more information earlier in their journey, and why classic objections to sharing prices are quickly becoming outdated.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.