The Sales Hunter Podcast

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.