The Sales Hunter Podcast

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.

Explore the power of emotional connections in both B2C and B2B settings. Marketing maestro Bruce Turkel, author of "All About Them," joins Mark to unravel the often-misunderstood art of emotional sales messaging. Forget what you know about facts and figures; Bruce takes us on a journey into the heart of people-to-people interactions that truly drive successful sales.  In an era where consumers can buy anything at the click of a button, Bruce urges salespeople to focus on what buyers truly want. Imagine your sales strategy as a musical performance, where creativity and emotional engagement are your instruments. Bruce shares how tapping into your unique talents can set you apart from the competition.  👤 About the Guest Bruce Turkel is a keynote speaker and the author of ‘All About Them’ and ‘Is That All There Is?’ 👀 Read the BLOG about this episode!

Monday Sales Kickoff: The power of your closest connections. Discover how to turn your connections into powerful allies with the transformative "five and the 25" strategy. These are not just numbers; they're your lifeline to accountability and opportunity.  Listen in to redefine your sales approach, cut down on the stress of prospecting and opening doors to mutual business growth. 👀 Read the BLOG for today’s episode.   

The time to invest in relationships is now. Jessica Robertson, the CRO of Orbb, shares her perspective on the future of sales strategies in 2025, where accessing the right leads and decision-makers is a growing challenge. As traditional playbooks become obsolete, Jess underscores the need for businesses to deeply understand their Ideal Customer Profile (ICP) and adapt to the evolving landscape by prioritizing buyer intent and leveraging trusted connections. Jess draws attention to the critical role that investors, advisors, and company alumni play in mapping out these invaluable connections, offering a roadmap for sales teams navigating this new era. Together, Mark and Jessica explore the potential of integrating first-party and third-party data to maximize sales relationships. By systematically identifying and prioritizing key connections—such as those formed through career and education overlaps or social sentiment.   👤 About the Guest Jessica Robertson is the CRO at Orbb, a relationship AI platform creating a warm path to accounts. 👀 Read the BLOG for today’s episode here.   

The 90s are calling, and they want their phrase back. Total cost of ownership? That’s old news. Today, it’s all about the total benefit of ownership. Customers don’t buy because of cost. They buy because of the benefits.  Join Mark as he challenges the status quo and explores how to truly unlock the value of your offerings by aligning with what your customer actually values. Mark will break down how to translate product features into tangible customer benefits, measured in dollars and cents, to reveal the hidden potential for long-term value and profitability. Many salespeople miss out on crucial insights by skirting around tough questions. Fear not, Mark is here to guide you through the art of asking the right questions at the right time. He’ll address the hesitancy that holds many back and emphasize the importance of understanding how your product or service fits into the bigger picture of your client's business. Learn how considering the downstream effects on customers and their clients can not only foster meaningful relationships but also ensure substantial progress through your sales pipeline.  👀 Read the BLOG for this episode here.   

Olympic skier turned motivational speaker Vince Poscente unveils his captivating journey from the snowy slopes to sales success. Vince shares his insights into aligning the conscious and subconscious mind, which propelled him to Olympic heights in just four years. He draws us into the world of sales, challenging listeners to overcome self-sabotage by tapping into the exhilarating "emotional buzz" and fully "experientializing" their goals with all five senses. Vince emphasizes the value of risk-taking and mental preparation. His unique approach to real estate and sales reveals how doing what others won’t can set you apart. This episode is packed with inspiration and practical advice, encouraging you to embrace chaos, take bold steps in your sales journey, and help others along the way. 👤 About the Guest Vince Poscente is an Olympian and NYT best-selling author, as well as Keynote Speaker and Coach for growth-minded folks. 👀 Read the BLOG for this episode here!

Get ready to transform your sales approach with insightful questioning techniques that do more than scratch the surface. Mark will show you how to challenge both yourself and your customers to uncover the deeper needs and timing of their purchase decisions. Forget relying solely on online interactions; Mark will demonstrate the power of direct communication with decision-makers to truly grasp buyer intent.  By the end of the episode, you'll see the critical link between buyer relevance, your ideal customer profile, and the essence of buyer intent. Get equipped with effective strategies to boost your sales outcomes! ✏️You bet we read all your comments! Leave us a comment, rating or review. 👀 Read the BLOG for this episode here!  

Join Mark alongside the insightful Keith Ferrazzi, author of "Never Lead Alone," as they discuss the shifts to revolutionizing team collaboration and culture change in sales. Discover how adopting a team-first mindset and nurturing a culture of co-elevation leads to increases in performance. Mark and Keith explore the profound impact of culture change within teams as they cover three pivotal shifts and seven essential practices that can yield results in just three months.  In this episode, you’ll gain insights into moving from conflict avoidance to fostering open candor. Keith will share practical strategies for celebrating successes and sustaining team energy, such as monthly gratitude sessions. Don't miss out on these invaluable insights designed to foster a culture of ownership and collaboration. 👤 About the Guest Keith Ferrazzi is a NYT best-selling author of ‘Never Eat Alone,’ and new book, ‘Never Lead Alone.’ He’s also a keynote speaker, coach, and founder of Ferrazzi Greenlight.  https://www.connectedsuccess.com/  

Our internal voice can often sabotage our confidence and success. Join Mark Hunter for a mindset shift! Discover how creating a list of 100 personal achievements can serve as a powerful reminder of your past accomplishments. Mark also shares on the importance of celebrating the success of others; this episode promises to reshape how you view challenges and triumphs alike. This week, take small but meaningful steps towards your own success and create a supportive community that thrives on mutual achievement. 💡Leave us a rating or review on your favorite podcast app!

Master client engagement and outbound sales with special guest Chris Bussing, a seasoned sales expert with a wealth of experience from Google and Oracle. Listen in as Chris shares his compelling journey of transforming cold calls into warm relationships. Mark and Chris explore the art of thorough preparation and strategic research, understanding why clients might switch from competitors, and how aligning your pitch with their current initiatives can make all the difference. With an emphasis on intention, mindset, and tone, Chris explains how acknowledging objections rather than resisting them can turn a single connection into a career-defining opportunity. Learn how reaching out to various personas, from C-level executives to end users, can strengthen messaging and improve follow-up strategies. Additionally, discover the power of momentum bias, using countdowns for psychological wins, and the value of thoughtful engagement on LinkedIn. 👤 About the Guest Chris Bussing is the Founder of Tech Sales Accelerator with experience at Google and Oracle. Now Chris helps lift SDRs and and AEs to become overachievers.  

Why do some soar while others stumble? Mark shares six practices that help any salesperson accomplish what they didn’t think was possible.  We are so mesmerized by people who are able to achieve greatness. We look at the end product, but what we don't see are the hundreds and thousands of little steps along the way that they did. Listen in for all six tips, and leave us a review on your favorite podcast app! 6 Key Things to Achieve the Impossible: +Clarity of the Objective + Saying No to Everything Else in the Way + Breaking It into Small Pieces + Who Is Holding You Accountable? + Listen in for #5 + Listen in for #6!  

Emotional intelligence isn't just a buzzword; it's a game-changer in sales meetings. Sales expert Lee Salz joins Mark to challenge conventional sales wisdom and explain his transformative approach to first meetings. Forget the standard discovery mindset; Lee guides us toward a consultation mindset that promises meaningful value from the get-go. Mark and Lee discuss the critical need for providing insights and solutions that truly benefit the client, rather than just pushing products. Lee even shares his tip sheet on delivering meaningful value, urging sales professionals to rethink their engagement strategies. Through personal stories and strategic insights, Mark and Lee highlight how empathy often outweighs technical prowess in building lasting business relationships. Tune in to discover how you can elevate your sales game with techniques that resonate emotionally and intellectually. 👤 About the Guest Lee Salz is the author of new book ‘The First Meeting Differentiator,’ leader of one of the largest sales groups on LinkedIn, and an award-winning keynote speaker. www.meaningfulvalue.com  

Monday Sales Kickoff: Can false assumptions sabotage your sales success? Discover the hidden pitfalls that could be undermining your sales strategies. This episode uncovers why relying too heavily on AI and rushing to fill sales pipelines can lead to misguided strategies. Learn how asking the right questions and verifying information can transform your approach, and avoid the trap of preconceived notions.

Global sales leader and storyteller, Shari Levitin, joins us to unravel the transformative power of storytelling in sales. Shari highlights a critical misstep many salespeople make: leading with products instead of uncovering the true problems and desires of their customers.  In an era marked by skepticism and fleeting attention spans, Shari demonstrates how stories not only capture interest but also build trust and credibility more effectively than mere facts. Sherry shares her five-part framework for crafting memorable sales stories that captivate and connect.  👤 About the Guest Shari Levitin is CEO of the Sheri Levitin Group, combining storytelling, science, and just the right dose of AI to help teams sell with more clarity, confidence, and human connection.

Monday Sales Kickoff: A well-structured morning routine is powerful. It's not just about when you rise, but how you utilize those precious morning hours. Mark shares the secrets behind his own routine, focusing on the essential elements of mental, physical, and spiritual preparation that can set you up for a successful day, no matter what your profession or lifestyle may be. Whether you're a seasoned professional or just starting out, this episode offers valuable guidance to help you approach each day with confidence and purpose.

Personalized video prospecting is transforming outreach. Mark and Tony Morris (the brilliant mind behind ‘Coffee Is for Closers’) explore how tools like Lusher, Apollo, and RocketReach are reshaping the European prospecting landscape. They’ll delve into the nuances of crafting video messages that not only capture attention, but also elevate your brand in today's competitive market. With AI advancements like HeyGen, discover how these technologies can streamline your workflow. Learn how tools like BombBomb and HeyGen are making waves with their innovative features. Imagine sending video messages that appear custom-made, using sophisticated lip-syncing technology to address thousands of prospects individually. With open rates soaring to 48% for cold emails, these strategies are not just enhancing engagement, but transforming the entire outreach paradigm. Mark and Tony also share insights on fine-tuning email components — from subject lines to body content — ensuring that your message doesn't just reach inboxes but actually resonates and leads to conversions. 👤 About the Guest Tony Morris is the author of best-seller ‘Coffee Is for Closers,’ and founder of Tony Morris International, a global sales training company specializing in sales conversion strategy.  

Monday Sales Kickoff: Embark on the path to building your dream list of connections that can transform both your personal and professional journey. Discover the art of categorizing individuals into strategic circles, such as a circle of 25 or 75, and learn the critical steps to forming a mastermind group.  Mark challenges listeners to redefine your circle of influence through strategic relationships with advisors, mentors, and mastermind peers. ⭐ Leave us a rating or review on your favorite podcast app. We actually read them!  

The top salespeople don’t chase shortcuts—they compete daily. Mark Hunter sits down with Jake Thompson, founder of Compete Every Day, to explore how a mindset of daily competition drives long-term results. Their conversation centers on controlling what matters most: effort, value, and relationships. They break down practical strategies—like setting daily goals, using weekly check-ins, and gamifying progress—to stay consistent and motivated. Listeners will learn how to turn small actions into big wins over time.Mark also shares key routines that keep him focused during travel and distractions, and Jake offers insights on building discipline without shortcuts.   👤 About the Guest Jake Thompson is a motivational Keynote Speaker and Author. He is the Chief Encouragement Officer at Compete Every Day.  

Monday Sales Kickoff: Explore the power of routine and how it can significantly boost your success, whether in sales or any other field. Listen in as Mark share insights on how a well-structured schedule is the secret weapon to achieving your goals. We'll discuss how embracing routines and habits can actually enhance your life rather than restrict it.  Mark shares his own journey of starting this podcast and how accountability played a crucial role in making it a reality. Having someone to keep you accountable can make all the difference. Finally, Mark offers eight practical steps you can take to build a routine that leads to success.