The Sales Hunter Podcast

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.   

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.