The Sales Hunter Podcast

Networking face-to-face and online has a huge impact on business growth and job searching. We welcome Casey Hasten from Success North Dallas as we discuss setting the stage for networking that truly matters. Mark and Casey highlight the significance of making meaningful connections that leave a lasting impression. Drawing insights from the book "The Go-Giver," we discuss how to offer value without expecting anything in return and the importance of follow-up meetings to strengthen connections. Mark shares his frustration with the "connect and pitch" culture prevalent on LinkedIn, advocating for a more genuine approach. Mark also reveals his secret to remembering networking details to ensure consistent and authentic interactions.    👤 About the Guest Casey Hasten is the CEO and Chief Recruiter at Ascend Talent Partners LLC and CEO of Success North Dallas, a premier relationship-building organization. ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Mastering the BAMFAM method—book a meeting from a meeting. Learn how to turn “I’ll get back to you,” into a commitment. Get ready to tackle common scheduling hurdles and involve key stakeholders effectively while keeping your proposal process smooth and focused.  Mark offers actionable advice on how to be deliberate in your prospecting efforts, enhancing your sales strategy and building stronger client relationships. This episode is a treasure trove of tips to help you close more deals and prevent potential clients from slipping away.    ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

The Power of Customer Testimonials. Join Mark Hunter and branding and marketing expert Ernie Harker as they explore the transformation of product features into compelling value propositions. Salespeople often find themselves focusing too much on product features, missing the crucial connection with customers. Ernie shares his insights on shifting from a feature-focused approach to storytelling that highlights customer experiences and benefits. We discuss the common pitfalls of sales meetings and training that emphasize product details over customer impact, leaving sales teams without the tools to communicate real value.  Listen in as they uncover the powerful impact of harnessing customer video testimonials as a marketing tool, and the value of creating a library of these testimonials for sales teams to connect with prospects on a deeper level, capturing real-world success stories that resonate with future customers.   👤 About the Guest Ernie Harker is The Billion Dollar Branding Guy; a keynote speaker, author of Your Brand Sucks, C-store marketing specialist, and entrepreneur.  ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Discover the strategic secrets of handling Requests for Proposals (RFPs) with precision. Uncover the nuanced decision-making process that can transform your approach to RFPs from a mere bidding war to a calculated business opportunity. Whether you've helped draft the RFP, or you're entering uncharted territory with a new customer, you’ll learn when responding can position you to influence future negotiations. Explore how aiming for second place or pushing competitors into unsustainable bids can ultimately lead to more lucrative outcomes for your business.   ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com  

Uncover the art of planning for the next 12 months and master the balance between immediate targets and long-term vision. Our guest Amy Franko shares insights on key metrics that truly matter, avoiding the trap of being overwhelmed by data. Discover the power of having a clear “North Star” to guide your sales efforts and the impact of prioritizing actions like outbound conversations to consistently hit your goals. But that's not all! Mark and Amy delve into the critical role of accountability and coaching in executing effective sales strategies. We identify the common pitfalls of annual planning and how to keep your sales strategies from gathering "digital dust" by integrating consistent reviews. If you're ready to transform your sales approach and thrive in this competitive field, this episode is packed with actionable strategies and insights you won't want to miss.   👤 About the Guest Amy Franko worked in sales at IBM and Lenovo before becoming a Sales & Growth Strategist for her own company. She’s also a keynote speaker and author of The Modern Seller.    ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Your customers are viewing you in 3D.  Capture your customer's attention in a digital world that's louder than ever. Discover how mastering a 3D presence—across websites, social media, and video content—can revolutionize the way you connect with buyers.  Say goodbye to the days of relying solely on email and hello to a strategic, multi-platform approach that will elevate your brand's visibility and credibility.   ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com  

Join us as we explore the ever-evolving world of social selling with our special guest, Ollie Whitfield. Ollie shares his thoughts on the importance of content creation in building a strong social presence and critiques past approaches, such as using podcasts to access target accounts. Together, we highlight the significance of genuine relationship-building over transactional interactions.  Uncover why top performers benefit from these strategies and how social selling is a long-tail approach that requires patience and genuine engagement. Explore whether a consistent message is key or if flexibility and experimentation could lead to better results.    ◩ About the Guest ◩ Ollie Whitfield is a partner at Slingshot Content and Founder of Splashmaker Media. Ollie specializes in content that your audience adores consuming.    ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

From fear to confidence; take seven minutes with Mark today to transform your approach to sales calls.  Even ‘The Sales Hunter’ used to have a fear of making calls! Discover how to transform this anxiety into a powerful calling tool with actionable strategies and a mindset shift. What if the fear of calling wasn't just an obstacle, but the key to unlocking your sales potential? Mark Hunter shares personal stories and proven methods to help you overcome the call-related jitters that plague many sales professionals.    ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Why are only 25% of salespeople hitting the mark? Join Mark Hunter and Kelly Riggs to unpack this startling statistic and challenge the very foundation of traditional sales training. We examine how an overemphasis on product knowledge reduces salespeople to mere 'product pushers' and the problems this approach creates.  Kelly and I propose a radical shift towards understanding customer needs through insightful questioning, allowing sales professionals to become trusted advisors. This episode shines a light on the critical importance of moving away from feature-heavy sales kickoff meetings to ones that foster meaningful customer engagement. Elevate your sales game by mastering strategic product demos and a well-executed discovery phase.   ◩ About the Guest ◩ Kelly Riggs is the founder of The Business Lockerroom focused on Sales Training, Management Leadership Coaching, and Strategic Planning.   ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com  

Is cold calling really dead, or have we just forgotten how to harness the power of the phone in our sales strategies? Discover the truth behind the myth that you can't use the phone for prospecting. Mark divulges ways to pair calls with emails and text messages for unparalleled success. Learn the underappreciated value of voicemails in letting your personality and tone shine through, adding a human touch that text alone can't achieve. You’ll see how a blend of persistence, tone, and the right messaging can cut through the digital noise and foster real connections with your prospects.   ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com  

Could AI in Sales leave more obstacles than opportunities? Join Mark and guest, Anthony Iannarino, to learn how to rise above the noise and rekindle genuine relationship-building. Mark and Anthony share on embracing traditional sales techniques like face-to-face meetings and handwritten letters to foster authenticity amidst the digital chaos.  Mark and Anthony spotlight methods that truly resonate in building strong client relationships, such as mobile communication, smart social selling, and even business cards. Packed with practical advice and expert insights, this episode is a roadmap to enhancing your sales performance in today’s challenging markets.   ◩ About the Guest ◩ Anthony Iannarino is a Sales Leader, best-selling author, and speaker specializing in complex B2B sales. Learn more at: https://www.thesalesblog.com/   ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

How can you ensure you have a clear path from leads to successful sales calls? Mark breaks down the sales process into manageable parts, highlighting the importance of understanding the marketplace, mastering time management, and identifying the key activities that lead to achieving your sales targets.  Let’s turn your ambitions into a reality with a plan that supports lasting success and propels you through the fourth quarter with confidence.   ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Discover the art of selling to CEOs with our special guest, David Newman, who brings a wealth of knowledge on influencing top-level decision-makers. David shares his expertise on how to engage CEOs in meaningful conversations that go beyond the mundane technicalities and dive into their long-term goals.  Learn the secret to capturing a CEO’s attention by aligning sales pitches with their vision for market capitalization, mergers, or strategic exits. By adopting the right vocabulary and focusing on big-picture strategies, you can transform your sales approach and achieve remarkable outcomes. We also unpack the nuanced strategies for reaching out to CEOs effectively, personalized interactions that position you as a peer, and how to build credibility in the C-suite world. 💪 WHAT ARE YOU DOING TO MAKE 2025 BETTER THAN 2024? Join Mark’s Annual Planning program—get your own annual planning workbook and a seat at an upcoming webinar for just $395.  Ready to start off on the right foot? Follow this link to get started.    ◩ About the Guest ◩ David Newman is a CEO Brand Architect and the founder and CEO of Do It! Marketing. He’s the author of three books and a Certified Speaking Professional. Click here to learn more.   ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com  

What if unexpected business opportunities lie in a simple "thank you"? As the year winds down, it's time to reach out to clients—past, present, and even those who chose not to buy—and express genuine gratitude. These calls do more than just spread goodwill; they open the door to meaningful dialogues about future plans and challenges. Step into the role of a partner and friend, and watch how your approach can change the way clients perceive you. ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com  

Join us for an insightful conversation with trust expert Yoram Solomon, who shares groundbreaking research about the indispensable role of trust in sales. Discover why trustworthiness is valued by 77.6% of people as the most important trait in sales professionals.  Yoram sheds light on the gap between how salespeople perceive their trustworthiness and how customers actually see them. Trust not only drives sales, but also empowers salespeople to command better prices. Explore with Mark and Yoram the multifaceted approach to building trust throughout the sales process, emphasizing the power of reputation, references, recommendations, and reviews.   ◩ About the Guest ◩ Yoram Solomon is a Professor, Trust Expert, keynote speaker, 3x TEDx Speaker, and author. You can also find him on The Trust Show Podcast.   ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Position yourself ahead of the AI curve. There are three crucial elements of effective selling that AI simply can't replicate As the digital landscape shifts, relying on product features alone is no longer sufficient. Learn how the art of asking the right questions can foster trust and solidify lasting relationships with your clients. Equip yourself with the skills to not just navigate, but thrive, in this AI-driven world of sales. Join Mark as he shares insights on leveraging your distinct human qualities to maintain a competitive edge in the marketplace.   ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com  

Join us for a conversation with Meredith Bell, an insightful voice at the intersection of sales, communication, and leadership. By asking, "What would make this conversation amazingly useful to you?" sales professionals can shift from pitching products to creating memorable, value-driven interactions. This episode is filled with practical insights on how genuine curiosity and interest in others can redefine the dynamics of sales conversations. Explore effective techniques like the "two-second rule," which encourages a deeper dialogue and trust-building by pausing after someone speaks. Mark and Meredith discuss how shifting the focus from oneself to serving others can transform sales interactions into lasting, impactful connections.   ◩ About the Guest ◩ Meredith Bell is the President and Co-Founder of Grow Strong Leaders, a company dedicated to creating products and books that optimize the way leaders and teams interact with each other.   ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

How to overcome the January sales slump and jump into a strong sales year.  Discover how a simple calendar quirk could derail your first-quarter goals. Learn strategies to avoid the common trap of a slow January start. As the holiday season overlaps with key sales dates, planning the fourth quarter is more important than ever.   ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Sonia Dumas joins us to explore how the dynamic world of sales and customer experience is reshaping consumer expectations. Join Mark and Sonia as they share strategies to develop a sales approach that captivates and deeply engages your audience. Mark and Sonia challenge traditional sales mindsets by urging sales consultants and leaders to rethink how they first engage with potential clients. Instead of overwhelming prospects with high-ticket options, why not reveal your thought leadership and the potential of your services?  By crafting compelling introductions that highlight the unique experience you provide, you can reduce initial resistance and spark genuine interest.    ◩ About the Guest ◩ Sonia Dumas is a speaker, innovator, and the Chief Income and Messaging Strategist at Inbox Income. www.soniadumas.com    ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Unlock the secrets to a thriving sales pipeline as Mark dissects elements we often overlook: opportunity size, closure timing, and complexity. Many salespeople make the mistake of focusing solely on the size of opportunities, neglecting how timing and difficulty can derail quarterly goals.  Mark reveals how to assess each deal's viability, helping you avoid the pitfalls of chasing attractive, but ultimately resource-draining long-term deals.   ⭐ Leave us a rating or review on your favorite podcast app. We actually read them! 📈 At RapidScale, exceptional technology is powered by exceptional people. Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com