Outbound Squad Selling to the C-Suite with Mark Hunter
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Sep 24, 2024 
Mark Hunter, an author celebrated for his insights on sales strategies, shares his expertise on effectively selling to C-suite executives. He emphasizes the importance of strong communication and thorough preparation before meetings. Hunter discusses the unique challenges of moving up the sales ladder and escaping toxic environments for better opportunities. He also highlights the role of customer stories in building trust, and offers strategies for navigating authentic conversations that resonate with executive leaders.
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Early Sales Job Anecdote
- Mark Hunter started sales selling sides of beef to restaurants because he needed a company car for insurance reasons.
- Despite the unethical environment, losing that job freed him to move into a more respectable sales role.
Be Honest with Executives
- Don't lie or exaggerate in C-suite conversations; admit when you don't know the answer.
- Know the numbers behind your facts thoroughly or avoid sharing them to maintain credibility.
Winning Over CEO on Price
- Mark was challenged by a CEO about his price but responded by emphasizing the strategic value he would deliver.
- The CEO was convinced by the strategic conversation and hired him despite budget concerns.