153: How to Use Sales Skills to Become a Leader People Actually Follow | Mark Hunter

Sales is not just about closing deals. Leadership and sales are, at their core, both about helping people achieve what they didn’t think was possible. But in order to effectively help people, you need to master the skill of sales. 

In this episode, we’re joined by Mark Hunter, renowned sales strategist, speaker and author known as The Sales Hunter, to explore the timeless overlap between selling and leading.  

In this episode you will learn: 

• Why trust is the foundation of every sale (and how to build it) 
• How discovery calls are being misused (and what to do instead) 
• The connection between value, risk, and decision-making 
• Tips for prospecting in the AI era 
• The three most important assets every sales professional should protect 
• How great leaders show up for their people 

Timestamps: 

00:16 – Sales and leadership: Eisenhower's D-Day message 

01:50 – The real purpose of the discovery call 

03:57 – Authenticity over slide decks 

04:52 – Will AI replace salespeople? 

06:28 – Risk, value, and the importance of trust 

07:38 – How trust combats indecision 

09:15 – Mapping customer problems upstream and downstream 

10:41 – Selling with insight into your customer’s customer 

11:33 – Using AI to personalize sales outreach 

13:41 – Tips for expanding access to stakeholders 

16:10 – Happy talkers vs. true decision makers 

18:04 – The role of social media and personal brand equity in sales 

19:24 – Why every rep needs a personal brand 

21:24 – How to build content discipline in B2B sales 

22:24 – Great leadership traits in sales managers 

24:44 – Leading with integrity and taking ownership 

28:06 – The leadership lesson that shaped Mark’s career 

31:56 – Supporting reps during tough quarters 

33:00 – Time: your most valuable asset 

33:46 – Mark’s 3 most important career assets: time, mind, and network 

35:16 – Diversifying your network like an investment portfolio 

37:29 – Can virtual onboarding work for sales reps? 

39:44 – Simple KPIs: Mark’s “5 conversations” rule 

41:10 – Why sales is a lifestyle, not a job 

42:47 – The importance of continuous learning 

44:25 – Charlie Munger’s mindset on lifelong learning 

44:37 – Final takeaway: why you owe it to prospects to reach out 

Resources & Mentions: 

• The Sales Hunter Website: https://www.thesaleshunter.com/  
• The Sales Hunter Podcast: https://thesaleshunter.com/podcast/  
• Sales Logic Podcast: https://www.saleslogicpodcast.com/  
• Follow Mark on LinkedIn: https://www.linkedin.com/in/markhunter  

Connect With Us: 

• Uplevel yourself and your team with our trainings: www.learnit.com    
• Email us: podcast@learnit.com   
• Follow Damon on LinkedIn and Instagram for more updates!