The Sales Hunter Podcast

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