The Sales Hunter Podcast

Discover the secrets of compelling storytelling in sales with insights from master storyteller Stephen Steers, who has collaborated with over a thousand companies across 35 countries.  Mark and Stephen discuss why stories are the cornerstone of building genuine relationships in a post-COVID world, and teach about the three kinds of stories that make a difference: mission, vision, and milestones. Stephen guides listeners through role-playing scenarios to illustrate the importance of summarizing needs, sharing impactful case studies, and transitioning smoothly to the offer. We also focus on the critical questions that capture and maintain your audience’s attention.   ◩ About the Guest ◩ Stephen Steers is an author, keynote speaker, and founder of ContextSelling. He’s the President of Steers Consulting Group. Free script download available at: stephensteers.com/podcast  

Ensure every minute you spend in sales counts. Mark breaks down why not all prospects deserve equal attention and how to identify those that align closely with your Ideal Customer Profile (ICP). Understand the critical factors like decision-making timelines, customer size, and buying process complexity that should guide your prospecting efforts.    💡 Love The Sales Hunter Podcast? Leave us a review on your favorite podcast app!   👀 It’s time to get real about the role of social media in your sales strategy.  Join SALES LOGIC on Sept. 23 at 4 p.m. for a FREE webinar with Brynne Tillman, the “LinkedIn Whisperer.” Register here!  

We're excited to share an enlightening conversation with Will Barron, who reveals how stripping away unnecessary steps can streamline your approach and boost your results.  In this episode, we delve into the art of personalizing sales emails to stand out from the spam and clearly communicate your value proposition. Discover how to eliminate unnecessary steps and focus on what truly matters: booking meetings with the right message, and targeting the right person at the right time.  Will's expertise will help you avoid common prospecting mistakes and equip you with practical strategies to create a more efficient, buyer-centric sales process.   💡 Love The Sales Hunter Podcast? Leave us a review on your favorite podcast app!   ◩ About the Guest ◩ Will Barron is host of Salesman.com Podcast and author of ‘Selling Made Simple’ and ‘SalesCode,’ both of which you can download for free at www.salesman.com  📗 Mark’s newest book, The Making of a Mind for Sales: 33 Strategies for Success is out on Amazon now! It’s an accountability partner and sales trainer all in one. Have you read it yet? Challenge yourself for 33 days. Get it here.

Learn how to present your price with unwavering confidence and secure sales like never before.  Mark shares his tried-and-true strategies for ensuring your price is seen as a valuable solution to your customer's problems. Many salespeople forget to link their price to the outcome the customer is seeking, but you'll learn how to recap the key issues and position yourself as an integral part of the solution, making it clear why your price is justified.  

How can the people around you make or break your sales career? Kristie Jones reveals the strategy of curating your inner circle to include individuals who drive both personal and professional development. The conversation shifts gears as Mark and Kristie tackle the complex world of SaaS sales. Let’s dissect the proactive approach needed to target ideal client profiles, and how many salespeople are missing out on lifetime income by reacting rather than acting.  They also discuss the hurdles faced by those transitioning into SaaS, the evolving pricing models due to AI advancements, and the indispensable role of relationship-building.   ◩ About the Guest ◩ Kristie Jones specializes in helping early-stage SaaS startups develop, document, and formalize all sales processes, hire top sales talent, and onboard new sales professionals. She is a keynote speaker and author of the new book, Selling Your Way In.   

Mark shares ten sales metrics that are actually worth measuring. Not everything that can be measured needs to be, but some data can teach us a lot about our business. 1. The number of conversations with prospects or customers.  2. Number of calls made to prospects.  3. Number of prospecting emails.  4. The number of conversations it takes to close a sale once the lead is qualified.  5. The length of time in days or months it takes to turn a lead into a customer. 👂For #6-#10 listen in!   Share this episode with a friend or colleague! Or for those who prefer to read, click here to read the blog. 💡 Love The Sales Hunter Podcast? Leave us a review on your favorite podcast app!  

Learn how to transform the sales journey into a trust-building exercise rather than a race to close the deal with this week’s guest, Mark J. Carter. Discover how mastering the "know, like, and trust" cycle can revolutionize your approach to prospecting. Mark H. and Mark C. share how to create an environment where prospects feel comfortable engaging and asking questions. Effective relationship building is the cornerstone of successful sales, and this episode will guide you on how to navigate this without being overly aggressive. As virtual meetings become the norm, delve into how to make these interactions both productive and meaningful. With shorter, more efficient online meetings, learn how to manage your time effectively and tailor your presentations to the specific needs of your prospects.     💡 Love The Sales Hunter Podcast? Leave us a review on your favorite podcast app!   ◩ About the Guest ◩ Mark J. Carter is the founder of ONE80, LLC, and the author of Idea Climbing: How to Create a Support System for Your Next Big Idea. Find out more at https://www.markjcarter.com/    

Has that prospect earned the right to be in your sales pipeline? Mark confronts the widespread belief that more prospects equate to more sales. Instead, join the sales professionals that have honed their Ideal Customer Profile (ICP) and are reaping extraordinary rewards. Have you tried spending more time with fewer prospects? By investing meaningful time in understanding your prospects' unique challenges, you'll position yourself as a trusted advisor and indispensable asset in their business journey. Read these 9 Questions to Evaluate a New Customer.  💡TODAY, MON. AUG 26TH💡 Join Mark Hunter and Meridith Elliott Powell of Sales Logic for POWER Hour, a monthly deep dive interview with renowned sales experts. This afternoon: Victor Antonio! Join us at 3 p.m. CT. Register here! Don’t miss this FREE, 40-minute webinar about why you’re not closing more sales.

Effective communication can make or break your sales process. In this episode, James Muir and Mark Hunter dive into the three main culprits of stalled deals—sales issues, client indecision, and business case problems—and talk strategies to overcome these obstacles. James and Mark underscore how understanding client psychology and maintaining engaged communication can keep your deals alive.  James also reveals how to combat client indecision when there’s missing information or outcome uncertainty. Get ready to elevate your sales strategy and close more deals with confidence!   💡 Love The Sales Hunter Podcast? Leave us a review on your favorite podcast app!   ◩ About the Guest ◩ James Muir is the Senior Vice President of Sales at UnisLink and author of The Perfect Close and Unsticking Deals. Find out more at www.unstickingdeals.com

In this episode, learn why procrastinating on reaching out to leads could be costing you valuable opportunities.  Mark debunks common excuses salespeople use to delay contact and emphasizes the importance of reaching out today with new value. Whether it's a timely phone call, an informative email, or a quick text message, your proactive approach can make all the difference. Mark recounts how acting on a fresh news item led to an immediate response and a meeting set up within minutes.