Episoder
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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
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We used to say seven touches to make a sale. Now it’s 27 touches to make a sale.
Mark joins social media expert Corey Perlman, author of "Authentically Social,’ to unravel the secrets of maximizing your social media presence for sales success. Corey shares practical daily practices salespeople can employ on LinkedIn, or other social media.
Learn effective social media strategies tailored for professionals seeking to enhance their business and personal branding. Discover how Instagram's visual-centric approach demands a strategic presentation, particularly for those in speaking roles. We also touch on YouTube's potential as a lasting repository for video content that boosts visibility through Google's search capabilities.
Mark and Corey also explore the power of repurposing content across platforms as LinkedIn begins to embrace more video-friendly features.
◩ About the Guest ◩
Corey Perlman is the owner of Impact Social, a keynote speaker, and author of Authentically Social.
⭐ 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
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In today’s world, the art of selling demands frequent and unique touchpoints. Mark teaches how small gestures, like remembering personal details about a prospect, can open doors to future opportunities.
Imagine stripping away all complexities and focusing on genuine, straightforward interactions.
Mark also shares a heartfelt story about a prospect and how the simple act of asking about his son led to an open door for future opportunities.
⭐ 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
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Join us as Rita Goodrow shares her eye-opening experience of going on 35 dates in 35 days. By letting go of specific outcomes and expectations, she discovered a fresh approach to making genuine connections—a lesson equally applicable to successful sales discovery calls.
Mark and Rita discuss how embracing risk and focusing on the positives can transform your communication skills, making you a more curious and effective listener in both dating and sales contexts. By showing up as our authentic selves, we invite others to engage with us more genuinely.
◩ About the Guest ◩
Rita Goodroe is a community builder expert, sought-after coach, emcee and speaker.
Learn more about her at www.ritagoodroe.com
👊This episode was brought to you by Fist Bump. Learn more about them at this link.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
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Learn how top sales performers go beyond mere product knowledge and tactics to create deep emotional connections with customers.
What if the secret to skyrocketing your sales isn't in your product knowledge, but in your mindset? Mark explores how a positive and open approach in sales calls can create trust, enhance listening, and build emotional connections with customers.
Mark also touches on surrounding yourself with success-driven individuals to watch your sales performance soar to new heights as a result.
👊This episode was brought to you by Fist Bump. Learn more about them at this link.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
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Join Mark and sales presentation maestro, Tom Martin, to explore why tailoring your pitch to meet the specific needs of your audience can make all the difference. Mark and Tom dissect the common missteps, and uncover how addressing audience challenges head-on crafts a compelling narrative.
Learn how to let your slides support rather than overshadow your message, with memorable content that places a spotlight on key ideas.
Tom shares his wisdom on focusing presentations around a central message, keeping things simple and clear. This approach not only enhances your connection with the audience but ensures your message lingers.
◩ About the Guest ◩
Tom Martin is a keynote speaker and founder of Converse Digital. He teaches organizations how to turn conversations into customers by leveraging digital sales and marketing tools. Learn more at www.PerfectPitchWorkshops.com
👊This episode was brought to you by Fist Bump. Learn more about them at this link.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
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How can you make price a secondary concern in a customer’s buying decision? Mark talks about how to transform discount demands into opportunities for understanding customer priorities.
Learn how to pivot the conversation from price cuts to uncovering what truly drives your clients, allowing you to connect your product or service to their top needs. See how it's not about selling the shovel—it's about selling the hole it digs.
👊This episode was brought to you by Fist Bump. Learn more about them at: https://getfistbumps.com/thesaleshunter/ -
We welcome Gail Casper who brings her dynamic perspective on elevating sales confidence through risk. Discover the intriguing concept of "cockatoo selling," a unique strategy aimed at boosting confidence and nurturing long-term client relationships.
Gail shares her personal journey of stepping out of her comfort zone, highlighting how calculated risks have driven her career to new heights. Mark and Gail explore how a supportive network can amplify sales success, and discuss practical strategies like cold calling, networking, and attending trade shows, all aimed at fostering meaningful connections.
◩ About the Guest ◩
Gail Kasper is a two-time TEDX speaker and author of Sell Like a Cockatoo. Click here for her free resource: The Three Most Overlooked Sales Tools that Close More Deals
🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine.
Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it.
October 28th at 4 p.m. EST! Don’t miss it. Register here.
👊This episode was brought to you by Fist Bump. Learn more about them at: https://getfistbumps.com/thesaleshunter/
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Is your sales strategy lagging behind in this fast-paced economy?
Discover the critical errors salespeople often make, starting with the failure to pinpoint and address your customer's top priorities. Do you ensure your solution is both timely and aligned with the pressing needs of your clients? It’s all about knowing how to identify their priorities with precision and relevance.
Listen in for the four mistakes you should avoid as you navigate the current sales landscape.
🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine.
Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it.
October 28th at 4 p.m. EST! Don’t miss it. Register here.
👊This episode was brought to you by Fist Bump. Learn more about them at: https://getfistbumps.com/thesaleshunter/
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Breakthrough expert Brian Biro challenges the notion of overachieving, suggesting we all have untapped potential waiting to be unleashed.
Mark & Brian discuss how by honing in on elements we can control—vision, energy, and relationships—we can orchestrate personal and professional breakthroughs.
Plus, discover how the simple act of putting on socks properly speaks volumes about the power of details and fundamentals.
◩ About the Guest ◩
Brian Biro is a master storyteller, professional speaker, and best-selling author. Find out more at www.brianbiro.com
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
👊This episode was brought to you by Fist Bump. -
How does one eat an elephant? One bite at a time.
In this episode, learn why a staggering 17% of salespeople generate 81% of the business. You can be part of this elite group as well by concentrating on one meaningful task at a time.
Mark teaches how you can take control of your productivity and set a winning pace for the rest of the day. Discover how this singular focus can prevent the chaos of chasing too many leads and enhance the quality of your customer interactions.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
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Mark is here to guide you through the intricacies of sales prospecting, and especially the power of a well-defined ICP. By understanding the patterns and needs of your top customers, you can significantly improve your prospecting efforts.
Demonstrating honesty and ensuring your solutions genuinely fit your customer's needs can drastically enhance your reputation and build lasting business relationships.
Answer the nine questions Mark outlines to determine if a prospect is worth your time and efforts.
Do you know the industry?
Do their needs align with your best customers?
Are their job titles relevant?
Listen to the episode for #4-#9!⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
👊This episode was brought to you by Fist Bump. -
By following these straightforward strategies, you can maintain a more manageable and effective prospecting pipeline. How can you be sure you're not just chasing numbers, but building meaningful connections that lead to success?
Mark discusses focusing on meaningful dialogues, targeting individuals you can truly help, and managing your expectations about the pace of results so you can transform your prospecting efforts.
⭐ Leave us a rating or review on your favorite podcast app.
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Want higher win rates, larger deal sizes, and faster closing times? Join Jason Bay in his conversation with Mark about outbound sales.
Discover the mindset shifts and strategies that differentiate elite sales professionals from the rest. Jason and Mark unpack the essentials of proactive engagement and the importance of sales teams actively filling their pipelines.
Let’s dive into the strategic elements that make outbound sales thrive in any economic condition. Plus, leadership is crucial in these efforts, and you'll hear how frontline leaders can lead by example and effectively coach their teams.
◩ About the Guest ◩
Jason Bay is founder and CEO of Outbound Squad. He was recognized by Salesforce as a Top 27 Sales Influencers to Follow in 2024. Find out more at https://outboundsquad.com/
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Could giving away referrals actually lead to receiving more of them in return? Mark shares how by maintaining open lines of communication with both the referrer and the referred, you'll foster goodwill and keep everyone in the loop.
Learn why setting a goal of giving three referrals each week can be transformative for your sales success.
Could you do it?💡 Love The Sales Hunter Podcast? Leave us a review on your favorite podcast app!
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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
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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!
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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.
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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.
- Se mer
