The Sales Hunter Podcast

What separates a good salesperson from a truly great one, especially when everyone starts with the same training and resources? In this episode, Mark Hunter welcomes Dave Brock, author of "Is 'Good Enough' Good Enough?" to challenge conventional wisdom about sales performance. Dave shares his unique perspective on why some salespeople and companies consistently outperform their peers, even when th...

Your insights, intuition, and empathy matter. Sure, AI is a great starting tool—but not a great finishing tool.  So if AI is coming for your job, how do you win? Mark shares his AI Manifesto directly from his new book, Integrity First Selling, to foster a key mindset shift from anxiety to confidence.   Let's dive in to which human skills you need to fortify in the battle against tech.  📚Pre-Order...

You can't just throw up AI slop and call it content. AI may be flooding your inbox, but does it still have a place in authentic sales outreach? Mandy McEwen, digital marketing expert and founder of Mod Girl Marketing, joins Mark Hunter to help sales professionals navigate the evolving landscape of LinkedIn and social media in the age of artificial intelligence. Mandy unpacks the biggest shifts hap...

2026 will be the year of less, not more. Join Mark as he unpacks what it takes to succeed in prospecting for 2026, revealing why old tactics are fading fast. Get a preview of how to build meaningful relationships, harness referrals with proof, and position yourself as a trusted advisor in an AI-driven world.  Find out WHY less can mean more, and how narrowing your focus leads to stronger results a...

How do the latest breakthroughs in science reshape the way we approach selling? David Hoffeld, renowned sales thought leader and author of "The Science of Selling," joins Mark Hunter to dig deep into the true mechanics of the buying process.  Drawing from tens of thousands of peer-reviewed studies in behavioral economics, psychology, and neuroscience, David reveals why the fundamentals of how our...

We don't close sales, we open relationships. Join Mark as he unpacks what it truly means to sell with integrity in a rapidly changing sales landscape. Discover why traditional approaches are falling short despite the rise of new technology and AI tools. Mark explores four core elements that redefine integrity for sales professionals and challenges you to take a closer look at your pipeline and rel...

Can you bring humanity back into AI-driven selling? Mark sits down with Paul Fuller, CRO of Membrain, for a conversation that unpacks the accelerated pace of change in sales and leadership brought on by AI. Paul brings his unique perspective on blending technology with the foundational elements of leadership, service, and creativity—urging listeners to define their North Star as sales evolves at u...

"Your mindset determines 100% of the results you get." Join Mark Hunter as he unpacks the true foundation of successful prospecting: mindset. Find out why your attitude towards prospecting shapes your results more than your leads ever could. Mark walks listeners through essential elements for building a winning approach to prospecting, including the power of reflection, focus, and accountability. ...

Sales professionals are facing a seismic shift as LinkedIn and AI converge. Richard Bliss, acknowledged LinkedIn authority and business media strategist, sits down with Mark Hunter to dissect the platform's latest AI-driven overhaul. Together, they unpack why personal branding and topic authority have become crucial for anyone hoping to rise above the noise. This episode explores the inner working...

Monday Sales Kickoff: Sales success isn't just about target numbers—it's about the details behind the data. Join Mark as he challenges conventional thinking about sales metrics and reveals which numbers truly drive success. Move beyond the obsession with quotas and uncover what high-performing salespeople and investors are analyzing behind the scenes.  Get ready to rethink your approach to calls,...

This week, Mark Hunter is joined by master business coach and sales expert David Neagle. Together, they dive deep into the power of discipline, mindset, and intentional routines for achieving top sales results. David Neagle shares his personal journey, reframing discipline from something punishing to becoming a "disciple of" your craft. He explains how dedicating yourself to what you truly love tr...

Join Mark as he shares how to close lingering deals and keep your momentum strong into the new year. Smash your year-end sales targets with strategies that keep you ahead of the curve. Learn how to fill your calendar with opportunities and bypass the common pitfall of starting January on an empty slate. Discover the art of capitalizing on the quieter end-of-year period to connect with both existin...

Negotiation used to be easy just 40 years ago, so why is it more complex now? Todd Caponi, the acclaimed author of 'Four Levers of Negotiation,' joins us to unravel the detailed tapestry of sales negotiation. Todd brings his rich understanding of how salespeople have been propelled into a new era of active negotiation. We dig into the roots of negotiation skills, tracing back to the Consumer Prote...

Learn the common pitfalls salespeople face when they mistake interested leads for genuine prospects. Mark shares the importance of engaging with decision makers and economic buyers, rather than just users who enjoy the product, but lack purchasing power. Through insightful questioning, we'll explore how to align your solutions with company priorities and objectives. Mark will detail his expert str...

Can we outsmart big brands by being more human? Discover how to transform the inherent strengths of your small business into your superpowers—competing with larger brands by leveraging humanness, agility, and authenticity. Guest Shauna Suckow shares her expertise on how genuine communication and adaptability can set you apart, particularly in the post-COVID landscape where relaxed professionalism...

Monday Sales Kickoff: Prospecting is not dead. But the rules and expectations have changed. Discover how the landscape of sales prospecting is changing and what strategies can keep you ahead of the curve. Join Mark Hunter as he reveals the strategies to building trust and credibility in your sales approach. This episode zeroes in on five transformational strategies: tapping into referrals, creatin...

Imagine going to bed as a senior vice president and waking up to a 2% chance of survival. This was the reality for our guest, Roderick Jefferson, who survived a massive stroke and emerged with a completely new perspective on life. In our conversation, Roderick shares his incredible journey from the high-stress world of corporate life to finding a new purpose in what could have been a tragic ending...

Ditch the big prospecting list; ask these ten questions to protect your time and boost your sales. Discover how to sift through the noise of the marketplace and zero in on the prospects that truly matter. Mark walks you through ten powerful questions designed to evaluate crucial factors like lifetime value, industry standing, and referral potential. By answering these questions, you'll learn how t...

Peer mentoring and collaboration are more crucial than ever, and can be achieved through brief, powerful conversations. Colleen Stanley, co-author of "Be the Mentor That Mattered," joins us to uncover the impactful world of informal mentorship. As society faces challenges like the breakdown of community and the perils of social media, the demand for authentic mentorship grows. Mark and Colleen dis...

What are the two skills AI can't replace? Relationships and Risk. Join Mark as he explores the impact of AI on job security and how you can navigate these changes with confidence. Forget about the fear of automation; it's time to focus on who can elevate your career rather than merely how to adapt. By taking stock of your strengths, assets, and connections, you can position yourself for growth and...

Discover the secrets to crafting a winning sales strategy with Simon Hares, sales and management trainer and Top Linkedin Sales Voice. Simon shares his wealth of experience, illustrating how even a simple, well-defined sales plan can be the catalyst for growth and business success. Mark and Simon highlight the dangers of operating without a strategy, such as drifting aimlessly and missing lucrativ...

Our customers love us much more than we realize. If we just tapped into the exponential potential of referrals, we'd discover it's the easiest way to grow sales. In this episode, Mark expands the view on referrals from just current customers, to anyone who understands what we do. Discover how to expand your referral pool far beyond its current limits.  Referrals can transform your business relatio...

Outbound prospecting isn't dead, it's just different. TSHP welcomes Jason Bay, outbound sales coach, trainer, and SKO speaker for a conversation about how to outbound smarter. Uncover the math problem haunting sales teams—those dismally low cold call and conversion rates—and explore innovative ways to manage and improve them.  Discover how sales reps can benefit from AI tools like ChatGPT for prac...

Monday Sales Kickoff: Great selling isn't about lowering your price—it's about raising your value. Discover the difference between buyer interest and intent, and how this understanding can elevate your sales game. Gain insights into how recognizing and addressing customer pain points is crucial for establishing trust and creating proposals that resonate. Learn why timing is everything when present...

People buy based on emotion and justify their decisions with logic. Join Mark as he welcomes back Lee Salz for a conversation on transforming your first meetings with clients from routine discovery calls into value-driven consultations. Hint: clients must leave the meeting having learned something beneficial! The first meeting is the deal foundation. If it's weak, the deal is weak. Learn how your...