The Sales Hunter Podcast

Jaksot

• 
  What Do Top Salespeople Know that Average Salespeople Don't? 14.09.2026 15min

  Top salespeople think differently, here's how. Join Mark as he reveals why top salespeople stand out and how you can start thinking like a high achiever. Discover what sets top performers apart in both mindset and daily focus.  Learn the secrets behind full pipelines, handling tension with ease, and building a reputation that earns long-term respect. Uncover how the best in sales stay motivated and cultivate strong relationships that drive results. This episode is packed with insights to help you shift your approach and begin your journey to sales excellence. 💡Read the BLOG for this episode!
• 
  Why Sales Teams Struggle and What Leaders Can Do 10.09.2026 24min

  Secrets to effective sales management. Are your salespeople really clear on what they should be doing every day? Matt Ferguson, a seasoned sales coach with experience across seven countries, joins the show to examine why so many teams struggle with alignment and clarity. Matt draws on decades of knowledge working with sales leaders to highlight where communication breaks down and misplaced priorities slow results.  The conversation focuses on the realities of leading from the middle of an organization, including how mixed signals from leadership ripple through sales teams and impact performance. Listeners are prompted to rethink how objectives are set, why some sales metrics miss the mark, and what truly helps a team achieve its goals. Tune in for powerful insights and a candid look at what it takes to unify people, process, and priorities in sales leadership. 💡Read the BLOG for this episode. 👤 About the Guest Matt Ferguson is a sales coach and leader focused on developing sales professionals and managers across multiple countries.
• 
  4 Ways Sales Managers Can Stop Micromanaging 07.09.2026 15min

  Smart teams aren't created by hovering. Great sales managers encourage strategic thinking over task completion. In this episode Mark explores the management pitfalls that can undermine both performance and retention, and uncovers the shifts in mindset that separate thriving leaders from struggling ones. Hear how great managers inspire independent thinking, strategic action, and true ownership within their teams. Get ready for a candid look at what it takes to create a culture where coaching is ongoing and real progress is celebrated. 💡Read the BLOG for this episode. 
• 
  How to Grow from Sales Setbacks 03.09.2026 23min

  Every salesperson inevitably hits the wall, but what does it really take to break through? Jill Konrath, sales expert and best-selling author of "Selling to Big Companies" and "Pivotal Moments," joins Mark Hunter to share game-changing insights on overcoming the toughest sales barriers.  Jill's journey from the early days of her sales career to becoming a top performer offers a fresh perspective on pivoting past customer resistance and self-doubt. This episode explores how top salespeople think differently, why deep understanding of the customer matters most, and how small mindset shifts can lead to transformational results.  💡Read the BLOG for this episode. 👤 About the Guest Jill Konrath is a globally recognized sales strategist, keynote speaker, and bestselling author dedicated to transforming how salespeople succeed in today's market. Jill has written four acclaimed sales books, including "Selling to Big Companies" and "SNAP Selling."
• 
  Mistakes Sales Managers Make When Reviewing Quotas and Pipelines 31.08.2026 15min

  Assumptions get salespeople and sales managers into trouble. Join Mark Hunter as he uncovers the costly mistakes sales managers make when reviewing quotas and pipelines. Learn why focusing solely on numbers leads to missed opportunities and how challenging assumptions transforms pipeline reviews into powerful coaching sessions.  Discover the subtle dangers of pipeline stuffing and vague updates, and hear how one deep dive into an account can revolutionize your team's approach. 💡Read the BLOG for this episode. 
• 
  Let's Boost Your Sales Discovery Game 27.08.2026 23min

  You've gotta do the homework before you have the conversation. Is your discovery process actually moving the needle for your buyers, or are you stuck in old habits that no longer deliver results? This episode features Becc Holland, a leading voice in sales strategy, who dives into how most sellers misunderstand the discovery process.  The conversation challenges outdated tactics and explores the power of uncovering what buyers don't know about their own needs. Listeners get a preview of new approaches to building trust, asking smarter questions, and turning KPIs into powerful sales tools. Don't miss this chance to learn what truly sets top sellers apart in today's market. 💡Read the BLOG for this episode! 👤 About the Guest Becc Holland is a sales thought leader and trainer specializing in outbound sales strategy and diagnostic selling. Becc is the CEO and founder of Flip the Script and produces extensive free training resources for sales professionals.
• 
  Why Buyers Haggle and Proven Strategies to Maintain Your Price 24.08.2026 15min

  Society has trained people to negotiate on price whenever and wherever they can. Explore why customers keep pushing for discounts and how your own beliefs might impact the price you secure. Listen as Mark uncovers the mistakes salespeople make when presenting value and how confidence plays a crucial role in every sales conversation.  Hear real-world examples that reveal why some buyers never accept the first price, and what separates average sellers from those who consistently close at full value.  💡Read the BLOG for this episode!
• 
  Navigating Price Increases and Customer Pushback 20.08.2026 24min

  Do you want to be known as a sales rep who sells whatever you sell, or do you want to be known as a business professional who happens to sell what you sell? Price pressure is tougher than ever, especially when selling feels like a race to the bottom. In this episode, relationship selling expert and best-selling author Larry Levine jumps in to tackle the challenge head on.  Larry shares insights from his decades navigating the "commodity world" and reveals where most sales organizations go wrong on price and margin protection. Together, Larry and Mark examine why only a small fraction of salespeople deliver real value and discuss how confidence, coaching, and understanding each team member's unique strengths are more vital than ever.  💡Read the BLOG for this episode! 👤 About the Guest Larry Levine is a sales coach, author, and keynote speaker known for helping sales professionals succeed through authenticity and relational selling. Larry has written two books, "Selling from the Heart" and "Selling in a Post-Trust World," and hosts the Selling from the Heart podcast.
• 
  How to Gain Trust and Value Way Before Signatures 17.08.2026 14min

  You can't move the sale forward at all unless there's trust. Join Mark as he reframes what it really means to close a deal in sales. Discover why the sale is won long before signatures hit the contract and how missing early customer signals can jeopardize the entire process.  Learn the importance of building trust, defining value through powerful questioning, and why focusing on the customer's problems creates urgency and drives decisions. Hear a personal story about a costly mistake and find out how you can avoid unselling by keeping your focus clear.  💡Read the BLOG for this episode. 
• 
  Why Every Salesperson Needs a Champion and How to Find Yours 13.08.2026 24min

  The true deal-closer happens long before the contract is signed. Donald Kelly, celebrated host of "The Sales Evangelist" podcast, steps into the Sales Hunter studio for a masterclass on transformative discovery calls. Donald shares why value-driven conversations set the best sellers apart, especially in a world where buyers arrive more prepared and teams of decision-makers shape every outcome.  This episode challenges sales professionals to rethink discovery by leveraging business insights, empowering the internal champion, and navigating complex buying committees. Mark and Donald explore how modern sellers can move past outdated prospecting habits and become indispensable partners in their prospects' decision-making journey. 💡Read the BLOG for this episode. 👤 About the Guest Donald C. Kelly is a sales consultant, trainer, and keynote speaker passionate about helping sales professionals thrive through strategic selling and authentic relationship building. Donald hosts The Sales Evangelist podcast and is the author of Sell It Like a Mango.
• 
  Common Sales Mistakes that Cost You Deals You Deserve 10.08.2026 15min

  Stop losing deals that should be yours. Join Mark Hunter as he uncovers the real reasons behind losing deals that seem destined to close. Challenge the myth that price is the primary issue and explore powerful insights into discovery, urgency, and aligning with your customer's priorities.  Gain a fresh perspective on how trust, timing, and the decision process impact your sales success. Discover what most salespeople miss when engaging prospects and learn how asking the right questions can transform your sales pipeline. 💡Read the BLOG for this episode
• 
  Why Coaching Is the Secret Ingredient to Sales Success 06.08.2026 24min

  Why most salespeople miss quota, and how great coaching can change that. Renowned sales coach and author Keith Rosen joins Mark Hunter for an eye-opening conversation on the true art of coaching in sales. Keith shares his globally recognized perspective on why so many managers struggle to elevate performance and where companies fall short in building self-reliant teams.  The episode cuts through common misconceptions about coaching and highlights the pivotal role of leadership in shaping team culture and individual motivation. Mark and Keith take listeners behind the scenes, teasing critical mindset shifts for both managers and salespeople, while promising actionable insights on embracing "coach language" and creating an environment where talent can truly thrive. 💡Read the BLOG for this episode. 👤 About the Guest Keith Rosen is an executive sales coach, leadership expert, and bestselling author dedicated to transforming organizations through effective coaching. Keith has written several influential books, including "Coaching Salespeople into Sales Champions."
• 
  Win the Price Conversation: Proven Methods to Handle Objections 03.08.2026 15min

  Don't panic! That's when you give the discount! Join Mark Hunter as he unpacks the art of handling price objections with confidence and integrity. Discover how to respond at different stages of the sales process while building trust and maintaining control of the conversation.  Mark dives into the pitfalls of discounting too early and stresses the importance of qualifying your customers. Listen in for real-world examples and learn how to position value without falling into common traps that erode your worth as a salesperson. 💡Read the BLOG for this episode.
• 
  Best Practices for CRM Adoption & AI Innovation 30.07.2026 21min

  Is your CRM system boosting your sales or bogging you down with busywork? Kris Billmaier, EVP and GM of Sales Cloud at Salesforce, joins Mark Hunter to reveal how top sales teams use CRM not just as a database, but as an engine for growth.  Kris shares fresh insights into the shift from "gotcha" tools to intelligent platforms that streamline prospecting, automate tedious admin, and put customer-facing time back in every seller's day. This discussion peels back the curtain on new AI-powered features, explores how managers can shift from spreadsheet jockeys to true coaches, and teases a future where sales pros partner with technology for unstoppable results. 💡Read the BLOG for this episode. 👤 About the Guest Kris Billmaier is the EVP and GM of Sales Cloud at Salesforce, where he leads the development of innovative sales solutions for global businesses.
• 
  How to Hold Firm on Price 27.07.2026 15min

  If you can't state your price with confidence, eye contact, and in a solid voice, you don't believe in it. Join Mark as he reveals the keys to justifying your price with confidence and integrity in every sales conversation. Discover why reducing your price should always be the last resort and how reframing your offer as an investment can shift the buyer's perspective.  Hear why trust is the critical ingredient when selling future outcomes and how to leverage discovery, comparison, and storytelling to build value. Finally, gain insight into the concepts of total cost and total benefit of ownership. 💡Read the BLOG for this episode.  
• 
  Maximizing ROI in Sales Meetings 23.07.2026 23min

  Why most sales meetings fail and how to fix them. Mark Mallchok, co-founder of Brella, joins host Mark Hunter to shine a spotlight on what makes meetings genuinely effective and how companies often miss the mark. Drawing on decades of experience backstage at countless corporate gatherings, Mark unpacks the pitfalls and hidden costs organizations face when they approach meetings without clear objectives and planning.  The conversation dives into the cultural drivers behind last-minute preparation, the real value of human connection, and the challenge of measuring return on experience. Listeners will gain a behind-the-scenes perspective on why maximizing engagement and purposeful agenda matter more than ever. 💡Read the BLOG for this episode! 👤 About the Guest Mark Malchok is the co-founder of Brella, a company specializing in optimizing corporate meetings and events for efficiency, cost-effectiveness, and engagement.
• 
  How to Close Sales Without Feeling Nervous or Sleazy 20.07.2026 15min

  Join Mark Hunter as he reveals how building genuine business relationships is more effective than chasing a quick close. Mark uncovers the pitfalls of making assumptions, the power of preparation, and the importance of authenticity in the sales process.  Learn how top performers approach closing with confidence and integrity while enabling customers to feel great about their decisions.  💡Read the BLOG for this episode. 
• 
  The Five Drivers and Three Barriers of High Performance 16.07.2026 22min

  What if we overvalue intensity and undervalue consistency? What does true high performance really look like, and are we chasing the wrong formula? Best-selling author Ty Bennett joins Mark Hunter to unpack the findings from his cutting-edge research and new book, "Redefining High Performance." Ty Bennett challenges the long-held belief that simply working harder leads to better results, revealing what actually drives sustained success for sales professionals and teams.  Together, they discuss the overlooked internal barriers that get in our way, from fear of failure to the dangers of comparison and ego. The episode teases practical insights for leaders on how to craft high-performing teams and hints at the power of preparation, connection, and authentic motivation. 💡Read the BLOG for the 5 Drivers. 👤 About the Guest Ty Bennett is a keynote speaker, best-selling author, and entrepreneur focused on leadership and high performance for organizations worldwide. Ty Bennett is the founder of Leadership Inc., has written multiple books including "Redefining High Performance."
• 
  How to Stop Discounting Your Price to Close a Sale 13.07.2026 14min

  Discounting signals a lack of confidence. Join Mark as he confronts the real reasons behind discounting prices to close a sale and how this habit sabotages your success. Understand why your mindset might be your toughest sales obstacle and the surprising effect of chasing the wrong prospects.  Mark reveals the crucial difference between selling on price and selling on value and shows how aligning with your ideal customer profile can transform your closing rate.  💡Read the BLOG for this episode.   
• 
  Break Through Sales Fears Using Science-Backed Bravery Techniques 09.07.2026 23min

  What if conquering fear is the secret to unlocking your sales success? Marine Corps veteran and happiness scientist Jill Schulman joins Mark Hunter to share insights from her journey as an ex-Marine, sales leader, and bestselling author.  Jill's unique background and psychological expertise fuel a compelling discussion about how fear can sabotage performance and how bravery is a skill anyone can train. Listeners will get a glimpse into the science behind changing their relationship with fear and discover why action often comes before confidence.  Together, Mark and Jill unravel the habits that hold salespeople and leaders back, setting the stage for a fresh approach to achieving well-being, performance, and fulfillment in the sales profession. 💡Read the BLOG for this episode. 👤 About the Guest Jill Schulman is a leadership development expert, best-selling author, and former Marine Corps officer dedicated to helping individuals and organizations conquer fear and build bravery.