The Sales Hunter Podcast

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.

1. Do you know the industry?

2. Do their needs align with your best customers?

3. Are their job titles relevant?

Listen to the episode for #4-#9! 

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👊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.

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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/

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?

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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

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. 

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👀 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.

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◩ 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!

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