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.

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👤 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.

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.

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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 Mark and Donald explore how modern sellers can move past outdated prospecting habits and become indispensable partners in their prospects' decision-making journey.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.

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.

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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."

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.

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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.

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.

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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.

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.