The Sales Hunter Podcast

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.

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The conversation challenges outdated tactics and explores the power of uncovering what buyers don't know about their own needs.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.

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!

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.

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.

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.

💡Read the BLOG for this episode

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.

💡Read the BLOG for this episode.

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.