The Sales Hunter Podcast

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.

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.

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.

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."

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.

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.