Prospecting never takes a holiday. Prospecting in December is even more important than ever—especially if you want to have a good January.    Mark shares tips for how to talk with prospects at year-end, and starting the new year planning for success.  ❗ Hurry while the Sales Logic Mastermind is 50% off ❗   Sales Logic Mastermind is for the serious salesperson or business owner who is committed to   unlocking their potential.   We’ve cut the price in half from $2000 annually to just a $1,000 annual membership.    Make a decision today to become the best salesperson you can be. This price won’t last!   Click here to learn more about the Sales Logic Mastermind.

Our customers are inundated with messages. But if the big brands are constantly putting themselves out there, shouldn’t we? The difference is, each time you follow up with a prospect, you get to deliver value. Following up is where the sale is made! No sale is one-and-done.    ◆CYBER MONDAY 50% Off Happening NOW◆    Join the Sales Logic Mastermind and only pay half the annual membership cost!    Tailor-made for professionals like you, driven by ambition, but seeking direction.    Learn more here to take advantage of this amazing deal today! You get the best of the best: a driven group of members to inspire and support you, an online learning vault of strategy and insight, and direct access to Mark and Meridith Elliott Powell through coaching calls, sales briefs, even crisis calls.

w/ Gerhard Gshwandtner   You have two choices: be replaced by someone who uses AI intelligently, or join the game and play with these new, cool tools. Which will you choose?    Mark and Gerhard discuss the known and unknown uses for AI in sales, as well as how to maintain authenticity.   Join the AI 4 Sales Newsletter here.   Get your complimentary ticket to the AI Sales Summit:  https://bit.ly/3u2eqHH

Isn’t it better to give than to receive? When you give value to prospects, you’re helping them find a solution. You’re not asking them to help you.    Mark shares what giving a gift to prospects with no strings attached looks like, and how it can impact your success.  ◈ Learn about including more value in your messages to prospects in the Email Prospecting Masterclass, available at The Sales Hunter University.

Meetings with prospects have great value because that’s where more information gets exchanged—much more than several emails back and forth. Mark and Molly discuss the ever-evolving landscape of sales, how to get back to quality interactions by screening prospects, and earning the right to live conversations.    Buyers have more information than ever before. How do we differentiate ourselves? And what role will AI play? Listen in for these answers and more…   Find the report on the State of Scheduling by Calendly here. ◈ View the webinar How to Fill Pipeline During Economic Uncertainty with Molly McKinstry, Mark Hunter, and Meridith Elliott Powell.

Your prospects won’t know you can help them unless you reach out. In fact, they may not even know they have an issue until you reach out.   Mark teaches how to get into the headspace of contacting prospects now because it’s your responsibility to do so.  ◈ For more prospecting motivation and strategy, get the Prospecting Training today at The Sales Hunter University and start perfecting your skills today.

w/ John Barrett...   Everyone in an organization needs supportive feedback to help improve their performance. Looking to elevate your team? It’s time to introduce a framework and a playbook for accountability using encouragement and correction.    How can leaders create a culture where people can grow and make a difference?   ◈  Guest John Barrett brings insights from his masterclass on The Guardrails of Accountability available now at The Sales Hunter University.

The best time to make your next prospecting call is NOW! Or right after this episode, that is. Mark divulges the two influences that cause us to drag our feet before picking up the phone, and how to beat them.    The longer you wait, the more time the prospect has the potential to hear from somebody else. Or come up with another solution! The time to strike is now.  ◈ For complete Phone Prospecting training, consider this masterclass to make the phone your most powerful tool.

w/ Nikolaus Kimla... The world is changing, and people are changing. But technology will always be an enabler, and relationships will always foster sales. Guest Nikolaus shares how technology must support us, not replace us, in our effort to build real relationships.   Mark and Nikolaus discuss how tech can support who you are, but must also be enthusiastically embraced by the sales force to be useful.  ◈ Your sales skills can always be improved! Check out the Masterclass offerings at The Sales Hunter University and choose a skill to work on this quarter for just $59!   → More info about what Nikolaus shared can be found here.

A personality that sells is a personality that puts the customer first. Your personality is a reflection of your attitude, and your attitude can have a huge impact on your results. Mark shares questions for self-assessment before any call, any email.    The customer is going to do business with the person they like the most. How can you harness that likeability? It’s time to check in on your attitude.  ◈ Leave The Sales Hunter Podcast a review today! We truly read each one and value your feedback.

w/ Randy Pennington…   What does it take to get that complex sale…other than a great deal of patience? Trust and integrity play a huge part, but what other practical strategies set you apart from the pack?   Mark and Randy discuss the transition from just making sales to actually maximizing revenue for the business. Also, how to get subject-matter experts involved, know more about our customer’s world, and get a prospect to trust your competence.    Learn more from Randy at www.penningtongroup.com

Your attitude comes through in any kind of communication with a prospect. Yes, even voicemail! Even email! The results you get coming out of a call are a reflection of the attitude you had going into it.    Mark shares 3 simple ways to improve your attitude, brighten your mindset, and thus revamp your results.    2’45” - Strategy #1 3’58” - Strategy #2 4’38” - Strategy #3   ◆ For more phone strategy, the Phone Prospecting Masterclass has a wealth of information for how to make the phone work for your sales process.

w/ Phil Gerbyshak... Having a CRM is great, but it’s not about the tool. It’s all about the system. Do you have a system of logical next steps for your own sales process?    There isn’t any magic, you’ve still got to do the work. Listen as Mark and Phil share insight into their own sales processes, and what works to close more deals.    Mark and Phil also discuss when they put a prospect in their CRM system, and how they determine who gets entered in. ~ You’ll find resources Phil shares at the end of the episode at this link.

If you’re reaching out to a prospect, you’ve got to have a next step, a call to action. Your call to action is a big part of making it easy for the customer to do business with you.   Mark shares 4 essentials for your CTA to make it easy and effective.  00:56 #1 01:46 - #2 03:14 - Make it valuable after they've committed to you. 04:03 - #4   → For more prospecting strategy, get the Prospecting Video Library and learn everything you need to know to turn prospects into profits.

w/ Mike Weinberg... A job in sales management is nothing like your old job in sales. Guest Mike Weinberg shares the many polar opposites between winning on your own, and winning through your people. Plus, managing strategies that are sustainable, and those that simply aren’t.    Have senior leaders lost sight of the sales manager’s job? How do you transition from being selfish to selfless? Mark and Mike discuss the essentials for new and experienced sales managers to be influential and effective.  → 13:35 - Tips for New Sales Managers   → 21:30 - What Should Experienced Managers Be Doing?   Learn more from Mike Weinberg here.

Prospecting is an activity, you’re not creating an end result. If your expectation is for your calls turn into sales, you may very quickly disappoint yourself.    Mark shares how salespeople can set expectations around an activity, and settle in for the long game.    → For more advice on goals, get expert Goal Setting education from Mark’s masterclass available now!

w/ Larry Levine… “It’s the inner work you do that will fuel the outer success you have.” Most salespeople may be consistently inconsistent, but in this episode Larry shares his tips for achieving confident believability in the sales world…consistently. A lot of that begins with the work you do on the inside. Sales is tough, and if you’re not working on you, it’s going to show. Listen in as Mark and Larry discuss the difference between sales professionals who improve within, and those that don’t.      15:20 →  Larry’s Tips for How to Achieve Confident Believability  Great resources are always available at www.sellingfromtheheart.net !

Prospecting has nothing to do with you. You never know what has just happened to the person on the other end of your prospecting calls. Not taking their negativity personally takes practice, and sometimes a perspective shift.    Likewise, if you make your calls about you, you’re more likely to talk about yourself. Hold up! It’s not about you, it’s about the customer. Time to get them talking!   Listen in as Mark shares quick insights into a positive mindset going into prospecting calls.    → Learn more phone prospecting tips in Mark’s Phone Prospecting Masterclass, available now for $59!

w/ Matthew Pollard...Afraid of outing yourself as an introvert? It’s neither a disease nor a weakness. Being an introvert in sales is an incredible asset. Some of an introvert’s superpowers: listening, thinking, processing, planning, are exactly what it takes to be a top performer.    Sales titan and author of The Introvert’s Edge, Matthew Pollard, returns to the podcast to share his passion for teaching introverts strategies, not to be like their extroverted counterparts, but rather to amplify their own strengths.  → Grab your spot at the Introverted Sellers Summit, and join us virtually Oct. 9-13th. Embrace your introversion, become a sales superstar. Hosted by Mark Hunter and Matthew Pollard.   *Whether you’re the introvert, or as a sales manager you have introverts on your team, this episode (and the summit!) is for you.

Prospecting out of desperation? I.e. you aren’t going to make your number, your pipeline is running dry, or all other attempts have failed. Prospecting is a muscle that in order to stay in shape must be exercised consistently. In this episode, Mark shares insight on why salespeople struggle to get prospects.    → Everything you need to know about turning prospects into profits…our all-encompassing Prospecting Training is your best way to take your skills to the next level.