Sales is not just about closing deals. Leadership and sales are, at their core, both about helping people achieve what they didn’t think was possible. But in order to effectively help people, you need to master the skill of sales. In this episode, we’re joined by Mark Hunter, renowned sales strategist, speaker and author known as The Sales Hunter, to explore the timeless overlap between selling and leading.  In this episode you will learn: Why trust is the foundation of every sale (and how to build it) How discovery calls are being misused (and what to do instead) The connection between value, risk, and decision-making Tips for prospecting in the AI era The three most important assets every sales professional should protect How great leaders show up for their people  Timestamps: 00:16 – Sales and leadership: Eisenhower's D-Day message 01:50 – The real purpose of the discovery call 03:57 – Authenticity over slide decks 04:52 – Will AI replace salespeople? 06:28 – Risk, value, and the importance of trust 07:38 – How trust combats indecision 09:15 – Mapping customer problems upstream and downstream 10:41 – Selling with insight into your customer’s customer 11:33 – Using AI to personalize sales outreach 13:41 – Tips for expanding access to stakeholders 16:10 – Happy talkers vs. true decision makers 18:04 – The role of social media and personal brand equity in sales 19:24 – Why every rep needs a personal brand 21:24 – How to build content discipline in B2B sales 22:24 – Great leadership traits in sales managers 24:44 – Leading with integrity and taking ownership 28:06 – The leadership lesson that shaped Mark’s career 31:56 – Supporting reps during tough quarters 33:00 – Time: your most valuable asset 33:46 – Mark’s 3 most important career assets: time, mind, and network 35:16 – Diversifying your network like an investment portfolio 37:29 – Can virtual onboarding work for sales reps? 39:44 – Simple KPIs: Mark’s “5 conversations” rule 41:10 – Why sales is a lifestyle, not a job 42:47 – The importance of continuous learning 44:25 – Charlie Munger’s mindset on lifelong learning 44:37 – Final takeaway: why you owe it to prospects to reach out Resources & Mentions: The Sales Hunter Website: https://www.thesaleshunter.com/  The Sales Hunter Podcast: https://thesaleshunter.com/podcast/  Sales Logic Podcast: https://www.saleslogicpodcast.com/  Follow Mark on LinkedIn: https://www.linkedin.com/in/markhunter  Connect With Us: Uplevel yourself and your team with our trainings: www.learnit.com    Email us: [email protected]   Follow Damon on LinkedIn and

Ver todos los episodios