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Release Date: Apr 15

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.

What You’ll 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

In This Episode:

• 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 Referenced:

• The Sales Hunter �鶹������ýbsite: ��
• The Sales Hunter Podcast: ��
• Sales Logic Podcast: ��
• Follow Mark on LinkedIn: ��

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