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Why are only 25% of salespeople hitting the mark? Join Mark Hunter and Kelly Riggs to unpack this startling statistic and challenge the very foundation of traditional sales training. We examine how an overemphasis on product knowledge reduces salespeople to mere 'product pushers' and the problems this approach creates.
Kelly and I propose a radical shift towards understanding customer needs through insightful questioning, allowing sales professionals to become trusted advisors. This episode shines a light on the critical importance of moving away from feature-heavy sales kickoff meetings to ones that foster meaningful customer engagement.
Elevate your sales game by mastering strategic product demos and a well-executed discovery phase.
◩ About the Guest ◩
Kelly Riggs is the founder of The Business Lockerroom focused on Sales Training, Management Leadership Coaching, and Strategic Planning.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
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Is cold calling really dead, or have we just forgotten how to harness the power of the phone in our sales strategies? Discover the truth behind the myth that you can't use the phone for prospecting. Mark divulges ways to pair calls with emails and text messages for unparalleled success.
Learn the underappreciated value of voicemails in letting your personality and tone shine through, adding a human touch that text alone can't achieve. You’ll see how a blend of persistence, tone, and the right messaging can cut through the digital noise and foster real connections with your prospects.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
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Saknas det avsnitt?
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Could AI in Sales leave more obstacles than opportunities?
Join Mark and guest, Anthony Iannarino, to learn how to rise above the noise and rekindle genuine relationship-building. Mark and Anthony share on embracing traditional sales techniques like face-to-face meetings and handwritten letters to foster authenticity amidst the digital chaos.
Mark and Anthony spotlight methods that truly resonate in building strong client relationships, such as mobile communication, smart social selling, and even business cards. Packed with practical advice and expert insights, this episode is a roadmap to enhancing your sales performance in today’s challenging markets.
◩ About the Guest ◩
Anthony Iannarino is a Sales Leader, best-selling author, and speaker specializing in complex B2B sales. Learn more at: https://www.thesalesblog.com/
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
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How can you ensure you have a clear path from leads to successful sales calls?
Mark breaks down the sales process into manageable parts, highlighting the importance of understanding the marketplace, mastering time management, and identifying the key activities that lead to achieving your sales targets.
Let’s turn your ambitions into a reality with a plan that supports lasting success and propels you through the fourth quarter with confidence.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
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Discover the art of selling to CEOs with our special guest, David Newman, who brings a wealth of knowledge on influencing top-level decision-makers. David shares his expertise on how to engage CEOs in meaningful conversations that go beyond the mundane technicalities and dive into their long-term goals.
Learn the secret to capturing a CEO’s attention by aligning sales pitches with their vision for market capitalization, mergers, or strategic exits. By adopting the right vocabulary and focusing on big-picture strategies, you can transform your sales approach and achieve remarkable outcomes.
We also unpack the nuanced strategies for reaching out to CEOs effectively, personalized interactions that position you as a peer, and how to build credibility in the C-suite world.
💪 WHAT ARE YOU DOING TO MAKE 2025 BETTER THAN 2024?
Join Mark’s Annual Planning program—get your own annual planning workbook and a seat at an upcoming webinar for just $395.
Ready to start off on the right foot? Follow this link to get started.
◩ About the Guest ◩
David Newman is a CEO Brand Architect and the founder and CEO of Do It! Marketing. He’s the author of three books and a Certified Speaking Professional. Click here to learn more.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
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What if unexpected business opportunities lie in a simple "thank you"? As the year winds down, it's time to reach out to clients—past, present, and even those who chose not to buy—and express genuine gratitude. These calls do more than just spread goodwill; they open the door to meaningful dialogues about future plans and challenges.
Step into the role of a partner and friend, and watch how your approach can change the way clients perceive you.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
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Join us for an insightful conversation with trust expert Yoram Solomon, who shares groundbreaking research about the indispensable role of trust in sales. Discover why trustworthiness is valued by 77.6% of people as the most important trait in sales professionals.
Yoram sheds light on the gap between how salespeople perceive their trustworthiness and how customers actually see them. Trust not only drives sales, but also empowers salespeople to command better prices.
Explore with Mark and Yoram the multifaceted approach to building trust throughout the sales process, emphasizing the power of reputation, references, recommendations, and reviews.
◩ About the Guest ◩
Yoram Solomon is a Professor, Trust Expert, keynote speaker, 3x TEDx Speaker, and author. You can also find him on The Trust Show Podcast.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
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Position yourself ahead of the AI curve. There are three crucial elements of effective selling that AI simply can't replicate As the digital landscape shifts, relying on product features alone is no longer sufficient. Learn how the art of asking the right questions can foster trust and solidify lasting relationships with your clients.
Equip yourself with the skills to not just navigate, but thrive, in this AI-driven world of sales. Join Mark as he shares insights on leveraging your distinct human qualities to maintain a competitive edge in the marketplace.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
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Join us for a conversation with Meredith Bell, an insightful voice at the intersection of sales, communication, and leadership. By asking, "What would make this conversation amazingly useful to you?" sales professionals can shift from pitching products to creating memorable, value-driven interactions. This episode is filled with practical insights on how genuine curiosity and interest in others can redefine the dynamics of sales conversations.
Explore effective techniques like the "two-second rule," which encourages a deeper dialogue and trust-building by pausing after someone speaks. Mark and Meredith discuss how shifting the focus from oneself to serving others can transform sales interactions into lasting, impactful connections.
◩ About the Guest ◩
Meredith Bell is the President and Co-Founder of Grow Strong Leaders, a company dedicated to creating products and books that optimize the way leaders and teams interact with each other.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
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How to overcome the January sales slump and jump into a strong sales year.
Discover how a simple calendar quirk could derail your first-quarter goals. Learn strategies to avoid the common trap of a slow January start.
As the holiday season overlaps with key sales dates, planning the fourth quarter is more important than ever.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
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Sonia Dumas joins us to explore how the dynamic world of sales and customer experience is reshaping consumer expectations. Join Mark and Sonia as they share strategies to develop a sales approach that captivates and deeply engages your audience.
Mark and Sonia challenge traditional sales mindsets by urging sales consultants and leaders to rethink how they first engage with potential clients. Instead of overwhelming prospects with high-ticket options, why not reveal your thought leadership and the potential of your services?
By crafting compelling introductions that highlight the unique experience you provide, you can reduce initial resistance and spark genuine interest.
◩ About the Guest ◩
Sonia Dumas is a speaker, innovator, and the Chief Income and Messaging Strategist at Inbox Income. www.soniadumas.com
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
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Unlock the secrets to a thriving sales pipeline as Mark dissects elements we often overlook: opportunity size, closure timing, and complexity. Many salespeople make the mistake of focusing solely on the size of opportunities, neglecting how timing and difficulty can derail quarterly goals.
Mark reveals how to assess each deal's viability, helping you avoid the pitfalls of chasing attractive, but ultimately resource-draining long-term deals.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
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We used to say seven touches to make a sale. Now it’s 27 touches to make a sale.
Mark joins social media expert Corey Perlman, author of "Authentically Social,’ to unravel the secrets of maximizing your social media presence for sales success. Corey shares practical daily practices salespeople can employ on LinkedIn, or other social media.
Learn effective social media strategies tailored for professionals seeking to enhance their business and personal branding. Discover how Instagram's visual-centric approach demands a strategic presentation, particularly for those in speaking roles. We also touch on YouTube's potential as a lasting repository for video content that boosts visibility through Google's search capabilities.
Mark and Corey also explore the power of repurposing content across platforms as LinkedIn begins to embrace more video-friendly features.
◩ About the Guest ◩
Corey Perlman is the owner of Impact Social, a keynote speaker, and author of Authentically Social.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
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In today’s world, the art of selling demands frequent and unique touchpoints. Mark teaches how small gestures, like remembering personal details about a prospect, can open doors to future opportunities.
Imagine stripping away all complexities and focusing on genuine, straightforward interactions.
Mark also shares a heartfelt story about a prospect and how the simple act of asking about his son led to an open door for future opportunities.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
📈 At RapidScale, exceptional technology is powered by exceptional people.
Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com
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Join us as Rita Goodrow shares her eye-opening experience of going on 35 dates in 35 days. By letting go of specific outcomes and expectations, she discovered a fresh approach to making genuine connections—a lesson equally applicable to successful sales discovery calls.
Mark and Rita discuss how embracing risk and focusing on the positives can transform your communication skills, making you a more curious and effective listener in both dating and sales contexts. By showing up as our authentic selves, we invite others to engage with us more genuinely.
◩ About the Guest ◩
Rita Goodroe is a community builder expert, sought-after coach, emcee and speaker.
Learn more about her at www.ritagoodroe.com
👊This episode was brought to you by Fist Bump. Learn more about them at this link.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
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Learn how top sales performers go beyond mere product knowledge and tactics to create deep emotional connections with customers.
What if the secret to skyrocketing your sales isn't in your product knowledge, but in your mindset? Mark explores how a positive and open approach in sales calls can create trust, enhance listening, and build emotional connections with customers.
Mark also touches on surrounding yourself with success-driven individuals to watch your sales performance soar to new heights as a result.
👊This episode was brought to you by Fist Bump. Learn more about them at this link.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
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Join Mark and sales presentation maestro, Tom Martin, to explore why tailoring your pitch to meet the specific needs of your audience can make all the difference. Mark and Tom dissect the common missteps, and uncover how addressing audience challenges head-on crafts a compelling narrative.
Learn how to let your slides support rather than overshadow your message, with memorable content that places a spotlight on key ideas.
Tom shares his wisdom on focusing presentations around a central message, keeping things simple and clear. This approach not only enhances your connection with the audience but ensures your message lingers.
◩ About the Guest ◩
Tom Martin is a keynote speaker and founder of Converse Digital. He teaches organizations how to turn conversations into customers by leveraging digital sales and marketing tools. Learn more at www.PerfectPitchWorkshops.com
👊This episode was brought to you by Fist Bump. Learn more about them at this link.
⭐ Leave us a rating or review on your favorite podcast app. We actually read them!
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How can you make price a secondary concern in a customer’s buying decision? Mark talks about how to transform discount demands into opportunities for understanding customer priorities.
Learn how to pivot the conversation from price cuts to uncovering what truly drives your clients, allowing you to connect your product or service to their top needs. See how it's not about selling the shovel—it's about selling the hole it digs.
👊This episode was brought to you by Fist Bump. Learn more about them at: https://getfistbumps.com/thesaleshunter/ -
We welcome Gail Casper who brings her dynamic perspective on elevating sales confidence through risk. Discover the intriguing concept of "cockatoo selling," a unique strategy aimed at boosting confidence and nurturing long-term client relationships.
Gail shares her personal journey of stepping out of her comfort zone, highlighting how calculated risks have driven her career to new heights. Mark and Gail explore how a supportive network can amplify sales success, and discuss practical strategies like cold calling, networking, and attending trade shows, all aimed at fostering meaningful connections.
◩ About the Guest ◩
Gail Kasper is a two-time TEDX speaker and author of Sell Like a Cockatoo. Click here for her free resource: The Three Most Overlooked Sales Tools that Close More Deals
🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine.
Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it.
October 28th at 4 p.m. EST! Don’t miss it. Register here.
👊This episode was brought to you by Fist Bump. Learn more about them at: https://getfistbumps.com/thesaleshunter/
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Is your sales strategy lagging behind in this fast-paced economy?
Discover the critical errors salespeople often make, starting with the failure to pinpoint and address your customer's top priorities. Do you ensure your solution is both timely and aligned with the pressing needs of your clients? It’s all about knowing how to identify their priorities with precision and relevance.
Listen in for the four mistakes you should avoid as you navigate the current sales landscape.
🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine.
Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it.
October 28th at 4 p.m. EST! Don’t miss it. Register here.
👊This episode was brought to you by Fist Bump. Learn more about them at: https://getfistbumps.com/thesaleshunter/
- Visa fler
