The time to invest in relationships is now. Jessica Robertson, the CRO of Orbb, shares her perspective on the future of sales strategies in 2025, where accessing the right leads and decision-makers is a growing challenge. As traditional playbooks become obsolete, Jess underscores the need for businesses to deeply understand their Ideal Customer Profile (ICP) and adapt to the evolving landscape by prioritizing buyer intent and leveraging trusted connections. Jess draws attention to the critical role that investors, advisors, and company alumni play in mapping out these invaluable connections, offering a roadmap for sales teams navigating this new era. Together, Mark and Jessica explore the potential of integrating first-party and third-party data to maximize sales relationships. By systematically identifying and prioritizing key connections—such as those formed through career and education overlaps or social sentiment. 👤 About the Guest Jessica Robertson is the CRO at Orbb, a relationship AI platform creating a warm path to accounts. 👀 Read the BLOG for today’s episode here.
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21:26
Forget Cost—Sell the Benefit of Ownership
The 90s are calling, and they want their phrase back. Total cost of ownership? That’s old news. Today, it’s all about the total benefit of ownership. Customers don’t buy because of cost. They buy because of the benefits. Join Mark as he challenges the status quo and explores how to truly unlock the value of your offerings by aligning with what your customer actually values. Mark will break down how to translate product features into tangible customer benefits, measured in dollars and cents, to reveal the hidden potential for long-term value and profitability. Many salespeople miss out on crucial insights by skirting around tough questions. Fear not, Mark is here to guide you through the art of asking the right questions at the right time. He’ll address the hesitancy that holds many back and emphasize the importance of understanding how your product or service fits into the bigger picture of your client's business. Learn how considering the downstream effects on customers and their clients can not only foster meaningful relationships but also ensure substantial progress through your sales pipeline. 👀 Read the BLOG for this episode here.
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9:19
From Olympic Dreams to Sales Triumph
Olympic skier turned motivational speaker Vince Poscente unveils his captivating journey from the snowy slopes to sales success. Vince shares his insights into aligning the conscious and subconscious mind, which propelled him to Olympic heights in just four years. He draws us into the world of sales, challenging listeners to overcome self-sabotage by tapping into the exhilarating "emotional buzz" and fully "experientializing" their goals with all five senses. Vince emphasizes the value of risk-taking and mental preparation. His unique approach to real estate and sales reveals how doing what others won’t can set you apart. This episode is packed with inspiration and practical advice, encouraging you to embrace chaos, take bold steps in your sales journey, and help others along the way. 👤 About the Guest Vince Poscente is an Olympian and NYT best-selling author, as well as Keynote Speaker and Coach for growth-minded folks. 👀 Read the BLOG for this episode here!
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23:29
How to Master Buyer Intent: Timing Your Sales for Success
Get ready to transform your sales approach with insightful questioning techniques that do more than scratch the surface. Mark will show you how to challenge both yourself and your customers to uncover the deeper needs and timing of their purchase decisions. Forget relying solely on online interactions; Mark will demonstrate the power of direct communication with decision-makers to truly grasp buyer intent. By the end of the episode, you'll see the critical link between buyer relevance, your ideal customer profile, and the essence of buyer intent. Get equipped with effective strategies to boost your sales outcomes! ✏️You bet we read all your comments! Leave us a comment, rating or review. 👀 Read the BLOG for this episode here!
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13:58
Transforming Sales Team Dynamics and Culture
Join Mark alongside the insightful Keith Ferrazzi, author of "Never Lead Alone," as they discuss the shifts to revolutionizing team collaboration and culture change in sales. Discover how adopting a team-first mindset and nurturing a culture of co-elevation leads to increases in performance. Mark and Keith explore the profound impact of culture change within teams as they cover three pivotal shifts and seven essential practices that can yield results in just three months. In this episode, you’ll gain insights into moving from conflict avoidance to fostering open candor. Keith will share practical strategies for celebrating successes and sustaining team energy, such as monthly gratitude sessions. Don't miss out on these invaluable insights designed to foster a culture of ownership and collaboration. 👤 About the Guest Keith Ferrazzi is a NYT best-selling author of ‘Never Eat Alone,’ and new book, ‘Never Lead Alone.’ He’s also a keynote speaker, coach, and founder of Ferrazzi Greenlight. https://www.connectedsuccess.com/
Welcome to the podcast where driven salespeople learn to master prospecting, sales, negotiation, and success. Mark Hunter, The Sales Hunter trains sales teams all over the world in sales process, mindset, and motivation–now he’s bringing his expertise to you. Each week, Mark invites sales and business leaders, and together they deliver insights to help you learn something new and put it into practice.
This show isn’t just to entertain you, it’s to fire you up! Knowledge is power. Mark's goal is to give you actionable ideas and strategies to make you a more powerful sales professional better equipped to help your customers.
It's time to turn prospects into profits. Great selling!
www.thesaleshunter.com
Ireland