The Sales Hunter Podcast Mark Hunter

Revolutionizing sales with authenticity and historical wisdom w/ Sales Historian, Todd Caponi. 
Is transparency in sales really that counterintuitive? In this episode Mark and Todd seek to bridge the gap between the time-tested tenets of honest salesmanship and practical application in today's high-pressure sales environments.
Mark and Todd discuss the pitfalls of "stuffing the pipeline" and advocate for a  shift in management that celebrates authenticity and prioritizes customer service over mere numbers.
In addition to fascinating historical tidbits, Todd shares personal experiences on incorporating transparency into sales strategies emphasizing the superiority of the long game over quick wins. 



◩ About the Guest ◩
Todd Caponi is the founder of Sales Melon and has succeeded in multiple sales leadership roles, including CRO.
Todd authored The Transparent Sales Leader and The Transparency Sale. He also hosts The Sales History Podcast.

Our focus is not what we sell, it’s why we sell—because we want to help the customer. Mark breaks down prospecting with integrity and closing with confidence into six steps. 
 
Expect to walk away with actionable insights that will not only elevate your sales performance, but also leave you feeling proud of the value you bring to every interaction. Sales is the greatest profession in the world!
 
▣ Invest in a new sales skill today at The Sales Hunter University and watch your 2024 results improve drastically. Click to learn more!
 

The power of value-based pricing in sales…w/ Mark Stiving Ph.D.
Listen in as Mark H. and Mark S. dissect why many salespeople struggle to hit their target prices. It's not about the product itself, but the value it represents to customers.
Discover the psychological intricacies behind product pricing and how it shapes consumer perception of value. Understand why customers often gravitate towards mid-tier priced items and how sales and marketing teams must convey the value proposition to guide informed purchasing decisions.



❓Key Questions Answered❓
 
What are some ideas we could use as salespeople to help us understand what that problem is?
If I see a price and it's cheap, do I automatically perceive that the value is cheap? If I see a different product with a more expensive price, do I automatically associate more value?
Do people use price comparison to figure out what they want to buy? 
“I'm going to discount the initial sale and then I'll make it up later.” Does that hold water?
If you had one piece of advice, you would tell the companies right now, in terms of maximizing price?


◩ About the Guest ◩
Mark Stiving, Phd. is a pricing expert, speaker, author, and founder of Impact Pricing. Mark holds his Ph.D in Marketing from Univ. of California, Berkeley.
His most recent book is Selling Value: How to Win More Deals at Higher Prices.




▣ Invest in a new sales skill today at The Sales Hunter University and watch your 2024 results improve drastically. Click to learn more!
 

The customer just told you no, but don’t walk away! You can turn rejection into success. 
 
Mark shares strategies and ideas for how to keep you in the game. It's not the end, but rather a pivotal moment to gain insights and sharpen your approach.
 
Learn the significance of asking 'why' to get to the heart of the customer's decision, detect areas for improvement in your sales process, or to shed light on the customer's future needs. 
 
▣ Invest in a new sales skill today at The Sales Hunter University and watch your 2024 results improve drastically. Click to learn more!
 

Kick procrastination to the curb with expert, Mary Kelly, Phd.
We all have the propensity to do the things we like best or are the easiest.  There are a lot of other internal factors that cause us to procrastinate—but what if we didn’t?
Mark and Mary analyze what makes salespeople hesitate, plus how to take action, put fuel back in the tank, and get more wins.
Revamp your daily grind with practical tips to commit to your most daunting tasks or establish a routine that sets the tone for each day.
 
→ Get the *free* workbooks Mary mentioned by emailing mary@productiveleaders.com
 
▣ Find the book: Stop Procrastinating Tomorrow
 
◩ About the Guest ◩
Mary Kelly, Phd. is a Hall of Fame speaker and author of 15 books on business, leadership, productivity, and economics. With a Ph,D. in Economics and Masters in both History and Economics, she’s a total powerhouse.
Mary is a retired Naval Commander  and former instructor at the U.S. Naval Academy and U.S. Air Force Academy. 
 

Could cutting your price make the customer blind to the true value of your product or service? It’s time for a mindset shift when it comes to price.
 
In this episode, Mark shares how focusing on benefits and outcomes rather than features and/or price enables salespeople to command better prices and foster enduring customer relationships.
 
Learn to break the bad habit of selling on price and what must come before we even put one on the table. 
 
→ Have a sales skill that needs work? Check out The Sales Hunter University for courses on Email Prospecting, Phone Prospecting, Following Up, and much more.