9 Proven Tips to Prospect and Sell in Unfamiliar Markets. Learn how to quickly identify the right connections, gather essential industry knowledge, and target high-profile customers—even when you're starting from scratch. Mark explores practical ways to build credibility and relationships that open doors, plus insight on leveraging tools like LinkedIn and trade associations. Discover the foundational steps for moving from outsider to trusted partner without feeling overwhelmed, and set yourself up to break into new markets with confidence.

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There is something distinctly human that is within every successful sales process. In this eye-opening episode, Mark Hunter sits down with sales performance leader Jeff Bajorek to challenge surface-level assumptions about success. Together, they examine why repeatable, high-profit pipelines and genuine customer relationships are harder to define than most leaders think. Jeff shares fresh perspectives on why longevity in business does not always equal consistent excellence and why uncovering the real differentiators within your sales team might require asking tougher, deeper questions.

Mark and Jeff unravel whether "good" is defined by process, mindset, or the people behind the methods. Their discussion tackles the impact of automation and AI, cautioning companies against losing the personal touches that built their customer loyalty in the first place. The episode promises actionable insights for leaders who want to discover their unique "secret sauce" and achieve consistent high performance, all while putting the voice of the customer at the heart of their definition of success.

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👤 About the Guest

Jeff Bajorek is a speaker, sales leader, and trainer intent on helping sales organizations perform better. Jeff has authored three books and hosts the podcast Rethink the Way You Sell.

It's JUST a conversation. Join Mark as he digs into the reality of sales call anxiety and shares why even seasoned pros still face call reluctance. Discover how to shift your mindset, embrace the value of conversations over pitches, and find motivation in your own success stories. This episode offers practical advice for setting goals, building habits, and holding yourself accountable, all designed to help you overcome hesitation and connect with more prospects. Let's boost your confidence and get you back on the phone.

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What does it really mean to lead with energy, purpose, and integrity? In this compelling episode, Mark Hunter welcomes Brent Pohlman, CEO of Midwest Laboratories and author of "Leading with Zest," for an insightful exploration into the intersection of leadership and sales. Brent shares personal stories that reveal his journey from self-doubt and reactive leadership to discovering the transformative power of values-driven action. His approach isn't just for leaders in title—anyone striving for greater impact will find valuable takeaways in their discussion.

Listeners get a glimpse into practical strategies for inspiring teams and building trusted relationships in and out of the workplace. Brent and Mark delve into why authenticity matters more than ever, how to navigate rapid change, and the habits that sustain positive momentum.

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👤 About the Guest

Brent Pohlman is the CEO of Midwest Laboratories and author of 'Leaders Look Within,' as well as 'Leading with Zest.'

There are four essential ingredients every value proposition needs to win over customers and avoid the trap of competing on price alone. Discover how to approach client conversations with greater clarity and ask the right questions early, ensuring your proposal never stalls out at the finish line. Mark shares strategies for building lasting trust and confidence with prospects, so your solution stands out. Packed with practical advice, this episode will help sales professionals fine-tune their pitch and secure more success in every deal.

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Is your CRM system working for you, or are you working for it? CRM expert Taylor Payne joins Mark Hunter to demystify the true purpose of CRM tools and challenge the perception that they exist only to monitor sales teams. Taylor sheds light on the big disconnect between sales leadership and salespeople, and breaks down why most organizations treat their CRM as an overpriced spreadsheet instead of a growth engine. This episode uncovers common mistakes that leave CRM investments wasted and reveals how culture, customization, and clarity all play a role in transforming CRM from a "gotcha" tool into a "getcha" tool.

Mark and Taylor also explore how designing the right process and getting sales team input can turn a CRM into a daily road map to more deals and deeper client relationships. The episode is packed with thought-provoking anecdotes and actionable steps for anyone ready to finally see ROI from their CRM system.

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👤 About the Guest

Taylorr Payne is Co-founder and President of Quantum Forest, which turns brand stories into high-engagement video games as marketing assets.

When you sell with integrity, the marketplace notices. Join Mark Hunter as he explores the real ROI of integrity-first selling and why it matters at every level of the sales process. Discover how selling with integrity can transform your relationships, reduce stress, and elevate productivity for both individuals and teams.

Mark breaks down the unique benefits for salespeople, managers, and companies, showing how integrity fuels business growth and reputation. Get a glimpse into actionable ways to attract better customers, boost team morale, and increase profitability.

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If you think hiring top sales talent is hard, you're not alone, because the process is fundamentally broken. Alice Heiman, renowned sales leader and advisor to CEOs across the tech world, sits down with Mark Hunter to expose the pitfalls lurking inside today's sales hiring routines. Drawing from conversations in the C-suite, Alice shares her front-line view of why so many salespeople aren't succeeding and how outdated approaches fail to meet today's transformed customer journey. The episode uncovers why the classic practices of the 1980s and 1990s don't stack up to modern buyers who are armed with information and high expectations.

Listeners are in for a reality check on what it truly takes to build a high-performing sales team. The discussion explores the expensive cost of hiring the wrong people, the dangers of focusing on volume over quality, and the importance of aligning your sales hiring process with the needs of current buyer personas.

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👤 About the Guest

Alice Heiman as a consultant guides CEOs and sales leaders to build the strategy they need to increase their sales, and is also a keynote speaker and the host of the Sales Talk for CEOs podcast.