Manage Smarter 272 — Sales Prospecting with Integrity: Mark Hunter's Approach

HOSTED BY C. LEE SMITH AND AUDREY STRONG
Featured image for “Manage Smarter 272 — Sales Prospecting with Integrity: Mark Hunter's Approach”

Mark Hunter is a renowned expert in the field of sales, known for his extensive experience and insightful perspectives on sales strategies and mindset. With over 15 years in sales and marketing divisions of three Fortune 200 companies, Mark has led significant projects, including the creation of a new 200-​member sales force. He is the author of several influential books, including 'High-​Profit Prospecting,' 'High-​Profit Selling,' and 'A Mind for Sales.' 

Mark's approach to sales is not just as a profession but as a lifestyle, emphasizing the importance of mindset and integrity in prospecting. His expertise has made him a sought-​after consultant and speaker across five continents and 29 countries, earning him the Certified Speaking Professional designation and an induction into the Sales Hall of Fame.

In this podcast for sales managers and executive leadership, Audrey Strong, C. Lee Smith and Mark Hunter help you to answer:

What are the two most important ingredients for success in sales?

According to Mark Hunter, the two most important ingredients for success in sales are having the skill to sell and the will to sell. He emphasizes that a winning mindset is crucial, as it helps salespeople overcome challenges and avoid burnout, which is common in the sales profession.

How important is mindset compared to sales process?

Mark Hunter believes that mindset is more important than the sales process. He argues that even with a bad process, a great mindset can lead to success, whereas a good process with a lousy mindset will not yield positive results.

What are the top qualities of a successful sales mindset?

Mark Hunter identifies two key qualities: a commitment to helping people and maintaining focus. He stresses that salespeople should use their time wisely, avoid distractions, and be dedicated to assisting their clients in achieving their desired outcomes.

How can sales managers identify candidates with the right mindset before hiring?

Mark Hunter and C. Lee Smith suggest asking candidates about challenging situations they've faced and listening to whether they address these challenges positively or negatively. This approach helps determine if the candidate has a positive outlook, which is essential for success in sales.

What does 'prospecting with integrity' mean? 

Mark Hunter defines prospecting with integrity as helping others see and achieve what they did not think was possible. He emphasizes the importance of listening to prospects, delivering on commitments, and avoiding false expectations to build trust and create lasting relationships.

"Mindset is more important than process in sales. A great mindset can overcome a bad process, but not vice versa."

Mark Hunter

Connect with Mark Hunter:

Build Credibility and Effective Leadership with the Manage Smarter Show:

Connect with SalesFuel:

#sales #salesmindset #salestips #salesprospecting #salescred #salescredibility #SalesFuel #AdMall #TeamTrait #salesintegrity #valueselling #salesstrategy #salesmetrics #saleshiring

Share: