Mark Hunter's Blog

This blog brought to you by episode #365 of The Sales Hunter Podcast.

Why Salespeople Waste Time

Too many salespeople confuse leads with prospects. And when you mix those up, you lose time, energy and momentum.

“Just because a lead looks good does not make them a good prospect.”

A lead might be interested. They might have pain. They might even love what you’re saying.
But if there’s no intent, they are not a prospect.

Are You Talking to the Right Person?

Here’s the first question you must ask: am I speaking with the user, the decision maker or the economic buyer?

Most salespeople wind up in “happy talk” with users. They love the solution. They love the idea. But they can’t pull the trigger. Only the decision maker or economic buyer can.

“Pain alone means nothing without intent.”

BAMFAM: The Ultimate Intent Test

The fastest way to determine intent? BAMFAM — book a meeting from a meeting.

Users will always book meetings with you. They have time. Decision makers and economic buyers don’t.
If they won’t book the next meeting, it is not a priority.

Time follows money, and money follows priority.

Find Out What Actually Matters

You uncover priorities by asking questions that tie your solution to their goals and objectives.

Ask:

What happens if this problem isn’t solved?How does this fit into your annual plan?How does this impact your broader strategy?

Do your research. Understand their upstream challenges and downstream consequences.
You’re not selling a product. You’re selling a business solution.

Users Aren’t Thinking Big Picture

Users don’t know the upstream and downstream effects. They only feel their part of the pain.

That’s why you ask questions that reveal the bigger picture. If they can’t answer, you’ve identified a user — not a decision maker or economic buyer.

From there, your goal is to turn the user into a champion.

“Coaches cheer you on. Champions take action for you.”

Coaches vs Champions

A coach gives praise and feedback. A champion pushes the opportunity forward.

When you ask questions that highlight the strategic importance of your solution, users begin to see the broader value — and they start bringing others into the conversation.
That’s when they shift from coach to champion.

Three Things You Must Hear

When speaking with a decision maker or economic buyer, listen for three clues:

How the solution fits into the rest of the company.Where this fits in the budget.Names of people higher up the food chain.

Hear those? You’re talking to someone who can buy.

Decision Maker vs Economic Buyer

The decision maker understands the system and the impact.
The economic buyer controls the money.

They work together. The economic buyer will always validate with the decision maker — not the user.
This is why the user is never enough.

The Brutal Truth

If you cannot determine whether you’re speaking with the decision maker or the economic buyer, you do not have a qualified prospect.

Keep nurturing, but don’t focus your time there.
Your job is to invest 70 percent of your time into the top 10 percent of your pipeline.

“Focus 70% of your time on the 10% of prospects who matter.”

That’s how you close more deals.

This blog brought to you by The Sales Hunter Podcast Ep. #364 with guest, Shawna Suckow.

The Human Advantage Is Real

Shawna Suckow doesn’t mince words: small businesses have an unfair advantage right now. Not because of budgets or teams, but because of something big companies keep trying—and failing—to manufacture: genuine humanness.

“Small businesses win when they stop trying to act big and own their smallness.”

Today’s buyers crave personality, authenticity, and real communication. Small businesses and salespeople can pivot faster, tell better stories, and show actual humanity in ways large companies simply can’t replicate.

Why This Matters to Salespeople

Mark Hunter points out that the principles in Shawna’s new book apply far beyond small business owners. Salespeople, no matter the industry, are constantly pivoting on sales calls. They need to know how to build trust quickly, stand out fast, and connect on a human level.

Shawna says that’s exactly why she wrote the book: to help small businesses and sales pros thrive during a time of economic uncertainty and massive marketplace upheaval.

Stop Trying To Act Big

One of Shawna’s biggest warnings is also one of the most common mistakes:

“Small businesses fall short when they try to act like huge corporations.”

Big-brand impersonations drain resources and dilute what makes small organizations special. Instead, the businesses gaining traction today are the ones leaning fully into their size, personality, quirks, and direct connection with customers.

In the same vein, salespeople fail when they blend into the noise. Sounding like everyone else is the fastest path to being ignored.

Professionalism Has Changed

The marketplace has shifted dramatically since COVID. The overly polished, buttoned-up version of professionalism is fading.

“If a cat walked across your Zoom screen before COVID, it was mortifying. Now people want to know your cat’s name.”

Buyers want to know the humans behind the message. Salespeople and businesses who allow personality to come through build faster trust, easier rapport, and more memorable experiences.

Build Trust Faster by Being Real

Forget the stale, robotic openers.

Shawna’s advice is blunt: stop writing “I hope this email finds you well.” Nobody talks like that in real life.

Instead, use real language. Trigger emotions. Share stories. Be a person first and a salesperson second.

“As soon as the buyer sees you as a human—not a salesperson—they’re more likely to say yes.”

This is the essence of “out-humaning” the competition.

Find Your Exact Right Customer

Not everyone is your customer, and the sooner a small business (or salesperson) accepts that, the better.

Identify the customers you wish you could clone. Speak directly to them, not everyone. Those who resonate will engage deeply. Those who don’t? Let them go.

Shawna shares examples of how personality-driven messaging wins:

Her assistant started mentioning her toddler and infant in outreach.Responses shot up—not from everyone, but from the right people.Those who resonated became long-term partners and referral sources.A Tattoo Shop That Broke All the Rules

One of the best stories in the episode features a woman-owned tattoo shop in Minnesota that made a bold decision: market only to women.

She eliminated up to 75% of her potential audience—and still skyrocketed.

By narrowing her niche, she became the go-to for her exact right customers.

Her brand, packages, pricing, and atmosphere all align with the people she wants to serve. Word of mouth exploded. Media coverage followed. Customers drive past multiple other shops just to visit hers.

That’s the power of hyper-specific identity.

When to Pivot

Not every strategy works immediately. Shawna recommends committing to a marketing direction for a meaningful amount of time before deciding it’s not working. Results vary depending on your sales cycle.

Mark adds that, in sales, a good rule of thumb is to commit for three times the length of your normal sales cycle before declaring an approach a failure. True clarity takes consistency.

Do Women Have an Edge in Communication?

Shawna argues yes—at least in the type of communication that wins today:

“Facts and benefits don’t make you memorable anymore. Emotion does.”

Women tend to naturally share emotional context more easily, but men who embrace storytelling and emotional resonance can absolutely excel too.

Stories Build Trust

Facts don’t make buyers care. Stories do.

This is why small businesses and individual salespeople who embrace storytelling win. It humanizes the brand, creates emotional connection, and builds trust much faster.

Shawna points to the tattoo shop owner again:

Her story, her vibe, her reasons for every choice—it all makes her brand unforgettable.

Where to Get the Book

Shawna’s book Small Is Your Superpower: How Small Businesses Can Finally Outsmart Big Brands is available on Amazon.

You can connect with her at thebuyerinsider.com and on LinkedIn and YouTube.

This blog brought to you by Ep. #363 of The Sales Hunter Podcast

The rules have changed. The expectations have changed. But prospecting is not dead. It just needs a new narrative.

In this episode, I walk through five ways to reshape how you prospect so you can start meaningful conversations again.

Why No One Is Responding Anymore

You can make a hundred calls and maybe two people pick up. You can send a hundred emails and maybe three respond. That is the reality. But the reason is not complicated.

Customers have options. More than ever.

They also do not trust salespeople. And if they do not trust you, they have no reason to take your call or open your email. It is that simple.

Prospecting used to be about pushing for the close. Today, it is about earning trust and building credibility. Until the customer sees you as credible, they will never see you as trustworthy.

Why Trust Matters More Than the Pitch

Take a look at your own buying habits. You buy from people you trust. And the people you trust always have one thing in common. They have credibility.

Credibility is the gateway to trust. Trust is what moves the sale forward. Without credibility, you are just noise.

This is why the sales process must shift. It can no longer start with the product. It must start with proving that you are someone worth listening to.

The Five Tools That Drive Trust and Credibility

I am going to walk through these from most important to least important. None of them rely on talking about your product. They rely on building human connection.

1. Referrals

This is the gold standard. If someone the customer trusts points them to you, the door opens. Referrals are a thin slice, but they are the most valuable way to start a conversation.

A referral allows you to borrow credibility long enough to earn your own.

2. Common Connections

If you cannot get a referral, find shared connections. This is where LinkedIn and social media matter. Not random name dropping. Real relationships with real credibility.

Common connections help prospects view you as part of their world, not an outsider.

3. Industry Recognition and Involvement

Customers want to work with people who understand their world. When you are recognized in your industry, participate in associations or contribute to conversations, you build credibility before the first call even happens.

You become someone who belongs in the same space as the customer.

4. Proven Results

These are your case studies, your success stories and the outcomes you have delivered. You do not blast these out at the start, but you make sure they are visible and ready when needed.

When customers see real evidence of success, credibility grows.

5. Subject Matter Experts

Bring other experts into the conversation. This includes webinars, lunch and learns or internal resources who deepen the discussion. Prospects want guidance, not a pitch. Bringing experts shows that you are not trying to sell alone, you are trying to help.

How These Five Create a Flywheel

When you build trust and credibility the right way, these five tools feed each other.

A client success story can fuel your industry recognition. That recognition can lead to more common connections. Those connections can lead to more referrals. And referrals help you create even more proven results.

That is the flywheel. That is how prospecting should work today.

It May Be a Longer Cycle, But It Is a Better One

This approach does not mean you need more leads. It means you need better prospects. When trust rises, conversations rise. And only then can you understand the customer’s real needs and present the right solution.

Skip this process and you fall into price driven selling. Because in the absence of trust, low price is everything.

From Corporate High-Flyer to Life-Changing Wake-Up Call

This blog brought to you by Ep. #362 of The Sales Hunter Podcast with special guest, Roderick Jefferson.

What does success look like? For Roderick Jefferson, it once meant corporate jets, global travel, and the prestige of senior executive life. But in an instant, it all changed. On a routine business trip, Roderick suffered a massive stroke during his sleep—a life-altering event that would test his resilience and redefine his priorities.

“Imagine you wake up and the world completely shifts. On Tuesday, everything’s normal… and the next day everything’s gone.” – Roderick Jefferson

Miracles in the Midst of Crisis

Roderick describes the series of near-impossible odds he overcame: surviving a stroke that occurs during sleep (something 98% of victims do not survive), enduring a mid-flight medical crisis, and facing a heart function of just 22%.

“When they rolled me in, I was at 22% heart function, which means they only gave me a 2% chance to live.” – Roderick Jefferson

Despite paralysis, speech loss, and a near-death experience, Roderick’s story is one of survival—and revelation.

The Cost of the Corporate Dream

Roderick’s life as a senior executive was filled with prestige but also immense stress. Long hours, unhealthy habits, and relentless travel masked the underlying cost of success.

“I convinced myself I was doing this to provide for my family… but there was a lot of ego involved. It was more about me than just providing.” – Roderick Jefferson

Missing milestones like his daughter’s eighth-grade graduation or his son’s events became the painful reality of prioritizing career over presence.

Lessons Learned: Self-Care and Awareness

After surviving, Roderick emphasizes the importance of mindfulness and self-care in corporate and entrepreneurial life.

Be honest about stress and its impact on your body and mind.Learn to be present for family and loved ones.Practice mindfulness through meditation, prayer, or breathing exercises.Never let work define your identity.

“Never allow what you do to overtake who you are. Don’t define yourself by the logo.” – Roderick Jefferson

The Phoenix Rises

Roderick structures his book, Stroke of Success, in three stages: the rise of corporate life, the fall with the stroke, and the rise again—a metaphorical phoenix. Today, he focuses on helping others avoid similar pitfalls and teaching resilience, tenacity, and higher emotional intelligence.

“I’m not trying to save anybody. I’m trying to show you what the potential is and what you can do not to become me.” – Roderick Jefferson

Faith, Family, Friends, and Fun: The Four Fs

Surviving a life-threatening stroke reshaped Roderick’s priorities. He emphasizes four pillars for a fulfilled life:

Faith – Believing there’s a purpose beyond the crisis.Family – Being present and engaged with loved ones.Friends – Valuing meaningful relationships.Fun – Remembering to enjoy life, even amid responsibilities.

“If you don’t stop to have fun… your brain and your body will do it for you—and from experience, it’s not something you want.” – Roderick Jefferson

The Takeaway

Roderick Jefferson’s story is both a wake-up call and an inspiration. It reminds us that no matter how high we climb, self-care, presence, and perspective are paramount. Corporate success is fleeting; life is not.

For anyone navigating high-stress environments, Roderick’s message is clear: work hard, but never at the expense of who you are and who you love.

Learn More and Connect

Roderick Jefferson’s book, Stroke of Success, is available for pre-sale in the U.S. with a virtual release party scheduled for January 13th. You can connect with him on:

Instagram: @Roderick_J_AssociatesLinkedIn: Roderick JeffersonYouTube: Roderick JeffersonWebsite & Book: roderickjefferson.com

Would you like me to also create a shorter, punchier version suitable for LinkedIn to drive readers to this blog?

Not every lead is a prospect—and not every prospect is worth your time.
When it comes to sales, you have to look beyond the name and the company logo. The question is: do they truly fit the kind of customer you can serve?

Let’s walk through ten key questions you need to ask before you make that first call or send that first email.

1. Do they fit our existing ICP?

Start here. Does this potential customer fit your Ideal Customer Profile (ICP)?

Take a hard look at the business, their size, their industry, and their challenges. If they’re outside your target lane, move on.

2. Are they serviceable?

Can you actually handle their business?

It’s easy to chase shiny new prospects, but if you can’t deliver what they need—or if the logistics don’t work—it’s not a good fit. Make sure your organization is equipped to serve them well.

3. Is their operational structure compatible?

Even if they’re a great company, the way they operate might not align with how you operate.

If their internal processes or systems clash with yours, you’ll struggle to meet expectations. Look for compatibility that allows both sides to make money and stay satisfied.

4. Can we identify multiple people to reach out to?

One contact isn’t enough.

To move a sale forward, you need to find multiple people within the organization. It takes several conversations to build momentum and uncover the real decision-makers. The more touchpoints you can identify, the better your odds of starting a meaningful dialogue.

5. What are the signals / triggers?

Just because they fit your ICP doesn’t mean they’re ready to buy.

Look for signals and triggers that show intent—expansion announcements, leadership changes, new funding, product launches, or market shifts. The stronger the buying signals, the more confident you can be that this is a prospect worth pursuing.

6. Are there existing parameters that could hinder our outreach?

Before you reach out, check the landscape.

Has your company worked with them before? Are there past issues, current contracts, or regulatory barriers? There’s no point chasing a deal that can’t move forward for another two years because of an existing agreement.

Do your homework first.

7. Can we profitably serve the customer?

Don’t chase unprofitable business.

If this prospect is extremely price-driven, you might never make a margin. Be honest; can you profitably serve them while still providing value? If not, walk away before you burn time and resources.

8. Is there an existing relationship with them?

Sales is a relationship business.

Check for any existing connections within your organization or network. Maybe someone on your team has worked with them before, or one of their leaders came from a company you already serve. 

Leverage those relationships. They’re often the door openers to new opportunities.

9. Have we worked with them before?

If you’ve sold to them in the past, dig into that history.

What went well? What didn’t? Even if things didn’t go perfectly, that doesn’t mean the door is closed. Everyone stubs their toe. Circumstances change, and people move on. Learn from the past, but don’t let it stop you from reaching out again.

Be aware of any issues so you can address them confidently if they come up.

10. Do we have the resources?

This isn’t about servicing the customer—it’s about supporting the sales process.

Do you have what’s needed to get them through your pipeline? Maybe it’s demo capabilities, sample programs, or technical support for proof-of-concept testing. If you can’t support your own sales process, you’re setting yourself up for failure before you start.

When you take time to qualify a prospect with these ten questions, you don’t just fill your pipeline—you strengthen it. You focus your time and energy on the right opportunities that are profitable, aligned, and ready to buy.

Because remember, great selling starts with smart prospecting.

Why Your Prospect List Is Too Big

Ask these ten questions to protect your time and boost your sales.

Find episode #361 wherever you download podcasts!

How a Stroke Redefined Success w/ Roderick Jefferson

Imagine going to bed as a senior vice president and waking up to a 2% chance of survival.

Episode #362 is out now!

Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

If you want to prospect effectively today, you’ve got to go small. You’ve got to go focused. And that means asking 10 critical questions before you spend even one precious minute chasing a prospect.

Your time is your most valuable asset. So stop giving it away to anyone and everyone. Let’s break down the 10 questions that help you identify your best prospects—the ones who deserve your attention.

1. What’s the Lifetime Value of This Prospect?

Is this a one-off deal or the start of a long-term relationship?
Does working with them unlock additional divisions, brands, or people?

If lifetime value is small—or nonexistent—you’re not building a business. You’re burning time.

2. What’s the Sales Cycle?

Every customer has a process.
Do they run an annual RFP bake-off?
Are they governed by long capital cycles?
Is their procurement process glacial?

A great opportunity at the wrong point in the cycle is still the wrong opportunity right now.

3. Can I Provide a Viable Solution?

Sounds obvious, right?
But salespeople routinely stretch what they can deliver—and it leaves everyone disappointed.

If you can’t clearly see the path to a viable solution, don’t kid yourself. Move on.

4. What’s the Downstream Revenue?

One sale should open the door to more.
Who do they sell to? Who’s in their supply chain? What partnerships could lead to additional opportunities?

A good prospect gives you revenue.
A great prospect gives you downstream revenue.

5. What’s Their Position in the Industry?

Some companies are flagships—working with them creates a halo effect that opens doors everywhere.

Others?
Well, their reputation might be… questionable. Bankruptcy problems. Leadership churn. Industry distrust.

Don’t tie yourself to a sinking ship. Your reputation rides on who you serve.

6. What’s Their Referral Potential?

Referrals aren’t luck—they’re strategy.

Can they refer you inside their own organization?
Can they refer you across their private equity network?
Do they run in circles that amplify your credibility?

Great customers don’t just buy from you—they introduce you.

7. What’s the Learning Opportunity?

Some prospects drag you backward.
Others pull you forward.

I’ve pursued customers simply because working with them would put me at the cutting edge of the industry. Sometimes the biggest value isn’t the sale—it’s the insight.

If a prospect helps you become better, that’s worth something.

8. Could Working With Them Jeopardize Another Customer?

This one’s tricky but essential.

Some industries have fierce rivalries. If you work with one, the other won’t touch you. Some giants—Walmart, Amazon, Costco—can consume so much of your capacity that they limit your ability to serve others.

If a prospect threatens your existing business, that threat needs to be evaluated honestly.

9. Do They Align With My Integrity and Standards?

You can’t afford to compromise here.

Companies with low integrity will push you on everything—price, scope, deadlines, promises. And they’ll push you downhill fast.

You are known by the company you keep.
Protect your brand. Protect your standards.

10. Can I Sleep at Night Working With Them?

This is the ultimate test.

When you close the laptop at night, do you feel good about the customers you serve?
Or are you wrestling with frustration, regret, or compromise?

Your prospects should lift you, not drain you.

How Conversation-Based Mentoring Builds Stronger Teams

This blog brought to you by Ep. #360 of The Sales Hunter Podcast with guest Colleen Stanley

Be the Mentor that Mattered: Why Informal Mentorship Changes Everything

Do you have a mentor? Are you mentoring someone? Most of us think mentorship has to be a formal structure with applications, scheduled sessions and progress reports. But today’s conversation is all about breaking that assumption.

Mark sat down with Colleen Stanley, co-author of Be the Mentor that Mattered, to talk about why the most meaningful mentorship often happens in small conversations, quick moments and informal connections.

Because the truth is, you don’t need a program to make a difference. You just need to show up.

Formal vs. Informal Mentorship

We tend to picture mentorship as something structured. Assigned mentor. Assigned mentee. Regular check-ins. Progress plans. Those are great and needed in the right environments.

But most mentorship in the real world doesn’t look like that.

Colleen shared how her most impactful mentoring happened in quick, informal conversations. One sentence. One insight. One moment that changes direction. These weren’t scheduled, or part of a system. But they mattered.

And for most companies especially small and mid-sized businesses that are running fast, there isn’t time for another formal program. Yet the need for mentorship is still there.

So the answer isn’t more structure. It’s more intentional conversations.

The Power of a Single Mentor Moment

A good mentor doesn’t need hours with you. Sometimes they just need one moment to help you see what you didn’t see before.

Maybe it’s encouragement.
Maybe it’s challenge.
Maybe it’s clarity.

As Colleen said, a good mentor steps in when you’re about to take a wrong turn and says, “You’ve got this.” And that’s enough to course-correct an entire career.

We all have those moments. And we can all give them.

Mentorship is Service

Mark and Colleen both shared how mentors in their lives stepped up simply to help. They didn’t need anything from us, or ask for anything in return.

That’s what real mentorship looks like:
A servant mindset.
A willingness to invest.
A desire to lift others up.

The best mentors don’t forget the people who helped them. And they pay it forward.

That’s also what great salespeople do, too.

Sales Is Mentorship

Sales, at its heart, is service. When we help customers think better, see more clearly, or find a better path forward, we’re mentoring them. We guide, coach, connect; We help them reach a better outcome.

So if you’re in sales, you may already be mentoring more than you realize.

And if you’re not being mentored? You’re limiting your growth.

Why Mentorship Is Needed Now More Than Ever

Colleen describes today as a “perfect storm” where mentorship has become critical. Why?

1. Breakdowns in community.
Many people don’t have close support systems anymore. Families live apart. Neighborhood relationships are weaker. People feel more isolated.

2. Social media has changed how we relate.
We’re more connected digitally but less connected emotionally. More scrolling, less conversation.

3. The pace of change is accelerating.
There’s too much to learn, too fast, to go it alone.

Peer Mentoring Inside a Sales Team

Mentoring isn’t just senior-to-junior. Peer mentoring is powerful and increasingly necessary.

Peers can learn and share together what’s working and what isn’t. As Colleen said, no one goes it alone anymore. Not if they want to keep up.

How to Find or Become a Mentor (Starting Today)

You don’t need permission. You don’t need a program. But you do need intention.

If you want a mentor:

Look for someone you admire.Raise your hand. Ask. Most people will help if asked.Come prepared. Know what you need.

If you want to BE a mentor:

Look around. Someone near you needs encouragement.Offer conversation, not curriculum.Model the behavior you want others to learn.

And when you receive guidance:
Apply it and share the results.
Nothing motivates a mentor more than seeing impact.

Leadership isn’t just about hitting targets or managing pipelines. It’s about creating trust, building energy, and helping your people become better every day.

Let’s walk through nine attributes every great sales leader demonstrates — and see how you measure up. Download the infographic of these 9 attributes here. 

1. Demonstrate Trust

Great leaders are trusted leaders. Your salespeople need to know that what they tell you stays with you. When you talk negatively about one team member to another or make a careless comment in front of a customer, you destroy that trust.

Leadership starts with integrity. Build it. Protect it. Live it.

2. Create a Motivating Environment

You can’t force motivation, but you can create an environment where people feel motivated. That’s what great leaders do — they build a culture where salespeople feel empowered, valued, and in control of their success.

It’s amazing how the same person who struggled under one leader can thrive under another. The difference? The environment.

3. Set and Communicate Clear Objectives

People can’t chase a moving target. When goals constantly change or lack clarity, your team loses focus. Be clear, consistent, and transparent about what success looks like, and how you’ll help them achieve it.

A clear direction gives people confidence and momentum.

4. Support and Empower Others

Leadership isn’t about barking orders; it’s about lifting people higher. Your team is watching how you help others. When they see you mentoring, coaching, and celebrating wins, they’ll model that same behavior with customers.

Empowerment builds belief. And belief drives performance.

5. Follow Through and Follow Up

Few things frustrate a team more than a leader who doesn’t follow through. When you make a request, hold people accountable,  and hold yourself accountable, too.

If you ask for something and never check back, you’re sending a message: “This doesn’t really matter.” Great leaders make sure things get done and done right.

6. Listen Attentively

There’s a big difference between hearing and listening. Great leaders listen with full attention — no multitasking, no distractions.

When someone’s talking to you, be all in. Put down your phone, close the laptop, and engage. Listening attentively shows respect, builds trust, and gives you deeper insight into your team’s reality.

7. Cast a Clear Vision

Your team wants to know where they’re headed, and why it matters. Paint a vision that’s both aspirational and achievable. Help them see how their role connects to something bigger.

It’s like paint-by-numbers leadership: you set the outline, then help them fill in the colors. That’s how you turn ideas into results.

8. Foster a Team Environment

Sales is a team sport. A great leader makes sure the sum of the parts is greater than the whole. Pair your “starters” with your “finishers.” Combine different skill sets and personalities so strengths complement each other.

When collaboration wins out over competition, everyone succeeds.

9. Focus on People, Not Tasks

It’s easy to get buried in numbers, spreadsheets, and reports. But leadership isn’t about managing data, but rather developing people.

The deals will close and the reports will change, but your people are what last. Make it your mission that every team member ends each day stronger than when they started.

Lead for the Long Term

The best sales leaders don’t just manage performance — they build people. Focus on these nine attributes and you’ll create a team that trusts you, believes in the mission, and performs at a higher level every day.

Want more?
Download the free PDF, Nine Attributes of a Great Sales Leader, or check out my podcasts — The Sales Hunter Podcast and Sales Logic — for more ideas, insights, and strategies to help you lead with confidence and integrity.

The Future of Sales: It’s Not AI—It’s Integrity

Join Mark as he explores the impact of AI on job security and how you can navigate these changes with confidence.

Find episode #359 wherever you download podcasts!

Why Informal Mentorship Changes Everythingw/ Colleen Stanley

Peer mentoring and collaboration are more crucial than ever, and can be achieved through brief, powerful conversations.

Episode #360 is out now!

Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

The Future of Sales: It’s Not AI—It’s Integrity

Every day we’re seeing headlines about AI eliminating jobs. CEOs are talking about it. Shareholders are pushing for it. And yes, AI is impacting the job market faster than we ever imagined.

But this isn’t the first time. We heard this same fear when the personal computer came along. We heard it again when the internet exploded. This is just another chapter in progress.

So yes, jobs will change. But that doesn’t mean your value disappears.

The Real Value Isn’t Knowledge—It’s the Application of Knowledge

AI is built on knowledge. Knowledge is table stakes now. Anyone can access it.

Your value comes from how you apply that knowledge. And your ability to apply knowledge is driven by one key thing:

Relationships.

And not shallow, transactional relationships—but integrity-centered relationships.

Why Integrity-Centered Relationships Matter

We are entering a world where your biggest advantage is not what you know, but who trusts you.

Your reputation.
Your presence.
Your ability to connect people.
Your willingness to serve others before yourself.

Those are the differentiators in an AI world.

You Can’t Play It Safe Anymore

Playing it safe is no longer an option. The marketplace is moving too fast.

I’m not saying you need to quit your job and go start a unicorn company. But I am saying you need to develop a tolerance for risk. Successful people share two traits:

Strong, diverse relationshipsA healthy tolerance for risk

They don’t gamble recklessly. But they do lean into change instead of avoiding it.

Make Your Relationship List—Today

Start here:

Who do you need to reconnect with?Who do you need to meet for the first time?Who can you introduce to someone else?Who can you genuinely help?

This isn’t about building a list of people who owe you favors.
It’s about serving first.

Because when change happens—and it will—your opportunities come from your network.

Stop Trying to Learn Everything

You’ll never know enough to stay ahead of AI.
But you can surround yourself with the right people.

As Dan Sullivan says:
“Who, not how.”

You don’t need to know how to do everything.
You need to know who can help you get there.

Your Strengths Are Your Competitive Advantage

Inventory what you bring to the table:

Your personalityYour experienceYour insightsYour connections

This is house money. Don’t hold back.
And don’t try to be everything to everyone.

Generalists are being replaced.
Your job is to become distinctive.

The Sales Role of Tomorrow

Sales is shifting toward something more human than ever:

Relationship-drivenTrust-basedService-centered

Your territory won’t be defined by zip codes anymore.
It will be defined by your network.

And that network needs to grow.

This Isn’t a Downer—It’s a Gift

If your job changes—or even disappears—that’s not loss. It’s transition.

And if you’ve built strong relationships grounded in integrity and service, you will always have a seat on the train.

This isn’t about staying ahead of AI.
It’s about staying connected.

Your Challenge This Week

Make a list of 15 people to reach out to.Inventory your personal strengths.Look for ways to genuinely help others—without expecting anything in return.

Because your network is your future.

This blog brought to you by Ep #358 of The Sales Hunter Podcast with Simon Hares.

Why So Many Salespeople Fail at Strategy

Do you actually have a sales strategy—or are you just winging it?

Far too many salespeople skip the strategy part altogether. They talk about their goals and where they want to go, but nothing is written down. Nothing is concrete.

As sales trainer Simon Hares points out, most reps carry tons of knowledge about their clients and market in their heads. Managers, too, have big ideas about where they want to lead their teams. But the problem is this: very few ever put it into a clear, actionable plan.

Without a strategy, you don’t have direction. You’re reacting, not leading.

Strategy Doesn’t Have to Be Complicated

Here’s the good news—you don’t need a 50-page plan to have a sales strategy.

Even a few notes jotted down on a scrap of paper can work as a starting point. Because once you have something, you can refine it, measure it, and build on it.

As Simon says, “If you’ve got nothing, then we have nothing to work with. But if you’ve got something, we can build on it.”

The Five Parts of a Strong Sales Strategy (V.A.U.L.T.)

Simon Hares calls his framework the V.A.U.L.T. Strategy—a simple, powerful way to build clarity into your plan.

Here’s what it looks like:

V – Vital Priorities

Start by identifying what’s most vital for your success in the next year.

That might be a target sector, key accounts, or a recruiting and training initiative. Whatever it is, list it. But keep it focused—don’t let “vital” turn into a laundry list.

To determine what’s truly vital, ask:

What’s the consequence if I don’t do this?
If the answer is painful—lost clients, missed targets, damaged credibility—it’s probably vital.A – Achievable Outcomes

Now link measurable objectives to each vital priority.

What does success look like? It might be a revenue number, a market share gain, or a client retention goal.
Use the SMART model (specific, measurable, achievable, relevant, time-bound) to define it clearly.

U – Understanding: Lessons Learned

Next, take a hard look at what you already know.

What have you learned from past deals, clients, or strategies? What worked? What didn’t?
This “lessons learned” log helps you avoid repeating mistakes and double down on what’s proven.

As Mark Hunter points out, this step becomes easy if you’ve kept your CRM updated—because your data tells the story.

L – Linked to Time

A plan without timing is just a wish list.

Assign a timeframe to each priority. That might be three days, three months, or a full year. What matters is that you attach deadlines and checkpoints to drive accountability.

T – Threats and Exceptions

Finally, identify your potential roadblocks—the things that could derail your plan.

These aren’t excuses; they’re informed predictions. If you understand what could get in your way, you’ll be better equipped to navigate challenges and adjust quickly.

For example, if your industry average for client renewals is 25% and your goal is 30%, you can list that benchmark as an exception—so when results come in at 26%, you’re still performing within industry norms, not failing.

The Real Challenge: Choosing What’s Vital

The hardest part of the V.A.U.L.T. strategy? Deciding what’s truly vital.

Salespeople tend to label everything as urgent. But if everything’s important, nothing is. Start by identifying the few priorities that will make the biggest difference—and be honest about past lessons.

As Simon puts it, “Sometimes we have to face some ugly truths. Maybe we didn’t follow up. Maybe we dropped the ball. But that honesty is what builds a real strategy.”

Growth Isn’t Always the Goal

Too often, companies toss around the word “growth” as if it’s the only strategic outcome.

In reality, your strategy might be about maintenance, improvement, or change—the precursors to growth. During the pandemic, most businesses weren’t chasing growth; they were focused on survival. The key is understanding where you are and setting goals that make sense for that stage.

Stop Overcomplicating It

Strategy doesn’t need to mean endless PowerPoint slides and buzzwords.

If your plan doesn’t explain why you’re doing something and how you’ll do it, it’s not a strategy—it’s a wish list.

Start simple. Simon’s own business strategy used to be a few inches thick. Twelve years later, it’s just a few pages. Because it’s a living document—he updates it with every change, version after version, always building on what came before.

That’s the key. Strategy isn’t something you file away in a drawer. It’s something you work from every day.

Want the V.A.U.L.T. Strategy Worksheet?

Simon Hares has a simple one-page worksheet to help you map your own strategy.
You can connect with him through SerialTrainer7.com or on LinkedIn to get your copy.