Mark Hunter's Blog

After working with sales professionals all over the world, I’ve noticed a few common traits that show up every single time. The best of the best share certain habits, mindsets, and disciplines that set them apart.

I wrote an ebook titled, 14 Things Great Salespeople Do (that Average Salespeople Only Think About).

Here are the first eight things I see in every great salesperson—download the ebook here for the full fourteen.

1. Committed to a Routine

Great salespeople don’t wing it. They follow a routine.

One top-performing salesperson I coach says their kids think their life is boring because they do the same thing every day. And you know what? That’s exactly why they’re successful.

Every great seller I know starts their day with purpose. They have a clear structure—morning routine, prospecting time, follow-ups—and they stick to it.

Ask yourself: how do you start your day? If you can’t answer quickly and confidently, it might be time to build your routine.

2. Own the Process

The best salespeople don’t just follow a process—they own it.

That means they have a system for selling, and they’re disciplined about using it. Does it evolve? Of course. The marketplace changes, messaging shifts, tools improve—but they never throw the baby out with the bathwater.

They know what works and make small, smart adjustments along the way.

3. Committed to Serving

Great salespeople have a servant’s heart.

They’re not just out to close deals; they’re out to help people. They serve their customers, their peers, and even their own team. They’re the ones who’ll lend a hand to a fellow rep or go the extra mile for a client.

When you’re committed to serving others, it changes how you see everything about your work—and your impact grows.

4. Set Goals and Go Past Them

Average salespeople aim for a goal. Great ones blow past it.

They don’t just want to “hit quota.” Their mindset is, how far can I go beyond it?

They see goals as a starting point, not the finish line. That drive to exceed expectations keeps them learning, pushing, and growing.

5. Attitude

The best salespeople carry an unmistakable attitude—confident but never arrogant.

They believe in what they do and in the value they deliver. They’re proud of the difference they make for their customers.

Sales isn’t just their job—it’s their lifestyle. They wake up excited to do it because they know they’re making an impact.

6. Disciplined and Focused

Discipline separates the good from the great.

Top performers know curveballs are inevitable—customers change plans, deals stall, problems pop up. But they stay focused. They don’t get derailed by distractions or setbacks.

They work through challenges with intention and persistence, always keeping their eyes on what matters most.

7. Owning the Customer

Great salespeople don’t just sell to customers—they own the customer relationship.

They understand their client’s business inside and out. They know their goals, their struggles, and how their solution truly helps.

It’s not about transactions; it’s about long-term impact. They take pride in being a trusted partner, not just a vendor.

8. Never Passing Blame

When things go wrong, average salespeople point fingers. Great ones don’t.

They take responsibility every time. Whether it’s a missed target, a lost deal, or a miscommunication, they own it and learn from it.

That mindset builds credibility, trust, and resilience.

Great salespeople aren’t born—they’re built. It’s a daily commitment to discipline, service, and continuous improvement.

Want to go deeper?

Grab the e-book in its entirety at this link.  | 14 Things Great Salespeople Do (that Average Salespeople Only Think About)

3 Questions that Eliminate the Price Objection

Join Mark Hunter, as he dissects how to handle these objections with finesse.

Find episode #351 wherever you download podcasts!

Helping Buyers Choose with Confidence w/ Brent Adamson and Karl Schmidt

Welcome Brent Adamson and Karl Schmidt of ‘The Challenger Sale’ and new book, ‘The Framemaking Sale,’ for a conversation on decision confidence.

Episode #352 is out THURSDAY!

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.

How to Handle the Price Objection Like a Pro

Every salesperson has been there. You deliver your pitch, the customer nods along, and then you hear those dreaded words: “Your price is too high.”

Don’t panic. Don’t drop your price. The key to handling price objections isn’t about reacting in the moment—it’s about preparing ahead of time. Let’s walk through exactly how to do that.

Customers Will Pay Any Price—If They See Value

Here’s the truth: customers will pay more if they believe in the value you bring. The real challenge isn’t about price—it’s about helping them see the value.

In today’s marketplace, indecision is your biggest competitor. Buyers delay purchases, not because of price, but because they don’t see enough urgency or clarity in the value. That’s where you come in.

There are three key questions you need to answer before price ever becomes an issue.

1. What Is the Customer’s Critical Need?

It’s not about what you think they need—it’s what they believe they need.

Your job is to uncover that belief. You can’t do that by talking; you do it by asking great questions. Keep drilling down until the customer clearly articulates their pain in their own words.

Think of it like peeling an onion. Each layer of questioning brings you closer to the heart of the issue. Ask things like:

What challenges are you facing right now?Why are these challenges happening?What happens if you don’t solve them?

When the customer says their problem out loud—twice—it becomes real. And when the pain is real, price becomes secondary.

2. Why Now?

Even if the customer admits they have a problem, they may still say, “Not right now.” That’s because urgency is missing.

Your job is to help them see the cost of waiting. Ask questions like:

How will delaying this decision impact your business?What happens if this problem continues for another six months?

You’re helping them visualize the consequences of inaction.

Think of it like a doctor visit. If the doctor says, “You should lose some weight,” nothing happens. But if they say, “If you don’t lose weight, you’ll have heart problems,” suddenly, it’s urgent.

The same goes for sales. You must help customers feel the cost of not buying—because otherwise, they’ll stick with the status quo.

3. Am I Talking to the Decision Maker?

Before you can win the deal, make sure you’re talking to the person who actually can make it happen.

Ask, “How have you made decisions like this in the past?” or “Who else will be involved?” Listen carefully to the answers. If they aren’t the decision maker, they probably don’t understand the cost and benefit of ownership.

The cost of ownership is about expense—maintenance, price, efficiency. The benefit of ownership is about impact—more production, happier customers, business growth.

When you shift the conversation from cost to benefit, you elevate the discussion beyond price.

How to Respond When the Price Question Comes Up

When a customer says, “Just give me a quick quote,” don’t take the bait. Respond confidently:

“I’m not even sure what we have is the right solution for you. Mind if I ask you a few questions first? I don’t want to see you waste money.”

That one line reframes the conversation. You’re not being defensive—you’re being consultative.

Confidence always wins over concessions. When you know the customer’s critical need, their urgency, and who makes the decision, you have every reason to stand firm on your price.

Never Quote Without Restating the Problem

Before you ever share a price, remind the customer what problem you’re solving. People don’t spend money for fun—they spend it to fix something.

Ask, “How big of an issue is this if we don’t get it solved right now?” You’re reinforcing urgency and value at the same time.

If you just throw out a number, the conversation becomes transactional. But when you restate their problem, it becomes transformational.

A Story That Proves It Works

I once presented a solution to a company that was facing new competitors and losing both customers and salespeople. The VP of Sales loved it. He said, “This is perfect—let’s just get legal to sign off.”

Then legal balked at the price and escalated it to the CEO. The CEO called me and said, “You’ll have to reduce your price. It’s too high.”

I calmly replied, “We can’t change the price. We can only change the value. How much business do you expect to lose next year because of those new competitors?”

Silence. Then he said, “You’re hired.”

Why? Because he realized the cost of inaction was far greater than my price tag.

Believe in Your Price

Here’s the takeaway: most discounts happen not because customers demand them, but because salespeople don’t believe in their price.

When you can confidently answer those three questions—

What’s the critical need?Why now?Who’s the decision maker?—
you’ll stop discounting out of fear and start selling from strength.

That’s how you handle the price objection like a pro.

​​Success in sales doesn’t come from luck or timing—it comes from ownership, discipline, and consistency.

I wrote my eBook, 50 Prospecting Truths, to help sales professionals like you take control of their pipeline and build momentum every single day. It’s packed with practical, no-fluff insights that will challenge how you think and sell.

Here’s a sneak peek at 10 of those truths—real, hard-hitting lessons that separate top performers from the rest.And when you’re ready to go deeper, you can download the entire eBook for free right here on my website.

1. Own it!

Prospecting starts and ends with you. No one is going to hand you a steady stream of qualified leads. You’ve got to own it. When you take full responsibility for finding new opportunities, you take control of your success. The best sales professionals don’t wait—they create momentum.

2. Follow up

Here’s one of the biggest reasons sales opportunities die: no follow-up. If you’re not following up, you’re not closing deals. It’s that simple. Leads grow cold when you ignore them. Stay consistent, stay visible, and follow through. Great salespeople know that persistence pays off.

3. Thinking but not doing

Too many salespeople think about prospecting instead of doing it. They plan, research, and overanalyze—then never make the call. Remember, your prospects aren’t thinking about you. So stop waiting for the perfect time. Reach out. Take action. The only bad call is the one you never make.

4. Prospect is a daily activity

Prospecting isn’t something you do “when you have time.” It’s a daily discipline. Think of it like a muscle—the more you work it, the stronger it gets. When you prospect every day, your skills sharpen, your confidence grows, and your results multiply. Skip a few days, and you’ll feel it immediately.

5. Tomorrow begins today

The best prospectors don’t start their day wondering who to call. They end today by planning tomorrow. Before you shut down for the day, identify who you’ll reach out to, what your message will be, and what your next step looks like. Preparation removes hesitation. Start tomorrow ready to sell.

6. Focus and discipline

It’s easy to get distracted—emails, meetings, videos, endless “research.” But focus and discipline are what separate top performers from the rest. During your prospecting time, block everything else out. Stay laser-focused. The discipline you build here will drive consistent sales success.

7. Be clear on your CTA

Every outreach needs a purpose. What do you want your prospect to do next? Whether it’s booking a meeting, replying to your email, or watching a quick video, your call to action (CTA) must be clear. Unclear asks lead to unclear results. Define your CTA before you hit send or dial.

8. Bring value with every message

Your outreach shouldn’t scream, “Buy from me!” Instead, bring real value to every interaction. Share insights, ideas, or solutions that help your prospect think differently about their business. When they see value in you, they’ll see value in working with you. Avoid “commission breath” at all costs. 

9. Make the call!

Stop waiting for the “right moment.” There isn’t one. Pick up the phone and make the call. Too many sales opportunities die because people delay action. Don’t rely on just email—call them. The phone still works, and it’s one of the most powerful tools in your sales toolkit.

10. Your attitude

Attitude drives everything. When your mindset is focused on helping others succeed, you’ll sell more and serve better. Believe in the value you bring. Believe that you can help your customers achieve what they didn’t think was possible. When your attitude aligns with service, success follows.

Get 40 more Prospecting Truths for FREE!

Ready to master prospecting?These are just a few of the 50 Prospecting Truths from my e-book. You can get this ebook for free here on my website.

How to Fix a Clogged Sales Pipeline

Mark shares how to fix it and turn your sewer pipe into a water tap.

Find episode #349 wherever you download podcasts!

Why Human Skills Still Win in the Age of AI w/ Steve Radford

Learn why relying solely on technology can lead to missed opportunities in building genuine connections with clients.

Episode #350 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.

This blog brought to you by The Sales Hunter Podcast, Episode #350 with special guest, Steve Radford.

The Marketplace has changed—have you?

The way we sell has changed dramatically. Technology is reshaping conversations, and buyers no longer respond the way they used to.

Mark Hunter, host of The Sales Hunter Podcast, sat down with UK-based sales expert Steve Radford, author of the upcoming book How to Sell, to explore what great selling looks like in today’s market.

AI Is Powerful—But It’s Weak at Being Human

AI is transforming the sales process, and that’s both good and bad news. As Radford explained, “AI is a fantastic tool, but it’s leading to an erosion of conversational selling skills.”

Sales professionals now rely heavily on AI to research, generate proposals, and even automate follow-ups. The problem? Many are losing the ability to connect live with prospects. Sales has always been a conversation between people, and that’s a skill AI can’t replicate.

Use AI to Prepare—Not to Sell

Radford encourages sales teams to use AI wisely. It’s excellent for preparation—researching prospects, building discovery questions, or running training simulations. But when the live conversation begins, AI should go silent.

“Person to person,” Radford says, “AI should be off. Rely on your human-centric selling skills.”

Practice Before You Play

One of the most overlooked benefits of AI is using it to practice. Radford points out that professional athletes spend far more time training than performing—but salespeople rarely rehearse.

Now, AI tools make it easy to role play with simulated buyers, helping sellers refine their skills before the real call. “Salespeople never practice enough,” Radford says. “And yet, practice is where confidence and competence are built.”

The Seven-Step Sales Process

At the core of Radford’s new book is a seven-step sales methodology designed to align with how customers like to buy—not how salespeople like to sell.

Plan & Prepare – Know your market and your customer before the call.Engage – Open the conversation and establish rapport.Understand – Go deeper than “discovery.” Understand the person, not just the problem.Propose & Present – Recommend the right solution or next step.Trial Close – Test the waters with a question like, “How does that sound?”Close – Finalize the agreement or commitment.Follow Up – Reflect, learn, and improve your next conversation.

Objection handling and negotiation sit outside the main pathway. As Radford explains, “Your goal should be to propose a solution so good that the customer accepts it without objections.”

From Discovery to Understanding

Radford intentionally replaces the word discovery with understanding. Why? Because discovery often turns into a checklist.

“Understanding means going beyond the facts,” he says. “It’s about what lies behind the customer’s answers—their motivations, personal goals, and values.” Even in B2B sales, the buyer has personal KPIs and emotional drivers. Understanding those creates real connection.

The Conversation Funnel

To guide the understanding phase, Radford uses a conversation funnel:

Start with broad, open questions to invite dialogue.Move to probing questions (“Tell me,” “Explain to me,” “Describe to me”) to explore deeper.Finish with closed questions to clarify what you’ve heard.

This approach ensures you don’t lead the customer too soon—and you may discover insights that reshape the entire sales process.

Stay on the Buyer’s Journey

Many salespeople make the mistake of centering the pitch on their product instead of the buyer. Radford advises limiting your presentation to three key points, each tied to the buyer’s language and priorities.

“When you use the customer’s own words to justify your recommendation,” he says, “you’re asking them to agree with themselves.”

Features, Advantages, and Benefits—Fast

Radford teaches the Feature → Advantage → Benefit model, but with a twist: move through it quickly.
A feature is what something has.
An advantage is why it exists.
A benefit is why it matters to the buyer.

“If you can do that in two or three sentences,” he says, “you’re selling effectively.”

Close the Loop: Follow Up with Purpose

Step seven—Follow Up—isn’t just administrative. It’s about reflection and growth.
Radford describes two dimensions:

Tactical: What actions do you take to complete the sale?Strategic: What did you learn that will make the next sale better?

This closes the loop, turning each sales experience into a learning opportunity.

The Right Mindset: Win-Win Selling

In How to Sell, Radford begins not with tactics but with mindset. The most important is the win-win mindset—selling with the goal of helping customers achieve outcomes that are good for both sides.

“It’s not about ethical selling for the sake of ethics,” he says. “It’s the most effective way to sell long-term.” This mindset turns buyers into what Radford calls “zombie loyalists”—customers so satisfied that they keep coming back and referring others.

Sales Is About Helping People

Radford reminds us that every great sale starts with a simple mission: help the customer. When salespeople focus on that goal, confidence rises, and pressure falls. As he puts it, “Let’s just go help this customer if we can.”

It’s the foundation of modern selling—powered by empathy, strengthened by preparation, and supported (but never replaced) by technology.

Learn More

Steve Radford’s book How to Sell: Everything You Need to Think, Know and Do to Have Greater Sales Conversations launches November 25. Early sign-ups at greaterSales.com/howtosell receive a free chapter, exclusive bonuses, and a launch-day discount.

Want to have greater sales conversations?

Join the pre-launch of Steve’s new book here.

This blog brought to you by The Sales Hunter Podcast, episode #349.

Is Your Pipeline Working For You or Against You?

Most salespeople — and yes, this could include you — have a pipeline that’s actually working against them. It’s bloated, messy, and full of dead weight. Instead of helping you close deals, it’s slowing you down.

You don’t want a sewer pipe. You want a water tap — where the right leads flow in, move quickly through the process, and come out the other end as customers. Let’s talk about how to make that happen.

Stop Saying You Need More Leads

Sales managers love to say, “You don’t have enough leads.” And salespeople, lacking confidence, echo it: “I need more leads.”

No, you don’t. You don’t need more leads. You need better leads.

The goal isn’t volume — it’s velocity. Give me ten qualified prospects any day over a hundred random names that will never move. When you overload your pipeline, you can’t follow up effectively. And when you can’t follow up, opportunities die.

The Three Filters That Turn Chaos into Clarity

To unclog your pipeline, every name in it must pass three filters:

ICP – Ideal Customer ProfileBuyer IntentMOD – Moment of Decision

Even with a strong ICP, your pipeline can get messy if you ignore the other two. These three must align perfectly — like gears in a well-oiled machine.

1. Your ICP: The Foundation

Your Ideal Customer Profile defines who’s truly a fit for what you sell. If a lead doesn’t match your ICP, they don’t belong in your pipeline.

When you stay within your ICP, you understand the world your buyers live in — their news, challenges, and shifts. That awareness lets you spot what’s coming before it happens.

2. Buyer Intent: The Signal

Buyer intent tells you why now. It’s the signal that says a prospect is moving toward a decision.

Maybe they’ve changed leadership, expanded their team, or launched a new initiative. Those are triggers. But not every signal matters. Find the two or three intent signals that truly correlate with buying behavior in your market.

Don’t chase every shiny object. Stay focused on the signals that actually mean something.

3. MOD: The Moment of Decision

Even when a prospect fits your ICP and shows intent, you still need to know when they’re ready to buy.

That’s the Moment of Decision (MOD) — the point when the prospect has to make a move. It could be the end of a fiscal year, a product launch, or a contract expiring.

No MOD? Then it’s not time to sell. Keep nurturing, but don’t waste your energy trying to close a deal that can’t close yet.

Tight Focus Beats a Bloated List

When your pipeline is narrow and precise, you’re free to spend more time understanding each prospect. You can tailor your message, personalize your outreach, and respond at the right time.

This leads to deeper conversations, stronger relationships, and ultimately — higher margins.

Because here’s the truth:

In the absence of trust, low price is everything.

But when you build relationship and trust — what I call R + T — price stops being the deciding factor. Buyers see value instead of cost.

Relationship + Trust = Real Selling

Trust doesn’t come before relationship. You can’t have trust without connection.

A full pipeline makes this impossible — you simply don’t have the time. But when your pipeline is tight, focused, and filled with the right prospects, you can actually build trust.

And that’s when you stop discounting. That’s when customers start buying based on value, not price.

This Week’s Challenge

Look at your pipeline. Every single lead. Ask yourself three questions:

Does it fit my ICP?Is there a clear buyer intent signal?Do I know their moment of decision?

If the answer is “no” to any of those, move them to your marketing list and get laser-focused on the ones that matter.

When you do, your pipeline becomes a water tap — not a sewer pipe. Deals flow faster. Relationships deepen. Value increases.

And that’s what great selling looks like.

Prospecting and negotiating often make salespeople uncomfortable. But negotiating isn’t something to run from. It’s something to embrace when you do it the right way.

Negotiation isn’t about fear—it’s about strategy.

Here are 12 critical factors to help you negotiate with confidence and win.

1. Sell First, Negotiate Second

Too many salespeople race straight into negotiation. That’s a mistake. Sell first. Sell the value; sell the outcome. When you do a great job of selling, negotiation becomes less of an issue because the customer already sees the value you bring.

2. Knowing When to Negotiate

Negotiation doesn’t happen until after you’ve put your proposal on the table—and only after the customer pushes back. Don’t negotiate prematurely. Make sure you know why they’re rejecting your offer before you begin.

3. Knowing Who the Decision Maker Is

Never negotiate with someone who doesn’t have the authority to decide. Ask early: How do you make decisions like this? What’s your process? You need to be at the table with the person who can actually say yes.

4. Knowing Their Real Needs

Surface-level needs aren’t enough. Dig deeper. Understand the true pain points, the real drivers behind their decision. When you know their critical needs, you can present a value proposition that truly resonates.

5. Knowing Their Timeline

Customers buy on their timeline, not yours. If you push your timing, you’ll end up discounting.

Instead, understand what’s driving their urgency—or what happens if they don’t make a decision. Then align your strategy with their timing.

→ Read: Creating Momentum with Your Prospecting

6. Knowing Their Value of Money

Money means different things to different people. For some, cash flow is critical. For others, it’s about long-term value. Just like choosing Starbucks coffee over McDonald’s coffee, people will pay more when they see more value. Understand their perspective.

7. Being Willing to Walk Away

If you’re not willing to walk away, the customer will drag you down to the lowest possible price. Sometimes the best deal you’ll ever make is the one you don’t make. Know your limits—and stick to them.

8. Never Ask, Only Tell

Don’t ask, “Is this price okay?” That invites the customer to push back. Tell them.

State your price with confidence, backed by the value you deliver. When you believe in it, they will too.

9. Leverage Time

Time works on both sides. Sometimes dragging things out benefits you. Other times, urgency plays in your favor. Know how time impacts the customer’s decisions and use it strategically.

10. Use Silence

Silence is powerful. Say your price, then stop talking. Let the customer sit with it. Silence also applies to your responses—don’t rush to counter every objection. Wait. Let them process.

11. When Not to Write

Don’t put anything in writing until you’re confident the deal is firm. If you document too early, you lose flexibility and negotiating power. Keep it verbal until the details are solid.

12. Your Confidence

Negotiation is won or lost in your mindset.

Be confident that your offer creates value. A low price can signal low quality, so don’t cave. Stand firm, knowing you’re serving the customer’s best interests.

Leadership in Sales: 10 Letters that Change Everything.

L-E-A-D-E-R-S-H-I-P: Dissect what it truly means to be a leader in the sales world

Find episode #347 wherever you download podcasts!

How to Run a Discovery Call that Builds Trust and Wins Clients w/ Brad Pearse

Discovery Calls, LinkedIn, Sales Navigator, and the Future of Sales

Episode #348 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.

This blog brought to you by The Sales Hunter Podcast.

Selling isn’t heart surgery. Yet so many salespeople act like it is. They overthink, overcomplicate, and overwhelm themselves—and in the process, they stall deals that could have moved forward.

On a recent episode of The Sales Hunter Podcast, I sat down with Brad Pearse of Simplified Selling to break down why salespeople make things harder than they need to be, and what it looks like to strip sales back to the basics.

1. Why We Overcomplicate Sales

Salespeople, by nature, want to get it right. But that perfectionist mindset can be a trap. Brad shared that many reps—himself included—overthink every move, trying to get it “just right.” The result? Confusion, frustration, and missed opportunities.

At its core, sales really comes down to three things:

Identify the problem your client is trying to solve.Know who you’re talking to—the person or company with that problem.Help them reach the outcome they’re looking for.

Everything else is noise.

2. Start with the Right Question

One of the simplest (but most powerful) discovery questions Brad asks is:

“Why did you reach out?”

That one word—why—opens the door to understanding the client’s true challenges, needs, and motivations. Yet many salespeople hesitate to ask because they fear the answer might put them on the spot.

Brad’s advice? Ditch the fear and lead with curiosity. Treat discovery calls the same way you’d treat meeting a new person—you ask questions to get to know them. Sales is no different.

3. The Discovery Call: Stop Selling, Start Listening

Too many reps see discovery calls as their chance to pitch. Brad flips that around. A strong discovery call should feel conversational, not like a sales script.

Here are the keys he outlined:

Mindset of curiosity—show up to learn, not to sell.Do your homework—research the company and their industry.Uncover pain points—why they reached out, what they’re struggling with, and what transformation they want.

The goal isn’t to close in that first meeting. The goal is to earn a second one.

4. Why the Presentation Belongs Later

Salespeople often rush into presentations. “We’ve been in business 65 years, we have three offices, and here’s our cool building…” Sound familiar?

Brad recommends saving the presentation for the second call. Use the first conversation to listen, then return with recommendations tailored to what the client actually cares about.

And here’s a pro move: before ending the discovery call, ask, “When I come back with recommendations, what specifically would you like me to address?” That way, the prospect helps shape the agenda—and is already bought into the next step.

5. SMB vs. Enterprise: Lessons to Swap

Brad has worked both in SMB and enterprise sales. Each has strengths the other can borrow:

SMB reps should think more strategically, aligning solutions with big-picture company goals.Enterprise reps should adopt SMB discipline, focusing on consistent prospecting activity instead of getting lost in unstructured time.

Both sides can sharpen their edge by adopting what the other does best.

6. Where Sales Is Headed

With buyers now doing up to 80% of their research before ever speaking to a rep, the sales process is shifting. Reps can no longer rely on “show and tell.” Instead, they need to:

Lead with insights. Share knowledge the buyer doesn’t already have.Add value first. Demonstrate expertise before pushing product.Build a personal brand. In today’s digital-first world, platforms like LinkedIn matter more than ever.7. LinkedIn: From Resume to Resource

Too many salespeople treat LinkedIn like a digital resume. Brad argues it should be a resource page—a place that shows prospects how you can help solve their problems.

His LinkedIn must-haves for sales reps:

Profile as a resource. Position yourself as an expert, not a job-seeker.Sales Navigator. One of the most underused tools, it surfaces buying signals and drives warm introductions.Daily use. Tools don’t work if they’re not part of your routine. Leadership must set expectations and build LinkedIn into the sales process.8. The Future of Selling Is Simple

At the end of the day, simplified selling is about this: help people solve problems. The tools may evolve, the platforms may shift, but the foundation stays the same.

Sales isn’t about perfection. It’s about curiosity, clarity, and consistency. Strip away the clutter, focus on the basics, and you’ll find selling is far less complicated than most make it out to be.

About the Guest:

Brad Pearse helps B2B sales teams accelerate pipeline with LinkedIn. He’s the Founder and CEO of Simplified Sales.

Monday Sales Kickoff

Leadership is the line between being average and being great. Customers don’t want to work with salespeople who don’t know anything. They want someone who shows confidence, influence, and yes—leadership.

That’s why today I’m breaking down the word LEADERSHIP into an acronym. Each letter holds a trait you can live out to drive better results in sales—and in life.

L – Listen

Leadership isn’t about barking orders. It starts with listening.

When you listen, you learn. And when you learn, you uncover the real needs of your customer. Don’t underestimate the power of shutting up and truly paying attention.

E – Empower

The best leaders don’t control people. They empower them.

Your buyers are smarter than ever. They want the ability to make decisions. When you empower them, you build trust and help them succeed—even when you’re not in the room.

A – Attitude

Your attitude is contagious. If you walk into a sales call discouraged, don’t expect your customer to be excited.

A strong attitude fuels your belief, sharpens your focus, and makes you a better listener.

D – Driven

Top sales leaders are driven—not to the point of burnout, but with a relentless commitment to success.

Driven sellers believe in what they’re doing. That belief is magnetic, and it attracts customers who want to work with winners.

E – Encourage

Be quick to encourage. Celebrate small wins. Compliment often.

Encouragement inspires confidence, strengthens relationships, and builds momentum.

R – Relationships

You can’t lead without relationships. Period.

The best salespeople give before they take. They connect people, share resources, and build networks. Strong relationships create opportunities you can’t buy.

S – Simplify

Confused buyers don’t make decisions. They delay.

Your job is to simplify everything—your pitch, your process, your message. The clearer you are, the faster decisions get made.

H – Helpful

Great leaders give of themselves.

Being helpful doesn’t mean giving your product away for free. It means helping your customer solve challenges, connect with others, and see a clearer path to success.

I – Imagine

Leadership requires vision.

Help your customer imagine what success looks like. Paint the picture. Tell the story. Show them what’s possible. And yes—imagine big things for yourself too.

P – Passionate

If you’re not passionate, why should your customer be?

Be passionate about your customers. Be passionate about serving. When passion drives you, energy and results follow.

One More Acronym: EGO

Now, let me leave you with one more acronym: EGO—Empowering Greater Outcomes.

That’s your mission this week. Ask yourself: Who will I help empower to a greater outcome? Write down their names. Take action.

Because leadership in sales isn’t optional—it’s the key to becoming a top performer.

Final Thought

I’ve never met a consistent, top-performing salesperson who wasn’t also a leader. Leadership fuels confidence. It earns trust. And it gets you invited into bigger, higher-level conversations.

So take this acronym—LEADERSHIP—and work on one letter at a time. Build it into your week. Empower greater outcomes for yourself and for others.

That’s the Sales Hunter way.

Prospecting doesn’t fail because it’s hard. It fails because salespeople take shortcuts. I’ve identified areas that if you fix them, your plan will finally deliver the results you’re after.

Let’s walk through ten of the biggest reasons prospecting plans fail—and how to avoid them.

1. Using the Same Process for Everyone

If you’re using the same process and messaging for every prospect, you’re setting yourself up for failure. You’ve got to know your ICP—your ideal customer profile. Each vertical, each segment needs its own approach. Generic plans don’t cut it.

2. Having Too Many Prospects in Your Pipeline

More isn’t better. If you’ve got too many names in your pipeline, you can’t manage them. I’d rather have fewer prospects I truly understand than a long list I never engage with. Prospecting is about going deep, not wide.

3. Not Following Up

The number of salespeople who fail to follow up amazes me. Following up is where deals are closed. Customers buy because you stayed in touch even when they weren’t ready. That’s where your CRM becomes your best friend.

4. Not Segmenting Your Prospects

You can’t just lump prospects together. They’re not only different by industry or vertical—they’re also in different stages of the buying process. Segment your list so you know what message to send, and when to send it.

5. Relying on Email

Email isn’t a prospecting plan. Anyone can send 10,000 emails and call it activity, but it doesn’t mean results. Email should be part of your mix, not your entire strategy.

→ Read: The Ultimate Sales Process Check-Up

6. Thinking Social Media Is Your Answer

Social media has its place, but it’s not the magic bullet. Too many salespeople waste hours scrolling, posting, and convincing themselves they’re working. Social media supports prospecting—it doesn’t replace it.

7. Not Scheduling Time to Do It

If prospecting isn’t on your calendar, it won’t happen. Even I, who talk about prospecting constantly, can get busy with other things. Block the time, protect it, and stick to it.

8. Failing to Realize Your Prospects Don’t Care About You

Your prospects don’t care about your company or how great you think you are. They woke up today with problems to solve. Speak to their needs, their pain points, their goals—that’s where their attention is.

9. Not Tailoring Your Messages to Your Prospect

Personalization isn’t just dropping a name at the top of an email. True tailoring means you’ve done your homework and you understand the customer’s world. A smaller, focused list makes tailoring possible.

10. Failing to Realize the Phone Still Works

The phone isn’t dead—it works. I love calling Friday afternoons. People pick up, conversations flow, and deals move forward. Don’t buy into the myth that no one answers. Pick up the phone.

6 Mistakes in Handling Sales No’s

Turn rejection into opportunity.

Find episode #345 wherever you download podcasts!

LinkedIn Strategies for Lasting Sales Growth w/ Brynne Tillman

Brynne outlines seven essential searches that tap into the potential of Sales Navigator

Episode #346 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.

This blog brought to you by The Sales Hunter Podcast.

LinkedIn is no longer just an online résumé. It’s a powerful sales tool—if you know how to use it. I sat down with LinkedIn expert Brynne Tillman, co-author of The LinkedIn Edge with Jeb Blount, to talk about what’s new, what’s working, and how sales pros can use LinkedIn with confidence and integrity.

The Good, the Bad, and the Ugly of LinkedIn Right Now

The good news? LinkedIn is going all in on AI—ethically and effectively. Sales Navigator now makes pre-call planning stronger than ever. You can walk into meetings armed with relevant insights and data.

The bad? LinkedIn is cracking down on bots and automation. That’s uncomfortable for people who leaned on shortcuts, but the reality is—bots are spammy. If you’ve ever been hit with a dozen cookie-cutter messages after posting, you know why this cleanup matters.

The best news? The core of LinkedIn hasn’t changed. You can still leverage your network and social proximity to connect with the right people. Relationships remain at the center of sales.

The Seven Sales Navigator Searches Every Seller Needs

Sales Navigator is one of the most underutilized tools on LinkedIn. Brynne outlined seven searches every rep should save:

Your Base ICP Search – The broadest view of your ideal customer profile.ICP + First-Degree Connections – Who in your network already fits?ICP + Second-Degree Connections – Your warmest path to new opportunities.ICP Job Changes (Last 90 Days) – New roles often mean new priorities.ICP + Posted on LinkedIn – Active voices who are more likely to engage.Account Search by ICP – Company-level insights, including revenue filters.Accounts + First-Degree Connections – The overlap of companies and relationships.

These searches help you stop “random acts of social” and create a focused prospecting methodology.

Triggers vs Buyer Intent

Too many sellers wait for someone to visit their website before they call it “buyer intent.” That’s a mistake. Buyer signals show up long before that.

Think in terms of triggers: job changes, promotions, or a new executive hired to make an impact. These moments open the door to conversations.

Then look for intent signals: following your company page, viewing employee profiles, or departmental growth and reductions. Each of these hints at shifting needs—and an opening for you.

Breaking Through the LinkedIn Message Pile

If you’re like me, your LinkedIn inbox is filled with pitch slaps—people reaching out without building trust. The key to breaking through isn’t sending more messages; it’s slowing down.

Brynne calls this “slow prospecting.” Instead of pushing your pitch, nurture relationships over time:

Engage 10 times more than you post.Use social proximity to secure introductions.Leverage second-degree connections for warm credibility.

When you slow down your outreach, you speed up your outcomes.

Fast vs Slow Prospecting: Both Work

One of the highlights of Brynne’s book with Jeb Blount is how they approach prospecting differently. Jeb pushes fast prospecting—moving quickly to convert. Brynne champions slower, trust-based outreach.

Both work. The right approach depends on your market, your product, and your style. What matters most is choosing the path that fits your sales cycle and executing with focus.

Final Word

LinkedIn is evolving, but the fundamentals remain: build trust, engage with purpose, and leverage your network. Whether you prospect fast or slow, the key is clarity, consistency, and credibility.

If you want to go deeper, check out Brynne and Jeb’s book The LinkedIn Edge. And remember—LinkedIn isn’t about more activity. It’s about the right activity.