Sales Hacks

High-Profit Prospecting Strategies – Outside Sales Talk with Mark Hunter

Mark Hunter, known as the “Sales Hunter”, is a keynote speaker, sales trainer, consultant and the author of the best-selling book “High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results”. With over 30 years of sales leadership experience, Mark helps salespeople develop successful prospecting strategies and close more deals. In this episode, Mark uncovers the biggest prospecting myths and shares his powerful tactics that will help you get the best leads and drive revenue.

Here are some of the topics covered in this episode:

  • High-profit prospecting strategies: insights from Mark’s best-selling book
  • Writing cold emails that get your prospect’s attention
  • Prospecting myths and pitfalls
  • Prospecting role play with Mark and Steve
  • The best trick to actually start prospecting


To make the most out of your time with prospects, it’s important to communicate the value of your product and map your solution to their needs. Learn how to deliver the perfect sales pitch and close more deals!

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of the two best-selling books “High-Profit Prospecting” and “High-Profit Selling: Win the Sale Without Compromising on Price.”

Mark helps companies identify better prospects, close more sales and profitably build more long-term customer relationships. Since 1998, Mark has conducted thousands of training programs and keynotes on sales. He is best known for his ability to motivate and move an organization through his high-energy presentations.

He has received the Certified Speaking Professional (CSP) designation from the National Speakers Association, a designation that requires strict criteria and is given to a small percentage of NSA speakers.

Mark spent more than 18 years in the sales and marketing divisions of three Fortune 200 companies. During his career, he led many projects, including the creation of a new 200-member sales force responsible for volume in excess of $700 million. Mark has held sales management roles in teams ranging in size from 20 to 900 members. This level of experience is at the core of every program he delivers to thousands of people each year in the areas of sales, prospecting, negotiating, pricing, communication and leadership. Clients appreciate his specific strategies that yield measurable outcomes.

Not only does Mark have expertise in sales, but also knows how to communicate it to others. This is seen by the 50+ speaking events he does each year throughout the U.S. and Canada and around the world.



Twitter: @TheSalesHunter


Listen to more episodes of the Outside Sales Talk here and watch the video of the episode here!

Actionable Ways to Use Linkedin for B2B Sales – Outside Sales Talk with Kurt Shaver

Kurt Shaver is a LinkedIn Trainer and Keynote speaker, helping B2B inside and outside sales teams win more business with digital sales techniques. If you want to grow your professional network of customers, prospects and partners, connect with more decision makers through introductions and referrals, and increase your visibility and value online, Kurt is the guy!

Kurt carried a bag as a sales rep, led teams as VP of Sales and is now helping sales teams increase revenue through adopting the right sales tools and strategies. On this episode, he is sharing his in-depth knowledge and actionable tips about the most important social selling tool LinkedIn, and how you can use it to become more successful in outside sales.

Here are some of the topics covered in this episode:

  • Why LinkedIn is crucial for Field Salespeople
  • How to use LinkedIn to grow your network and build relationships
  • 3 tips to make initial contact with a prospect on LinkedIn
  • How to make a powerful LinkedIn profile that stands out and attracts your buyers
  • What NOT to do on LinkedIn


Learn more about how to generate more leads with LinkedIn!

Listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Kurt Shaver is a co-founder and Chief Sales Officer of Vengreso, a digital sales transformation company focusing on sales and marketing alignment. Kurt is an expert at getting sales teams to adopt new sales tools and techniques. Through a successful career in technology sales, Kurt learned what it takes to reach B2B decision makers. As a VP of Sales for a global software company, Kurt was the executive sponsor of a rollout. That’s how he learned what it takes to get salespeople to adopt new tools and techniques. That knowledge led to him launch his own Salesforce consulting business in 2008. When LinkedIn went public in 2011, Kurt recognized that LinkedIn would be the next great sales technology and that it would require expert training. He pivoted his business and now has over 10,000 hours of experience training corporate sales teams like CenturyLink, Ericsson, and TelePacific Communications.

Kurt is the creator of the Social Selling Boot Camp and is a member of the National Speakers Association. He frequently speaks at corporate sales meetings and conferences like Dreamforce, Sales 2.0, and LinkedIn’s Sales Connect.


Twitter: @KurtShaver


Listen to more episodes of the Outside Sales Talk here!

Best Ways to Deal with Competition in Sales – Outside Sales Talk with Anthony Iannarino


Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader, joining us today to discuss competitiveness in Field Sales. One key thing that high-performing and successful salespeople share regardless of their industry, is that they embrace their competition, rather than let it intimidate them. In this episode, Anthony talks about how you can differentiate yourself in Field Sales and outperform your competitors.

Here are some of the topics covered in this episode:

  • Why competition is important in sales
  • Key skills that will set you apart from the competition
  • The mindset you need to outsell your competitors
  • A secret productivity hack and best books to read for salespeople
  • Sales trends and how to stay competitive in the future


Learn how you can differentiate yourself and outsell your competition with this killer territory plan!

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast.

About the Guest: Anthony Iannarino is a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results.

In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching, and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes, and gravitated toward B2B companies facing challenges in sales force management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals.

Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.

Anthony is the author of ‘The Lost Art of Closing: Winning the Ten Commitments That Drive Sales’ and ‘The Only Sales Guide You’ll Ever Need’. He’s also hosting the ‘In the Arena Podcast’ where he interviews top sales leaders about B2B and B2C sales strategies.

Stay tuned for Anthony’s new book ‘Eat Their Lunch: Winning Customers Away from Your Competition’, releasing October 16th!

Sales Blog:


Twitter: @iannarino

Check out more episodes here.

Attracting the Modern Buyer with Digital Sales – Outside Sales Talk with Mario Martinez Jr.

Mario Martinez Jr. is a former VP of Sales, Keynote Speaker & Digital Sales Evangelist. He has spent 82 consecutive quarters in sales and leadership helping to grow revenues for small to large fortune 100 sales teams. He was in the 100%+ Club for 15 out of 18 years! Mario talks about the modern buyer that is influenced by the Digital Sales Transformation. As sales and marketing professionals we must be aligned with our understanding of the buyer’s needs. We must meet the buyer in their digitally connected, socially engaged, mobile attached, video-hungry preferences. Today’s modern buyer requires a modern seller, and Mario shares how you can become that seller!

Here are some of the topics covered in this episode:

  • What is Digital Sales and how has it changed the Sales landscape?
  • The 4 characteristics of the “Modern Buyer”
  • Keys to being a successful Salesperson in today’s digital world
  • How to approach Digital Prospecting
  • Using video messaging to get your prospect’s attention


LinkedIn is an important tool to have in your sales arsenal. Learn how you can generate more leads with LinkedIn!

About the Guest: Mario is the CEO and founder of Vengreso, the only full spectrum provider of digital sales transformation services helping business professionals from small business to the enterprise accelerate growth through marketing and sales alignment, the mindset to be persistent and the toolset to scale.

He is a keynote speaker, sharing his strategies with companies such as SAP, ADP, Cisco, LinkedIn, + others. Fun fact – he is known to open a speech with a Salsa dance!

Mario has received the LinkedIn Social Selling Index (SSI) score of 99/100.

He is one of 20 sales influencers invited to appear in the Salesforce documentary film The Story of Sales launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional and in 2017 listed as the 6th Most Influential Social Selling Leader globally.

As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem. Mario is the host of the popular Selling With Social Podcast. He’s been featured in Forbes, INC., the and the Huffington Post.

During the episode, Mario mentions his podcast, Selling with Social, and the episode about 10 Steps to Launching a Digital Selling Program with Brynne Tillman. Check it out!




Twitter: @M_3jr and @GoVengreso

Listen to other episodes of ‘Outside Sales Talk’ here!

Strategies For Successful Referral Selling – Outside Sales Talk with Joanne Black

Joanne Black is America’s leading authority on referral selling. She shares her actionable strategies that help you get more qualified leads through referrals in Field Sales.

A referral program is the best prospecting approach to reach decision-makers, close B2B sales at an unprecedented 70% rate, shorten the sales process, and ace-out the competition. Joanne believes that in B2B sales, relationships still count. People still crave that interpersonal connection in today’s digital world. According to Nielsen, network recommendations trump all forms of advertising by 92%. That’s why asking for referrals produces better-qualified leads and longer-lasting client relationships. Ditch the cold calling scripts for a strategic sales plan designed for the 21st century modern buyer. Learn how to seed and grow without the awkward close.

Referrals work whether you’re:

  • Looking for a job
  • Want a promotion
  • Need more clients
  • Or are looking for a date


Joanne is a contrarian thinker who believes no salesperson should ever have to cold call, send cold emails, or send sales pitches to strangers on social media. She founded her business in 1996 when she discovered that even though referrals are the #1 way to generate quality sales leads, no organization had a disciplined, systematic referral program with skills, metrics, and accountability for results.

Here are some of the topics covered in this episode:

  • How referral selling can help you get more qualified leads
  • The best ways to ask for a referral and when to ask for it
  • Leveraging LinkedIn to manage customer relationships & engage with prospects
  • First steps to start integrating referrals in your sales strategy today


Check out this blog post about how referrals can help you generate more leads!

About the Guest: Joanne has more than 30 years of experience as an entrepreneur, sales executive and consultant with startups and Fortune 500 companies. She is the author of two books, No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust, and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. Her company, No More Cold Calling, is the #1 company in the U.S. for Referral Sales & Lead Generation. Joanne is working with account-based sellers to leverage referrals for lead generation.




Twitter: @ReferralSales

Listen to other episodes of ‘Outside Sales Talk’ here!

How to Optimize Your Selling Time in the Field – Outside Sales Talk with Wes Schaeffer

Wes Schaeffer is a Business Owner, Founder, Doer, and Author. Known as “The Sales Whisperer®,” he is a keynote speaker, inbound marketing expert, copywriter, and longtime HubSpot and Infusionsoft Consultant.

Schaeffer is the author of the books “The Definitive Guide To Infusionsoft: How Mere Mortals Increase Traffic, Leads, Prospects, Sales, Testimonials, Online Orders & Referrals With the World’s Most Powerful Small Business Sales & Marketing Automation Software” and “It Takes More Than a Big Smile, a Good Idea, & a Twitter Account To Build a Business That Lasts.”

Rated the top sales & CRM trainer during Dell’s Sales Process Transformation, Schaeffer helps businesses automate their sales and marketing to drive revenue.

Here are some of the topics covered in this episode:

  • How to work better and be more efficient while travelling
  • Tips to become the top sales rep on the team
  • How to optimize your time with a daily routine
  • Being “ruthlessly pragmatic” in sales
  • How to keep control of the conversation

Check out some more tips here on how to focus your schedule and crush your quota!

Listen to this episode on iTunesStitcherGoogle Play or wherever you get your favorite podcast!

About the Guest: Wes Schaeffer is the The Sales Whisperer®, HubSpot and Infusionsoft Consultant, and Keynote Speaker. Since 2008, he has helped small business owners automate their sales and marketing. Schaeffer helps you launch your Inbound Marketing plan based on his proprietary ABCDE Sales & Marketing System, which ties together Email Marketing, eCommerce, Affiliate Marketing, Landing Pages, and Direct Response Marketing.

His focus is on technology sales, lead generation, professional sales training, copywriting, email marketing systems, Infusionsoft CRM, internet marketing, new hire assessments, affiliate marketing, and Salesforce automation. Schaeffer is a husband and father of 7, as well as a podcaster. He has two podcasts,the Sales Podcast, which has more than 300 episodes, and the CRM Sushi Podcast.



Twitter: @SalesWhisperer



Listen to other episodes of ‘Outside Sales Talk’ here!