Mark Hunter

Close more sales by identifying high-profit prospects

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Mark Hunter is a globally sought after keynote speaker, trainer, and consultant on sales leadership. His mission is to motivate sales teams to rethink their prospecting process.

He helps companies find and retain high quality prospects and then how to approach them at the right time. His theory is that if you have the right prospects, you won’t have to discount your fee. He inspires sales teams how to create an environment and culture to motivate themselves, and prospect with integrity.

With more than 15+ years in the corporate market working for Fortune 200 companies in senior positions leading hundreds of salespeople combined with his 20+ years experience as a sales consultant, speaker, and coach, Mark has been able to develop a methodology that salespeople and companies around the world use and have success with.

As the author of the best-selling books High-Profit Selling: Win the Sale Without Compromising on Price, and High-Profit Prospecting, Mark’s work is his firm commitment to show others that by targeting better prospects, it is possible to close more deals at a higher price.

 
 
 

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Mark Hunter will leave you with the tools you need to effectively prospect, make the first contact, close the sale, and create success for yourself time and time again.

TOPICS

High-Profit Prospecting: Driving Breakthrough Results

This keynote is based on Mark’s best-selling book, High-Profit Prospecting – Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. The quest for leads and prospects is a never ending battle. Salespeople are quick to blame everything but themselves for their own shortcoming when it comes to prospecting. Mark Hunter, CSP, “The Sales Hunter,” in his fast-paced and engaging style, will have everyone assessing what they’ve been doing. More importantly, he will equip them with strategies they can use immediately! With Mark Hunter as your keynote speaker, you get content and motivation. It’s why he’s shared the platform with such prominent speakers, including Seth Godin, Tony Robbins, Gary Vaynerchuk, Simon Sinek and others. Attendees will leave the session believing they can fill their pipeline with the right prospects and, better yet, they’ll leave with specific steps they need to do to make it happen.

Sample of Subjects Covered:

  • Your Attitude Toward Prospecting

  • Assessing Your Existing Prospecting Methods

  • Measuring the Prospecting Process

  • Who is Your Perfect Prospect

  • Developing the Prospecting Process

  • Refining Your Communication Process / Timing

  • Engaging Your Prospect

  • The Value of You to Your Prospect

  • Suspect vs. Prospect

  • Building Value from Their Needs

  • Using Multiple Tools to Reach Your Prospect

  • Getting Past the Gatekeeper

  • Reaching the C-Level Person

  • Leveraging Referrals

  • Keeping the Prospect Engaged

  • Re-Engaging with a Dormant Prospect

  • Managing Yourself

  • Staying Motivated to Prospect

 

Sales is Leadership. Leadership is Sales.

This program is based on the belief that the salesperson who acts like a leader will indeed be seen as a leader and will develop better customers. Developing this leadership attitude across an entire sale team can have dramatic positive impact on the bottom line. Too many salespeople don’t understand their role. They see it as selling a product or a service — when in fact the sales rep’s role is to show the prospect what is changing in their industry, strategies they can deploy to avoid mistakes that their competitors are making and be a true partner, rather than a vendor. In this program, Mark Hunter, CSP, “The Sales Hunter,” gets up close with personal leadership stories that pull people in and create lasting change.

Your team will benefit from these outcomes:

  • Attendees will understand why being seen as a leader is essential if they expect their customers to see them differently and have greater respect for them.

  • Attendees will learn how to use influence and impact to create legacy outcomes.

  • Attendees will see how motivation is not something others do for them, but what they do for themselves.

  • Attendees will understand how to use “sales leadership” to open up new opportunities with existing accounts and new accounts.

Who will benefit from this program?

Companies / Sales Teams:

  • This program serves well for a sales meeting that will include marketing presentations or other company-focused initiatives where the organization change is expected.

  • Excellent for sales teams that are demotivated or are seen in the marketplace as struggling to find their place.

Association Audiences:

  • Excellent for association events what will have a diverse audience and numerous topics presented.

  • Fits well with association events that need to attract senior level people to the conference.

 

The Insanity of Discounting Your Price

Whether you team is discounting too much, struggling to implement a price increase or facing other pricing challenges in today’s economic landscape, Mark Hunter, CSP, “The Sales Hunter,” is the foremost thought leader in helping organizations eradicate poor pricing behavior and drive top line and bottom line profits. Discounting your price is not a sustainable strategy. In fact, it’s not even a viable quarter-end strategy.

Sample of Issues Covered:

  • Low Pricing is Not a Sustainable Competitive Advantage

  • C+C=C=O=P

  • The Reality of a Discount / Price Increase

  • Value Equation

  • Finding Value / Building “Added Value” Benefits

  • Value Propositions

  • Risk Factor Worksheet

  • ROI Driven Presentations

  • Cost Conversion Assessment

  • Solution Saving — The ROI

  • Profit / Outcome Focused Questions

  • Rules of Pricing

  • Responding to Common Pricing Issues

  • Pricing Excuses

  • Dealing with a Purchasing Department

Additional resources you may wish to include for your audience:

  • High-Profit Selling book

  • High-Profit Selling workbook

  • High-Profit Selling video series

Who will benefit from this program?

Companies / Sales Teams

  • Companies and sales teams that have relied on price discounts to close deals too frequently.

  • Perfect for sales teams that operate in a commodity or price sensitive type of industry.

Association Audiences

  • Excellent for associations that have members in commodity or price-sensitive types of industries.

  • Great program for audiences that work globally and have to compete in a wide number of global markets where price is viewed differently.

 

Photos

Achievements

 
 
 
  • Linkedin Top Voices, 2018

  • Leading Sales Consultants, Selling Power, 2018

  • Certified Speaking Professional, National Speakers Association, 2018

  • The Top 50 Sales Blogs, 2018

  • The Top 30 Global Gurus Sales 2018

  • The Top 50 Sales & Marketing Blog 2018

  • Sales Influencer Fit Small Business

  • The Top Sales & Marketing Webinar, Post, & Individual Blogs, 2017

  • The 100 Top Sales Blogs to Follow in 2018

  • The Top Sales Performance Gurus 2015

  • The Top 25 Sales Professionals on Twitter 2014

  • 18 Sales Blogs You Should Be Reading / 2014

  • Top 50 Sales and Marketing Influencers 2012, 2013, 2014

  • Advice for Young People from 9 Sales Veterans

  • Top 5 Sales Blogs 2012

  • Top 50 Sales and Marketing Blogs 2012

  • Top 50 Sales and Marketing Masters on Twitter 2012

  • Top 50 Blogs of 2010

  • 50 Sales Pros to Follow on Twitter 2014

  • Brightest Minds in Sales to Follow on Twitter

 
 
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For info on Mark's fees and availability, please send us a message or call 913.890.3246.