Sales Gravy: Jeb Blount Integrity First Selling with Mark Hunter
4 snips
May 7, 2026 
Mark Hunter, sales consultant, speaker, and author known for prospecting and high-profit selling. He tells origin stories and lessons from blown deals. He defines integrity-first selling and why prospecting is an obligation to help. He explains owning mistakes, playing the long game, leadership’s role in culture, and how integrity attracts better clients and margins.
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Buyer Journey Beats Sales Journey
- Integrity selling flips the focus from the seller to the buyer by making the buyer's journey the priority.
- Mark Hunter defines prospecting as an obligation to reach out when you can help, not a quota-chasing tactic.
Refer Prospects When You're Not The Best Fit
- If you're not the right provider, refer the prospect to someone who is and be willing to forgo commission.
- Mark Hunter says playing the long game earns respect and more future business through referrals.
Too Much Inventory Became A Reputation Problem
- Early in his career Mark took an oversized inventory order that later led the customer to write off stock.
- He later learned the sale damaged his reputation at that account and would have preferred to qualify quantity with the buyer.
