The Sales Evangelist

People crave genuine connection, and that can feel harder to create in today’s AI-driven world. But when you sell with integrity, buyers trust you more and move forward with confidence. Joining me in this episode is Mark Hunter, longtime friend, professional seller, and author, to talk about his new book Integrity First Selling and his passion for authentic, trust-based sales.Why Integrity Still Matters in SalesYes, AI tools are handy but nothing can replace genuine human connection. Buyers want to know that you care enough about their problem to actually fix it. Mark defines integrity in sales as honoring commitments and refusing to sell what clients don’t need. He emphasizes that great selling is rooted in serving people, not just closing deals.Lessons Learned the Hard WayMark shares stories from his early sales career, including being fired after chasing short-term wins over long-term relationships. He reflects on a deal that ultimately harmed both the client and his company’s reputation, showing the real cost of compromising integrity. His experience reinforces that quick wins are never worth lasting damage to trust.The Power of Referrals and RelationshipsA key theme is how integrity naturally leads to referrals and repeat business. Mark encourages sales professionals to give value, speak honestly even when it’s difficult, and recommend other options when they are not the right fit. He stresses that leaders and sellers alike must model integrity and commit to the long game.“Just speak the truth 100% of the time and you're going to sleep a lot better.” - Mark HunterResourcesFind "Integrity First Selling" on Amazon or visit thesaleshunter.com for more resources.Check out my past episode 426 with Mark to hear his advice on high profit prospecting. Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Discussion of why sales cycles are stretching and three macro causes behind the trend. The idea of teaching buyers how to buy and acting as a consultant rather than an order taker. How mutual action plans and multi-threading speed internal decisions. Tactics to uncover individual stakeholder motivations and reduce buyer risk with flexible options.

A sales pro describes feeling unproductive and the hazards that derail selling. Time management tips focus on protecting prime selling hours and stacking outreach. A territory-owner mindset is recommended to take ownership of results. Habit-building ideas include daily prospecting blocks, simple performance metrics, and moving nonessential tasks to downtime.

Three practical ways to generate high quality referrals are explored. The conversation covers asking satisfied customers for introductions. It highlights asking non-buyers to connect you with others who need help. It explains using LinkedIn connections and targeted outreach to find ideal prospects.

Recently, a seller sent me a voice note asking why his framework is failing him every single time. I am sure other sellers are facing this same issue, and in this episode, I am going to share how to fix it. Sales is not a black and white solution. It is filled with ambiguity. My advice will help you navigate those gray areas with more confidence.Beyond the FrameworkI start by challenging the idea that just following a sales framework guarantees success.Every sales scenario has unpredictable human factors, so sticking strictly to a process is not enough. You have to be ready to adapt and read the situation in real time.The Power of Reviewing the TapeOne of my biggest recommendations is to listen back to your recorded calls, either on your own or with someone you trust. This gives you a more objective perspective on what is working and what is not. I also suggest using tools like ChatGPT to analyze transcripts or get external feedback. It is a great way to spot patterns you might miss.Taking and Maintaining ControlBefore every call, set an agenda and make sure both you and the prospect are aligned on the outcomes. If you give up that control, the prospect will take the lead and that usually leads to ambiguity or stalled deals. Staying in control does not mean being pushy. It means guiding the conversation toward results.Always Secure a Next StepNever leave a meeting without scheduling the next step. I have lost deals in the past because I did not do this, and it kills momentum fast. Make it a habit to lock in what comes next before the call ends.Courage to Ask the Tough QuestionsGoing through the motions is not enough. Developing the art of sales means reading between the lines and asking the uncomfortable questions. That is what separates great sellers from everyone else. You have to be willing to challenge your prospects in a way that adds value and drives clarity."There's a lot of gray areas in sales, especially when you're dealing with humans who tend to be unpredictable." - Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

There is a specific way to use AI technology to get the results you want. To show us how to do this, Dr. Eve Kedar, a community builder, enablement strategist, and educator, joins me for this episode. Drawing on her experience supporting over 18,000 AI enthusiasts, Eve shares strategies to help sales teams use AI without amplifying the overwhelm that can come with new technology.Meet Eve KedarEve Kedar is a sales enablement strategist, author, and advisor with over 15 years of experience helping sales organizations move from scattered training to scalable systems that actually drive results.She’s the author of Build a Kicka$$ SalesTeam and Build a Kicka$$ Online Community, and works with SaaS and tech leaders to improve ramp time, execution, and alignment.Eve brings a practical lens to AI adoption, focusing on cognitive diversity, real workflows, and helping sales teams use AI as a thinking partner, not a replacement.Empowering Sellers Through Cognitive DiversityWe begin by talking about how effective AI integration starts with recognizing the unique strengths each seller brings to the table.Eve explains that instead of forcing uniformity, leaders should support and amplify those differences with the right tools.She shares stories of helping one seller who is highly data driven and another who is a natural storyteller use AI prompts tailored to their individual styles. The goal is not to replace human skills, but to enable them.Practical Steps for AI AdoptionWe also break down simple, actionable steps sales leaders can take right away.For example, setting up a team chatbot such as ChatGPT that is loaded with your company’s sales processes can give both new and experienced reps targeted guidance.This helps them become more independent while also personalizing their development.Eve reminds us that leaders do not need to master every AI tool. What matters most is encouraging curiosity, exploration, and the sharing of best practices.Maintaining Humanity, Curiosity, and CreativityAnother major theme in our conversation is balancing productivity with preserving the human touch.Eve suggests gamifying prompt writing, celebrating creativity, and encouraging bold curiosity so teams do not become overly reliant on automation.While entry level roles may evolve as AI takes over repetitive tasks, sellers will be expected to think more deeply and build stronger relationships than ever before.Community and CollaborationWe also discuss the importance of leveraging AI communities, both internally and externally.Creating space for open dialogue and experimentation allows teams to learn from one another, spark new ideas, and reduce the overwhelm that often comes with adopting new technology."Cognitive diversity is a great thing on a sales team. Don’t suppress it with AI tools. Use the tools to help them, you know, amplify their diversity. But leverage the results. The outcomes are still what’s important." - Eve KedarResourcesFind Eve Kedar on LinkedIn and check out her thriving AI community for more insights and resources on AI adoption in sales.Get Eve’s books on Amazon: Build a Kicka$$ SalesTeam, Build a Kicka$$ Online CommunityKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content.Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Do buyers lie? The short answer is yes and I’m going to tell you why in this episode. I’m also going to tell you how to get the truth of their issues out and close the deal. Why Do Buyers Lie?Buyers don’t always lie intentionally. However, there’re three main reasons why they do:They feel uncomfortable saying “no.”They’re not interested but don’t want to hurt your feelings.They want to “think about it,” often as a way to avoid further discussion.Key Strategies for SellersIf you find them lying to you, try these strategies to get the truth out of them: Seek honest answers by asking tougher, more direct questions.Never assume a prospect’s motives, instead get to the real issue.Practice probing with family or friends to build confidence.Avoid desperation and maintain control throughout the process.Don’t wait. Address hesitations immediately rather than letting deals linger.“Why in the world do we hoard horrible deals? Is because internally we believe that there's still hope. But I'm telling you not to do that. Cut them and go to the next one. Don't be afraid of losing something.” - Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

SDRs and BDRs are having to become more strategic and more technical to close deals. You would think that in a world of AI, their jobs would become easier or even be replaced. But buyers are more informed, and they know when a seller is not putting much effort into personalization. Joining me in this episode are two sales professors, BJ Allen and Kristie Jones, to discuss how we can better prepare sellers for these changing roles.The Evolution of Sales RolesThe role of SDRs and BDRs is changing as buyers become more independent and better informed through AI and easy access to information. Sales is no longer just about cold calling and emailing. Today’s sellers need stronger critical thinking skills, deeper product and industry knowledge, and the ability to add value much earlier in the buying process.AI’s Impact on Sales ProcessesAI is reshaping sales, from prospect research to reviewing discovery calls. This shift is pushing teams to be more intentional about their processes and committed to continuous learning. Kristie encourages both students and sales teams to experiment with new technology, even when it does not work perfectly, because that is where growth happens.Soft Skills Take Center StageWhile technical skills are becoming more important, we agree that soft skills still separate good sellers from great ones. Kristie highlights the importance of building trust, negotiating effectively, and handling objections. As more routine tasks are automated, sellers who can connect with buyers, educate them, and solve real problems in a personalized way will stand out.Advice for Educators and LeadersThe focus should be less on rigid outreach sequences and more on creative problem solving, personalization, and value-driven conversations. Try to prepare your students for modern sales roles by blending technical knowledge with strong communication skills throughout your curriculum.“Everything's changing about the seller, because everything's changing about the buyer.” - Kristie Jones ResourcesFind Kristie Jones on LinkedIn or visit kristiekjones.com.For more sales education resources, listen to “Sales 101: The B2B Sales Classroom.”Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

They unpack why LinkedIn messaging usually fails and how concise outreach wins. They explain defining an ideal customer profile before you message. They show how one simple, curiosity-driven question can trigger replies. They cover testing campaign metrics and building lists around trigger events for higher response rates.

Discover the power of LinkedIn posting to boost your sales game. Learn why sharing your mistakes and lessons can forge trust and spark engagement. Delve into the importance of personal insights, showcasing your human side beyond sales. Uncover how posting about industry trends and data can elevate your status as a valuable resource. By combining these strategies, you'll create meaningful connections and stand out in the crowded LinkedIn landscape.