This 42-minute video features renowned sales strategist Mark Hunter exploring the powerful connection between sales skills and effective leadership. Discover why both disciplines fundamentally involve helping people achieve what they thought impossible. Learn essential insights including how to build trust as the foundation of every sale, the proper approach to discovery calls, the relationship between value perception and risk in decision-making, and strategies for prospecting in the AI era. The discussion covers practical leadership techniques, personal branding for sales professionals, and the three critical assets every salesperson must protect. With detailed timestamps covering topics from Eisenhower's D-Day leadership message to the importance of continuous learning, this comprehensive talk provides actionable strategies for becoming a leader people genuinely want to follow.
How to Use Sales Skills to Become a Leader People Actually Follow
Overview
Syllabus
00:16 – Sales and leadership: Eisenhower's D-Day message
01:50 – The real purpose of the discovery call
03:57 – Authenticity over slide decks
04:52 – Will AI replace salespeople?
06:28 – Risk, value, and the importance of trust
07:38 – How trust combats indecision
09:15 – Mapping customer problems upstream and downstream
10:41 – Selling with insight into your customer’s customer
11:33 – Using AI to personalize sales outreach
13:41 – Tips for expanding access to stakeholders
16:10 – Happy talkers vs. true decision makers
18:04 – The role of social media and personal brand equity in sales
19:24 – Why every rep needs a personal brand
21:24 – How to build content discipline in B2B sales
22:24 – Great leadership traits in sales managers
24:44 – Leading with integrity and taking ownership
28:06 – The leadership lesson that shaped Mark’s career
31:56 – Supporting reps during tough quarters
33:00 – Time: your most valuable asset
33:46 – Mark’s 3 most important career assets: time, mind, and network
35:16 – Diversifying your network like an investment portfolio
37:29 – Can virtual onboarding work for sales reps?
39:44 – Simple KPIs: Mark’s “5 conversations” rule
41:10 – Why sales is a lifestyle, not a job
42:47 – The importance of continuous learning
44:25 – Charlie Munger’s mindset on lifelong learning
44:37 – Final takeaway: why you owe it to prospects to reach out
Taught by
Learnit Training
