The top salespeople don’t chase shortcuts—they compete daily. Mark Hunter sits down with Jake Thompson, founder of Compete Every Day, to explore how a mindset of daily competition drives long-term results. Their conversation centers on controlling what matters most: effort, value, and relationships.

They break down practical strategies—like setting daily goals, using weekly check-ins, and gamifying progress—to stay consistent and motivated. Listeners will learn how to turn small actions into big wins over time.Mark also shares key routines that keep him focused during travel and distractions, and Jake offers insights on building discipline without shortcuts.

👤 About the Guest

Jake Thompson is a motivational Keynote Speaker and Author. He is the Chief Encouragement Officer at Compete Every Day.

Monday Sales Kickoff: Explore the power of routine and how it can significantly boost your success, whether in sales or any other field. Listen in as Mark share insights on how a well-structured schedule is the secret weapon to achieving your goals. We'll discuss how embracing routines and habits can actually enhance your life rather than restrict it.

Mark shares his own journey of starting this podcast and how accountability played a crucial role in making it a reality. Having someone to keep you accountable can make all the difference. Finally, Mark offers eight practical steps you can take to build a routine that leads to success.

Uncover the essence of what makes a great sales team. Traditional hiring methods are put to the test as Mark and Motive’s CRO Adam Block spotlight the need for discipline, accountability, and an insatiable curiosity over industry-specific experience. Join Mark and Adam as they explore the exhilarating shift from mid-market to enterprise-level sales. Adam shares his wisdom on how Motive is revolutionizing industries like agriculture, oil, and transportation with its innovative AI-powered platform.

Mark and Adam discuss the transition from SMBs to enterprise sales, sharing insights on the complexities and unique challenges that come with high-value transactions. Finally, the conversation delves into the art of segmentation and strategic alignment, crucial for any company aspiring to play in the enterprise league.

👤 About the Guest

Adam Block is the Chief Revenue Officer at Motive, an AI-powered operations platform built for the ‘physical economy’.

Monday Sales Kickoff: Seeing yourself as a leader can inspire confidence and integrity. This episode highlights the significance of lifting those around you and bringing insight into both your professional and personal life. You'll learn how being a respected sales leader can lead to referrals and unexpected opportunities, elevating your sales effectiveness to new heights.

Listen in as Mark discusses the critical importance of understanding customer needs to create urgency in the sales process. Drawing from a personal experience with erosion issues at home, Mark emphasizes the necessity for salespeople to ask the right questions to uncover a customer's true motivations and needs.

SaaS sales authority Scott Leese joins us offering his valuable expertise on how "old-school" sales tactics can breathe new life into modern sales strategies. Scott shares how the overuse of traditional tactics like cold calling and email outreach has led to their declining effectiveness. Instead, he argues for a return to more personalized, relationship-focused approaches, such as engaging through proactive referral networks and in-person meetings.

Let’s explore the future of tech sales in a world increasingly influenced by AI. Scott and Mark discuss the challenges and opportunities this presents, particularly in complex, enterprise-level sales where human interaction remains critical. Finally, delve into the potential of AI to eventually replace human salespeople and the skills needed to thrive in this shifting landscape.

👤 About the Guest

Scott Leese is the CEO and Founder of Surf and Sales, as well as Scott Leese Consulting.

Monday Sales Kickoff: Mark breaks down how focusing on the right metrics—not just outcomes—can reignite your momentum for the second half of the year. It’s time to shift the mindset, reassess your activities, and set achievable goals rooted in consistency and meaningful client conversations.

Mark dives into strategies for staying focused in a fast-paced world, sharing personal insights on building habits that stick, and highlighting the power of small, intentional actions. Learn how to use time blocking to prioritize what matters most, and how your CRM system can become a powerful tool for tracking performance and driving results.

Need a fresh perspective on why deals are truly won or lost? Let’s transform your sales strategy with insights from Steve Gilda, co-founder of Ignite Selling, as we dissect the pitfalls of relying on past experiences and assumptions in sales. You’ll discover how misplaced confidence can derail your sales pipeline and how the increasing use of AI tools like ChatGPT might be contributing to this issue. We’ll also highlight five common assumptions that often lead to stalled or lost opportunities.

We’ll explore how price is often the scapegoat in sales failures and how factors like product usability and stakeholder influences play a pivotal role. Steve and Mark share actionable strategies on creating urgency, understanding decision criteria, and pinpointing key influencers to elevate your sales game.

👤 About the Guest

Steve Gielda is the President and Co-Founder of Ignite Selling, a global sales training, simulation, and coaching organization.

Can AI enhance sales outreach while preserving the salesperson's instincts and expertise? Explore strategies for maintaining success in sales with insights from Carson Heady, Managing Director of the Americas at Microsoft. Carson shares his experience and wisdom on staying at the top of your sales game by prioritizing humility, continuous learning, and adaptability. Carson reveals how being a trusted advisor and valuing diverse viewpoints can drive long-term sales achievement.

We examine how AI serves as a co-pilot, not the ultimate decision-maker. Learn how crafting effective email prompts and utilizing AI-generated insights can improve customer interactions. By treating AI as an editor, not the publisher, we highlight the importance of maintaining authenticity and trusting human judgment in the sales arena.

Mark and Carson also discuss the concept of a pendulum rather than a balance to achieve a productive work-life rhythm.

👤 About the Guest

Carson Heady is a Sales Leader at Microsoft, Host of Mastering Modern Selling, and Author of Salesman on Fire.