How to have a Mindset for Value with Bruce Scheer and Mark Hunter

Bruce Scheer: Well, hey, Mark. Thanks so much for being on the ValuePros Show. So excited to have you here. Everyone tuning in, watching, listening, this is Mark Hunter. His friends call him Hunter. I learned by, reading, his book, A Mind for Sales over the weekend. Just fantastic book. Can't wait for everybody else to read this. But, Mark, thanks so much for being on the show. I really, really appreciate it.

Mark Hunter: Hey. Thank you for having me. We're gonna talk sales and what can be more fun than talking sales? Right?

Bruce Scheer: I'm telling you, especially, you know, everybody, a little bit of backstory. Mark, Hunter, and myself, we're both in the National Speakers Association. I've been on our board for NSA Northwest for 5 years now as president. Now I'm a past president. And let me tell you, Mark has created so much value for me and our chapter, but not just our chapter, literally nationwide, because right now he's sitting on the board and and contributing to everyone, in any way he can and creating value for us. So, Mark, I just wanted to let you know how much we appreciate you, not not only for my my show, ValuePros Show, but also for, all of the NSA. Your service is unparalleled. Really appreciate it.

Mark Hunter: Well, thank you. You know, life is just about giving. Life is about giving, helping others, and really that's what sales is. It's just helping others. So, I enjoy what I get to do and have fun doing it.

Bruce Scheer: Thank you, Mark. Well, the title for this episode is how to have a mindset for value. So Mark and I had a a premeeting about this, and I was sharing with Mark our value ready framework. So what we're trying to do with this framework, we're trying to turn sales reps into value professionals their buyers love. That's our mission. And to do that, we've got 4 key phases. You need to build trust. You need to understand your buyers' needs.

Bruce Scheer: You need to deliver insights, you know, really help them see how their world would be different with your solution. And then you need to drive execution. Things don't sell themselves, and and great sellers and value professionals especially show up to to get the right approvals. Mark, I know you're an expert in negotiation as well. I I really appreciate that. We might need to save that for another episode, though. And then also you want to be impact ready, you know, just making sure your buyer gets what you promise. That's the integrity side of sales.

Bruce Scheer: But this is our whole value ready framework. But what's missing is what Mark is most masterful in, and that's having a A Mind for Sales. We already heard that just now. So, Mark, I'm really excited for you to talk about that for us. And just before you do, I was reading Mark's book over the weekend, and also I was scrolling LinkedIn over the weekend, and I saw this visual by Vincent and, just loved it. Because Mark begins his book talking about how he was having a lot of windshield time driving across Eastern Oregon as one of his earlier jobs that he lets us know right out of the gate he got fired from. That's job number 1. Job number 2, also got fired.

Bruce Scheer: So I love how Mark shows up with humility to build credibility versus other people, you know, guilty as charged showing up talking about credentials and things they've accomplished. Mark's just saying, hey, man. I've been there just like you, and and and I've figured out how to get to the mountain top. So, anyways, Mark, thanks for being humble in what you do and all your service. Totally dig it. So, why don't we get into it, Mark? You know, why have a A Mind for Sales? What kind of thoughts would you have there for us?

Mark Hunter: Well, first of all, we gotta back up the bus here a little bit and think about what is sales really all about? Sales and the reason I got fired from my first two sales jobs is because I thought sales is something you did to people. You basically did this to people, and that's totally wrong. Sales is what we do for people. And when you change your perspective from 2 to 4, what does that mean? That's not a numerical equation. No. 2 means I I'm kinda jamming something down somebody's throat. 4 means I'm really serving them. I'm helping them.

Mark Hunter: And when I began to understand that, when I began to realize that, it's amazing at how it changed. Sales completely changed in my own mind. That's the that's the beauty. That's the power. Let me give you my definition of sales because it it really is a foundational piece. Definition of sales is to help others see and achieve what they did not think was possible. Now in order for us to do that, we have to believe that ourselves. See, I can't I can't lead anybody else until I first lead myself.

Mark Hunter: So if I can't believe that I can help others see and achieve what they didn't think was possible, how can I do that for others? And if you stop and think about that, if we just stop and listen, just listen, and truly be in the moment, listening to the other person, demonstrating respect for what they have to say, valuing what they say, asking them questions on what they say. You know what's amazing? You're gonna help them see and achieve what they didn't think was possible, because they may not even realize it either. That's the beauty of sales. I love it.

Bruce Scheer: Yep. Yep. No. I love your definition. And, Mark, I don't know if you know this about me, but I've I've built narratives for Microsoft, Hewlett Packard, etcetera, Tableau, pre pre IPO, their their wholesale story. But it really is bringing insight, an insight driven story or narrative to that buyer to help them see something that they haven't seen before. Highlight the, you know, the the bad approach or or the the situation they're in. Help them see their situation in a new light.

Bruce Scheer: Get rid of the blind spot and help them to to the new way, that future state. You know? So I I love your definition. It really, really resonates with me. The other thing about why having a mindset, Mark, that, Anthony Iannarino wrote in your book and your forward, and I posted this on LinkedIn over the weekend and people just loved it, but skill sets plus tool sets times mindset equal sales success. And, it's interesting because be before, you know, people might be thinking about skill sets plus tool sets plus mindset equals sales success, treating all parts equal, but they're not. Mindset is the great multiplier. Even our, you know, fanciful value ready framework I showed, mindset drives all of that, you know, and then what I was thinking about, Mark, in terms of why this is just so critical to get your mindset right.

Mark Hunter: There there's so much value in what you said there. Let let let's use the example of sports. We're we're recording this. It's in the fall. Football is happening. So you sit there and say, skill sets and tool sets. Now 2 players can have the identical skill sets in terms of being able to run and and jump and catch and do things at exactly the same pace. They have the same tool sets.

Mark Hunter: In other words, they both play with a football. They both have helmets. They both have pads. They both have all that. But why is one an exceptional athlete and the other is only an average? It's because of the mindset. It's because of their view, their perspective going into it. One of the things that I always value, and and I always love to say, is that your mindset going into a sale predetermines the results you get coming out of it. Now stop and think about what that means.

Mark Hunter: What this means very simply is that if I visualize success, if I visualize that I'm gonna be able to help them, it's amazing how I listen differently. I listen differently. I hear different things. I am more in tune to what the customer is saying. I'm more inquisitive to really asking the customer questions. And what happens is I come away with better information. This is why, and and I've had this happen many, many times. I'll be working with a sales team, and, sales people have identical lead list, identical sets of tools, identical everything.

Mark Hunter: And one person says, wow. I I I'm I'm been able to develop this, this, this, and this, and the other person says, I haven't been able to to develop anything. It's because of their mindset. I'll share you a very quick story about mindset, and I'm not free to share the CEO's name, but CEO of a Fortune 500 company. And I was working with him. This goes back about 15 years ago now. And it was very interesting, but I got to know him fairly well. We did several things together.

Mark Hunter: And I made the comment to him. I said, you are incredibly gracious. Because we'd gone out to dinner a couple times, very nice restaurants and different things. He was always very gracious to the wait staff and and just everything. We were participating in some meetings and the conference people there. Every he was very gracious. And I made the comment to him. I I I said, you're incredibly gracious. You're incredibly nice. And he kinda joked. He kinda passed it off. Well, that's what my mother always and I said, come on. Knock it off. I didn't quite say that to him, but I I don't. And he he said, okay. He said, he here's why.

Mark Hunter: When I am gracious, when I'm nice, when I take the right perspective, I make better decisions. I make better decisions. During that CEO's career in his company, they endured several absolutely critical situations. His board stayed with 2, he served on the board of directors of several other Fortune 500 companies. They too went through major major issues, and he was always one of the key architects of guiding them through the solution. You see, it was very interesting, but here the mindset that my mindset going into a going into a challenge is gonna predetermine the results. Not necessarily that it's gonna say, it's gonna be panacea, and and we're gonna get, you know, roses and and kittens and everything's gonna be nice. But it does say that, hey, I'm gonna understand better.

Mark Hunter: And so your mindset absolutely drives your perspective in every conversation you have all day long. Yep.

Bruce Scheer: Thank you, Mark. Thanks so much. And back to your sports analogy, did you catch the Olympian runner, the woman who was featured in the news, etcetera, this last Olympics? But she, she knew she was going to win gold kind of before the race, she was prepared to win gold. And then off the start of the race, she knew she was she she knew she won. And the race wasn't over. But just her mindset driving that whole, race just absolutely blew me away. Amazing.

Mark Hunter: Yeah. Yeah. You see, that's the mindset of a champion. Now okay. That that's a phrase that's been thrown around for years years. But I'm I'm really gonna challenge you that this is why if if we don't start out each day and with the expectation of I'm gonna achieve success, I'm gonna achieve success. And it it it is amazing because I I've well, I have been on the phone this morning. I've been making several sales calls, been sending some emails and so forth already this morning.

Mark Hunter: And one of the things that that I found is this, I'm not necessarily trying to close the deal. Oh, I mean, I I wanna close the sale, But my objective is to earn the right, the privilege, honor, and respect to be able to have another conversation. Wow. Stop and think about that. Your your goal is to earn the right, the privilege, honor, and the respect to be able to have another conversation. Again, that's that's all in the mindset. And the other person understands that. They see that. They begin to really pick up on that.

Bruce Scheer: Well, Mark, I wanna, if I could be selfish, I wanna share some of the things that, the steps to take from your book, A Mind for Sales. I want to highlight for everybody, I'm showing all Mark's books that I've personally purchased. And thank you, Mark, for your service. Best money ever spent ever, the the with with all the wisdom and experience that you and stories that you pack into these. But some of the steps that you talked about for mindset, for sales, I I really appreciated this one. And and every everybody listening and watching, Mark offers truth bombs. He's a nice guy, but he also doesn't hold back in terms of being of service to others. And I I love this phrase, Mark, low achievers don't care don't take care of their bodies.

Bruce Scheer: And, gosh, that is so true. Guilty as charged. I know when I don't eat right, don't sleep right, don't exercise right, etcetera. That's gonna have an impact on my performance big time. And not just performance, but my mindset. You know, I even know when I'm underslept, I might I'll probably be in a bad mood that day, you know, that that and and not not like that CEO that you talked about who's gracious and makes the best decisions. So I I I really loved your point about, you know, getting your body right. And then also, when I first met you for, years ago over in San Francisco, we were at a breakfast meeting, 7 AM.

Bruce Scheer: I remember it like it was yesterday, but you'd already gotten up and worked out profusely before we got together. So obviously, you you know this to be true, by example, taking care of your body.

Mark Hunter: I I totally totally think. You know, why is it that, we take care of our cars? Oh, I gotta get the car washed. I gotta get this thing taken. And yet over the course of our lifetime, we're gonna own 30, 40, 50 cars. We only get one body. You only get one body. Hello, folks. I mean, I think it's worth taking care. And more importantly, everything you put into your body, it comes out of your body.

Bruce Scheer: Now

Mark Hunter: I'm not gonna go down a weird road with this, but what I'm saying is this, that if if I exercise my body and and and I work out every every morning to start the day, and it's amazing at how it just changes your perspective. It also gives you a sense of discipline. You know, one of the things that top performing salespeople are extremely disciplined.

Mark Hunter: the vast majority of top performing salespeople have an absolute regimen when it comes to how they take care of their bodies. And I'm not saying that they don't eat per you know, they they oh, they blew this meal. No. No. But what what I'm saying is that overall, they're at the top 5, 10 percent of how all humans take care of their body in terms of working out, in terms of exercising. It really does. And and to start the day, yeah, it means I gotta get up earlier. You're right. But you know what? I love those first couple hours of the morning. I get up at 4:45 every morning, and, I love it. I love it. Yeah.

Bruce Scheer: Yep. I I love it too. Definitely. Not 445. I think I'm probably about 5:15 mark or 5:30. I'd I'm in the neighborhood when my body wakes up, and I go to bed early too. I'm really trying to maximize my time. And speaking of time, that was the other thing that I pulled from your book that just just really, really resonated with me that I, again, guilty as charged.

Bruce Scheer: Sometimes I don't have a a full plan, and and I just loved your whole notion on on your Monday mission. And Monday doesn't start on Monday. It starts the day before. And, Mark, I put together this visual for for us, for people, seeing this and for people who are listening. This visual has a clock. It has a cog. It has, oh, some some goals, if you would, some line items like a checklist, and then it has a bar chart with an upward arrow. But, you know, these are some takeaways, Mark, that I had from, you know, understanding what you were writing about.

Bruce Scheer: Just you gotta manage your time. You need to be intentional about your time and and have some intentional disciplines like you the time you wake up and working up. That's the cog in my mind. You need to have some goals, goals for the day, go you know, goals for the week, goals goals for the year, etcetera. But the those are kind of the checklist, and then you you get these things right. Good things are gonna happen. But I'd I'd love anything you have to offer with this.

Mark Hunter: Yeah. Here's several several pieces. First of all, tomorrow begins today. And, you talked about how the Monday you start on Monday, so you really gotta begin Sunday night preparing. That's really the same thing you do gotta do every day. Here's a couple things. People love to have their goals. And especially this time of year as we're recording this in the fall and people may be saying, oh, I'm falling way short of my annual goals, so I gotta scramble on everything.

Mark Hunter: Don't. Don't scramble on everything. It's just do one thing. Do one thing and do it well. There's about 3 or 4 different major objectives I am working on right now, major major projects. I can't work on each one each day. No. I can't. I might be able to work on 1, and that's it. And that's okay. I compartmentalize the activities I'm gonna do each day. Now here's a couple key things to keep in mind. I compartmentalize the bigger activities I do every day. But there are certain things that I do every day. How I start the day. Like I said, I said earlier, I work out every morning.

Mark Hunter: I review my objectives for the day. I review my goals. I look at my calendar. I'm obsessed with looking at my calendar. So I know exactly what blocks. I set meetings with myself. In other words, I set meetings with myself. I have a 2 hour meeting later today with myself just to work on one of my big projects, period. And and don't don't bug me during that. Clients could call. Customers I'm not gonna take it. I'll get to it. And and oh, you're not giving good service. No. I am. I've given great service.

Mark Hunter: If if if I sit here and and and call you back 2 seconds after you call me and you're an existing client, what am I doing? I I I'm teaching you to to rely on me for everything. Well, on one hand, well, isn't that great? No. It's not great. Because now you're just at their beck and call. Busy people are busy people. So if it takes an hour to respond to somebody, fine. But okay, let's get back on track here. Here's the key thing about where you're focusing your time.

Mark Hunter: There are certain metrics, and I call them metrics, that you cannot deviate on. 1 of the greatest sales books, in fact, I think it's the greatest sales book ever written, is Atomic Habits by James Clear.

Bruce Scheer: Oh, it's

Mark Hunter: not a sales book. It's not a sales book. But I'll tell you what, everybody needs to read it. And one of the things is is is a small things done every day yield big results. My one metric, the one metric I have from a selling standpoint is that I have to have 5 conversations a day. 5 con I know that if I have 5 conversations a day, my pipeline's gonna be full. Now those 5 conversations can be face to face. They could be by way of a video message.

Mark Hunter: It could be be by way of a phone call. It could be by way of a rapid exchange of text messages or rapid exchange of emails, but it's it's it's in the moment conversation. And I know that if I have 5 conversations a day so I set my entire day around how I'm gonna have that. And, oh, by the way, who qualifies as a conversation? Only those people who can hire me, who have hired me, or could refer me. That's it. That's it. See? So in other words, I I I get it narrowed down. But by staying absolute focused on that, and this is what happens.

Mark Hunter: Too many salespeople is they they they they pinball. They react to the day. I don't react today. I act on the day.

Mark Hunter: I say, okay. Where are my 5 conversations gonna come? Now I may have a couple of meetings that are scheduled. Great. Trivet. And I I'm I I still so guess what? I gotta be on the phone. I gotta be on the phone making calls. I gotta be I gotta be coordinate I I gotta be making stuff happen. Cause at the end of the day, I want 5.

Mark Hunter: Now what happens if I don't make 5? Do I shoot myself? No. No. It's okay. It's okay. But I assess why. Why didn't I get 5? And how am I gonna make it up? So there's by the time Friday afternoon rolls around, I know that I've either I've achieved 25 or I gotta be scrambling, making phone calls to get to 25. Here's what I found. When I can have 5 conversations a day, I feel really good.

Mark Hunter: I feel really, really good. That's great. And it gives me a sense of I may not have closed sales. Because, again, this is just like if go back to a football game. You wanna put points on the board. The only way you put points on the board is by running the plays on the field. See, the plays on the field, those are the things that I'm doing to have the 5 conversations. That's what your Monday mission is all about. How do you get yourself structured and set up to where you know exactly what you're gonna be doing, when you're gonna be doing it, not just for Monday, but for the week. And then you repeat that process every every every day.

Bruce Scheer: You bet, Mark. No. I love it. And then it's just kind of a it's just a virtuous circle as as what's going on in my brain right now as you speak about that, just how to get things right. I I did appreciate in your books. I'll flash that again for people that are seeing this, but A Mind for Sales, Mark also talks about, oh, just some ways if you are in a funk or or thing you didn't have a perfect meeting, you might be knocked off the track a little bit. Mark gives a a lot of different ways to get your your mindset right again, so you can get into a high performance mode. Because things happen to all of us.

Bruce Scheer: You know? No nobody has a perfect day. But how how do you deal with that? Deal with the adversity or or, you know, curveballs? How do you manage those? So, Mark, I I really appreciate your your wisdom that that you provide and how how to do things like that. Well, Mark, this has been a great dialogue so far. Just to anything else that you wanted to get out there that people should be thinking about beef before we break? Or

Mark Hunter: Here's a few things. Here's a few things that we really want. In the absence of trust, low price is everything. Now stop and think about that. And that first graphic that you put up there, that that first step one was to create trust.

Bruce Scheer: Mhmm. So

Mark Hunter: we talk about is that salespeople run past it. Salespeople run past that. And what they think is they think that, oh, I I I built trust. Hold it. We don't know what trust is. It's up to the customer to define it. And one of the things that I challenge people is to not proceed with your with trying to deliver any kind of insights until you've really done a good enough job of building trust and understanding their needs. Now this is cool because understanding your needs and building trust go hand in hand.

Mark Hunter: Here's why. It's about asking questions. Too many salespeople put all their time and effort into developing a great sales presentation. Mhmm. I wish we would put as much emphasis in developing great questions. Because if we develop great questions, we're gonna be able to really understand the customer's needs a lot better. Because here's one of if if you wanna develop trust, one of the easiest ways to develop trust is you ask the customer a question, and they they share. And then you simply ask them a follow-up question.

Mark Hunter: You ask them to explain further. You ask them to share with you more insights. You ask them to to explain more. Here's what's happening. They are simply now beginning to realize that you actually care about what they say. You value what they say. And, oh, by the way, you're learning more insights. Now you wanna take this trust thing a step further.

Mark Hunter: You just repeat this process over and over again. You you you keep asking them questions on whatever that they share with you, and you you drill down. And then we'll say the meeting ends, and then you come back to them in an email. You come back to them in a voice mail or maybe the next meeting. Hey. Last time we've met, Bruce, only last time we met, you shared x. And and and you and you repeat exactly what they shared with you. They're gonna sit there and go, oh, wow. No. It's because you wrote it down

Bruce Scheer: in your CRM system. Yeah. You wrote it down. Absolutely.

Mark Hunter: Yeah. But it's amazing at how customers will suddenly sit there and and put you in a completely different light. Then they're gonna share with you what their real needs are. Because here's the whole thing. The definition of trust is when the customer will share with you proprietary information. Let me back that up again. The definition of trust is when the customer will share with you proprietary information. What does this mean? This means that they're sharing with you something not known publicly. They're sharing with you something that, other people don't know. But, see, they're willing to share it with you because they trust you.

Bruce Scheer: Mhmm.

Mark Hunter: You don't have a level of trust until they're doing that. Think about it.

Bruce Scheer: Mark, I wanna mention one more thing, on on the power of questions. Oh my goodness. I I believe in that so much. And and I do see it misused a lot where the question's more self serving, you know, where the seller's trying to get answers for themselves versus questions that are really customer serving, buyer serving. I'd love to give you an example of that. And and typically when I'm working with clients, Mark, I'll I'll ask this question, you know, to, to to leaders that I'm who happen to be sellers as well. I'll ask them, hey. What's that deer in the headlights question you like to ask your customer? And I did this for, Infosys, the head, the head of their cloud services unit, really big unit, which was over overseen also by their executive committee, because it was such a big area of their business at the time I was working with them.

Bruce Scheer: And I asked Vishnu that question. Vishnu, when you're in front of a CIO, what's that question you ask that puts them like a deer in the headlights where they're just kinda on stun mode? Mhmm.

Mark Hunter: They go

Bruce Scheer: and he just kinda smiles. He goes, oh, that's easy. And he said, Bruce, here's here's here's my setup. I'll I'll ask the you know, I'll mention to them that, hey. I've looked across all the major data sources, Gartner, IDC, etcetera. And pretty much everybody's saying that in 3 years' time, over 70% of enterprise workloads need to be cloud based. So he'd say that, and then he'd pause for impact and let them internalize that. And then he'd say, so where do you think you're gonna be, mister enterprise CIO? Are you gonna be, ahead of benchmark, at benchmark, or behind benchmark? And then he'd pause again and

Mark Hunter: and let their wheels turn

Bruce Scheer: in their brain and process that. But, the reason that's such a powerful question that he had is, it really got the client to see their situation in a new light. It was an insight infused question, not not self serving. Hey. What's your budget, Mark? But, you know, no. Getting you to think differently about your situation by the question Vishnu asked. You know, so so powerful. You know, that's a question that an executive would appreciate being asked because it it's, you know, they had you know, that type of question a guy named Chris Orlov, you probably know him in industry, but he he was telling me, Bruce, that's the type of question where that executive needs to cancel his next two meetings so we can go walk around the block thinking about it.

Bruce Scheer: A question that I did.

Mark Hunter: Yeah. I I I I love what you shared there because they're so powerful because you laid out a problem, but you didn't tell you didn't he he wasn't telling the CIO, here's your problem.

Bruce Scheer: Yeah. You you gotta fix this.

Mark Hunter: He was inviting the CIO to fix it on their own

Bruce Scheer: Mhmm.

Mark Hunter: By asking for their opinion, asking for their view. One of the things that I found is so key in sales. Just ask people their opinion. Ask people their views because it's amazing, how much people will share with you. The further up you go in the food chain So, like, he was asking this question of a CIO. They have opinions. Oh, you bet they have opinions. They and they want they're not hesitant to share their opinions.

Mark Hunter: So you set the table. You set the table, and you allow them to share. And then you just sit there and listen. You just listen. And that's one of the challenges that I think we as sales if if you have the right mindset, you're comfortable going into a sales call and allowing the customer to drive. Woah. What did he just say? Yeah. You're you're you're comfortable allowing the customer to drive because you know that at any point, you can if you need to make a shift, you can you can change.

Mark Hunter: But again, you you realize that you're here to serve the customer. You are here to serve the customer. So it's just letting them share with you their insights. If if I go in and I try to preach, preach, preach, preach, the customer shuts down. It this is why I spend more time developing the questions. And you go in with that mindset. My mindset is, I'm just gonna earn the right, the privilege, honor, and the respect to be able to come back and share with that person again. If I do that, I'll get a sale out of it in time.

Bruce Scheer: One thing we've been thinking about, Mark, back to our mission and is turning sales reps into value professionals their buyers would love. It's a a mindset of value. And what we've been talking about is, you know, are are you delivering value that that buyer would appreciate at each of these critical touch points? Is is there value there? What do you think of that that orientation, that philosophy?

Mark Hunter: Absolutely key. Now here's the whole thing. Value isn't always, hey. I'm laying this this product feature on the table or this on the value could be you. Value and and this is so understated. Value, many many at times, it's just you and and what the the questions you're asking, the conversation you bring, that's value. So don't don't discount yourself. Too many sales hey. Salespeople, remember, you are not the carrier of the solution. You are part of the solution. Totally.

Bruce Scheer: Yeah. Yeah. Yeah. I want, you know, I I want clients to see, you know, people impacted by us, Mark. Just going, oh, wow. Here comes value walking down the hall or or wow. Hey. The value guy just called. I gotta call him back. Yeah.

Mark Hunter: That's, you

Bruce Scheer: know Yeah. That that type of orientation.

Mark Hunter: Yeah. It's huge.

Bruce Scheer: Yeah. Well, Mark, this has been a good one. Man, we could go on and on as you and I had discussed. But I do wanna call out everybody. Just please grab Mark's books. They're just fantastic, and and certainly engage Mark. Mark, any advice for how to engage? I know you've got a community and and and different types of way people can interact with you.

Mark Hunter: Yeah. Bruce, you know, what's funny is in this day and age, if you can't be found on the Internet, you must not be relevant. So

Bruce Scheer: I always say, you know, just

Mark Hunter: just type in Mark Hunter, the sales hunter. I'm there, Mark.

Bruce Scheer: Just a interjection. I'm so sorry. But, oh, when ChatGPT first came out, I asked, you know, who are the top sales experts in the world? And you are in the top ten, my friend. You are known, and you can be found.

Mark Hunter: Well, I guess I guess I fed Chat GPT that the right information. He he here's the thing. Sales is not a solo activity. Sales is a team sport. Just like what we're doing here today, Bruce, you and I are having a conversation like we're sharing with the sales community. I've got a couple podcasts. 1 is the sales hunter podcast. Gee, that's an original name.

Mark Hunter: And the other is Sales Logic. It's a podcast I cohost with a good friend of both of ours, Meredith Elliot Powell. I'm all over LinkedIn. LinkedIn is probably my go to, place where we're posting their content. But, you know, the website, the sales hunter.com, I just have fun. I just have fun sharing everyday insights Because my goal is to help others see and achieve what they didn't think was possible. And if I do that, I'll earn the right, the privilege, honor, and the respect to be able to come back and talk with them again. Awesome, Mark.

Bruce Scheer: Well, you've earned the right. Well, thank you so much, Mark, for spending time with us and our audience, and just really appreciate your contribution to the industry. It's fantastic.

Mark Hunter: Thank you.

Bruce Scheer: Alright.

Mark Hunter: that was fun. Not that way. I like the graphics. I like the stuff that you're able to do. That's really cool.