Is your sales process built around the seller's journey or the buyer's journey? Frank Kitchen, CSP and acclaimed sales leader, joins Mark Hunter to unpack exactly why understanding the buyer's intent is what separates average performers from top-tier salespeople. Frank draws from his extensive experience leading sales and customer service teams, illustrating how genuine relationship-building and strategic timing are the keys to getting ahead of the competition.

Together, Mark and Frank challenge the common approach of chasing endless leads and instead reveal how to filter prospects using smarter questions and targeted research. They tease a practical framework that flips traditional sales scripts, emphasizing the art of asking, active listening, and mapping outreach to the customer's real buying window.

💡Read the BLOG this this episode.

👤 About the Guest

Frank Kitchen is a keynote speaker, author, and Certified Speaking Professional (CSP) who helps organizations and individuals create positive cultures and achieve peak performance. Frank delivers engaging presentations and training focused on leadership, personal growth, and workplace culture.

Your customers are seeing your messages, they're just choosing not to respond. Join Mark as he reveals what to say in your first outreach message to boost response rates and grab the attention of hard-to-reach prospects. Explore how to craft concise, impactful emails and voicemails that address real customer problems and stand out in busy inboxes. Learn why your opening line matters more than you think and how a well-framed question can spark interest. Uncover the importance of timing, message variety, and a low-friction call to action to keep your outreach strategy effective and persistent.

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Is your sales strategy lost in translation between the boardroom and the sales floor? Tim Ohai, author of "The Zen of Strategic Execution," joins the show to illuminate where most companies stumble in turning strategy into action. Tim shares lessons learned from a global career with giants like Shell, Microsoft, and Walmart, giving listeners an inside look at why well-crafted strategies often fall apart when people get involved.

The conversation dives into the true meaning of execution, unraveling myths about planning and highlighting the hidden obstacles that can sabotage growth. Mark and Tim share vivid stories, including a $300 million NASA mishap, to show how clarity and alignment make or break success. Tune in for a thought-provoking discussion that will challenge sales managers and executives to rethink how they communicate strategy and foster a culture of high performance.

💡Read the BLOG for this episode.

👤 About the Guest

Tim Ohai is a consultant, author, and speaker specializing in strategic execution and leadership development for global organizations. Tim co-founded the Ubuntu Mission nonprofit, authored 'The Zen of Strategic Execution,' and hosts the How to Not Execute Your Strategy podcast.