REPS with Hunter Lopatin | A MarketScale Show

Where sellers are made.

Early in sales? You’re in the right place. Hunter Lopatin brings working sales leaders and university educators together to talk about the part of selling you learn by doing. Watch a full conversation, grab a quick clip, or dig into the field notes. Leave with one thing to try on your next call.

5 episodesVisit website ↗Hosted by Hunter Lopatin

Channel Brief·REPS · 5 episodes · 4 series

Updated Oct 28, 2026

Your next rep starts here.

Full conversations. Quick clips. Field notes you can use on your next call.

Someone told you that you would be good at sales. Cool. Now what? REPS gets into the part you learn by doing: the awkward first calls, the questions you wish you had asked, and the moments when something finally clicks. Hunter Lopatin sits down with sales leaders and educators to make those lessons easier to find. Pick a quick clip, dig into an episode, or steal a practice drill. Then go get another rep.

By the numbers

Short clips in the new quick-watch collection

Full guest conversations to dig into

001

The first issue of REPS Field Notes

What the channel argues

InsightO’Neil found a better customer fit by targeting truck drivers with costly roaming needs.

InsightButler emphasizes curiosity and listening over an outgoing personality.

InsightO’Neil recommends taking the next useful action when sales pressure builds.

InsightProduct conviction grows when reps understand the difference their work makes for customers.

What you'll learn

•How to find the customer whose problem your offer actually solves.

•How to ask a follow-up question that proves you listened.

•How practice and feedback build confidence before you feel ready.

•Where AI can help with research and admin while people supply judgment.

What to do about it

→Before your next pitch, write the customer’s problem in one sentence.

→Try the five-minute discovery drill in Field Notes #001.

→Know a new rep who needs this? Send them the REPS hub, then compare one thing you each tried.

Who and what shows up

Hunter Lopatin

Host, REPS

Brings sales practitioners and educators into practical conversations for early-career sellers.

Mike O’Neil

President of US Wholesale, WS Audiology

Connects an early-career turnaround to customer fit, resilience, mentorship and product conviction.

Dr. Tim Butler

Director of Corporate Engagement, University of Alabama

Explores listening, discovery and roleplay as foundations for a sustainable sales career.

Questions this channel answers

Do I need to be outgoing to succeed in sales?

The opening REPS conversations challenge that assumption. Curiosity, listening, preparation and resilience give new sellers concrete skills to develop.

What should I do when I am behind quota?

O’Neil’s story suggests examining customer fit, then taking the next useful action. His turnaround began when he connected a rate plan to truck drivers’ specific costs.

How can I build confidence before I feel ready?

Butler’s conversation highlights roleplay and feedback. Practice a real discovery conversation, learn from it and use that learning in the next one.

Best place to start