Best Of Sales Skills Podcast: Recent Episodes
Mark McInnes
The Best of Sales Skills. Sales Tactics for Today's Sellers. If you want the latest tactics and strategies that you can use to be more effective in your sales and outreach? Then this is for you. Sales Development and Prospecting is hard whether you prospect via social, video, phone or carrier pigeon. We bring you a broad range of strategies all salespeople can employ to start more conversations with their ideal clients. Designed to help Business Development teams, Sales Development Reps, Account Executives, Sales Enablement Professionals, Marketers, Entrepreneurs, Business Owners and Sales Leaders. Hosted by, Mark McInnes - Author, B2B Sales Trainer.
Today's show is all about referrals, how to get them and what you’re probably doing wrong.
It’s a tough market right now, and it’s the perfect time to examine your referral strategies to drive new business conversations.
Today’s techniques work equally well if you’re an Entrepreneur, an AE or an SDR.
We all know the numbers around referrals.
- A small percentage of sellers ask for referrals
- A large percentage of buyers are prepared to give them
So why don't we get more referrals?
2 Reasons
- Ask at the wrong time or ask incorrectly.
- If we are not asking, it is because we don’t know how.
In this episode, you'll learn 3 easy ways to start asking for referrals like a seasoned sales professional.
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Jay Jensen isn't the CEO of Sales Inc, nor has he written an best selling sales book.
Even though his profile says that he has.
Jay is his own man in his own way and there's a great lesson in here for everyone.
I hope you get a big belly laugh from listening to Jay.
You will quickly hear why Jay is able to disregard all the rules on LinkedIn and still be super successful. He's an absolute natural.
He is simply a one-of-a-kind guy.
We cover all aspects of sales and social on this one – lots of great takeaways and there are too many to single out just one.
The big takeaway for me and, I hope for many of you, is that you can often just forge your own path. If you're being true to yourself, you have a message people will appreciate and will respond to.
There are so many ways to make social selling work for you. Jay shows us another way we've not explored before.
Enjoy a laugh with Jay.
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Most sales emails make the same 5 mistakes.
This is a more visual episode than usual.
Why not catch this one on YouTube https://youtu.be/VoGp4KmHy24
In this short 'tear down' I take a good email and make it rock.
Common mistakes are.
📈 All about you
📈 Too long
📈 False compliments
📈 External links
📈 A CTA that asks for too much
What do you think? Is the email better after my re-write or was it better before?
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In this short episode, you’ll hear the incredible story of how the first female Harvard professor of psychology determined that one word can increase your email response rates, meeting acceptances, and almost any scenario in which you need to ask for compliance.
For example, from a prospect, client, or even a colleague.
How did she prove that?
What was the magic word?
How much of a difference did it actually make?
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Here's the shortest course on sales.
I used this methodology to win almost 3years of sales coaching with Coca-Cola's New Business Team years ago.
Whenever you’re crafting a pitch or a conversation, you should use this framework
1: Why should they do anything at all?
2: Why should they do it now?
3: Why should they do it with you?
Most sellers do it the other way around.
Give it a try and let me know what you think.
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Would your prospect be surprised that they were listed as an Opportunity in your CRM?
Today, I’ll share the big mistake people make that creates ghosting, slows down closing and reduces conversion.
Ok, so the big mistake I see lots of sellers making is they fail to recognise that the way you open a conversation or an opportunity has a direct impact on the speed and likelihood that any particular deal will close.
The big thing to think of here is INTENT versus INTEREST.
Are the people you’re talking to have any INTENTION to buy or are they INTERESTED?
I might be INTERESTED in your fancy new Software but I might not have any INTENTION to make a purchase.
And there is a really big disconnect and some confusion here from many sellers.
What happens on the sales side is if we carry out a demo with a prospect. That prospect says, “this is better than what I’m using now” and they say they are using a competitor… typically the salesperson places that prospect as an opportunity into their CRM.
In 45days time that salesperson will complain that that prospect is ghosting them.
This is not true.
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People are twice as likely to say yes to your request than you think.
According to Demandbase, Bob Marsh was one of the Top 25 sales executives to learn from in 2022.
He is a keynote speaker and Chief Revenue Officer.
He has spoken all over the USA, including at events as prestigious as Dreamforce.
In this episode, Bob talks to us about simplifying our approach to sales. He says we often make sales too complex.
Some of the stats he shares to support his point of view is that we now consume an average of 74Gigabytes of information every single day - that's the equivalent of 16 full-length movies.
And our attention spans have reduced from 12 seconds to just 8 seconds.
So, how we sell and how we communicate needs to adjust to meet the new reality.
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Are you just like me and get excited about the prospect of a new client conversation only to get really disappointed when you get a' meeting cancelled' notification a couple of hours out from the meeting?
That really sucks.
Well, chances are you can take some of what we've learnt from booking hundreds of meetings every month and having a no-show rate of only 8%
In this short episode, I'll also share how I 'no-showed' my own podcast guest due to them making the same mistakes we tell our clients not to make.
Here's our take.
1: Accept the invite immediately.
2: Send a personalised email.
3: SMS or LinkedIn connect/ message.
4: Email 24 hours before the meeting.
Works a treat.
What's your approach?
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I thought a good way to start the year would be with a guest episode from an interview I did very late last year.
The show was called “The Investor Intelligence Podcast” and hosted by a young man called Jacob Keanes, a nice guy a great podcast.
The reason I thought I’d start here is this chat covers a lot of the fundamentals of being good at selling.
And I think that's an excellent place to start the year as we come back from our breaks, and I also think that sales fundamentals are going to be critical to get right for sales success in 2024.
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Kristie Jonesis a high-energy, high-IQ, and low-BS sales professional.
There is some great tactical stuff in this episode, delivered in very clear language.
In fact, this episode is so good I shared the pre-release recording with two of my clients so they could access Kristie's ideas as soon as possible.
I knew I was going to enjoy this conversation, and I did.
At a high level, we are discussing how to hold your prospects accountable.
Some of the things we talked about are.
- How to correctly map out your sales process.
- Why we should embrace the tension in sales
- How to not get ghosted by prospects
- How to stop deals from stalling
- Why do you need to send a “Dear Jane” letter to your prospects once they start ghosting you, and what should be in that letter
This is a terrific, tactical episode.
Look Kristie up via her website or via LinkedIn 👍
https://www.salesaccelerationgroup.com/
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We are revisiting Dean Mannix’s very popular episode on how to run your own sales kick-off.
Not only is it a great episode - it’s about that time of year for you to start thinking about your sales kick-off and this is as good an outline as you’ll get.
There are also a bunch of valuable downloads on his website.
https://deanmannix.com/
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If there’s one thing that’s universal for sellers it’s sales fear.
Fear of rejection,
Fear of cold calling,
Fear of failure,
Kay’s episode on how to handle sales fear makes it into the best of the best simply because it’s so foundational, so fundamental that if we don;t get this right we will struggle with all other parts of selling.
I hope you enjoy this one as much as I did.
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This super short episode is based on the first-hand research we’ve done to work out when people pick up and as the title suggests - you need to make 4 dials per prospect as a minimum.
The best thing about this is it's based on Australian research.
So you know it's relevant for you.
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This episode we are revisiting James Watson’s episode on how he got 170 meetings in just 14 weeks.
James Watson has been on the podcast 1,000 times. (Ok maybe not 1,000) but he is our most featured guest and that’s because he always has some innovative and powerful ways of engaging with prospective clients. He is also our most popular podcast guest.
This time he is talking about private LinkedIn groups - something we thought was dead but is actually a interesting tactic.
We’ve had several people that I know of start their own LinkedIn group, including myself.
Enjoy this Best of the best episode….
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3 Big predictions for sales in 2024.
David Kreiger is the President of SalesRoads.
A Lead Generation, Appointment Setting business in the USA.
David has a bunch of experience in the outbound space and today he shares his 3 big predictions for 2024.
Of course, we go into a bunch of detail about those three predictions, but as the headline his three predictions are
1: The phone will make a comeback as a prospecting channel.
2: Email will be more targeted and more relevant than it is today.
3: Data collection and aggregation is going to become really important. For outbound.
David also shared some of his preferred current tech stack and we take a deeper dive into things like targeting and other parts of building a high-performing sales function.
So if you’re involved in outbound or building outbound teams - this is going to be helpful for you.
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Gabriel Lullo is the CEO of a company called Alleyoop.
They’re a prospecting agency or AKA an outsourced SDR agency, so he knows outbound back to front.
Gabriel has run a sales team of more than 1500 and trained over 8,000 reps.
Gabe’s a great guy to talk to, and he is completely transparent in sharing what is working for his team now and what he thinks is going to work in outbound going into 2024.
Gabe explains in detail how his team can make 250 dials a day - each- yet they still engage with their prospects with relevance and authenticity.
Now, on the first pass, you might think those two are in conflict - but if you’ve built intelligent systems, they can operate together.
Gabe shares some of those systems in this chat, including his tech stack and that Alleyoop is also a big supporter of using GIFFS, Voicenotes and Video in their outreach.
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When I initially posted this a couple of weeks ago it had an error that meant it would not play any audio.
I have now fixed that error. Apologies for the delay in getting this to you.
Posting on LinkedIn with only a low level of interaction?
Maybe your LinkedIn network is not very strong.
How could you tell?
Grab the visual on YouTube:
Check your LinkedIn's network strength.
I'll argue that quality is far more important than quantity for 95% of people on LinkedIn.
Having a strong network is much, much better than a big network.
But how do you test the strength?
Give this test a try, it'll take you only 3mins to conduct, and it just might change your approach to LinkedIn
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This episode is now available on YouTube. https://youtu.be/zlBVR8Sx_Eo
Despite their best efforts, most salespeople are being ignored and ghosted by their prospects.
The reason?
They're just not gaining the attention of those buyers.
Automation and templates have made most emails and most phone conversations land flat.
So you have two options to gain attention.
1: Go for entertainment.
Giffs, Links, PDFs or personalisation "I notice you're hiring SDRs" or
2: You stand out by your high level of business acumen and can demonstrate how you can help buyers with what they're focused on.
Andrew Vidler, Derek Stewart & Kevin De Beer join me on a panel-type Q&A to discuss.
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Dr Yekemi Otaru is the Chief Growth Officer and Co-Founder of Sales Enablement Consultancy, Doqaru.
In this show, Dr Yekemi Otaru joins us from Scotland. Yekemi is an Author, a DR, A Top LinkedIn marketing voice, the 2022 Social Entrepreneur of the Year and the Small Business Entrepreneur of the Year.
We talk about.
What’s changed in social selling from 2016 to 2023.
How to get started in social, whether you're brand new or a bit more experienced.
Yekemi's 6 P’s of Social
Mark's 5 x 5 x 5 strategy
& the 4:1:1 posting strategy.
So, regardless of whether you’re a social selling newbie or a more experienced practitioner - you're going to love this chat with Dr Yekemi Otaru.
Yemei's book The Smart Sceptic's Guide to Social Media in Organisations
Yekemi Email: Yekemi@doqaru.com
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Derek is an Australian BDM who talks a hundred miles an hour and I think he does that that’s because he is a busy guy.
Derek shares some great insights about how he keeps new business meetings coming his way and he is a great example of someone who is making sales fun.
Dereks prospecting takes all types of formats
He runs a podcast
He hosts breakfasts
He hosts group lunches
He creates speaking panels and get prospects and clients to guest speak
He sends things in the mail.
Customised Bottles of wine
Cards with a QR code on them
Of course, he also does the usual
Makes cold calls.
Sends emails
Sends messages on LinkedIn
In addition to all that., Some of the topics we cover are
Why you need to think like a Venture Capitalist when you’re evaluating your next sales role and what to consider.
How for a bunch of sellers the ability to actually make your target is, as he calls it, a suicide mission.
We talk about Commission structures. Why they need to change.
And has sales lost it fun?
What happened to the long lunches the flights and golf games?
Lets jump in and listen to the The PRINCE of Prospecting, I’m Mark McInnes and this is the best of Sales Skill podcast
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We will need to change several things about our approach to outbound in 2024 and beyond.
One of the things I think we will see is a shift away from some SDR roles, and those morph into MDR-type roles.
That is more marketing-focused roles (Market Development Rep) and less about getting the meeting at all costs, which is the current SDR (Sales Development Rep) type role.
My local Real Estate companies are experts at this MDR approach.
Two companies in particular in my local area make an effort to call me every couple of months, and we have a 2 - 5 minute conversation.
Join our live stream on Nov 14 to learn what outbound will look like in 2024.
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A year's worth of meetings booked in just 14 weeks.
James Watson is one of the few who have been on the podcast more than twice. This is because he is unusually good and highly underrated.
James is too busy booking meetings for his clients. He has no time for lots of meaningless content posting and brand building.
He doesn't get the accolades he truly deserves.
We are lucky to get hold of him and even luckier that he shares EVERYTHING with us for free.
In this show, James shares the key to his latest strategy that led him to book 170 meetings in just 14 weeks. Using LinkedIn, and you thought LinkedIn was dead.
It's a simple play that works, but it does require work.
All his episodes have been brilliant ideas that I still use versions of today in my outbound agency.
Catch James's brilliant personalised Image strategy in this episode:
James's private audience & clients group on LinkedIn
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Kai has a terrific story about being forced to adopt sales as a career.
A tradie who was forced to look for something 'less manual' to do due to a workplace injury.
Kai is now a highly successful BDR working for us at Sales Development Australia, and it's been a delight to watch him grow, develop and learn.
Kai shares his story.
- What led him to become a BDR?
- What he thought of people in sales before he started.
- What was the most challenging part of the role to learn?
- How is he now able to land a meeting or two every single day?
We hope you enjoy hearing about Kai's journey.
https://www.linkedin.com/in/kai-phillipson-a162a8263/
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How to get your prospects to convince themselves to buy.
Paul Ross is a sales trainer, speaker and hypnotist.
Paul is very different to most of my previous guests. In fact, I was not really sure whether to release this episode or not because he has some approaches that I’m not 100% comfortable with.
But then I thought - I’ll let you, the listener, make up your own mind.
In this show, we chat about influence and persuasion.
Paul has 4 magic words he uses, which he says make it easier for our prospects to relate to us and comply.
He provides some commentary on why being authentic is a load of bullshit and some good thought-provoking examples to back it up.
We even talk a little about persuasion in relationships and dating.
https://www.speakerpaulross.com/
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Disclaimer: This is a brand new technique that we've just started to use,
We are getting triple the number of pick-ups and double the number of our usual callbacks.
Complicated cadences & sequences are par for the course in B2B sales.
We've found a really obvious but rarely used phone play is tripling our pick-ups and doubling our callbacks.
If you're making calls to prospects, this might work for you as well as its working for us.
Give it a try, and let us know how you go.
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How many dials should you make before giving up is a regular question from frontline sellers to sales leaders to sales enablement.
Usually, we are left to ponder data from the USA and the UK or we just guess.
Sales Dev Australia, our outbound agency, just floated a bunch of call data that shows some similarities.
Is it enough to say categorically that you must make X number of dials before giving up? No!
But it goes a long way to helping us understand what we need to be doing.
Data from CFOs, CIO, Head OF Procurement & Senior Finance professionals.
More data here in a LinkedIn post. Or catch the full explainer in a 32min video
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Drew Sechrist was employee number 36 at Salesforce, now he is the founder & CEO of a tech company called Connect The Dots.
If you’re in sales you’re going to love this conversation
This show is all about HOW and why you can leverage your (and your colleagues) network to drive more introductions and more sales.
Drew talks about how he cold-emailed Marc Benioff (Founder of Salesforce) and ended up with a job.
He tells us what it was like being employee number 36 at this monster tech company.
We learn what was Salesforce's secret growth hack in their early days, you know back when Marc was selling?
As well as, what Drew calls his “puppet master” approach for driving referrals.
At the end of the conversation, you’re going to want to sign up for a free account, I already have signed up, so I’ve put the link in these show notes for you., just to make it easier.
Connect The Dots
https://www.ctd.ai/
Drew Sechrist
https://www.linkedin.com/in/drewsechrist/
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Raul Kumar is a corporate CEO who makes upwards of 30 cold calls every single day. Not because he has to, but because he wants to.
I really admire Raul, not just for the fact that he makes those calls, he speaks very well and has a deep understanding of B2B Sales, he is able to combine the two to deliver his message in a very clear and compelling way.
He is very much worth listening to.
Raul first caught my attention as an early social selling thought leader and advocate and he has done an excellent job of staying at the forefront of sales technology and methodology for a number of years now.
Today we are talking about making calls and also about what Raul calls “Allbound” Not inbound and not outbound.
Resonate: https://www.resonate.com.au/
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How we got 52 out of 100 CFOs to pick up a call?
So, who exactly does pick up and in what qtys?
In this show, I'm sharing our latest phone pick-up data.
We've made 100's calls to these 3 buying personas recently.
(All mid-market)
➡️ CFOs
➡️ Senior Finance (so one down from the CFO)
➡️ Heads of Procurement
Prospecting, or sourcing your own sales opportunities is more important than ever.
Lot's of people are saying the phone is dead or that no one picks up anymore.
So this data is valuable and surprising.
I even lost a bet with Kevin about the pick-up rate for procurement.
Want to get in on the webinar where we share even more of this type of detail?
Drop me a DM on LinkedIn and I'll add you to the list.
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In this show, we are talking about the power of follow-up.
Doug says, too many of us sales folks are over-focused on new business - new conversations.
Most people find it really hard to come up with new ideas to help them follow up with their prospect & clients. Doug helps make it simple.
Doug shares some really practical ways for us to ensure we stay top of mind with your clients and your prospects.
Dougis the CEO of CEO Sales Strategies, he has an impressive list of clients and previous work history. CBS television, Intuit, Proctor and Gamble as well as working with Tony Robins.
He is about to launch a new software tool that will help us automate a large part of the process so he has spent a lot of time working on getting follow-ups right.
If you listen to this episode, I guarantee you will find some new ideas and tactics about how to better manage your prospect and client relationships.
Let us jump in to hear about the future of follow-ups in sales.
FREE Ebook:
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Doug:
https://ceosalesstrategies.com/
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Let me give you permission to sell.
There's a new tactic being used in outreach. It's where part of your message begs not to be marked as spam or not to reply if you don't like the outreach.
I think it's weak.
I predict it'll become very popular in the next 6 months.
What should you do instead?
Lower the volume of your outreach and increase your relevance.
Use the "Because of the fact that..."
"It just made sense that.."Get the full run down over at...
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⏰ You’ve only got a certain amount of sales motions that you can make in any one given day.
You can only
- make so many calls,
- send so many emails,
- spend so much time on Linkedin before you run out of time.
The secret to sales effectiveness is knowing where to expend that valuable time and effort
Ideally, you want the outbound motions that you’re making to be landing at the feet of the prospects who are MOST LIKELY to have the problem you solve and they have that problem now or they’re about to have it.
Today we are talking about Sales Triggers.
What, why and how…
With Nick Biffen who is the Head of Sales over at Selliance,
If you feel like you could use some more timely insights into your prospecting. Then, this episode is a good one for you.
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Make just one small change to your cold call opener and get a big change to the result.
I’ve changed the way I open the initial part of my calls, not by very much, but it’s setting me up for a better call so I wanted to share it with all of you…
As you know, I’m a sales trainer for B2B companies and the founder of Sales Development Aust, an Outsourced SDR company.
I know from making calls myself that the first few seconds of your cold call have an outsized impact on how the rest of your call goes.
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FREE EBOOK. See the link below.
Doug C. Brownis the CEO of 'CEO Sales Strategies'.
As well as a Sales Revenue and Profit Growth Expert.
He is the creator of the Top 1% Academy, where he trains CEOs, business owners and salespeople or entrepreneurs, how to be in the top 1% of earners.
One of the interesting things Doug talks about in becoming the TOP 1% is the importance of mindset and self-talk.
Specifically about avoiding what he calls the 'NON-TRUTHS' With some proven systems and processes could you too become a top 1% earner in your field?
FREE Ebook:
Email Doug at YouMatter@CEOSalesStrategies.com and tell him you heard him on the BOSS Podcast.
Doug:
https://ceosalesstrategies.com/
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Kay Miller, Kay is an author and sales expert.
Her book is called Uncopyable sales secrets.
Kay has also been kind enough to provide you with a special download “5 Proven Sales Secrets to Get in the Door” go to uncopyablesales.com/boss
Kay and I share a couple of key ideas in this show about managing your fear whilst you are taking action in your sales roles.
Some of the things we talk about are.
- Building your sales confidence,
- Setting yourself up correctly to minimise sales fear
- Understanding how fear works on you over time.
There are some really great tips here to help you break through the fear of selling.
This is a conversational episode that will give you a number of ideas about how to manage your sales mindset
FREE Download
https://www.uncopyablesales.com/boss
Book - Uncopyable Sales
https://www.uncopyablesales.com/
Kay's Profile
https://www.linkedin.com/in/millerkay/
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Philipp Hummjoins me today to talk about Storytelling and what I really liked was just how much detail Philipp goes into in helping us understand how to make our own story and how to use it in our client meetings.
Philipp is a cool guy who really knows how to use stories effectively in the workspace.
His new book is called The Story Selling Method
It’s a great short and powerful book.
Phil has worked with some incredible organisations. UBER, Google, Visa, Oracle. He has the chops on storey telling in sales.
The two big takeaways from though were
What Philipp calls the connection story.
Great strategy, everyone can do this straight away with little practice.
And then, the differentiation story.
This one is perfect for when a prospect says, or they’re thinking, why should I choose you?
You’re going to love it…
Website: http://www.power-of-storytelling.com
Youtube: https://www.youtube.com/@Philipp-Humm/videos
TEDx: https://www.youtube.com/watch?v=3tj2VxXfARk
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"Is this a sales call"?
☎️ If you’re making outbound sales calls, you’ve no doubt heard this from your prospects at one point or another.
It can often be a really curly one to answer for a lot of people.
The first thing you think of is…
Do you lie or tell the truth?
You might be tempted to try and rationalise a lie...
If you’re a B2B seller, you can’t actually take their money on the phone, so it’s not like you can sell them something.
So you might be tempted to say ‘No’ I can’t sell you anything it’s not a sales call.
…but then you’d be kind of lying, wouldn’t you? Because it is a sales call, really isn’t it?
It’s a call about starting the sales process. – so yeah, it’s a sales call.
What would likely happen if you said – “Well yeah it’s a sales call”?
They’re just going to say – “Get off the phone”, …Or “I don’t take cold calls and hang up.
Like many things in sales the real answer is 'it depends'
Get my run down on what you could do.
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In this week's show, we have a return guest, Andrew Vidler, Andrew is a very successful sales leader who loves all things sales. Especially, the theory behind sales and sales leadership.
Andrew often posts really cool tactical advice and ideas on Linkedin and it was one of those posts that caught my eye and made me ask him to come back on the podcast to share what he has been doing with his APAC outbound team.
Andrew has been kind enough to fold back the curtain on his and his team's journey from doing 100’s of pieces of outreach per week to as few just 15
Including what they were doing, the channels they are using and how they are doing that.
Here’s the interesting thing.
When he scaled back the volume.
As a spoiler, they, doing way less outreach, having longer conversations, converting more SQLs to Opps and they have a fuller pipeline whilst burning through fewer leads.
Andrew shares how his APAC team did this What they found along the way and what some of the challenges were.
If you’re interested in building an outbound process for APAC - then this is well worth your time.
Stats:
🎯 Response rates increased from 0.9% - 26%
🎯 Conversation time increased from an average of 93sec - 240sec
🎯 SQLs to Ops up from 42% - to 63%
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Man, I screwed this up...
Andrew Sykes, is the CEO of Habits at work, he is a TEDx Speaker and he specializes in helping salespeople and leaders become that ‘trusted adviser’ that we all talk about.
Having worked with companies like Google, Subaru, Ebay, and YouTube as a speaker and presenter he has delivered over 1800 keynotes in more than 20 countries.
You’ll hear Andrew's presenting experience as he speaks very well and is clearly across his topic of trust at a very deep level.
In our conversation, we coved a bunch of interesting stuff… of course all about building trust - now I thought this chat was going to be about the predictable pieces of trust building...
👉 Keep your promises.
👉 Turn up on time
👉 Don’t rip people off
👉 Do the right thing.
But it was much more than that…
We talked about how you can use questions to build trust and how trust does not take lots of time to build in fact it’s done very early on in your interactions.
I’m sure you’re going to love this chat with Andrew, there are a couple of great takeaways you can implement and one I’m certainly going to use that I was unaware of until I had this conversation…
HABITS AT WORK
https://habitsatwork.com/
Andrew Sykeshttps://www.andrewsykes.com/
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Let's say you won $200,000 on a lottery ticket. ✅
How hard would the lottery try to get in contact with you?
💰 Now I’ve never won anything on the lottery BUT, I imagine they’d call, leave a voicemail, send you a text and send you an email and if you didn't respond inside 24hrs they’d try again… and again.
Now, let's imagine we have a simple conversation that might be worth $200k to a prospect. All they might need to do is have a chat and then change vendors.
Why is it - that most sellers will call once and send a single email and think they’ve done their job?
The $200,000 is worth exactly the same in both scenarios.
Yet, the belief is that one $200K phone call is welcomed and the other is unwelcomed.
Does that sound crazy to you?
It sounds crazy to me.
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Strategic, enterprise sales require strategic social selling support.Carson Headyis a well-respected & proven social selling practitioner.
Leading Microsoft's healthcare business development team, Carson is a great example of what's possible using social while targeting those larger accounts.
If you'd like more of Carson maybe his podcast Social selling for newbies is for you or one of his two books. Birth of a salesman or Salesman on fire.
You will be surprised at Carson’s approach to volume outreach, particularly how Carson balances the volume versus quality part of his prospecting and messaging.
A good example of this would be the massive amount of people he would try to connect with inside his targeted accounts so he can socially surround his prospects, it’s a very unique approach.
Carson also shares his sales foundations and approach to outreach for those C-level clients.
Carson is very intelligent, speaks well and has a very clear process to support his strategy
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This episode is also available as a video on YouTube.
Selling is just like investing.
Small amounts invested, often, create large amounts of wealth, over time.Apply those same rules to prospecting.
Small amounts of activity, done often, create massive results over time.
But we forget this in the never-ending pressure to close deals by the end of the month or the quarter.
This focus on short-term results means we stop prospecting like mad and once we have a few opportunities we flip to focus on closing them - only to run out of new opps and the feast and famine cycle starts again.
In reality, conducting as low as 5 new business conversation attempts every single day creates massive results on day 90 or 120.
The trick is to make it easy to do.
In this episode I show you how you can do it, easily.
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Bill McCormick,has been on this podcast more than anyone else because he always brings the good stuff.
Bill is clever, well thought through and focused on helping people be good at selling… in the right way.
Don't expect this chat to be all roses about social selling. In fact, it's probably the most damning conversation I've had about Social & Linkedin for some time.
In this episode, we talk about.
- The situation with Linkedin and Social selling right now.
- Is LinkedIn DEAD?
- Echo chambers, why they are hurting your sales results.
- Confirmation bias.
- The current fraud taking place inside the social & digital training space.
Bill also shares some strategies & techniques for you to use in 2023.
Selling From the Heart
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Salespeople can get a bad rap at times.
We hear comments like only 53% of salespeople make their quota. The implication is that salespeople are poorly skilled.
If that’s true - who is to blame?
It must be the people in charge of training, right?
It’s Sales trainers and sales leaders who are failing - not the salespeople.
When I look at the training I had as an Assault trooper in the ARMY, compared to how most sales training is done it’s no wonder.
Maybe we should be training our sellers just like we train our soldiers.
You can also catch this one over on Youtube.
https://youtu.be/bS5jo7A82ao
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Imagine you have 100 fresh prospects.
Who do you reach out to first?
What if you knew you had a 400% higher chance of closing 25 of them?
If you're like me you'd probably want to start there, right?
But how would you know, all this being equal, which ones were in the 25?
Well Humantic does this by using AI tools to profile your prospects by personality type (and more) so can focus on those, who you know, are more likely to
sifting through your prospects and prioritising one group who you knew was perfect for you, your product and the way you sell.
Colin Mitchell talks us through how to use personality profiling in sales, he shares some of the results he is seeing.
Colin is a very successful sales leader & entrepreneur having built a business from 0 - 5M in 26 months at just 25 years old. He is well worth listening to.
Humantic.aiThe sales transformation podcast
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LinkedIn (Social selling) in 2023, is there a place for it?
LinkedIn is a great platform for salespeople - no doubt.
But the way we've used has changed,
What worked in 2015, 2017 or even 2020 does not work the same way as it does in 2023.
So what does work today?👀 Let's have a quick look at the platform ad the strategies we need to apply.
Most of the bad actors on LinkedIn today, use Linkedin as just another spam channel.
It’s a volume play.
The real opportunity is a thing called the law of familiarity.
The law of familiarity is.. the more I see you, the more I like you, the more I trust you, and the more I'm likely to accept and respond to a message.
➡️ View their profile, (they get a notification you’ve viewed their profile),
➡️ Interact with their posts or their comments.
➡️ Interact with the same posts they do etc.
➡️ Interact with the same people they doEventually, despite the relationship only being online, they will provide you with more access to both them and their time than they would have without this social interaction.
This is social selling and it remains as valuable and effective as ever.
SLOW down your ask, to SPEED up the results.
Spend more time gaining permission to interact than sending outreach and you’ll land more deals, and land them faster.
Happy selling...
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DIY Sales Kickoff with Dean Mannix’s Sales Growth Blueprint.
Get your 2023 started right.
Systemising sales success is Dean’s speciality.
In this episode, Dean walks us through his tried and tested Sales Growth Blueprint model to help you map out your new business sales plan for the coming year.
First things first.
Go and download the FREE workbook from www.deanmannix.com/blueprint and then come back and follow us, step by step, as we walk through the 7 Drivers of Sales Growth.
The 7 drivers are
- Compelling Story
- Smarter Targeting
- Persuasive Engagement
- Persuasive Proposing
- Retention and Advocacy
- Confidence and Motivation
- Accountability
📣 Listen to this show and use this model on your own or with your team to help you get the best possible start to the year whether you're a team of sellers or solo contributor.
Mark McInnesVIP MailerWebsite
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✅ The Best of the Best # 3.
This is a must-listen.
SDRs/ BDRs etc, often find it hard to successfully navigate gatekeepers.
More and more buyers are back in the office, and that means we are back to hitting gatekeepers as part of our everyday sales life.
While there is plenty of great advice about the best way to approach a gatekeeper I think the most important single piece of advice is you need to have a strategy.
Kyle Vamvouris is generous enough to share his go-to strategy with us.
It's simple, smart and effective.
Remember, just as you have a script for opening your calls and conversations, gatekeepers have one, too.
Try Kyle's approach and let us know how you go.
Kyle Vamvouris
Kyle's Youtube ChannelMark McInnesVIP MailerWebsite
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✅ The Best Episodes of 2022. Part 2
Nigel Thomas really knows about cold emails.
This is a step-by-step build-out of how to set up your email outreach campaigns.
Email is getting more and more difficult as the big 2 (Google & Microsoft) try to protect their customer's inboxes from unwanted emails.
Why are they doing this?
Because there has been a massive increase in fraudulent and unwanted email volume across the last 2 years.
If you need to use email as a channel to communicate, you need to change up your game.
Here are Nigel's 6 steps.
1) Infrastructure
2) Ideal Client Profile (ICP)
3) Psychology
4) Fun
5) Multi-Platform Follow-Up
6) Systems
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✅ The Best Episodes of 2022 Part 1.
Jeremy shares how we should be selling today.
He says that we need to change our approach to 'persuading' people to buy that the old school 'show up and throw up' methodologies are outdated.
Jeremy Miner is a global sales trainer, his business, 7th level has been featured in INC magazine, FORBES, The Wall Street Journal and more.
Topics we cover include:
➡️ Risk vs Benefit
➡️ Enthusiasm vs Peer selling
➡️ Why the first 7 seconds of any interaction is critical
➡️ Selling is about change but humans don’t like change
➡️ Make our solution the LEAST risky option
& way more…
It was great to have Jeremy on the show, if you like the vibe of Jeremy, jump into his Facebook group, he has over 16000 sellers in there. You can find that link in the notes below.
Jeremy Miner:
https://www.linkedin.com/in/jeremyleeminer/
Facebook Group
http://www.salesrevolution.group/
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In this episode, I'm sharing a podcast I was recently a guest on with Shane Williams, the host of the Platform Podcast. (Check it out if you're a founder or an entrepreneur).Here we talk about the 3 why selling process, also called the shortest course on sales.
- Why do anything?
- Why do it now?
- Why do it with you?
We highlight the gap between how CEOs & Founders think we need to sell and how we really need to be selling.
We also uncover the crazy reason why most senior leaders aren't aware of or don't want to acknowledge, the strategic advantage they have in selling
I'm sure you'll get some great ideas about how to better position your value proposition after listening to this episode.
This is our last one for 2022 - Thank you 🙏
**Look out for our return in 2023 with some great new sales angles. 🎄 🎉
Until then, do good things.**
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☎️ If you're anything like my team, right now, you're getting the objection of "call me back early next year". As buyers start to wind down for the summer break.
It's a real pain for those of us who need to maintain our sales momentum through December & January.
So, what could you do?
📣 When is the worst time to think about what you're going to say? Just before you're going to say it. (Phil M Jones)
In this show, I share 5 techniques you can use to handle that pesky delay tactic.
Take one or two, and add your own context to the technique.
Make sure you understand your prospects' work life so you can demonstrate that in the call.
Then.
Plan it out
Prepare
PracticeIn sales, the work you do before you start selling is usually the most valuable & most important.
Give it a try.
Mark McInnesJoin Mark's VIP Sales mailer
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🎓 Without realising it, many salespeople are still pitching features & benefits in their outreach.
In this session, I'll share...
➡️ How to tell if you're making this mistake.
➡️ Why do so many of us still do it?
➡️ How to change your approach.
➡️ As well as some examples of client-centric selling.
This has also been released on my Youtube channel with a higher level of visual presentation so if you'd prefer to watch - head over to https://www.youtube.com/@markmcinnes6298
I'll be increasing my output of YT videos over the next month if you enjoy YT please subscribe, like & comment.
Prefer to read?
Join my weekly VIP sales mailer over at markmc.co
Or catch me on LinkedIn
https://www.linkedin.com/in/mark-mcin...
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Shahinsays, “Your buyers have become numb to your emails, numb to the LinkedIn messages, numb to the calls”.
How do we break through to get noticed without being spammy?
Shahin Hodda is the CEO of Xgrowth.
Xgrowth helps businesses like Citrix, ZOOM & Docusign to land interactions with their target enterprise clients.
Jump into this chat where Shahin shares exactly what Xgrowth does to get in front of those key decision-makers on behalf of his clients.
The stories and examples are absolutely incredible.
What can you replicate to help you get more valuable meetings?
After hearing these strategies I hope you’re inspired to go out and build a truly powerful outbound campaign of your own. Shahin HodaXgrowthMark McInnesJoin Mark's VIP Sales mailer
SDRs/ BDRs etc, often find it hard to successfully navigate gatekeepers.
More and more buyers are back in the office, and that means we are back to hitting gatekeepers as part of our everyday sales life.
While there is plenty of great advice about the best way to approach a gatekeeper I think the most important single piece of advice is you need to have a strategy.
Kyle Vamvouris is generous enough to share his go-to strategy with us.
It's simple, smart and effective.
Remember, just as you have a script for opening your calls and conversations, gatekeepers have one, too.
Try Kyle's approach and let us know how you go.
Kyle Vamvouris
Kyle's Youtube ChannelMark McInnesVIP MailerWebsite
What do you know about storytelling in sales?It turns out there’s quite a bit to it.
It's way more than just telling stories to your client.
Chris Watson is helping salespeople and sales organizations to develop… and craft their own stories… In order to help them be better at serving their clients.
Chris is at the very forefront of the cultural change for us sellers to be more authentic and giving us the license to shun that hustle and win-at-all-costs type of sales approach of yesterday. I’m confident you’ll enjoy listening to Chris, he brings some great insights to the discussion.
Chris WatsonCraft & Compell
Mark McInnes
⚠️ WARNING: As awesome as this chat is. There is lots of deep detail in this one, so you may need a note-taking device for this show. If you're sending emails as part of your prospecting you need to listen to this show.
Nigel Thomas really knows about cold email.
This is a step-by-step build-out of how to set up your email outreach campaigns.
Email is getting more and more difficult as the big 2 (Google & Microsoft) try to protect their customer's inboxes from unwanted emails.
Why are they doing this?
Because there has been a massive increase in fraudulent and unwanted email volume across the last 2 years.
If you need to use email as a channel to communicate, you need to change up your game.
Here are Nigel's 6 steps.
1) Infrastructure
2) Ideal Client Profile (ICP)
3) Psychology
4) Fun
5) Multi-Platform Follow-Up
6) Systems
Alpha Inbound
Mark McInnesWeekly VIP sales mailer
If you can’t write, you can’t sell.
Being able to write well is a superpower in sales today.
Edith Crnkovich is a messaging strategist & a talented writer of sales pursuit documents. Having written bids and pitches for successful Tech/ IT projects worth up to $250Million.
Sellers are now spending more and more of our time communicating via electronic formats. It makes sense to be conscious of how we are perceived. Especially if it impacts our ability to be ‘selected’ as the winning vendor.
Edith says we risk being considered untrustworthy if we get some of the basics wrong with our ‘sakes writing’.
Some of the highlights for this episode?✍️ Writing is more about editing than writing.
✍️ The 3 Step framework we all should use.
✍️ Why we should kill our babies
✍️ New word alert - ‘Grammarian’
This is a handy chat if you’re involved in communicating with clients via text-based formats or involved in writing bids, quotes or RFPs (So basically anyone in sales).
Edith Crnkovich
Mark McInnes
Weekly VIP salesmailer
Alex has had a wild journey from making 80 calls a day as an SDR through to today, where he is a CEO of a B2B Growth business, with a slight detour via social selling expertise.
A marketer with social selling chops and an SDR background. Yes, please!
Not many people have the breadth of experience and knowledge that Alex does.
This guy really understands selling today.
I'm confident you'll be a fan of Alex after this chat.
Social Selling in 10min per day. (Post)
Alex Boyd
RevenueZEN.
Aware Social Selling ToolMark McInnes
Sales Development As A Service
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📣 AMA Series.
As a salesperson, building trust is essential.
But how do you do it?
Trust = Rapport + Credibility.
There is a great way to think about how you get that mix just right.
I share a framework to trust building and then the tactics around how you could do it on LinkedIn.
🙏 A big thank you to Jemma Healy from Tecala for asking the question.,
If you'd like to have your sales question answered or your sales challenge solved, simply email your audio file to mark@markmc.co
Mark McInnes
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https://www.linkedin.com/in/mark-mcinnes/
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Mark Raffan is the Negotiation Ninja .
Mark spent the first years of his corporate life as a procurement professional negotiating deals of $300M and more.
He has taken everything he has learnt on the procurement side and now teaches salespeople and business leaders how to negotiate like a ninja.
He is the host of the #1 negotiation podcast on the planet - Negotiation Ninja, and he is a sort-after speaker and presenter.
Mark tells us:
✅ why salespeople are typically terrible at negotiation,
✅ how to take the emotion out of the situation
✅ how we can avoid giving away too much, and
❎ why going for a WIN-WIN is A No No.
This is a great episode for those of you running sales teams and for those who are carrying a bag, either as an AE a BDM or an entrepreneur.
Mark Raffan:https://www.linkedin.com/in/markraffan/
Negotiation Ninja:https://www.linkedin.com/company/negotiations-ninja-training/
Mark McInnes
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https://www.linkedin.com/in/mark-mcinnes/
Sales Development As A Service
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Lachlan asks how you should interact with someone on LinkedIn to start a conversation.
Are 7 - 12 touches too many, and what if someone isn't responding?
This is the first of the new AMA series (Ask Me Anything) about sales.
If you'd like to have your sales question answered or sales challenge solved, simply email your audio file to mark@markmc.co
Mark McInnes
https://markmc.co/
https://www.linkedin.com/in/mark-mcinnes/
Sales Development As A Service
https://www.linkedin.com/company/78414000/admin/
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Andrew has some great frameworks to help you nail your value prop, improve your questioning skills and nail your credibility.
3️⃣ Things most of us could be better at.
Andrew came to my attention through his posts on LinkedIn. They're no-fuss, tactical and very usable. It just made sense I got him on the podcast to share some of those ideas with you.
Today we are going to walk through these 3 key areas.
- Value Prop Creation
- Developing Curiosity in your Questioning
- Demonstrating credibility.
Because Andrew is leading a team, he spends a lot of time helping his team improve their selling skills. The frameworks he shares here are how he is coaching and challenging his team right now.
This chat is great for those leaders who want some ideas around how to improve your team's skills in this area OR if you're a frontline seller yourself. You can use these frameworks to build your own skills.
Andrew Vidler
https://www.linkedin.com/in/amvidler/
Mark McInnes
https://markmc.co/
https://www.linkedin.com/in/mark-mcinnes/
Sales Development As A Service
https://www.linkedin.com/company/78414000/admin/
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Ricky Pearl is someone I admire for a couple of reasons, so I'm pleased to be hosting him on the podcast.
Firstly, his LinkedIn content consistently manages to be both educational and entertaining. Something many of us strives to do and only a few can pull off successfully.
Secondly, he runs a very smart business called Pointer Strategy. It's all in on outbound. I know how difficult that can be and for Ricky to have built a business as quickly as he has in such a difficult game is admirable.
Naturally, we talk all about outbound selling today. As result, this is a great conversation with plenty of home truths.
I've decided to call it The Myths of Outbound.
Some of the myths we cover are:
- How to open your cold calls.
- The real success rate of Video.
- The true Scalability of outbound.
- Sales Engagement tools' effectiveness
- & The impact of poor advice on LinkedIn
Now, let's hear from Ricky Pearl …
Ricky Pearlhttps://www.linkedin.com/in/rickypearl/
Pointer Strategyhttps://www.pointerstrategy.com.au/
Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/
https://markmc.co/
Sales Development As A Servicehttps://www.linkedin.com/company/sales-development-as-a-service/
Always wanted to be on the Best Of Sales Skills podcast?
Here is your chance.
Ask me anything about sales, and I'll answer it. If I don't know, or it's not in my area of expertise, I'll get another expert to answer it for you.
Send an audio message to mark@markmc.co, and I'll play your question out on the episode. Then, I'll provide you with a detailed play of what I'd do to in your situation.
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Your CEO calls an all-hands meeting.
⬆️ Your products have an instant 38% price increase & discounts are now banned.
Can you still sell your product or service?
Will you still make your quota?
📣 What will you tell your clients, and more importantly, what will you tell yourself?
This is a real situation that happened to the BDM team BlueScope Steel just a few months ago.
The reality is more and more of us will be seeing this type of situation in the coming months as inflation drives supply prices up, and companies all over need to look at their pricing models.
⬆️ Many will need to lift prices.
Why can some sellers continue to make their targets in these scenarios whilst others crumble & fall by the wayside?
🎙 In this week’s Best Of Sales Skills Podcast, I have a short 11min masterclass on how to combat this type of situation.
➡️ What you tell yourself
➡️ Where you get your pricing beliefs from
➡️ How you handle the conversations with your prospects and buyers.
Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Resources and VIP Mailerhttps://markmc.gumroad.com/ Sales Development As A Servicehttps://sales-dev.com/
I bet you're just like me and have had at least one prospect tell you they're the decision-maker, and then later in the deal, that same person tells you that someone else decided not to proceed.
Or simply that it turns out they weren't the decision-maker after all.
This is what happens when we go in too skinny on a deal when we go in with just one stakeholder.
Stakeholder management needs to happen in just about every deal we do - but the reality is it just doesn’t happen.
Usually, someone tells us they're in charge and we blindly believe them only to be left desperate as parts of our pipeline fade to zero once it comes time for a commitment.
So, how many stakeholders do we need? How do we make sure we have the right ones?
And, that age-old question, if your prospect won’t give you access to others, what do you do?
Do you go over their heads expecting to lose their confidence OR do you ride it out knowing it'll probably go nowhere?
Rashid Kotwal is a prospecting & marketing coach and he joins the show to share some of his ideas about stakeholder management.
Rashid Kotwal
https://www.linkedin.com/in/rashidkotwal/
Rashid's website
https://revealedresources.com/
Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Resources and VIP Mailerhttps://markmc.gumroad.com/ Sales Development As A Servicehttps://sales-dev.com/
This week we pull back the curtain on the numbers of Kevins' activity and results from his first qtr at Sales Development As A Service.
This business has been running for LESS than a full 12 weeks and we thought it would be interesting for some if we shared all the data publicly.
🎯 Our wins.
⬇️ Our losses.
➡️ Highlights.
Meetings from Conversations in June at 20%
For the Qtr 10%
✋ Every meeting that was set required the SDR to handle at least one objection.
🎥 Video is simply not working - even later in the cadence and when we can see that the prospect is opening our messages.
We are getting replies to cold text messages.
There is a bunch of other stuff for you as well.
As part disclaimer and part endorsement, I own a bunch of this company. This is meant to be a share of data rather than a promotional plug for the org.
I hope it lands with you as intended.
Kevin De Beer
https://www.linkedin.com/in/kevin-de-beer-103414120/
Sales Development As A Service
https://sales-dev.com/
Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Resources and VIP Mailerhttps://markmc.gumroad.com/ Sales Development As A Servicehttps://sales-dev.com/
The Successful Strategist
C-suite or front-line, understand strategy through these practical, five-minute episodes.
Listen on: Apple Podcasts Spotify
‼️ Would you like to double your response rates?
Crazy question, of course, you would.
Ian Naylorruns a tech-play called Hyperise and it allows you to take people's names, photos, and images and place them strategically onto other images or other web assets automatically.
Imagine you're on a vendor's webpage and the text and the value-prop are talking to you personally, I mean literally using your name.
What about if you registered for a LinkedIn event and you're sent a personalised virtual ticket with your name or your face on it.
These things are all possible right now with Hyperise.
This week Ian shares how he does it and how you can, as well.
🎯 Will this work for everyone - No!
🎯 Will it work for you - Maybe!
Have a think about how you could use image personalisation either in your cold outreach, in your follow-ups or simply in your customer retention plays.
I'm sure there's a space for this in most sales-orientated organisations.
Ian Naylorhttps://www.linkedin.com/in/ian-naylor/ Hyperisehttps://hyperise.com/
Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Resources and VIP Mailerhttps://markmc.gumroad.com/ Sales Development As A Servicehttps://sales-dev.com/
🧨 Fire 33% of your SDRs.
Then, take the money you were going to pay them and redistribute it to all the others in your Sales Development (or Business Development) team.
Front of funnel sellers need more help, more tools, more training & better leadership support.
The state of sales is, it's broken.
- 58% of sellers do not expect to hit quota.
- Reps churn in and out of businesses in 18 months
- SDRs want to be AEs before they learn their craft
- We give the most challenging part of the sales cycle to the least experienced.
Just because a big software company provides you with breakfast burritos doesn't mean it's best for your career.
👎 Big software companies are teaching their salespeople to sell lazy.
Other businesses are following those examples, and we are moving towards a planet full of salesy, cheesy spammers.
What can we do to Make Sales Great Again?
Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Resources and VIP Mailerhttps://markmc.gumroad.com/ Sales Development As A Servicehttps://sales-dev.com/
Felix's State of Sales Enablement Podcasthttps://www.goffwd.com/thestateofsalesenablement/
Finding Freedom with Simple Systems
Learn how time management & systems can bring more success in business & freedom in life.
Listen on: Apple Podcasts Spotify
Author Ian Cartwright, Ian is a sales coach from New Zealand who specialises in coaching sales to business leaders.
Ian has a new book out called the 6 Fundamental of Sales Know-How and it's a practical book to help people learn the ropes of selling - and to sell in the right way.
📚 It's well worth checking out, especially if you have a fresh sales team or perhaps you're new to sales yourself.
📣 We talk about how to best position yourself as a trusted adviser to your clients and how you can avoid being bogged down by the weight of carrying a sales number.
We share what sort of questions you should be asking and why? We cover what to do if you or your sales team are perhaps in a bit of a form slump concerning new business creation.
We also give out a little bit of sales career advice towards the end as a BONUS.
Ian Cartwrighthttps://www.linkedin.com/in/iancartwrightnz/
The 6 Fundamentals of Sales Know-How
https://www.iancartwright.co.nz/
Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Resources and VIP Mailerhttps://markmc.gumroad.com/ Sales Development As A Servicehttps://sales-dev.com/
The Anti Agency Podcast - Stories Of Doing Business Differently
Interviews & stories of disruptive tactics & strategies to help you start your business.
Listen on: Apple Podcasts Spotify
🎙The Go, Slow or No follow up email…
I have a super short but powerful tactic you might use to help you determine whether your prospect is able and ready to move ahead with you or if they’re going to bow out.
Now, if you’re like me, you’ll be in this situation a few times a month.
How do you say to your prospect – “Hey are we on or not” -clearly that sort of language isn’t going to work. I mean that’s what we are thinking – but you can’t say that.
So what could you say that might be more likely to get a response?
Why not try the Go, Slow or No approach?
We are 10 for 10 from this email. 10 emails 10 responses.
Give it a GO and let me KNOW... 🤣
Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Resources and VIP Mailerhttps://markmc.gumroad.com/ Sales Development As A Servicehttps://sales-dev.com/
If you're about to change roles or you want to sometime in the future you're going to want to listen to this podcast.
Paul is a guru when it comes to tech-specific sales roles.
Paul shares all the ins and outs of picking a great role and then executing how to get that role.
The most impressive detail in this episode is what you should be doing before you even apply.
The stuff Paul talks about is rarely thought of and as a result, sellers end up flipping from one bad business to the next, ruining their careers and slowing down their progression.
Not to mention all the stress it creates when you're in a role you're not a great fit for.
Buckle up and take some notes.
**Paul Dimond
https://www.linkedin.com/in/apactech/
Sales Talent Agency
https://www.salestalentagency.com/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Resources and VIP Mailer
https://markmc.gumroad.com/**
Jamie Shanks is one of the reasons why you now spend so much time on LinkedIn.
Jamie started the world's largest social selling training consultancy called "Sales For Life" he is one of the true pioneers of Social Selling.
Also, Jamie has written two books, Social Selling Mastery and SPEAR selling both are well worth your time.
I have had Social Selling Mastery for quite a few years and it's well-read, dog eared and has a highlighter all the way through it.
As you can imagine we talk a lot about...
✳️ Social selling….
✳️ The difference between social selling and social marketing.
✳️ Why every month 3% of your CRM database is becoming dirty data and how you can take advantage of that.
✳️ What the future of sales might look like in a year or two from now.
✳️ Why you are wasting your time with research
Jamie also shares how his new business, Pipeline Signals, is making it easier for sales reps and sales leaders to make the most of their prospecting time and increase their revenue per rep.
Jamie Shanks
https://www.linkedin.com/in/jamestshanks/
Pipeline Signals
https://pipelinesignals.com/
Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/
Gumroad Accesshttps://markmc.gumroad.com/
📈 When we spoke to Drew Piper, he had already hit his annual quota, a full 14weeks out.
🤨 The obvious question is.
What is Drew doing differently?
🎯 In this show, we uncover how Drew is able to ace his quota time after time.
🛑 We hit an unexpected obstacle with sharing the exact video strategies Drew used from his previous employer. So we've edited those out, as requested. Note to guests, if your going to share tactics in a public setting, make sure you're allowed to prior to recording 🛑
We dig in deep to uncover what he is doing, unveiling tactics, scripts and more, so you can steal these strategies to hit your own number.
We talk about #sdr specific #LinkedIn plays. Something that I see many are still getting wrong today.
Sign up for my FREE VIP Sales Mailer HERE:
If you're looking to get promoted or even be recognised as a high-performer in your sales role, this episode will be perfect for you.
James Bergl is a very well respected sales director.
I've been lucky enough to have worked with some salespeople and sales leaders who have worked for him.
Interestingly, those sales leaders all attribute their success and their teams' success, at least partly, to the quality of sales leadership they received from James.
So, it just made sense to get James on the podcast and share some ideas about what it takes to be great in sales today.
Specifically, what are the most important attributes he looks for in a good sales team member. What are the traits of a successful seller?
1️⃣ Constructively challenge their customer's perspective
2️⃣ Quantify, sell & anchor on value
3️⃣ Take full accountability and ownership for the entire customer engagement, especially when a deal is de-railed
4️⃣ Deliver on their word, both internally & to their customers
James walks us through these 4 traits, provides examples and expands on them.
Daniel is the VP of APJ for Conga, and we explored how you can break open and take control of RFPs that you might have thought were closed to you.
If you're like me and think that RFPs are all about the price or that the buyers have all the control and lock salespeople out of the process, you really need to listen to Daniel.
Dan tells us he can influence RFPs in around 50% of those situations where he has NOT been the lead supplier. He is also going to tell us how he does that.
1) Understand the dynamics of an RFP.
2) Avoid getting commoditised
3) Winning the RFP doesn't mean it's closed
Daniel Bartels.https://www.linkedin.com/in/danielbartels/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
VIP Newsletter
https://markmc.co/salesmail/
1 on 1 Sales helphttps://markmc.gumroad.com/
Sales coaching is the number 1 way to improve your or your sales teams’ results.
Yet - not many people, not many leaders, are doing it.
If they are doing it, they are doing a very poor job.
Felix and I are chatting about the state of sales coaching here in the A/ NZ region.
In this episode, we cover off.
- Why sales coaching is important to you as a seller,
- How to tell if you're getting sales coaching or not?
- What's the difference between sales training and coaching.
- Felix's 3 step process to sales coaching.
Also, why it's doesn’t need to be your sales manager that gives you the coaching.
Felix Krueger.
https://www.linkedin.com/in/hfkrueger/
FFWD Revenue Performance
https://www.goffwd.com/
Ebbinghaus Forgetting Curvehttps://en.wikipedia.org/wiki/Forgetting_curve Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/
Gumroad 1 on 1 Access.
https://markmc.gumroad.com/
VIP Sales Mailerhttps://markmc.co/salesmail/
Veronica Fernandez is a super-selling BDR from AirCall.
We dive super deep into Veronica’s current outbound selling process. A process that’s working a treat.
We talk about her cadence, covering video, what messaging should be used in the video, how to use the same video multiple times and still have it personalised.
Text messaging, (one of my favourites), LinkedIn, how many calls, how many emails, how many accounts.
We pull back the curtain on her process so you can see what works today and use it yourself.
Not only do we hear exact scripts and examples, we also get the low down on how she managed to get shot in Mexico and lived to tell the tale.
Veronica is super easy to listen to, this is a great episode.
Veronica Fernandez.
https://www.linkedin.com/in/veronicafernandez-awe/
AirCall
https://aircall.io/
Mark:
https://www.linkedin.com/in/mark-mcinnes/
VIP Newsletter
https://markmc.co/salesmail/
Mark’s Website
http://markmc.co
Book a 1 on 1:
https://markmc.gumroad.com/
Jeremy shares how we should be selling today.
He says that we need to change our approach to 'persuading' people to buy that the old school 'show up and throw up' methodologies are outdated.
Jeremy Miner is a global sales trainer, his business, 7th level has been featured in INC magazine, FORBES, The Wall Street Journal and more.
Topics we cover include:
➡️ Risk vs Benefit
➡️ Enthusiasm vs Peer selling
➡️ Why the first 7seconds of any interaction is critical
➡️ Selling is about change but humans don’t like change
➡️ Make our solution the LEAST risky option
& way more…
It was great to have Jeremy on the show, if you like the vibe of Jeremy, jump into his Facebook group, he has over 16000 sellers in there. You can find that link in the notes below.
Jeremy Miner:
https://www.linkedin.com/in/jeremyleeminer/
Facebook group
http://www.salesrevolution.group/
Mark: https://www.linkedin.com/in/mark-mcinnes/
Mark’s Website
http://markmc.co
Join the VIP Newsletter
https://markmc.co/salesmail/
Book a 1 on 1 with Mark: https://markmc.gumroad.com/
🇦🇺 In A/NZ SMS (or Text) has a read rate of 98.5% that incredibly high when you compare it to other forms of communication.
Now, most people get scared when I suggest they should use SMS in their sales comms but it’s all in the finer details.
Listen in to learn how to use SMS without feeling like you’re crossing the line. Like most things in outbound.
It’s HOW you do it not what you do.
☎️ If you rang someone and said exactly,“can I get a meeting”it’s not going to land well at all.
💬 Likewise, sending a text message that says“can I get a meeting”is also going to land badly.
⬆️ ⬇️ Flip your Script* and come up with a better play.
Instead of using text to get your prospect to call you back move their focus onto something they would find easier to respond to.
In this episode, I'll walk you through the best way to incorporate text into your ealry stage outreach.
Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/
Gumroad 1 on 1 Access.
https://markmc.gumroad.com/
VIP Sales Mailerhttps://markmc.co/salesmail/ Sales-Dev as a Service
https://sales-dev.com/
BONUS: FREE AudioBook of CONFIDENT CLOSING.
Grab access to Chandell’s ‘Confident Closing’ by accessing the link below.
Closing is an important part of the sales process and many of us continue to make some silly mistakes when it comes time to help our buyers make that safe next step to commitment.
Let’s face facts, we’ve all been in a situation when we’ve been a little hesitant when we’ve been making a purchasing decision, we know how it can feel.
Therefore having a couple of strategies available, that you can use, will make it easier for you as a seller whilst providing a really safe and authentic way for your buyer to get what they want.
Chandell Labbozzetta is a master NLP trainer as well as a speaker and author.
NLP is Neuro-Linguistic Programming, it is both an art and science on how we use the language of our mind to create results in our lives and behaviour.
Chandell Labbozzetta.https://www.linkedin.com/in/chandelllabbozzetta/ Confident Closing (Audiobook)https://lifepuzzle.com.au/audio Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/
Gumroad 1 on 1 Access.
https://markmc.gumroad.com/
VIP Sales Mailerhttps://markmc.co/salesmail/
Everyone in sales wishes to be considered a 'trusted advisor' to their clients & prospects.
Being considered a 'trusted advisor' means sellers can...
- Open doors to conversations more easily
- Are more likely to gain referrals
- Need to give fewer discounts
- Expect fewer objections
- Be ghosted less
Today's strategy will help you build a baseline for that 'trusted advisor' role and allow you to enter into conversations with your clients and prospects at a much higher level.
If you’re in a new sales role, have a new territory, have just been promoted, have new products to sell then ramp time can be a real drain on motivation and impact your sales results.
So how do you quickly get a head start to being seen as a trusted advisor and having prospects keen to take meetings and calls with you?
Well, if any of that sounds like you? Why not try out this technique that has worked for both me and my clients.
I call it the “The advice” strategy.
Mark McInnes:https://www.linkedin.com/in/mark-mcinnes/ Why not join our VIP sales mailer.No Spam, No Crap, Just great Sales Techniques.
https://markmc.co/salesmail/
This is the future of cold outreach. Forget the sales engagement platforms that automatically send predictable email sequences. This is how I believe, you should be emailing cold prospects in 2022.
This episode is super helpful for anyone who emails their prospects as part of their sales role.
Jakub is the CMO and Co-Founder of Speak On Podcasts and today he joins me to talk about his process for creating excellent emails.
Make sure you grab the link to his LinkedIn post where you can download the entire email guide. (Below)
Impressively, Jakub has taught or systemized his team to get the same great response rates. So many times, we get to hear from someone who is killing it with a great outbound strategy BUT it doesn’t lend itself to replication.
The fact that Jakub has been able to help his team with the same results mean his system is trainable. Sales leaders you want this model.
Warning, it’s no shortcut, it’s a process.
Jakub: https://www.linkedin.com/in/jakubzajicek/
Speak On Podcasts: https://speakonpodcasts.com/
Email guide: https://www.linkedin.com/posts/jakubzajicek_save-this-stop-sending-shity-podcast-pitcehes-activity-6818215213293174784-hydd
Mark: https://www.linkedin.com/in/mark-mcinnes/
http://markmc.co
Book a 1 on 1: https://markmc.gumroad.com/
Are you using video as part of your outreach?
Are you using it for prospecting?
How's it working out for you?
You know, despite video sounding like it should work really well… for a lot of my clients it's simply not.
There are a couple of reasons for that.
1: The standard prospecting video format has become tired or cliched
2: An increase in spam and scam has meant larger organizations are telling their people, don’t click on the link.
3: Sales teams find it too difficult and too time consuming to create the video
Today we are going to talk to Mike Pritchett, he is the CEO of a video vendor called Shootsta.
If you'd like to be getting better results from video, then there is something in this for you.
Most outbound calling advice, that I see shared today, revolves around the opening of the call, the script or perhaps the framework you should use for those calls.
Having helped many sellers improve their calling over the years, I know, there are 3 simple tips you can use to drastically improve your calling results immediately.
These 3 are very often overlooked, yet they are just as important as any other part of the process.
In this episode, I explain, complete with examples, how if you do just 5mins of preparation you can feel more confident, stay on the call longer and be more likely you'll be negotiating with your prospect about your next steps, rather than being kicked off the call.
The 3 areas we cover are:
➡️ Outcomes
➡️ Objection
➡️ Next Steps
It's the start of the year. Do you want to run your own Sales Kick-Off?
Here is a workbook and the walkthrough to help you get a great start to the calendar year.
DIY Sales Kick-Off with Dean Mannix’s Sales Growth Blueprint.
Systemising sales success is Dean’s speciality. In this episode, Dean walks us through his tried and tested sales growth model to help you be well placed the coming year.
Go and download the workbook FIRST for FREE from www.deanmannix.com/blueprint and then come back and follow us as we walk through the 7 Drivers of Sales Growth.
The 7 Drivers are
Compelling Story
Smarter Targeting
Persuasive Engagement
Persuasive Proposing
Retention and advocacy
Confidence and Motivation
Accountability
Listen to this show and use this model on your own or with your team to help you get the best possible start to 2021.
Dean Mannix
www.deanmannix.com
https://www.linkedin.com/in/deanmannix/
Workbook
www.deanmannix.com/blueprint
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
The highest single number of downloads and my most popular episode ever released.
This certainly deserves to be on the Best of the Best list. 👏 Great episode 🎙
Life on the other side of 18million dials.
This episode provides you with a window into the mind of a true expert. Gerry Hill is the regional VP of a company called Connect & Sell. If you’re in sales leadership or you’re a close watcher of sales tech you will know the organization is at the very front of calling technology.
Gerry does all the talking in this one which is perfect… because I felt SO far out of my depth I was drowning in information. In fact, It’s highly likely you will need to listen to this episode twice. I mean I train people to make calls.. and this guy is three levels above me.
This guy walks the walk, he is the only person ever, on this podcast, to give out his mobile number as way to get in contact’ – How’s that for serious?
Gerry Hill
https://www.linkedin.com/in/beaccurate/
Connect & Sell
https://connectandsell.com/
Join the VIP Sales mailer
https://markmc.co/salesmail/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
This is a 'BEST of BOSS' episode as much for its timing as its high-quality content.
It's the start of a new year and you're probably wondering, something like "what could I do differently in 2022 to impact my results"?
Chris shares his routines in detail.
- Journaling
- Exercise
- Gratitude
- Family
& more. Sure you might have a slightly different idea about your path.
These strategies have seen Chris as the #1 performer for a decade. This is repeatable high performance.
Sales reps who can hit their number, month after month, quarter after quarter, year after year are in short supply and high demand.
Chris Muddell is a quality sales guy who I have known for some time. And he has just finished his latest quarter BACK ON TOP of his organisations' leader board for both revenue created, and meetings booked.
This episode shines the light on how hyper-sales performance is achieved from someone who has done it and is doing it right now.
And when the requirement to switch to WFH hit us. Chris not only continued to succeed but he INCREASED both his first meeting numbers and his conversation rates.
It's awesome when you hit your number right?
We've all hit a big month or a big qtr. But if we are being honest with ourselves that is not really what success is.
Today, we get a look "under the hood' of what exactly does it take to get these types of hyper-sales results in selling today.
Chris Muddell
https://www.linkedin.com/in/chrismuddell/
Chris @ SalesIQ
https://www.salesiqglobal.com/partners/chris-muddell
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
🎯 The 3 C's easily gain entry into the Best Of BOSS series, due to its simplicity and effectiveness.
The very week we recorded this episode I used Joe's 3C's strategy in a private training session and we got great results straight away.
✅ Apply these to your messaging and see how your response rates improve.
In this episode we hear from Joe Micallef, Joe is an ex-Aussie bank executive who now specializes in sales coaching and training for bankers, predominantly in the USA.
Joe and I go way back to the good Ol SalesITV days, where we were working with the legend, Dean Mannix.
So there is a lot of commonality in the way we train and the way we think about sales.
Joe has a couple of really simple ways he coaches and trains his clients and he shares those models with us in this episode.
They are the 3M Model and the 3 C' Model.
I challenge you to run this simple and effective exercise inside your business you will see a marked improvement in the quality of both your and your team’s prospecting, no matter where you are in your personal sales journey,
Joe Micallef
https://www.linkedin.com/in/growupsales/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Website/ Newsletter
www.markmc.co
TPG
www.markmc.co/tpg
Common mistakes business leaders are making today in the employment space. James Michael.
James is right at the forefront of sales rep recruitment, and he is seeing a real shift in today’s employment market.
Importantly he suggests that the power of “Who is doing who a favor” has moved massively in the direction of the employee and away from the employer. Just because you have a job to fill doesn’t mean you will get good sales candidates.
And, as reps are becoming more and more digitally enabled, they are using those skills to drill down on their multiple job opportunities to choose who might be their best leader and who has the best match for them culture wise.
According to James, COVID-19 has created a situation where most SDR/ BDMs have multiple job options available to them. (Certainly not what I thought).
He says:
There is a lack of good candidates overall
Inside sales/ SDR/ Business Developers are in high demand
Good reps aren’t leaving current roles
Employers and Sales leaders are letting themselves down digitally
Sales leaders, entrepreneurs and business owners are now under the same pressure as sellers to make sure their digital footprints are attractive to their candidates.
Guest what? Not very many are.
If you’re an employer and you think you might need to add staff anytime in the next 12 – 18months, you will need to listen to what James has to say.
Thanks for listening to the Best of Social Selling Podcast.
James Michael
https://www.linkedin.com/in/sales-recruiter-smallbusiness-advisor/
Justified Talent
https://justifiedtalent.com/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
Tactical Pipeline Growth
www.markmc.co/tpg
I've picked this episode as a 'best of' simply off the back of how good this tactic is. I genuinely wish that I had created this outbound play myself, it is truly awesome.
James Watson shares with us how to use a PERSONALISED IMAGE in your outbound marketing. It is brilliant because...
A: You can automate it if you want to. Or
B: You can use it manually if you want (Which is how I do it) and
C: it gets really great results.
I have suggested this outreach technique to every team I've trained in 2021 and not one has implemented it broadly. Despite it being very easy to do.
This tells me there is still a lot of opportunities for you to use this, stand out and set yourself up for good results.
It's completely brilliant. James Watson is a genius.
On this week's show, I'm pleased to say we have something which is not very widely known or used.
So you're getting in on the ground floor.
In fact, this is probably the very first you will hear of this unique approach.
Personally, I have not heard of anybody using this anywhere else – the strategy that I'm talking about is "The LinkedIn Kings' PIM' play – Personalised Image Marketing.
After listening to James, I have adopted this in a small way and started to use it and I've also started to get my clients to use it as well.
I am sure that this is one of those things where the early movers, the early adopters, will get MOST of the rewards. So, don’t risk being left sitting on side lines.
James Watson AKA – The LinkedIn King has an image personalisation strategy that does scale…
I know the 'personalisation at scale' thing is very overdone but this is very different. I can clearly see how this works.
Imagine being able to send a complex image, on mass, to your leads or connections and each one had their own LinkedIn profile pic superimposed on the graphic as part of that mass outreach?
Do you think you might get good engagement with this play? I know you will.
James shares his strategies as well as what's working and why in this show.
Resources.
https://moreresults.io/
https://connectedclients.co/
James Watson
https://www.linkedin.com/in/jamesawatson/
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
Welcome to the BEST OF BOSS series.
Here we are going to highlight the very BEST interviews and conversations we've released across the last couple of years of running this podcast.
This is episode easily makes it into the BEST OF category. This chat with Charlotte Lowry from Uber Eats, deserves to be in the BEST OF category because Charlotte walks us through her outbound calling method step by step and even includes how she uses Instagram to warm up her call.
Using Instagram in B2B sales is not something I hear about very often.
It's well worth a listen just for that.
Charlotte is the partnerships manager for Uber Eats in New York. Her role is to call up busy restaurants and persuade them to join Uber Eats delivery.
I really loved chatting with Charlotte Lowrey from Uber eats and I know you’re going to get massive value from this short chat.
In today's episode, we walk through Charlotte's typical routine when she is calling new business.
This is a great snapshot for anyone who is not yet an expert at calling people who aren't yet thinking about doing business with you.
Charlotte Lowrey
https://www.linkedin.com/in/charlottelowrey/
https://www.ubereats.com/
Mark McInnes
www.linkedin.com/in/mark-mcinnes
Website
www.markmc.co
VIP Sales Mailer
www.markmc.co/salesmail
Mark's Gumroad offers
www.markmc.gumroad.com
Welcome to the BOSS podcast. The Best Of Sales Skills. This short trailer is designed to help you work out if this podcast is going to be a good fit for you. This podcast is perfect for those of us who are in sales and want the best and latest sales skills to help us start more conversations with our buyers and convert more of our sales through to call.
It's heavy on tactics and how to techniques. We come at everything from exploring the best calling scripts, designing the latest email or winning business development plays, or even how to use digital selling stuff. We have two types of episodes for you to explore. The first is our regular series, where we hear from an expert in their field.
And the other is where we share something even more technical to help you in your day-to-day selling situation. These are called our boss sessions. If you're selling for a living leading a sales team or an entrepreneur at heart, then this podcast is. You might be asking, where do you stop? Why don't try checking out some of the best of series.
This is where we highlight some of the best podcasts from our recent conversations. One at start with Gary Hill, the third best Coca-Cola in the world, or how to use Instagram and your B2B sales channel with Charlotte Bowery from Uber eats, or even go of magic 3m strategy for writing effective simultaneous.
Of course, the best way to stay abreast of new episodes is free to subscribe via your favorite podcast player. And if you like what you hear, please leave a review. I'm Mark McGuinness. I hope you decided to join us in the boss podcast.
What would you do if your sales director said we are moving most of our Account Execs into SDR roles?
It’s a good question.
In today's episode, we will find out what happens if you do.
ASSA ELDAR is the Head of Sales at Lusha and I'm delighted to have him as a guest.
Since our original recording of this episode, Lusha announced an additional $205Mill raise which gave them a market cap of $1.5Bill
I love it when you get someone who is prepared to take a few risks and it pays off, they make great stories, I love it even more… when it's a business I know and have genuine respect for.
If you work in business development you know of Lusha, you’ve even or have tried Lusha. It's one of those staple SaaS products that SDRs, BDMs and anyone doing outbound need in their tool kit.
In today's episode, we get a sneak peek behind the curtain to look into what their Product Lead Growth Strategy was, how it needed to change and the risks they took to get the business eventually firing on all cylinders.
Assa Elder
https://www.linkedin.com/in/assa-eldar/
Lusha
https://www.lusha.com/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark’s Gumroad Portal
www.markmc.gumroad.com
Mark’s VIP Mailer
www.markmc.co/salesmail
BONUS AudioBook and NLP Course link below
Chandell Labbozzetta is a master NLP trainer as well as a speaker and author.
NLP is Neuro-Linguistic Programming, it is both an art and science on how we use the language of our mind to create results in our lives and behaviour.
For example, Humans receive 11Million bits of information every second and yet, we can only process 126bits per second. So, how do we make sense of all that information and what impacts does that have on our selling styles?
We have a predominantly unconscious mind (responsible for all behaviour, learning and change) and a conscious mind which is logical and rational. We live 90 % unconsciously and only 10% consciously
The unconscious mind is the domain of emotions, we know, people buy emotionally and justify logically, and yet most salespeople will leave 90% out of the conversation.
Chandell Labbozzetta.
https://www.linkedin.com/in/chandelllabbozzetta/
Confident Closing (Audio)
https://lifepuzzle.com.au/audio
Keys to Effective Communication Quiz
https://bit.ly/3zsV4JN
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
VIP Sales Mailer
https://markmc.co/salesmail/
The GREAT RESIGNATION is here and it's wreaking havoc on HR teams everywhere. It's also providing an incredible opportunity for sellers.
An opportunity to get more money and also the possibility to ruin careers.
It's a once in a decade situation, (maybe more) take advantage now or you'll miss out on the free $$$.
But, like all things, there is a YANG to the YING.
What goes UP must also come DOWN.
What could be the downside to this current shortage?
Whilst corporations are screaming for salespeople right now I'm predicting a significant swing the other way with devastating ramifications for sellers, sales leaders and customer experience.
Am I right? Am I wrong?
Let me know
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
VIP Sales Mailer
https://markmc.co/salesmail/
The easiest way to grow your business & create sales today, even in the middle of a pandemic is through referrals.
Referrals are easier to talk to, easier to convert and are less likely to ask for significant discounts. Yet, we all know we are still not using them to their maximum.
Dean Mannix is the master of making difficult things in sales easy to for us to put into action.
He is also a sales Trainer extraordinaire and someone I really look up to in relation to sales skills.
Dean's been instrumental in framing the way I think about selling and my hope is that some of that Dean Mannix Magic - will rub off on you the audience.
Today. I wanted to talk about referrals for a couple of reasons.
1 - Very broadly sellers don't leverage referrals enough.
2 - Right now - sellers feel conflicted about whether they should be selling right now or being more empathetic.
So lots of conversations sellers are having are with friendly customers, easy people to contact.
This being the case, how can they try to derive a benefit from those easy conversations? - referrals.
Dean argues many of us are simply doing the wrong things to get referrals.
He shares some great ideas around how you can position yourself to be referred more often without all those negative feelings that are often associated with asking for referrals and then not getting them.
Dean Mannix
https://www.linkedin.com/in/deanmannix/
Dean’s website
https://deanmannix.com/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
VIP newsletter
https://markmc.co/salesmail/
Have you ever left a client meeting with a handshake deal, thinking it was done and dusted, only to later realize it was only the very start of the process and not the end?
I know I certainly have; I also have the mental scars to prove it.
So how do you navigate this LAST mile in the sales process when we find ourselves in these situations? Better still how do we avoid them altogether?
JD, from Sales Director Central, is a guy who mentors sales leaders, business owners and entrepreneurs who are driving really important sales initiatives inside their organization.
He says more and more salespeople are falling over at the last mile than ever before.
In this show, JD is going to share with us some really cool things we can do to avoid making these common mistakes.
Also, you'll get to hear about how one of our price negotiations involved a guy threatening to drive his Range Rover through our office front door if he couldn't get a $20K discount.
JD (John Dean)
https://www.linkedin.com/in/jdthekatalyst/
Email
JD@salesdirectorcentral.com
Sales Director Central
https://www.salesdirectorcentral.com/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
VIP Mailer
https://markmc.co/salesmail/
One of the things I love about Phil Gerbyshak is his ability to mix both his digital selling expertise with tactical and simply stated sales tactics. Sales tactics that work well on LinkedIn, Phil is a Socially Savvy sales trainer.
Selling today is very different from those old days of sales is a ‘numbers game’ of dial and smile and prospect manipulation.
Buyers know it and so do sellers. At the same time, its also true we all need to generate sales to keep the corporate fires burning or to just to make sure we don’t get sacked.
Many people find it difficult to balance these two conflicting priorities and end up too far in either direction. Either pitching too hard and too early or having lots of fluffy conversations that result in no commercial outcomes.
In this episode Phil shares his very simple 3 x H strategy you can use to make sure you’re connecting with your buyers, having conversations, and leaving your commission breath at the door.
This is a great episode on how to have the right sales mindset.
Phil and I have been ‘LinkedIn’ buddies for more than 5 years. He has been on the podcast before and I’ve been on his – I invited him back not because I like him, although I do, but because he always provides some easy to execute yet valuable sales skills and he hasn’t let us down in this episode.
Phil Gerbyshak
https://www.linkedin.com/in/philgerb/
Social Selling Essentials (New Book)
www.socialsellingessentials.com
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Join our VIP Newsletter
https://markmc.co/salesmail/
POW Course information
https://markmc.co/pow/
Bonus POW💥 Course Content. Virtual & Digital Selling Tutorial.
Let’s face it, virtual & digital Selling is here to stay. So why are salespeople so crap at it?
After sitting on 1000’s of ZOOM calls, webinars, demos and sales calls that have completely stunk, I’ve decided to share a short action plan to help sellers lift their game when it comes to digital & virtual selling.
We’ve all been in those situations when you expect your buyer to turn up and engage and then they turn up don’t have their video on and will barely acknowledge you. You feel like you’re talking to yourself for the next 45mins?
What about when some extra people turn up to your demo that you weren’t expecting?
How can you make the most of your time and your sales efforts when selling online?
What can we do to try and claw back some of the advantages of rapport and relationship building whilst operating online?
Sellers, it’s time to lift your collective virtual sales game.
Start here.
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
POW Course info
http://markmc.co/pow/
Join our VIP Newsletter.
https://markmc.co/salesmail/
What would you do to get a meeting with your perfect buyer?
How much would you pay for a sales conversation with your perfect prospect?
Shahin Hoda is the Founder & Director of Xgrowth, they're an ABM marketing business- (Account-Based Marketing) and they specialise in landing meetings with very high quality and hard to reach accounts.
I challenge you to listen to the strategies and examples, that Shahin, shares and then ask yourself are you really doing everything you can to reach your IDEAL buyer?
I hope this episode gives you the latitude and the attitude to think outside the box when it comes to trying to land meetings with your IDEAL buyers.
Shahin Hoda
https://www.linkedin.com/in/shoda/
Xgrowth
https://xgrowth.com.au/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Subscribe to Mark’s VIP newsletter
www.markmc.co/pow
Life on the other side of 18million dials.
This episode provides you with a window into the mind of a true expert. Gerry Hill is the regional VP of a company called Connect & Sell. If you’re in sales leadership or you’re a close watcher of sales tech you will know the organization is at the very front of calling technology.
Gerry does all the talking in this one which is perfect… because I felt SO far out of my depth I was drowning in information. In fact, It’s highly likely you will need to listen to this episode twice. I mean I train people to make calls.. and this guy is three levels above me.
This guy walks the walk, he is the only person ever, on this podcast, to give out his mobile number as way to get in contact’ – How’s that for serious?
Gerry Hill
https://www.linkedin.com/in/beaccurate/
Connect & Sell
https://connectandsell.com/
Join the VIP Sales mailer
https://markmc.co/salesmail/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Today we are exploring the acceleration of B2B digital buying and what it means for you (and me) as a sales professional today.
Do you think you're ready for the NEW reality of B2B selling? Because Adam Thorp says selling in 2022 and beyond will be very different to the B2B selling of 2020 and 2021.
Will you be replaced by Amazon’s new B2B platform?
Adam is the CEO of a sales strategy company that helps companies to win new business and grow their business. Julian Midwinter & Associates
Some of the key points we cover in this chat are…
Why B2B is becoming more like B2C
What skillsets will we need, as sellers, going forward?
What will the typical buying journey look like?
If you expect to be a viable seller tomorrow, there no doubt you will need to change.
Adam's take on the future of B2B selling is intriguing.
Adam Thorp
https://www.linkedin.com/in/adamthorp1/
Julian Midwinter & Assoc
https://www.julianmidwinter.com.au/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
VIP newsletter.
https://markmc.co/salesmail/
A super tactical session.
Much more than ‘tidy up your profile and post some content’.
Learn advanced social selling strategies on how you could reach out and restart conversations with either those you’re connected to but haven’t conversed with yet or those you are wanting to connect with.
All without being a SPAMMER.
Key strategies here for you are:
- The follow/ unfollow technique
- How to leverage referrals super easily
- How to use POLLS to create your own book
- How to tell if your prospects are ‘really’ on LinkedIn
- Why POLLS might be your answer to creating authority
- How to delight a new connection even if you have zero content
- Why you should slow down your outreach to help speed up the result
Join Mark’s VIP twice-monthly newsletter:
https://markmc.co/salesmail/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Fred is a senior sales leader with Aircall and in our recent conversation we talked about what does a good comp plan look like and what are the main challenges in rolling out a plan.
There were a couple of really interesting pieces in here you’ll love.
Firstly, your comp needs to be aligned with your geographical location. Different geographies require a different mix of base and comms.
Secondly, that as the business grows, leaders need to be ready to change the plan because, salespeople tend to focus on activities that produce the most commission for them.
This is a great way to solve some of your bigger business strategy pieces.
Fred also shares the 5 comp plans he’s orchestrated while at Aircall and the impacts of each of those.
This is a great episode for both sellers and sales leaders.
Fred Viet
https://www.linkedin.com/in/fredviet/
Aircall
https://aircall.io/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Subscribe to Mark’s VIP newsletter
www.markmc.co/pow
A few years ago, Mark made the switch from a career as a procurement professional with Mars Foods to that as a sales consultant, trainer and author of a great book called "The Other Side Of Sales".
Now, he coaches sales reps about the strategies professional procurement use in their buying process so we sellers can be better prepared and better armed when we are finally dropped into procurement.
Often, we hear experts talking about ‘buyers want this, or they expect this', but do they really know?
In this show, we get to hear it from someone who really does know. Mark is an expert in buyer behaviour.
In this episode, we cover things like what you should be asking but are not… as well as what negotiation tactics procurement professionals use to get you to lower price or change your offer.
What I learnt is that many times, just when you think the deal is done, the negotiation is just starting.
Mark Schenkius
https://www.linkedin.com/in/markschenkius/
The Other Side of Sales
https://www.amazon.com/Other-Side-Sales-Mark-Schenkius/dp/949274404X
Mark’s Website
www.roi-10.com
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Subscribe to Mark’s VIP newsletter
www.markmc.co/pow
What do we need to consider and what should we do so that we have a deeper impact or a deeper relationship with our buyers?
Jamie Martin is an award-winning Sales coach, Speaker and Podcaster from the UK, who has some great insights on selling to different personalities.
We all know that all things being equal, people like to work with people who are more like themselves. And that the spoken word only makes up a very small part of the way we absorb communication. Body language, tone, pace etc all play a massive part on the way we perceive those communication signals
People personalities also play a massive part in the way they perceive or process our communication.
To be fair, this is something I've found difficult to adopt in my personal selling style. So I was really looking forward to hearing from the expert here.
Catch some great ideas about how you can change your selling style to match that of your buyer, regardless of what their personality is.
Jamie Martin
https://www.linkedin.com/in/jamiemartin111/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Subscribe to Mark’s VIP newsletter
www.markmc.co/pow
Tom Boston is our guest today; he has just been promoted to the role of ‘Social Sales Evangelist’ for Salesloft. He is a truly funny guy as well as a switched-on and proven sales professional.
You’ve probably seen Tom’s antics on LinkedIn, he has a way of creating cool video content that is both educational as well as engaging and hilarious.
In this episode, we talk about Tom's recent move into training salespeople on social after several successful years as a high-performing SDR.
We get a breakdown of some of the numbers he was able to achieve and just how many of his appointments did his video content created for him.
Of course, he also shares some super ideas about what sellers should be doing right now to stand out from the crowd and there are some similar themes but with a twist.
One of them was quite different and that was, be honest and upfront with people that you're trying to sell them something.
Toms tips include:
Personalization beyond the standard
Use video inside your prospecting
Be real in your sales interactions
Check out Twitter for conversation starters
Slow down your ask - to speed up the result.
Tom Boston:
https://www.linkedin.com/in/tom-boston/
SalesLoft
https://salesloft.com/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Subscribe to Mark’s VIP newsletter
www.markmc.co/pow
Michelle is an expert at LinkedIn company pages as well as a well-respected LinkedIn trainer. In this episode we cover the fallacy of LinkedIn live. It turns out live has a few tricks you need to be aware of to getting it to work for you that might not be as obvious as you might think.
Of course, we also dig deep into LinkedIn company pages, including, why should we bother, what do we post on them, when and how often. Everything you need to know so you can get a start on building that all important company page.
Michelle J Raymond
https://www.linkedin.com/in/michelle-raymond-goodtradingco/
Good Trading Co LinkedIn Company Page
https://www.linkedin.com/company/good-trading-co-linkedin4business/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Join Mark’s VIP Newsletter
https://markmc.co/salesmail/
Nathan Clark is a sales enabler, working at the crossroads of tech and capability. Nathan has a long career in helping B2B salespeople to be more effective in their roles.
Having worked at LinkedIn, RogenSi as well as running his own side-hustle as a deal coach, Nathan has plenty of experience in what makes a deal more likely to be successful.
Nathan shares his 7 "Cs" strategy to more effective selling.
The 7 Sea’s are:
- Connection
- Consideration
- Clarity
- Confidence
- Consensus
- Commercials
- Commitment
We dig deep into these 7 areas as well as sharing some tips to help you make sure you hit these 7 as you move through your deal’s timeline.
Nathan Clark - LinkedIn
https://www.linkedin.com/in/nathancjclark/
Website:
www.nathanclark.net
Twitter
@nathanClark_
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Website/ Newsletter
www.markmc.co
In this episode we hear from Joe Micallef, Joe is an ex-Aussie banker who now specializes in sales coaching and training for bankers, predominantly in the USA.
Joe and I go way back to the good Ol SalesITV days, where we were working with the legend, Dean Mannix.
So there is a lot of commonality in the way we train and the way we think about sales.
Joe has a couple of really simple ways he coaches and trains his clients and he shares those models with us in this epsiode.
They are the 3M Model and the 3 C' Model.
I challenge you to run this simple and effective exercise inside your business you will see a marked improvement in the quality of both your and your team’s prospecting, no matter where you are in your personal sales journey,
Joe Micallef
https://www.linkedin.com/in/growupsales/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Website/ Newsletter
www.markmc.co
TPG
www.markmc.co/tpg
New author, David Dulany, joins us to talk about how to build a sales development team and discusses the very recent release of his new book called The Sales Development Framework.
We cover off some of the big things in sales development right now such as what does WFH mean for the make-up of the future typical SDR team?
What’s happening with ageism in the sales space?
Should you fill your SDR team with all college graduates?
Plan your work and then work your plan.
David's 3 big things for building a strong and successful SDR team?
- People
- Process
- Technology
What Tech-stack should we be running right now and, in particular, what tech is an absolute must have today, it’s probably not what you’re thinking.
Grab the book - The Sales Development Framework.
https://tenbound.com/
David Dulany
https://www.linkedin.com/in/davidkdulany/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Website/ Newsletter
www.markmc.co
Ellen Melco Moore is a recent Forbes contributor and has previously worked on both Oprah Winfrey's book club project as well as with the famous Zappos guys.
Forbes has labelled Ellen "Arguably, America's Top LinkedIn Thought Leader"
Ellen is also the CEO of a LinkedIn agency called “Supertight LinkedIn”.
In this episode, Ellen and I talk about the new features coming and from LinkedIn, which ones we think are good and which ones are not so good, we cover off.
Creator mode
Cover story
Live broadcaster in your banner
Pronoun inclusions
Without giving too much away we think LinkedIn has stuffed up at least some of these new features. It does make you wonder just how deeply does LinkedIn understand what people are using the platform for?
Ellen Melco Moore
https://www.linkedin.com/in/ellen-melko-moore/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Newsletter sign up
www.markmc.co
POW Courses.
www.markmc.co/pow
James and I have been swapping ideas on Twitter since our last episode and he has uncovered even more really cool ideas to help you engage with your buyers regardless of where they are.
We know that LinkedIn is getting harder and harder to use for sales and selling.
There are MORE and MORE spam messages arriving into everyone’s message streams and connections are harder to gain with most connection messages nearly always being the same weak automated attempt at personalization.
Importantly, LinkedIn is currently actively reducing your ability to connect with LOTS of new connections. So...
1 – Can we still use LinkedIn as a prospecting tool?
2 – What should we do & How do we do that?
3 – What scripting could we use?
We also chat about the new features coming and what that might mean for all of us
LinkedIn Marketplace &
LinkedIn Audio chat rooms (think Club House)
A longer episode but SOOO full of value. Enjoy.
James Watson
https://www.linkedin.com/in/jamesawatson/
James’s Website
https://connectedclients.co/
James Twitter
@LinkedIn_King
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
Sales reps who can hit their number, month after month, quarter after quarter, year after year are in short supply and high demand.
Chris Muddell is a sales guy who I have known for some time. And he has just finished his latest quarter BACK ON TOP of his organisation's leader board for both revenue created, and meetings booked.
This episode shines the light on how hyper-sales performance is achieved by someone who has done it and is doing it right now.
And, when the requirement to switch to WFH hit us. Chris not only continued to succeed but he INCREASED both his first meeting numbers and his conversation rates.
It's awesome when you hit your number right?
We've all hit a big month or a big qtr. But if we are being honest with ourselves that not really what success is.
Today, we get a look "under the hood' of what exactly does it take to get these types of hyper-sales results in selling today.
Chris Muddell
https://www.linkedin.com/in/chrismuddell/
Chris @ SalesIQ
https://www.salesiqglobal.com/partners/chris-muddell
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
Could you conduct sales reach out to your prospects every single day and not be considered a pest or a Spammy Sammy?
Jeff Bajorek argues we should be able to.
Being professionally persistent is ‘table stakes’ for salespeople if they want to start valuable conversations with their IDEAL buyer.
Yet, we see many, in fact, most sellers, simply attempt to reach out using one or two channels (Phone and email) and then they give up after just 3 attempts or less.
What’s with that?
How can we as sellers or sales leaders stay in the prospect conversation longer?
We also talk about putting the fun back in sales. This is something I really needed to hear I’m often way too serious.
We covered so many sales topics in our chat that I decided to break this into two episodes.
Jeff’s first episode is now available and can be easily be found by simply looking through the previous shows of the podcast.
In that episode we cover off why Selling face to face was always a hoax and what value do relationships really hold in today’s selling environment? So, keep an eye out for that if you’d like to catch more of Jeff Bajorek.
Jeff Bajorekhttps://www.linkedin.com/in/jeffbajorek/ Sales Communitywww.jeffbajorek.live Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ POW Coursewww.markmc.co/pow Tactical Pipeline Growthwww.markmc.co/tpg
Charlotte is the strategic account executive, named accounts for Uber Eats in New York. Her role is to call up busy restaurants and persuade them to join Uber Eats delivery.
Wow, I really loved chatting with Charlotte Lowrey from Uber eats and I know you’re going to get massive value from this short chat.
In today's episode we walk through Charlottes typical routine when she is calling new business.
We cover:
Getting past the gatekeeper
Knowing your customer
What channels we should use
When should we use them
How often should we reach out
How many times to reach out before giving up
Some rapport skills
Negotiation tactics
This is great snapshot for anyone who is not yet an expert at calling people who aren't yet thinking about doing business with you.
I know you're going to love this chat.
Welcome to the BOSS Podcast, I'm Mark McInnes, in this podcast we help sales reps to be better at outbound selling regardless of channel. Whether that be, Social, Email, Phone, and more.
Charlotte Lowrey
https://www.linkedin.com/in/charlottelowrey/
https://www.ubereats.com/
Mark McInnes
www.linkedin.com/in/mark-mcinnes
Website
www.markmc.co
Tactical Pipeline Growth
www.markmc.co/tpg/
POW Prospecting Workshop
www.markmc.co/pow
Jeff talks us through a real-life sales scenario where his clients and prospects tell him to not come around and visit them face to face anymore.
We also discuss, why we might’ve been buying our prospects favour with gifts, golf and dinners and we question whether that’s going to be sustainable as we come out of a COVID selling environment.
So, how can we build relationships remotely and how important are relationships after all in the scheme of selling in 2021?
Jeff has some great thoughts and challenges us around overestimating the importance of face-to-face selling.
We covered a lot of valuable sales topics in our chat so I decided to break this into two episodes.
In the ‘part 2’ we cover off the requirement to be persistent in sales today without being a pest. How do you become ‘professionally persistent’. Including, why can’t you reach out to your prospects every single day?
Jeff’s second episode will be released in the next week, so keep an eye out for that if you’d like to catch more of Jeff Bajorek.
Jeff Bajorek
https://www.linkedin.com/in/jeffbajorek/
Sales Community
www.jeffbajorek.live
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
POW Course
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
Building and maintaining a pipeline is one of the most important parts of being a business development professional.
Pipeline management has always been a challenge for both sellers and sales managers.
It’s considered both a measurement of your future success and how ‘good’ you are at selling.
This is why some organisations have pipeline meetings, weekly.
Today, I have a very simple but very clever way to help seller and sales leaders get pipeline back to being what it is meant to be - a valuable tool to managing your deals, moving them forward and predicting future revenue.
Now this is a play that any rep can put into practise - regardless of how big or small their organisation is.
You don’t need a sales manager; you don’t need some fancy software.
It’s just as simple as 1 in & 1 out.
So, what do you think? Would your pipeline be better with a bit of tuff love?
Could you instigate a 1 in 1 out strategy?
Beware of the sunk-cost fallacy that I mentioned before that makes you think the opportunities you’ve already worked on are PERCIEVED as more valuable than they really are.
Are you game to try the 1 in 1 out pipeline strategy?
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
Richard van der Blom is the Bob Dylan of LinkedIn.
Recently I was lucky enough to get to talk to Richard van der Blom. Richard is THE recognized expert in the LinkedIn/ Social selling space.
Richard van der Blom is the Bob Dylan of LinkedIn. Bob Dylan is usually listed as a major musical influencer of many of the great musicians of our time. The Beetles, Neil Young, Jimi Hendrix, Jonny Cash etc.
He has been responsible for some of the best IF NOT THE BEST research on how LinkedIn works, across the last three years.
His 2019 research has been viewed 1.2 MILLION times.
The reason Richard is such a legend in the industry is that people like me, people who think they are pretty good at LinkedIn and social selling take all of our cues from his research.
He has impacted (My guess) 90% of the LinkedIn & Social selling trainers out there. This means he is indirectly training millions of people on LinkedIn – therefore his research shapes the way LinkedIn is used by millions of people.
We cover a lot of ground on this episode so make sure you hang in until the end. It’s definitely worth it.
Richard van der Blom
https://www.linkedin.com/in/richardvanderblom/
Research of note:
https://www.slideshare.net/RichardvdBlom/full-report-linked-in-algorithm-july-2019
https://www.linkedin.com/pulse/newsletter-4-linkedin-algorithm-research-2020-you-van-der-blom/
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
Why taking NO risks is SUPER RISKY if you’re in sales?
Dale is one of ‘those’ people who are all over social and LinkedIn. He estimates he has been a guest on close to 160 podcasts in the last two years. He is in high demand.
With a background in copier sales, I have a soft spot for Dale, I have lots of copier clients myself and I strongly believe some of the best sellers come out of the copier space.
In this episode we talk about the mistake many sellers make – and here is the killer – they’re not conscious they’re making it.
Dale says, by focussing too much on the process of selling, in an inauthentic way… we actually increase the level of risk we take as a seller. Being bland, being the brown cardigan is not the best way to sell.
Make 100 calls, get 20 conversations, create 3 opportunities, close 1 sale is not a future you want to a part of.
What does the real you, the real seller look like, …what do you stand for and how would the real you interact with your clients and prospective clients?
Dale Dupree
https://www.linkedin.com/in/copierwarrior/
@SalesRebellion
The Sales Rebellion
https://www.thesalesrebellion.com/
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
In this show, we cover off how to handle one of the most annoying and deflating objections we all get from time to time.
The dreaded “I need to think about it...”
How many times have you heard that as a salesperson?
We get it all the time.
But what is a good way to navigate this type of typical objection?
Many of you might have been told to use a version of the old "what, specifically would you like to think about" as a strategy
But I find this is too aggressive and whilst it might work on the used car lot – it's not going to work in a professional sales environment.
What should we do?
Martin Burwell is a full-cycle Account Executive working for a Canadian based tech start-up.
He posts great tactical sales advice on Twitter.
I've dragged him out of Twitter and on the podcast to share some of his favourite plays – including how to handle the classic objection. " I want to think about it..."
Marty Burwell – Twitter
@burwell_Martin
Marty Burwell
https://www.linkedin.com/in/martyburwell/
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
This LinkedIn play is actually too good because I have too many people connecting with me.
I’m running solo on this week’s show and I’m keen to share with you my number one sales play on LinkedIn – it has been my number one play for over 6 years and it remains my go to play today.
I can’t wait for you to put this into action.
How would you like multiple conversations, every week, with your ideal buyer in an easy and predicable way?
Well, this is how you do it.
We are creeping up to 1 year on this podcast and I’m finally starting to feel like I know what I’m doing and that my guests and I are delivering some really good actionable strategies.
This LinkedIn play, my View 4 View strategy is faster and more accurate than any of the AI tools that are available in the marketplace. And it won’t get you banned, it won’t get you suspended, and it takes literally 5mins per day.
Use this to start conversations with prospects.
Restart conversations with old or inactive connections
Connect with more people in your perfect target market
And more.
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
Youtube of this V4V strategy
https://youtu.be/2-RHVLSdgHU
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
On this week's show I'm pleased to say we have something which is not very widely known or used.
So you're getting in on the ground floor.
In fact, this is probably the very first you will hear of this unique approach.
Personally, I have not heard of anybody using this anywhere else – the strategy that I'm talking about is "The LinkedIn Kings' PIM' play – Personalised Image Marketing.
After listening to James, I have adopted this in a small way and started to use it and I've also started to get my clients to use it as well.
I am sure that this is one of those things where the early movers, the early adopters, will get MOST of the rewards. So, don’t risk being left sitting on side-lines.
James Watson AKA – The LinkedIn King has an image personalisation strategy that does scale…
I know the 'personalisation at scale' thing is very over done but this is very different. I can clearly see how this works.
Imagine being able to send a complex image, on mass, to your leads or connections and each one had their own LinkedIn profile pic superimposed on the graphic as part of that mass outreach?
Do you think you might get good engagement with this play? I know you will.
James shares his strategies as well as what's working and why in this show.
Resources.
https://moreresults.io/
https://connectedclients.co/
James Watson
https://www.linkedin.com/in/jamesawatson/
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
Aaron Evans. Sales Enablement Director, GlobalData Plc
Qualification in sales, you’re probably doing it wrong.
Aaron is a Top 20 Sales Enablement Influencer of 2020 as awarded by Sales Enablement Collective.
In this show we talk about qualification: (Koala-fication)
Why we need it
What methodology we should use
How to do it.
What questions to ask.
How to ask them.
We also cover the fallacy of a tick’n’flick qualification questionnaire and, importantly, how can you position your internal champion to provide you with the answers to all those pesky and difficult questions you really need answers to.
We also cover off why your Pipeline should be small and large.
Why we should slow down the sales process and that sales managers often don’t want the same things as their salespeople and this causes conflict on the sales floor.
Aaron Evans
https://www.linkedin.com/in/aaronevanssalesenablement/
Aaron Evans – YouTube channel
https://www.youtube.com/channel/UCZMQtKvIKfBq6FDUXncnKpQ
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
Kate is the CEO of a company called Lately.
Lately are a software company that help businesses with the distribution and analytics of social media posts. One of her key clients is a guy called Gary Vee, you may have heard of him.
Not to put any shade on Kate.
In her role as CEO Kate gets to see very large amounts of content. And, as a result, Kate has some very cool ideas about how we should be communicating – in both our in sales and marketing comms.
I'm a big fan.
A couple of Kate's ideas include
- Leaving mistakes in your text
- Using random hashtags
- Starting sentences with AND
- Dumping "check out"
- Reading out loud everything before you post/ press go.
Also, if that's not enough for you we also learn Kate used to be a Rock N Roll radio DJ and how that lead her to be the best thing ever for Walmart.
Kate Bradley Chernis
https://www.linkedin.com/in/katebradley/
Lately
www.lately.ai
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
The GOLD standard in goal setting and goal attainment.
There are a lot of people who talk about goal setting. Yet, Jack Daly, goes further and says we should build a LIFE BY DESIGN – that is, design the life that we want to have, we deserve to have.
In fact, Jack’s just finished writing his new book on this very topic and it might be called Jack Daly’s Life By Design. It should be available in late 2021 or 2022. This is sneak peek into that sure-fire best seller.
But first, a little about Jack, Jack Daly is an incredible person on many levels.
He has a discipline and a focus like no one else that I've ever met. Once you’ve heard his exploits as a 13yr old you’ll understand why.
I have a confession to make... I was a bit of a fan boy in this episode – Jack is one of the two most influential people I've had in my sales life. My goal, in talking to Jack, was to bring you a touch of why Jack is so incredible, and I think we've caught a lot of that here in the recording.
My hope is that after listening to this you're more motivated to build your own life by design.
Resources.
www.jackdalysales.com
Grab all his goals, year review and bucket list direct from here.
Jack Daly.
https://www.linkedin.com/in/jackdaly/
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
DIY Sales Kickoff with Dean Mannix’s Sales Growth Blueprint.
Get your 2021 started right.
Systemising sales success is Dean’s speciality. In this episode, Dean walks us through his tried and tested Sales Growth Blueprint model to help you map out your new business sales plan for the coming year.
First things first.
Go and download the FREE workbook from www.deanmannix.com/blueprint and then come back and follow us, step by step, as we walk through the 7 Drivers of Sales Growth.
The 7 drivers are
- Compelling Story
- Smarter Targeting
- Persuasive Engagement
- Persuasive Proposing
- Retention and advocacy
- Confidence and Motivation
- Accountability
Listen to this show and use this model on your own or with your team to help you get the best possible start to 2021 whether you're a team of sellers or solo contributor.
Listen to the closing credits for access to a give away of real value.
Dean Mannix
www.deanmannix.com
https://www.linkedin.com/in/deanmannix/
Sales Growth Blueprint - Workbook
www.deanmannix.com/blueprint
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg
Whilst a personalized connection request was once considered the best way 'in'…. it's now so overused and so cliché, that I argue, personalized connection requests are actually hurting your chances of connecting. You're better off sending a blank connection request...
Bill McCormick, from Social Sales Link disagrees. He thinks, sending a well worded connection request is like getting a handwritten letter in the mail from your grandmother.
I'm not so sure.
In this episode we pace out two similar but different strategies to help you get connected to your perfect connection.
I also share some really interesting detail about what works and doesn’t at scale.
In short, Connecting, thanking and then following up – doesn’t work anymore.
Bill McCormick
https://www.linkedin.com/in/billmccormicksocialsaleslink/
Social Sales Link.
https://socialsaleslink.com/
Blank Connection post
https://www.linkedin.com/posts/mark-mcinnes_linkedin-marksalestips-sales-activity-6732438805883822080-3rXI
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
Lynnaire Johnstone is NZ # 1 LinkedIn Expert and the author of a great new book called
Link.Ability.
I've just finished reading it and it's a great tactical read.
We talk about what's in the book and share some of the strategies that Lynnaire teaches to her clients.
Things like:
leaving a voice note on connecting.
How to make sure your new connections see your content
… and Lynnaire also talks about her experience with pods and why she thinks they can be useful, ..despite them being against the Terms and Conditions of use as stipulated by LinkedIn.
In the show notes I've provided a linked out to the location where you can find her new book Link.Ability as well as Lynnaires' profile
Lynnaire Johnston
https://www.linkedin.com/in/lynnairejohnston/
Link.Ability
https://www.linkedin.com/company/connectme-on-linkedin/about/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
Darrel Griffin is simply one of those guys who always presents really well on LinkedIn. Immaculate posts, great layout, good presentation.
Darrel produces a very high caliber of content for LinkedIn which he uses to support his business development. Darrel helps people, from all over the globe to be 'more attractive' to their ideal customers on LinkedIn
He spends a bunch of his time coaching his clients to develop and understand their specific niche. So that they can achieve that goal of being more attractive to their customers.
The old push-approach to selling, according to Darrel, he is a big fan of attraction selling.
Darrel shares some great strategies and insights in this episode including why we all need to think of ourselves as a DR and use his 4 P's.
Patient
Pain
Prescription
Prognosis
We also cover off why you need to start with the right mindset on LinkedIn as well as why he thinks the term 'social selling' is somewhat misleading.
Darrel Griffin
https://www.linkedin.com/in/darrelgriffin/
New Proactiv Training
https://www.weareproactiv.com/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
Alex is an expert at helping businesses to adapt to ‘Selling in the 21st Century’.
Host of a Podcast called 'Death of a Salesman'
Professional Services Lead – DLA
Alex, is a social selling heavy hitter, a technology early adopter, as well as being a well respected LinkedIn wizard.
In this show, Alex covers off the tech-tools he is using, things like Lately.com, TikTok, Sprout, Shield, Intrahive, Bombora, and quite a few more.
We also talk about why current B2C Ecommerce strategies, including intent data, are going to shape our B2B sales approaches in the next coming years.
Other things you'll enjoy here will be the classic "In sales there is no shortcut" & Why LinkedIn is the best lead gen tool on earth, so, you should stop complaining and just pay for Sales Navigator, now.
Alex Low
https://www.linkedin.com/in/alexanderlow/
Bombora
http://bit.ly/2kS7Ik7-dlaignite
Answer the public
https://answerthepublic.com/
Lately
https://www.trylately.com/how-lately-works
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
The 3 rules of content virality on LinkedIn.
Daniel Holchuli – Head of Content Solutions APAC LinkedIn.
With Co-Host: Tino Ho.
Daniel Hochuli, is based in Singapore with an APAC and China focus. He is a social media, content marketing specialist.
On behalf of LinkedIn, he delivers client-specific consultancy workshops for some of LinkedIn’s largest and most strategic customers.
Daniel has written content marketing strategies for and been a consultant to many industry-leading corporations including Lamborghini, IBM, Alibaba Cloud, PwC, etc.
Daniel is also a regular blogger and has lectured, on invitation, at the University of New South Wales and Singapore's SMU – all on content marketing.
Daniel talks about the 3 pieces we need to address in our content to help us go viral, whether we are a solo-social seller OR as part of a larger marketing team.
There is an enormous amount of value in this episode so please grab a pen, a tablet or whatever you use to take some notes.
Daniel Holchuli – LinkedIn
https://www.linkedin.com/in/danhochuli/
Content
https://www.linkedin.com/posts/danhochuli_going-viral-activity-6671587895297634304-XDWv
BOOK: Kevin Allocca – Videocracy
https://www.amazon.com/Videocracy-YouTube-Changing-Rainbows-Watching/dp/1632866749
Tino Ho
https://www.linkedin.com/in/tinoho/
The Social Revolution
https://www.thesocialrevolution.co/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
This week we get to hear exactly what is working when booking meetings from the very frontline of SDR world, direct from London.
Nia Woodhouse has just been awarded by Sales Confidence, as one of the TOP 10 SDR's, in the entire UK.
In this show, Nia shares her exact outreach strategy, how she uses LinkedIn to open doors to client conversations and a little about her cadence. All the tactics that made her a top 10 performer.
One of the cool things we learnt is NIA is using voice notes on LinkedIn early in her outreach to create 90% conversation rate.
90% is off the charts.
We know for sure Nia's tactics work because she sent me a meeting request and I when I received that outreach, I thought, man, that's good! I just have to have her on the show.
If you're an SDR, a BDM or you just need to find a way to talk to more customers NIA shares what's working right now. You could do a lot worse than simply follow her lead here.
Nia Woodhouse.
https://www.linkedin.com/in/nia-woodhouse-02257a168/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
Content to tell, Profile to sell. Karen Tisdell
Karen says powerful content starts with your clients.
And that we should give away all of our very best IP as posts on LinkedIn. What do you think?
Karen is, of course, Australia's leading LinkedIn profile writer. She is also our most downloaded and popular guest ever, so, I'm delighted to have Karen Tisdell, back!
In this episode, it's all about good content creation
Content creation can be considered as a scary prospect for many. In this episode, Karen walks us through some strategies to get started really easily.
Whether it is taking what we learn from our client interactions and building that out as content pieces, or what famous chefs have in common with a LinkedIn post.
We also cover hashtags and the latest research in the use of those. As well as Karen's take on the new newsletter function.
Karen Tisdell
https://www.linkedin.com/in/karentisdell/
Richard Van Der Blom
https://www.linkedin.com/in/richardvanderblom/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
Common mistakes business leaders are making today in the employment space. James Michael.
James is right at the forefront of sales rep recruitment and he is seeing a real shift in today’s employment market.
Importantly he suggests that the power of “Who is doing who a favour” has moved massively in the direction of the employee and away from the employer. Just because you have a job to fill doesn’t mean you will get good sales candidates.
And, as reps are becoming more and more digitally enabled, they are using those skills to drill down on their multiple job opportunities to choose who might be their best leader and who has the best match for them culture wise.
According to James, COVID-19 has created a situation where most SDR/ BDMs have multiple job options available to them. (Certainly not what I thought).
He says:
There is a lack of good candidates overall
Inside sales/ SDR/ Business Developers are in high demand
Good reps aren’t leaving current roles
Employers and Sales leaders are letting themselves down digitally
Sales leaders, entrepreneurs and business owners are now under the same pressure as sellers to make sure their digital footprints are attractive to their candidates.
Guest what? Not very many are.
If you’re an employer and you think you might need to add staff anytime in the next 12 – 18months, you will need to listen to what James has to say.
Thanks for listening to the Best of Social Selling Podcast.
James Michael
https://www.linkedin.com/in/sales-recruiter-smallbusiness-advisor/
Justified Talent
https://justifiedtalent.com/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
This episode of the BOSS Podcast we are able to share something very special.
For some time now, I've been working on the audio version of my book, Tactical Pipeline Growth. It's progressing well and we are getting really close to having it finished.
Chapter 8 of Tactical Pipeline is all about using LinkedIn in your outbound prospecting. Importantly it includes my 7 secrets of social selling, laid out piece by piece, step by step.
As you know, I'm really keen to support all of my followers in their desire to meet their sales goals.
SO, I've decided to release this chapter as a standalone episode of the BOSS Podcast. This is well in advance of the audiobook becoming available. So it's a preview of what is GOING to be available.
Also, as more and more of us are 'selling' from home, social is playing a bigger and bigger part of all of our sales lives so it feels like this is something I can do to help more sellers be winners. - That's what I'm hoping to achieve.
I continue to be completely blown away by the number of books we've sold over the last few months and the number of people who just 'out of the blue' have been sending me messages and saying they have been able to implement the Tactical Pipeline system into their business and make a real difference to their sales results. It's this feedback that keeps me motivated and keeps me creating content.
If you find this podcast to be useful please like, rate and share on your social media or streaming platform of choice as it makes it much easier for others to find us.
I hope you like the unofficial preview of Chapter 8 of Tactical Pipeline Growth...
Mark McInnes
www.Markmc.co
LinkedIn
www.linkedin.com/in/mark-mcinnes
How to move beyond “Save you Time & Money” in your outreach.
Chris is a sales practitioner, he is a very busy Xerox copier rep. It took me ages to get him on the podcast, he is busy.
He runs the full-service sales cycle for his products. He acts as the BDM, AE and has CX responsibilities. Of course, he is super active on social and he posts great stuff all the time. Definitely check him out. I really like his material, it’s motivational and yet still tactical, not many people can pull that off.
Instead of taking the sales thought leadership approach of telling sellers what to do, or what they are doing wrong, he sometimes hits it back across the net and goes on the offensive.
In one video he talks to his imaginary boss saying, “Man, the last thing I need right now is you reminding me of my monthly target… I get what my monthly target is, I see it every damn day.”
In our chat, Chris shares his very best strategies, that he uses right now, to help open, not only his prospect’s doors but their order books. He uses a combination of self-depreciating humour and direct outreach across channels such as video messaging, email, text, direct mail.
There are some really nice strategies in this conversation that everyone can use. By far the big one for me is the Customer LINGO library.
It’s so clever, so basic, so obvious. I’m definitely going to use it.
This is why these chats, why these types of podcast are so damn valuable to not only me but to you too.
Look I listen, watch and read 10 – 15hrs of content every week, every week. I have not heard or seen of this strategy before today. That’s what makes this stuff so powerful and why I’m so keen to bring you the best people I can find.
If you like this episode, share, comment and like – we want to be spreading the word, please tell your friends and colleagues to check out the BOSS podcast.
Chris von Huene
https://www.linkedin.com/in/cvonhuene/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
Justin is on a mission to help sellers make a bigger commercial impact through the use of automation and technology.
This episode it’s, Skynet’s T1000 Terminator, versus C3PO, versus Advanced Android’s.
Connecting and messaging at scale and at speed.
Here, Justin shares his vision for the future and for most of us, it’s not pretty.
· LinkedIn will be a struggle town.
· Slack is where it’s at
· Gated communities with common goals and thoughts
· Learning and developing together
I predict something else; I predict a B2B Sales landscape with a new leader. A Technology-based expert with the real-world experience and the social clout to effect change at scale – Justin Michael is by far one of the most impressive and challenging people I’ve spoken to.
Challenging because he challenges my idea of the future might look like. I can’t refute his position. I certainly can’t deny his passion.
Justin has worked at a rate of 1000 – 1 doing the work of 1000 sellers in the time and space of one. A Million emails sent, 6years of pipeline built in just 6months. He has worked at SalesForce, LinkedIn and trained Mike Weinberg’s’ sales development team.
Who trains one of the world’s best sales trainer’s sales teams’? Justin.
Let that sink in.
You might not like what he has to say – but you can’t ignore it.
You’re probably going to need to listen to this episode twice.
Lucky it’s short.
Justin Michael
https://www.linkedin.com/in/michaeljustin/
Justin Michael Consulting
www.justinmichaelconsulting.com
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
There was a number of common topics and activities that experts kept telling me were 'must do' strategies in many of the conversations we had over the first 20 episodes.
Whether it was a LinkedIn trainer like Brynne Tilman, a profile expert such as Karen Tisdell or a marketer like Joe Apfelbaum or Tim Hyde. On more than one occasion they said the same thing. So I thought it was worthwhile to bundle all those together to make it easy for you to get the BEST of the first 20.
With 20 episodes now completed we’ve certainly covered some ground.
I’ve talked to some real social legends and learnt a bunch of new and valuable stuff.
With thousands of downloads already I have to say thank you to the listers for the support and, please keep on interacting with us both on social and via email. It’s great to hear and see how you are all applying the strategies we uncover here.
This episode is a mini wrap up of those previous 19 Episodes and we provide some commentary around the main takeaways from those interviews.
But don’t worry, rather than have you listen to me talk endlessly, I’ve enlisted the help of, The COO Of, The Social Revolution, sometime business partner and good friend, Tino Ho. I’m delighted to have Tino join me to co-host this review.
The main points we walk through today include.
Automation – why are people so wound up about it
Connection requests – why are LinkedIn ‘trainers’ so wound up about them (And what really works to improve connection rates – it’s probably not what you think).
Video – “how to use” as part of social outreach
Profile – Why are we still talking about this.
And the network quality over quantity piece.
I’m sure you’ll enjoy this slightly different episode and please help us to let everyone who needs to know about this podcast to find it – by liking, sharing and rating us.
We are referencing the work of Joe Apfelbaum, Karen Tisdell, Stuart Turner, Bill McCormick, Tim Hyde and Matt Barnett in this episode.
Tino Ho
https://www.linkedin.com/in/tinoho/
The Social Revolution
https://www.thesocialrevolution.co/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg things as the most important things.
Let’s face facts, some guests are simply better than others. And, I’ve really been looking forward to talking to Jason. Luckily, Jason certainly didn’t let me down. He has delivered in spades with this conversation.
Think I’m exaggerating? Here are just some of the things he shares ‘how to do’ in this episode.
· Connection requests
· Follow up messages
· Video use as a LinkedIn message tool
· How to become an expert in your industry
· How to create content from a narrow business offering
· What his content strategy is for LinkedIn
· Why you shouldn’t pitch stuff up front (Unless it’s a Lamborghini)
· How to follow up with someone who likes your post on social
· A great tip to get prospects smoothly off social and into email
· Why you should be ‘question stacking’ and
· Teach don’t take.
I’ve been following Jason for about 8months and during that time, I have seen his profile rise and his name being mentioned by more and more people, people I hold in high regard.
So naturally, I took notice.
The thing I really love about Jason is that he is just SO tactical with his content. He goes ‘all in’ with his strategies and his technics. He shares everything upfront whether it be on a social post, a podcast or anywhere else.
Now, this is a hard thing to do because there is always someone who says “that won’t work for me” or you’re wrong’ being so transparent with his strategies, like he is, takes commitment and courage. Well done Jason.
Jason Bay is the Chief Prospecting Officer of Blissful prospecting, an Outbound Sales Coach & Trainer and the host of the Think Outside the Script Tour, it was a blast having him on the Best Of Social Selling Podcast.
Make sure you have something to take notes with – there is plenty in this episode for everyone.
Enjoy.
Jason Bay
https://www.linkedin.com/in/jasondbay/
Think Outside The Script Tour
https://tour.blissfulprospecting.com/
Blissful prospecting
https://blissfulprospecting.com/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
Steven is an in-demand sales consultant and author of Future Proof Selling. (a 2019 Top Sales finalist). He has his own podcast, also called Future proof selling where he discusses the very best and latest sales strategies in play today.
Here on the BOSS podcast, the tables are turned, he is the talent.
Steven shares what he thinks sellers should be doing to use social as part of the more complex sale and beyond the starting of prospecting conversations.
Some of the things Steve talks about is how, inside sales, now thanks to COVID, has a bigger piece to play in our sales organizations and how we could be using content more effectively to reengage our clients.
Some great tactic for you to use.
Steven Norman
https://www.linkedin.com/in/growth-coach/
Sales Assessment Tool
https://growthacumen.com.au/sales-assessment-tool-3/
Growth Acumen
https://growthacumen.com.au/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
Tim Hyde is the Founder and ‘Chief Fixer’ at Win More Clients.
Tim is also Australia's leading authority on marketing automation.
He was literally involved in social media marketing before social media was even a thing.
He is a specialist in helping owners and entrepreneurs of small and medium sized organisations get their time back by installing repeatable marketing systems and processes into their businesses.
This episode is much deeper on the marketing side than any of our previous episodes. If you're looking for your usual quick-fire social selling tactics, you'll be left disappointed on this one.
However, if you're a marketer, a busines owner or an entrepreneur, this will be right up your alley.
Tim shares with us why we need to stop thinking about marketing as a constant grab for new leads and new connections and how we should be trying to deliver and build a deeper level of relationship with those we already know, who are out IDEAL clients and who know who we are.
Of course, I promise I won’t leave you completely empty handed there are some great social strategies as well.
Tim Hyde
https://www.linkedin.com/in/timjhyde/
Win More Clients
www.winmorecleints.com.au
FREE Resources
https://winmoreclients.com.au/resources/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
High Energy LinkedIn Secrets.
With Joe Apfelbaum.
CEO of AJAX B2B Marketing agency
Author – High Energy Secrets.
What does a good podcast guest sound like?
How about, someone who is not only an expert in what they do but they know how to present their information in a really powerful and entertaining way.
If you’re a podcast host, the less talking you need to do the better, because let’s face facts we are all tuning in to hear what these experts have to say.
Joe Apfelbuam (Ap-feel-bawm) is an absolute legend. He has shared so many strategies, so many tips, so many guidelines, so many take aways, it’s incredible, there is literally enough in here for three episodes
Put your seat belt on, buckle up, grab a pen and paper and I guarantee you will get at least two or three things you can take action on immediately. Joe is a guru in the B2B marketing space, he has grown business all over the place and you’ll hear why he is so successful in this episode.
Joes’ mindset is ‘what gets measured, gets done’.
Don’t listen to this episode too late in the afternoon – you might find it hard to get to sleep
Before we get started I want to ask you.
I’m on a mission to get this podcast into as many sales & marketing professionals hands (or ears) as possible – and I’m going to need your help. If you find this episode to be valuable, please tell you friends, tell your colleagues. Also, please rate and like us on your favourite streaming service.
Now lets jump into this weeks episode with Joe Apfelbaum.
Joe Apfelbaum
www.linkedin.com/in/joeapfelbaum/
High Energy Secrets
https://www.amazon.com.au/High-Energy-Secrets-Pounds-Higher/dp/1948363003
Joe’s LinkedIn courses.
http://www.evyrgreen.com
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
What results are people getting, what tools are they using, how do they do it?
Data from those who are actively using automation.
Today's episode is very different to the normal approach we take to our conversations. It's a bit longer and, it's a lot less structured.
Usually we work hard to give you one or two key take away so you can be more successful using social to help you grow your business or your pipeline, immediately.
This week it's a bit different. This week we are talking about "THE ELEPHANT IN THE ROOM' That is - Automation/ AI / or LinkedIn BOTS.
Whilst these technologies are officially BANNED via LinkedIn's terms and conditions it is clear to me many 1000's of users are adopting some form of automation to help them make the most of their social platform activity.
In my research for this episode, I found dozens of tech-tools that could, visit profiles, Auto like content, Auto follow, Auto connect, Send connection requests, send messages, schedule content, scrape emails, guess your mobile number, find your personality type and even place a call to action on your website or your blog and drag viewers back to mine or my blog.
In this episode I'm joined by a couple of guys, 1 is an expert in marketing automation and the other, is a sales guy using LinkedIn automation successfully to help book sales meetings day by day. He will share with us what he does and what results he gets. To reduce the chance he will get in trouble from LinkedIn we have disguised his voice and changed his name.
I've tried to keep this as a straight out discussion ABOUT automation, neither endorsing or criticizing use – rather simply trying to uncover the realities of what is happening and get some reality around the processes people are using and the results they are (Or are not) achieving.
(Some of the) Tech-Tools discussed.
https://meetlinda.co/
www.dux-soup.com
https://snip.ly/
https://recurpost.com/
https://linkedhelper.com/
https://www.crystalknows.com/
https://www.vidyard.com/
www.bonjoro.com/
https://business.linkedin.com/sales-solutions/sales-navigator
https://salesloft.com/
https://hunter.io/
https://buffer.com/
https://hootsuite.com/
https://www.hubspot.com/
https://socialbee.io/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Stuart P Turner
https://www.linkedin.com/in/stuartpturner/
Secret Guest
https://www.linkedin.com/in/harvey-specter-76886958/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
How to use SalesNAV like a Rockstar. With Chris REED (The only CEO with a Mohawk) CEO of Black Marketing.
Chris is a LinkedIn Rockstar and an extremely energetic individual.
1600 recommendations, Author of 4 books and is the only CEO with a mohawk.
In this episode, Chris shares with us exactly what he does to find and then start conversations, on LinkedIn, with his perfect clients so that we can follow the exact same strategy ourselves.
Some of the other things we cover off are
§ How to determine if your connections are interested in talking with you
§ How you should promote yourself
§ Why recommendations on LinkedIn are better than your website testimonials
§ What is your personal Mohawk
§ How to find people who are actually on LinkedIn
§ Why you need SalesNAV teams and why it’s much better than recruiter
§ Why you need to post content on LinkedIn right now.
Chris J “The Only CEO with a Mohawk” Reed
https://www.linkedin.com/in/b2bsocialmarketing/
LinkedIn SalesNAV Smart links
https://business.linkedin.com/sales-solutions/product-update/smart-links
Mark McInneshttps://
www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
Bonjoro
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
Karen Tisdell, is probably Australia's leading LinkedIn profile specialist. Karen has been ranked one of the top LinkedIn trainers across APAC and has been included on many 'best of lists' over the years
Karen is in high demand and highly successful.
In this episode Karen takes us deep into the various parts of our profile that, whilst on the surface, might look to be unimportant, actually have a big impact on how we are perceived by others on the platform.
When you ask someone for a meeting/ conversation , Sales force say 83% of people view your profile as part of their research to decide whether to have that conversation or not. Your profile is the key to ensuring you get that yes.
There is no surprise that every single person we've had on the podcast has said – it all starts with a great profile.
So, the question begs, what do we do and how do we do that?
Karen, takes us through the main components step-by-step. This is a lovely 'explainer' for those of you who need to build a profile OR a good checklist for those who THINK they have a great profile already. I must admit to going back into my profile after listening to this episode and making a few changes myself.
Before we jump into the chat with Karen, I need to say thank you to all of you who continue to support the podcast. The listener base is growing and we are keen to get the message out. Please like, share these episodes to help others find us. And of course a big thank you to our corporate supporter @Bonjoro
Karen Tisdell
https://www.linkedin.com/in/karentisdell/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Jay has the kind of profile many LinkedIn trainers will tell you NOT to have. Yet, Jay is active on LinkedIn with lots of connections and lots of interaction.
If I had a photo of what not to do versus what you should do – Jay's profile would be what NOT to do.
You will quickly hear why Jay is able to disregard all the rules on LinkedIn and still be super successful. He's an absolute natural. Jay's recommendations read like a who's who of sales, James Muir, Steve Hall, Steve Burton, James Buckley. That's because he is so revered by so many. He is simply a one of kind guy.
Jay and I had a great time on this pod and I dare you to get through this episode without cracking a big smile if not a huge belly laugh. We cover all aspects of sales and social on this one – lots of great takeaways and there are too many to single out just one.
To be honest, I was very scared about how this episode might go. I did my usual preparation but, as you'll hear, after some research all I had was a couple of recent posts and a bunch of dead ends.
The big takeaway for me and, I hope for many of you, is that you can often just forge your own path. If you're being true to yourself, you have a message people will appreciate and will respond to.
There are so many ways to make social selling work for you. Jay shows us another way we've not explored before.
Before we jump into this episode, again, thank you to all of those of you who continue to interact with the podcast and with me on LinkedIn. Keep it coming and don’t be shy to send us a share or a like here and there.
I really appreciate everyone who participates and listens. Enjoy a laugh with Jay.
Jay Jensen
https://www.linkedin.com/in/jay-jensen-45b88686/
The 'late for work' post
https://www.linkedin.com/posts/jay-jensen-45b88686_sales-linkedin-sizeisimportant-activity-6683770486465331200-z0qx
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
Bill McCormick is a social selling trainer from Social Sales Link.
In this episode, we discuss how to create a conversation from almost every connection request you receive. It’s a great play.
Bill has some very strong feelings about connection requests and network building which I found really easy to agree with.
Having recently spoken to both Bill and Brynne Tillman, recently I really like the way these two keep social interaction and engagement as simple as possible.
Why create a massive marketing or campaign strategy when we don’t need one to start valuable conversations.
I’m 100% sure you’ll love the simplicity of Bills’ ideas.
I’m delighted to announce a treat for our supporters and regular listeners. Bonjoro, the video application that increases your response rates by 200 x 300%, has allowed us to provide a coupon code exclusively for our BOSS listeners.
I’ve been using Bonjoro for years and completely endorse it.
Listeners can now get a massive 20% off ANY Bonjoro membership by simply using the code BOSS20 at check out. Thanks to the wonderful crew at Bonjoro for the support.
Now across to the conversation with Bill McCormick
Bill McCormick
https://www.linkedin.com/in/billmccormicksocialsaleslink/
Social Sales Link
https://socialsaleslink.com/
Atomic Habits
https://www.booktopia.com.au/atomic-habits-james-clear/book/9781847941831.html
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
Phil Gerbyshak. Value before volume. Turn your birthday notifications ON to start conversations.
Phil is a gun sales trainer, social expert and inside sales specialist. He is training people all day every day to be better at sales, it’s his thing and it shows. It was a real blast to have him on the podcast sharing some truly great strategies that we can put into practise and stand out right away.
Whilst, I have not yet implemented his secret ‘birthday strategy’ I certainly intent to.
He also shares his 3 x H’s and 3 x I’s strategy which is almost a complete sales strategy all on it’s own. You could take this strategy and apply it regardless of whether it be on social or via traditional selling. I love it.
Phil is an author of 5 books and with articles published in countless magazines and websites, Phil is a true thought leader in the sales space. I was very honoured to have him on the podcast.
I’m sure you’ll love this episode as it’s jam packed full of great tactics and ideas.
I’m delighted to announce a treat for our supporters and regular listeners. Bonjoro, the video application that increases your response rates by 200 x 300%, has allowed us to provide a coupon code exclusively for our BOSS listeners.
Listeners will now get 20% off ANY Bonjoro membership by simply using the code BOSS20 at check out. Thanks to the wonderful crew at Bonjoro for the support. Grab more details at Bonjoro.com
Phil Gerbyshak
https://www.linkedin.com/in/philgerb/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
Coupon – BOSS20
Tactical Pipeline Growth
www.markmc.co/tpg
We are very pleased to announce a treat for our supporters and regular listeners. Bonjoro, the video application that increases your response rates by 200 x 300% has allowed us to provide a coupon code exclusively for our listeners.
Listeners will now get 20% off ANY Bonjoro membership by simply using the code BOSS20 at check out. Thanks to the wonderful crew at Bonjoro for the support.
A cold call expert, a couple of marketers and a social guy.
How to get a prospect on the phone and off social, step by step.
We spitball a few ideas about how to take social activity and frame that into an outbound – warm call.
Chris Justice, our cold call expert, shares some calling ideas after the marketers Tino HO & Stuart P Turner tell us how to find and engage with prospects on social.
This episode attempts to track a path from finding a perfect prospect on social, building some presence and then reaching out for a chat on the phone. A full prospecting on the social journey.
We come up with some ideas you can use yourself.
A slightly longer episode as we have four of us on the pod and everyone wants to get their share of mic-time. You will note, I have a new microphone with the gain turned up just a little too high – so there are a few cracks and pops, apologies. I promise I already have it dialled in for the next episode.
Bonjoro are a valued partner of the BOSS podcast and you can get access to their premium tools with our 20% off code BOSS20 or access their free plan via bonjoro.com
Chris Justicehttps://www.linkedin.com/in/chris-a-justice/
Tino Hohttps://www.linkedin.com/in/tinoho/
Stuart P Turnerhttps://www.linkedin.com/in/stuartpturner/
Binary Mhttps://binarym.co/
Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/
www.Markmc.co
Tactical Pipeline Growthwww.markmc.co/tpg
Bonjoro
www.Bonjoro.com
Incorporating video messaging, as part of your sales process, has been growing in popularity even well before isolation.
Why is video working so well?
More people are likely to open videos in their WFH environment (probably due to being less concerned about the noise inside an office)
And there is an increase of sellers sending video messaging, mostly due to the reduction in our ability to hold face-to-face meetings. So, it's no wonder video is going ballistic.
I've used video messaging on and off since early 2017 and I've increased the use of video in my outbound on social in the last few months simply because it gives me the best results.
It's personalised, quick to produce and most importantly gives very high response rates.
Matt Barnett, CEO and Papa bear of Bonjoro, joins me on the pod to share some examples of how his clients are using video really well in their sales process. Most interesting for me was the applications he is seeing in customer retention and advocacy.
There are lots of great examples of how to use video across all parts of the sales process in this episode. I'm sure you'll like it.
In the meantime, check out the conversation with Matt Barnett from Bonjoro
Matt Barnett.https://www.linkedin.com/in/mbjbarnett/
Bonjoro Playbookhttps://www.bonjoro.com/videofunnelplaybook
Bonjorowww.bonjoro.com
Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/
Tactical Pipeline Growthwww.markmc.co/tpg
Mark Mcinnes – Sales Trainingwww.markmc.co
Daniel Disney is a likable guy, with more than 10 million people consuming his social content every month, he certainly knows how to build an audience, yet... his strategies are surprisingly accessible for everyone regardless of the size of your audience.
In this episode, Dan shares what our daily LinkedIn and Social selling routines should look like as well a couple of really nice engagement strategies that have worked well for him in the past. Including a story that he only shares inside his personal training sessions.
A big shout out to Con Soditis, for being a great supporter of the podcast as well as proving a nice rating on Apple. Con, I know you listen to every episode, send me a DM with your address and I'll send you a copy of my new book Tactical Pipeline growth.
TPG, shows you how to build sales pipeline quickly and ethically. It’s a must read for all sales reps and sales leaders
If you'd like a copy of the book yourself, you can either grab a copy from my website markmc.co/tpg, through Amazon or your usual book supplier. If you'd like to win a copy? Simply provide some great feedback and social support either on LinkedIn or on one of the podcast services and I'll pick one new person every week to give a signed book too.
Daniel Disneyhttps://www.linkedin.com/in/danieldisney/
Dan’s Book – The Million-Pound LinkedIn Messagewww.amazon.com.au/Million-Pound-LinkedIn-Message-Daniel-Disney/dp/1086321561
Mark McInneshttps://www.linkedin.com/in/mark-mcinnes
Tactical Pipeline Growthwww.Markmc.co/tpg
Mark McInnes – Sales Trainingwww.Markmc.co
Brynne is the absolute master at creating warm introductions and referrals through LinkedIn.
In her past, professional life as a sales professional, Brynne always looked for the fastest and most effective way to create new sales conversations with her prospects. Referrals! Brynne has continued this approach with her award winning LinkedIn strategy.
Einstein said, make something as simple as possible but not simpler.
The genius of Brynne's approach is that there is little need to build lots of content, become a LinkedIn expert or spent lots of hours liking and commenting on posts. It's all about leveraging your connections and execution of a simple outreach message. This is something most reps can put into action immediately.
Brynne is someone I connected with very early on in my social selling journey and she has been instrumental in helping me build a strong social outreach methodology. There are very few people who can hold a candle to her in relation to her LinkedIn and social selling knowledge. She is at the very top of her field.
As a point of note, Brynne even advises LinkedIn on LinkedIn – I know, impressive huh.
Brynne's book
www.Linkedinbook.info
Brynne Tillman
https://www.linkedin.com/in/brynnetillman/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Tactical Pipeline Growth
www.markmc.co/tpg
Social & sales skill course information
www.markmc.co
This podcast keeps getting better and better. I caught up with Cynthia Barnes recently for a chat.
LinkedIn Top Sales Influencer
Cynthia is a LinkedIn top sales influencer, Keynote speaker and Founder of National Association of Women Sales People (NAWSP). Cynthia shared, with great patience, all of her LinkedIn strategies and explained the why and the how of each social selling step so clearly any of us could follow her process.
Effective Social Sales Strategy
I'm starting to see is a pattern forming. Everyone who has a sales strategy is very good on Social has a clear strategy that they follow – everyone's is a little different, but they have a strategy and then they execute at about 75 – 80% effectiveness. And I think this is the key.
Podcast Masterclass Series
This podcast is really starting to take shape, our download numbers are rising every week and I have some fantastic people lined up to chat with, as well as some really interesting ideas for our Masterclass series.
Messages to Mark
To all of those who are in sales or marketing and sending messages in, thank you for your input, keep them coming we really appreciate the acknowledgement. If you like to get in contact, please do simply reach out to me either on LinkedIn or via my website www.markmc.co
But for now, let's hear Cynthia talk about her LinkedIn digital selling strategy. I'm sure you'll enjoy the clarity she brings to her process.
Social Media Links
Cynthia Barnes
https://www.linkedin.com/in/cynthiabarnes/
National Association of Women Sales Professionals
https://www.linkedin.com/company/nawsp/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes – Sales Training
https://markmc.co/
Expert Series: Dino Pacella.
Building a Reputation on Social Media
Dino has built a very strong following on social in a very short period of time. Initially, he was one of those, who he says ‘was doing social all wrong’ and, with a bit of tough love, managed to turn his social activity around and is now an absolute master of the social space. Dino has 120,000 followers across multiple social channels, yet he keeps his clothes on and doesn’t swear. (much) How does he do it? Dino shares with us an outline of his social routine and the strategy he uses to keep all those followers and connections engaged.
Dino Pacella:
https://www.linkedin.com/in/dinopacellaofficial/
@DinoPacella
Youtube
Youtube.com/c/DinoPacella
Dinopacellaofficial
Mark McInnes
www.linkedin.com/in/mark-mcinnes
BOSS Podcast - LinkedIn
www.linkedin.com/company/best-of-social-selling/
In the first of our Expert Series, James Michael from Justified Talent is our expert guest. With the current COVID situation many sales reps now find themselves looking for work options. James is recruiter with a difference, he has a focus on the SMB-Mid Market space and specialises in sales reps. Here, he shares with us, what we need to be doing to help us position ourselves to be best placed to get a new role.
Key topics covered include.
What should I put on my profile?
Where do I look?
How do I engage with those I want to work with?
80% of roles will not be advertised – how do I get access to those?
James Michael.
https://www.linkedin.com/in/jamesmichael-salesrecruiter-small-business-advisor/
Justified Talent.
https://justifiedtalent.com/
Mark McInnes.
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes – Sales Training
https://markmc.co/
There are a number of common MISTAKES most people make on LinkedIn when they start their social selling journey. As usual we ask the ‘masterminds’ Tino Ho and Stuart P Turner from BinaryM, what are the biggest mistakes people make and what should people do instead.
This is the introductory episode of the Boss Podcast.
In this episode, Mark McInnes sits down with Stuart Turner and Tino Ho to discuss what social sellers should be doing during the Covid lockdowns to better position themselves for when everything goes back to normal.
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Tino Ho
https://www.linkedin.com/in/tinoho/
Stuart Turner
https://www.linkedin.com/in/stuartpturner/