Advertise on podcast: Best Of Sales Skills Podcast

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. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting

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? Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting

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. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting

Kristie Jones is 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 prospectsHow to stop deals from stallingWhy 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/  Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting

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/   Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting

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. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting

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. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting

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…. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting

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. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting

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. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting

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 Catch all versions of me here. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting

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. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting