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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.
160 Episodes
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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 ...
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/VoGp4KmHy24In 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 muchWhat do you think? Is the email better after my re-write or was it better before?Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales ...
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?Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn pr...
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 framework1: 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.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales ...
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 talki...
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 con...
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 cli...
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 ...
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 w...
This episode is now available on YouTube. https://youtu.be/zlBVR8Sx_EoDespite 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" or2: You stand out by your high level of ...
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 formatsHe runs a podcastHe hosts breakfasts He hosts group lunchesHe creates speaking panels and get prospects and clients to guest speakHe sends things in the mail.Customised Bottles of...
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...
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 mee...
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 ...
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.Catch all versions o...
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,...
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 conversationThis 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...
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...
How we got 52 out of 100 CFOs to pick up a cold 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 ProcurementProspecting, 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...
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 prospects & clients. Doug helps make it simple.Doug shares some practical ways to ensure we stay top of mind with your clients and prospects.Follow-up should be relevant, personalised & timely.Doug is the CEO of CEO Sales Strategies, he has an impr...
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