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Best Of Sales Skills Podcast
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Best Of Sales Skills Podcast

Author: Mark McInnes

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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.
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Would your prospect be surprised that they were listed as an Opportunity in your CRM?Today, Iโ€™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 youโ€™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, โ€œthis is better than what Iโ€™m using nowโ€ and they say they are using a competitorโ€ฆย  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.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
People are twice as likely to say yes to your request than you think.ย 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.ย 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 profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 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'ย  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 profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 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 โ€œThe Investor Intelligence Podcastโ€ and hosted by a young man called Jacob Keanes, a nice guy a great podcast.The reason I thought Iโ€™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 profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
Gabriel Lullo is the CEO of a company called Alleyoop.ย Theyโ€™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.Gabeโ€™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 youโ€™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 profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
This episode is now available on YouTube.ย  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 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 profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
Derek is an Australian BDM who talks a hundred miles an hour and I think he does that thatโ€™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 breakfastsย He hosts group lunchesHe creates speaking panels and get prospects and clients to guest speakHe sends things in the mail.Customised Bottles of wineCards with a QR code on themOf course, he also does the usualMakes cold calls.Sends emailsSends messages on LinkedInย In addition to all that., Some of the topics we cover are ย Why you need to think like a Venture Capitalist when youโ€™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, Iโ€™m Mark McInnes and this is the best of Sales Skill podcastCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
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.ย  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 LinkedInCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
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/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
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 Iโ€™m not 100% comfortable with.But then I thought - Iโ€™ll let you, the listener, make up your own mind.In this show, we chat about influence and persuasion.ย 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/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
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 of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
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 videoCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
Drew Sechrist was employee number 36 at Salesforce, now he is the founder & CEO of a tech company called Connect The Dots.ย If youโ€™re in sales youโ€™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.ย 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 โ€œpuppet masterโ€ approach for driving referrals.At the end of the conversation, youโ€™re going to want to sign up for a free account, I already have signed up, so Iโ€™ve put the link in these show notes for you., just to make it easier.Connect The Dotshttps://www.ctd.ai/Drew Sechristhttps://www.linkedin.com/in/drewsechrist/ย Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
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.ย 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.ย He is very much worth listening to.ย 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 โ€œAllboundโ€ Not inbound and not outbound.Resonate: https://www.resonate.com.au/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
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.ย We've made 100's calls to these 3 buying personas recently.(All mid-market)โžก๏ธ CFOsโžก๏ธ Senior Finance (so one down from the CFO)โžก๏ธ 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 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?ย Drop me a DM on LinkedIn and I'll add you to the list.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
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 impressive list of clients and previous work history. CBS television, Intuit, Proctor and Gamble, and 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.ย Let us jump in to hear about the future of follow-ups in sales.FREE Ebook:Email Doug at YouMatter@CEOSalesStrategies.com and tell him you heard him on the BOSS Podcast.Doug:https://ceosalesstrategies.com/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
โฐ Youโ€™ve only got a certain amount of sales motions that you can make in any one given day.You can onlyย make so many calls,ย send so many emails,ย 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 effortIdeally, you want the outbound motions that youโ€™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 theyโ€™re about to have it.Today we are talking about Sales Triggers. What, why and howโ€ฆWith Nic Biffen who is the Head of Sales over at Selligence,If you feel like you could use some more timely insights into your prospecting. Then, this episode is a good one for you.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
Make just one small change to your cold call opener and get a big change to the result.Iโ€™ve changed the way I open the initial part of my calls, not by very much, but itโ€™s setting me up for a better call so I wanted to share it with all of youโ€ฆAs you know, Iโ€™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.ย Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
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 โ€œ5 Proven Sales Secrets to Get in the Doorโ€ย  go to uncopyablesales.com/bossKay 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 fearUnderstanding 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 mindsetFREE Downloadhttps://www.uncopyablesales.com/bossBook - Uncopyable Saleshttps://www.uncopyablesales.com/ย Kay's Profilehttps://www.linkedin.com/in/millerkay/ย Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
Philipp Humm joins 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 Methodย Itโ€™s a great short and powerful book.ย Phil has worked with some incredible organisations. UBER, Google, Visa, Oracle. He has the chops on storey telling in sales.ย 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.ย This one is perfect for when a prospect says, or theyโ€™re thinking, why should I choose you?Youโ€™re going to love itโ€ฆWebsite: http://www.power-of-storytelling.com Youtube: https://www.youtube.com/@Philipp-Humm/videos TEDx: https://www.youtube.com/watch?v=3tj2VxXfARkCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting
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