BOSS Podcast

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 referralsA large percentage of buyers are prepared to give themSo why don't we get more referrals?2 ReasonsAsk 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.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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. Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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.

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 profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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 mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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.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. 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 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'  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 “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 profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 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 letterThis is a terrific, tactical episode.Look Kristie up via her website or via LinkedIn

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 profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 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 profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 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 profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 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 profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 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 profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 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 are1: 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 profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 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 LinkedInCatch all versions of me here.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.  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

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 SocialMark'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 OrganisationsYekemi Email: Yekemi@doqaru.comCatch 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 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 wineCards with a QR code on themOf course, he also does the usualMakes cold calls.Sends emailsSends 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 podcastCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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.Catch 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.  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 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/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. 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 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 Dotshttps://www.ctd.ai/Drew Sechristhttps://www.linkedin.com/in/drewsechrist/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 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 actually shared the pre-release recording with two of my clients so they could get access to 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 talking about 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 you need to send a “Dear Jane” letter to your prospects once they start ghosting you and what should be in that letterThis is terrific, tactical episode.Look Kristie up via here website or via LinkedIn

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/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. 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 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.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. 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

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...Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

⏰ 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 effortIdeally, 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 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.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. Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

FREE EBOOK. See the link below.Doug C. Brown is 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/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 “5 Proven Sales Secrets to Get in the Door”  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/ Kay's Profilehttps://www.linkedin.com/in/millerkay/ 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 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=3tj2VxXfARkCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

"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.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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:

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... 

Let's say you won $200,000 on a lottery ticket. ✅How hard would the lottery try to get in contact with you? 

Strategic, enterprise sales require strategic social selling support.Carson Heady is 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 strategyCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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 HeartCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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 Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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 podcastCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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? 

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 areCompelling StorySmarter TargetingPersuasive EngagementPersuasive ProposingRetention and AdvocacyConfidence and MotivationAccountability 

✅ 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 VamvourisKyle's Youtube ChannelMark McInnesVIP MailerWebsiteCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

✅ The Best Episodes of 2022. Part 2Nigel 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) Psychology4) Fun5) Multi-Platform Follow-Up6) SystemsCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

✅ 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 Grouphttp://www.salesrevolution.group/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting