Podcasts about appaloosa media

I sit down with Taylor Pearson of "Taylor Pearson Show Horses" at the 2022 Appaloosa Youth World/Nationals show. You may have heard of Tayler before due to coverage of her program by a local TV Station (https://www.wbko.com/2021/08/10/3-local-girls-win-world-titles-2021-world-championship-appaloosa-youth-show/)#TaylorPearson #TaylorPearsonShowHorses #2022 AppaloosaYouthWorld #2022AppaloosaNationals #74thAppaloosaNationals____________________________________________________________________Appaloosa: More Than Just a Color Breed. Is a podcast dedicated to showing the world the versatility and adaptability of the Appaloosa horse, as well as the people devoted to preserving and enhancing this outstanding breed.YouTube:  https://www.youtube.com/channel/UCyZ4...Facebook:  https://www.facebook.com/appaloosamediaInstagram:  https://www.instagram.com/appaloosapo...Website:  https://www.appaloosapodcast.com/#Appaloosa #AppaloosaPodcast #AppaloosaMedia #ApHCSupport the show

I sit down with Patrick Heeley to talk about his success across the breed show industry, ask him questions about his observations of the breed show circuits, as well as ask some of the questions that you have sent in.#PatrickHeeley #PatrickHeeleyShowHorses #TeamChocolatey #ChocolateInVegas____________________________________________________________________Appaloosa: More Than Just a Color Breed. Is a podcast dedicated to showing the world the versatility and adaptability of the Appaloosa horse, as well as the people devoted to preserving and enhancing this outstanding breed.YouTube:  https://www.youtube.com/channel/UCyZ4aNAE2Xogi7xsQZpgoQQFacebook:  https://www.facebook.com/appaloosamediaInstagram:  https://www.instagram.com/appaloosapodcast/Website:  https://www.appaloosapodcast.com/#Appaloosa #AppaloosaPodcast #AppaloosaMedia #ApHCSupport the show

This is a discussion on how the vision for the future of the ApHC should be driven by the Regional Clubs and not handed down or expected to be handed down by the BOD. The people joining us tonight have held office in their Regional clubs, started new Regional clubs, and have brought back popular show that have disappeared,#Appaloosa #AppaloosaPodcast #AppaloosaMedia #ApHC____________________________________________________________________Appaloosa: More Than Just a Color Breed. Is a podcast dedicated to showing the world the versatility and adaptability of the Appaloosa horse, as well as the people devoted to preserving and enhancing this outstanding breed.YouTube:  https://www.youtube.com/channel/UCyZ4aNAE2Xogi7xsQZpgoQQFacebook:  https://www.facebook.com/appaloosamediaInstagram:  https://www.instagram.com/appaloosapodcast/Website:  https://www.appaloosapodcast.com/Support the show

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 easilyAre more likely to gain referrals Need to give fewer discountsExpect fewer objectionsBe ghosted lessToday'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 cliched2: 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 areCompelling StorySmarter TargetingPersuasive EngagementPersuasive ProposingRetention and advocacyConfidence and MotivationAccountabilityListen 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 Mannixwww.deanmannix.comhttps://www.linkedin.com/in/deanmannix/Workbookwww.deanmannix.com/blueprint Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.markmc.co/tpg 

The 2022 Youth World/Nationals announcement has been made. I also talk about some of the items from the Dec 30th BOD meeting.Support the show (https://www.buymeacoffee.com/Appaloosa)

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.

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.JournalingExerciseGratitudeFamily& 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 Muddellhttps://www.linkedin.com/in/chrismuddell/ Chris @ SalesIQhttps://www.salesiqglobal.com/partners/chris-muddell Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.markmc.co/tpg

I sit down with Sidney Karr to discuss her 2021 National Championship Titles for both Non-Pro and Open Ranch Horse.Support the show (https://www.buymeacoffee.com/Appaloosa)

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 overallInside sales/ SDR/ Business Developers are in high demandGood reps aren't leaving current rolesEmployers and Sales leaders are letting themselves down digitallySales 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 Michaelhttps://www.linkedin.com/in/sales-recruiter-smallbusiness-advisor/ Justified Talenthttps://justifiedtalent.com/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.coTactical Pipeline Growthwww.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 Watsonhttps://www.linkedin.com/in/jamesawatson/ Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.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 Lowreyhttps://www.linkedin.com/in/charlottelowrey/ https://www.ubereats.com/Mark McInneswww.linkedin.com/in/mark-mcinnes Websitewww.markmc.coVIP Sales Mailerwww.markmc.co/salesmailMark's Gumroad offerswww.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 $1.5BillI 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 Elderhttps://www.linkedin.com/in/assa-eldar/ Lushahttps://www.lusha.com/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark's Gumroad Portalwww.markmc.gumroad.com Mark's VIP Mailerwww.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/audioKeys to Effective Communication Quizhttps://bit.ly/3zsV4JNMark McInneshttps://www.linkedin.com/in/mark-mcinnes/VIP Sales Mailerhttps://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 knowMark McInneshttps://www.linkedin.com/in/mark-mcinnes/VIP Sales Mailerhttps://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 Mannixhttps://www.linkedin.com/in/deanmannix/ Dean's websitehttps://deanmannix.com/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ VIP newsletterhttps://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/EmailJD@salesdirectorcentral.com Sales Director Centralhttps://www.salesdirectorcentral.com/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ VIP Mailerhttps://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 Gerbyshakhttps://www.linkedin.com/in/philgerb/ Social Selling Essentials (New Book)www.socialsellingessentials.com Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Join our VIP Newsletterhttps://markmc.co/salesmail/ POW Course informationhttps://markmc.co/pow/ 

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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 Hodahttps://www.linkedin.com/in/shoda/ Xgrowthhttps://xgrowth.com.au/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Subscribe to Mark's VIP newsletterwww.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 Hillhttps://www.linkedin.com/in/beaccurate/ Connect & Sellhttps://connectandsell.com/ Join the VIP Sales mailerhttps://markmc.co/salesmail/ Mark McInneshttps://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 B2CWhat 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 Thorphttps://www.linkedin.com/in/adamthorp1/ Julian Midwinter & Assochttps://www.julianmidwinter.com.au/ Mark McInneshttps://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 techniqueHow to leverage referrals super easilyHow to use POLLS to create your own bookHow to tell if your prospects are ‘really' on LinkedInWhy POLLS might be your answer to creating authorityHow to delight a new connection even if you have zero contentWhy you should slow down your outreach to help speed up the resultJoin Mark's VIP twice-monthly newsletter:https://markmc.co/salesmail/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ 

I talk about some BIG Appaloosa and POA News, ApHC Youth World and ApHC NationalsSupport the show (https://www.buymeacoffee.com/Appaloosa)

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 Viethttps://www.linkedin.com/in/fredviet/ Aircallhttps://aircall.io/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Subscribe to Mark's VIP newsletterwww.markmc.co/pow 

Megan is the Manager of the Maxey Foundation and the creator of the TikTok and Instagram sensations Sassy Appys. In today's episode I pick Megan's brain to discover her success with social media and try to pull out some take aways that we can use to increase the exposure of the Appaloosa horse. Support the show (https://www.buymeacoffee.com/Appaloosa)

 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 Schenkiushttps://www.linkedin.com/in/markschenkius/  The Other Side of Saleshttps://www.amazon.com/Other-Side-Sales-Mark-Schenkius/dp/949274404X Mark's Websitewww.roi-10.com Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/  Subscribe to Mark's VIP newsletterwww.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 Martinhttps://www.linkedin.com/in/jamiemartin111/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Subscribe to Mark's VIP newsletterwww.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 standardUse video inside your prospectingBe real in your sales interactionsCheck out Twitter for conversation startersSlow down your ask - to speed up the result.Tom Boston:https://www.linkedin.com/in/tom-boston/ SalesLofthttps://salesloft.com/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Subscribe to Mark's VIP newsletterwww.markmc.co/pow 

Marsha Martin is the creator of TheHorseNet.com an online software platform that allows you to keep track of your horses vet records, performance records, and much, much more.TheHorseNet.comuse discount code APPY2021 for 20% off.Support the show (https://www.buymeacoffee.com/Appaloosa)

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 Raymondhttps://www.linkedin.com/in/michelle-raymond-goodtradingco/ Good Trading Co LinkedIn Company Pagehttps://www.linkedin.com/company/good-trading-co-linkedin4business/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Join Mark's VIP Newsletterhttps://markmc.co/salesmail/

I talk to Lori Wunderlich about the success of the Garden State Appaloosa Association and what other Regional clubs maybe able to learn from them.Support the show (https://www.buymeacoffee.com/Appaloosa)

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: ConnectionConsiderationClarityConfidence ConsensusCommercialsCommitmentWe 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 - LinkedInhttps://www.linkedin.com/in/nathancjclark/ Website:www.nathanclark.net Twitter@nathanClark_ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Website/ Newsletterwww.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 Micallefhttps://www.linkedin.com/in/growupsales/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Website/ Newsletterwww.markmc.co TPGwww.markmc.co/tpg 

This is our monthly Facebook Live discussion. This month I ask the question, "How do we attract new members and how do we regain lost members. I am joined by Heather Bottoms, Jeffery Oaks, Frank Marley, Gail Smith, Aaron Jackson, and Tara.Support the show (https://www.buymeacoffee.com/Appaloosa)

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 Dulanyhttps://www.linkedin.com/in/davidkdulany/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Website/ Newsletterwww.markmc.co 

I talk with the owner of the Canadian Appaloosa Stallion North Western Gunman, Madison Barkley. We talk about Spot, the reformation of the Appaloosa Horse Club of Canada, and a few other thingsSupport the show (https://www.buymeacoffee.com/Appaloosa)

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 storyLive 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 Moorehttps://www.linkedin.com/in/ellen-melko-moore/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Newsletter sign upwww.markmc.co POW Courses.www.markmc.co/pow 

This is a Facebook Live discussion between Jody Ann, Aaron Jackson, Tina Jackson, Tia Justice, Morgan Barley, Gail Smith, Jeffery Oaks, and Tony Bottoms about the proposal of accepting undocumented unspayed mares into the ApHC registry.Support the show (https://www.buymeacoffee.com/Appaloosa)

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 Muddellhttps://www.linkedin.com/in/chrismuddell/ Chris @ SalesIQhttps://www.salesiqglobal.com/partners/chris-muddell Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.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.liveMark 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 gatekeeperKnowing your customerWhat channels we should use When should we use them How often should we reach out How many times to reach out before giving upSome rapport skillsNegotiation 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 Lowreyhttps://www.linkedin.com/in/charlottelowrey/ https://www.ubereats.com/Mark McInneswww.linkedin.com/in/mark-mcinnes Websitewww.markmc.coTactical Pipeline Growthwww.markmc.co/tpg/POW Prospecting Workshopwww.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 Bajorekhttps://www.linkedin.com/in/jeffbajorek/ Sales Communitywww.jeffbajorek.liveMark McInneshttps://www.linkedin.com/in/mark-mcinnes/POW Coursewww.markmc.co/pow  Tactical Pipeline Growthwww.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 McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.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 Blomhttps://www.linkedin.com/in/richardvanderblom/Research of note:https://www.slideshare.net/RichardvdBlom/full-report-linked-in-algorithm-july-2019https://www.linkedin.com/pulse/newsletter-4-linkedin-algorithm-research-2020-you-van-der-blom/ Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.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 Dupreehttps://www.linkedin.com/in/copierwarrior/@SalesRebellionThe Sales Rebellionhttps://www.thesalesrebellion.com/ Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.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_MartinMarty Burwellhttps://www.linkedin.com/in/martyburwell/ Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.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 connectionsConnect with more people in your perfect target marketAnd more.Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ Youtube of this V4V strategyhttps://youtu.be/2-RHVLSdgHU POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.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 Watsonhttps://www.linkedin.com/in/jamesawatson/ Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.markmc.co/tpg 

Aaron Evans. Sales Enablement Director, GlobalData PlcQualification 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 useHow 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 Evanshttps://www.linkedin.com/in/aaronevanssalesenablement/ Aaron Evans – YouTube channelhttps://www.youtube.com/channel/UCZMQtKvIKfBq6FDUXncnKpQ Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.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 hashtagsStarting 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 Chernishttps://www.linkedin.com/in/katebradley/Latelywww.lately.ai Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.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.comGrab all his goals, year review and bucket list direct from here.Jack Daly.https://www.linkedin.com/in/jackdaly/ Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.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 areCompelling StorySmarter TargetingPersuasive EngagementPersuasive ProposingRetention and advocacyConfidence and MotivationAccountabilityListen 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 Mannixwww.deanmannix.comhttps://www.linkedin.com/in/deanmannix/Sales Growth Blueprint - Workbookwww.deanmannix.com/blueprint Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.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 McCormickhttps://www.linkedin.com/in/billmccormicksocialsaleslink/  Social Sales Link.https://socialsaleslink.com/ Blank Connection posthttps://www.linkedin.com/posts/mark-mcinnes_linkedin-marksalestips-sales-activity-6732438805883822080-3rXI  Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical Pipeline Growthwww.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 Johnstonhttps://www.linkedin.com/in/lynnairejohnston/Link.Abilityhttps://www.linkedin.com/company/connectme-on-linkedin/about/  Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical Pipeline Growthwww.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 Griffinhttps://www.linkedin.com/in/darrelgriffin/   New Proactiv Traininghttps://www.weareproactiv.com/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical Pipeline Growthwww.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 McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical Pipeline Growthwww.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 – LinkedInhttps://www.linkedin.com/in/danhochuli/ Contenthttps://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 Hohttps://www.linkedin.com/in/tinoho/ The Social Revolutionhttps://www.thesocialrevolution.co/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical Pipeline Growthwww.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 McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical Pipeline Growthwww.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 Tisdellhttps://www.linkedin.com/in/karentisdell/ Richard Van Der Blomhttps://www.linkedin.com/in/richardvanderblom/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical Pipeline Growthwww.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 overallInside sales/ SDR/ Business Developers are in high demandGood reps aren't leaving current rolesEmployers and Sales leaders are letting themselves down digitallySales 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 Michaelhttps://www.linkedin.com/in/sales-recruiter-smallbusiness-advisor/ Justified Talenthttps://justifiedtalent.com/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical Pipeline Growthwww.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 McInneswww.Markmc.co LinkedInwww.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 Huenehttps://www.linkedin.com/in/cvonhuene/  Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark McInnes - Sales Trainingwww.Markmc.co www.Bonjoro.com Coupon – BOSS20 Tactical Pipeline Growthwww.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 Michaelhttps://www.linkedin.com/in/michaeljustin/  Justin Michael Consultingwww.justinmichaelconsulting.com  Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark McInnes - Sales Trainingwww.Markmc.co www.Bonjoro.com Coupon – BOSS20 Tactical Pipeline Growthwww.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 itConnection 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 outreachProfile – 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 Hohttps://www.linkedin.com/in/tinoho/  The Social Revolution https://www.thesocialrevolution.co/  Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark McInnes - Sales Trainingwww.Markmc.co www.Bonjoro.com Coupon – BOSS20 Tactical Pipeline Growthwww.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 Bayhttps://www.linkedin.com/in/jasondbay/ Think Outside The Script Tourhttps://tour.blissfulprospecting.com/ Blissful prospectinghttps://blissfulprospecting.com/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark McInnes - Sales Trainingwww.Markmc.co www.Bonjoro.com Coupon – BOSS20 Tactical Pipeline Growthwww.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 Normanhttps://www.linkedin.com/in/growth-coach/ Sales Assessment Toolhttps://growthacumen.com.au/sales-assessment-tool-3/ Growth Acumenhttps://growthacumen.com.au/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark McInnes - Sales Trainingwww.Markmc.co www.Bonjoro.com Coupon – BOSS20 Tactical Pipeline Growthwww.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 Hydehttps://www.linkedin.com/in/timjhyde/ Win More Clientswww.winmorecleints.com.au FREE Resourceshttps://winmoreclients.com.au/resources/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark McInnes - Sales Trainingwww.Markmc.co www.Bonjoro.com Coupon – BOSS20 Tactical Pipeline Growthwww.markmc.co/tpg 

High Energy LinkedIn Secrets.With Joe Apfelbaum. CEO of AJAX B2B Marketing agencyAuthor – 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 Apfelbaumwww.linkedin.com/in/joeapfelbaum/ High Energy Secretshttps://www.amazon.com.au/High-Energy-Secrets-Pounds-Higher/dp/1948363003 Joe's LinkedIn courses.http://www.evyrgreen.com  Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark McInnes - Sales Trainingwww.Markmc.co www.Bonjoro.com Coupon – BOSS20 Tactical Pipeline Growthwww.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.comhttps://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-navigatorhttps://salesloft.com/https://hunter.io/https://buffer.com/https://hootsuite.com/https://www.hubspot.com/https://socialbee.io/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Stuart P Turnerhttps://www.linkedin.com/in/stuartpturner/ Secret Guesthttps://www.linkedin.com/in/harvey-specter-76886958/Mark McInnes - Sales Trainingwww.Markmc.co www.Bonjoro.com Coupon – BOSS20 Tactical Pipeline Growthwww.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” Reedhttps://www.linkedin.com/in/b2bsocialmarketing/ LinkedIn SalesNAV Smart linkshttps://business.linkedin.com/sales-solutions/product-update/smart-links Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark McInnes - Sales Trainingwww.Markmc.co Bonjorowww.Bonjoro.com Coupon – BOSS20 Tactical Pipeline Growthwww.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 Tisdellhttps://www.linkedin.com/in/karentisdell/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark McInnes - Sales Trainingwww.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 Jensenhttps://www.linkedin.com/in/jay-jensen-45b88686/ The 'late for work' posthttps://www.linkedin.com/posts/jay-jensen-45b88686_sales-linkedin-sizeisimportant-activity-6683770486465331200-z0qx  Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark McInnes - Sales Trainingwww.Markmc.co  www.Bonjoro.com Coupon – BOSS20 Tactical Pipeline Growthwww.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 McCormickhttps://www.linkedin.com/in/billmccormicksocialsaleslink/ Social Sales Linkhttps://socialsaleslink.com/ Atomic Habitshttps://www.booktopia.com.au/atomic-habits-james-clear/book/9781847941831.html Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark McInnes - Sales Trainingwww.Markmc.co www.Bonjoro.comCoupon – BOSS20 Tactical Pipeline Growthwww.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 Gerbyshakhttps://www.linkedin.com/in/philgerb/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark McInnes - Sales Trainingwww.Markmc.co www.Bonjoro.com Coupon – BOSS20 Tactical Pipeline Growthwww.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 Bonjorowww.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 

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 InfluencerCynthia 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 StrategyI'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 SeriesThis 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 MarkTo 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 LinksCynthia 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/