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Innhold levert av Mark McInnes. Alt podcastinnhold, inkludert episoder, grafikk og podcastbeskrivelser, lastes opp og leveres direkte av Mark McInnes eller deres podcastplattformpartner. Hvis du tror at noen bruker det opphavsrettsbeskyttede verket ditt uten din tillatelse, kan du følge prosessen skissert her https://no.player.fm/legal.
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Best Of Sales Skills Podcast
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Innhold levert av Mark McInnes. Alt podcastinnhold, inkludert episoder, grafikk og podcastbeskrivelser, lastes opp og leveres direkte av Mark McInnes eller deres podcastplattformpartner. Hvis du tror at noen bruker det opphavsrettsbeskyttede verket ditt uten din tillatelse, kan du følge prosessen skissert her https://no.player.fm/legal.
The Best of Sales Skills. Sales Tactics for Today's Sellers. If you want the latest tactics and strategies that you can use to be more effective in your sales and outreach? Then this is for you. Sales Development and Prospecting is hard whether you prospect via social, video, phone or carrier pigeon. We bring you a broad range of strategies all salespeople can employ to start more conversations with their ideal clients. Designed to help Business Development teams, Sales Development Reps, Account Executives, Sales Enablement Professionals, Marketers, Entrepreneurs, Business Owners and Sales Leaders. Hosted by, Mark McInnes - Author, B2B Sales Trainer.
…
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161 episoder
Merk alt (u)spilt...
Manage series 2875614
Innhold levert av Mark McInnes. Alt podcastinnhold, inkludert episoder, grafikk og podcastbeskrivelser, lastes opp og leveres direkte av Mark McInnes eller deres podcastplattformpartner. Hvis du tror at noen bruker det opphavsrettsbeskyttede verket ditt uten din tillatelse, kan du følge prosessen skissert her https://no.player.fm/legal.
The Best of Sales Skills. Sales Tactics for Today's Sellers. If you want the latest tactics and strategies that you can use to be more effective in your sales and outreach? Then this is for you. Sales Development and Prospecting is hard whether you prospect via social, video, phone or carrier pigeon. We bring you a broad range of strategies all salespeople can employ to start more conversations with their ideal clients. Designed to help Business Development teams, Sales Development Reps, Account Executives, Sales Enablement Professionals, Marketers, Entrepreneurs, Business Owners and Sales Leaders. Hosted by, Mark McInnes - Author, B2B Sales Trainer.
…
continue reading
161 episoder
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Best Of Sales Skills Podcast
1 🎙️ 🤝 Getting referrals in a tough market. 12:30
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12:30Today's show is all about referrals, how to get them and what you’re probably doing wrong. It’s a tough market right now, and it’s the perfect time to examine your referral strategies to drive new business conversations. Today’s techniques work equally well if you’re an Entrepreneur, an AE or an SDR. We all know the numbers around referrals. A small percentage of sellers ask for referrals A large percentage of buyers are prepared to give them So why don't we get more referrals? 2 Reasons Ask at the wrong time or ask incorrectly. If we are not asking, it is because we don’t know how. In this episode, you'll learn 3 easy ways to start asking for referrals like a seasoned sales professional. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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Best Of Sales Skills Podcast
1 🎹 🎤 Classic Episode. Jay Jenson, Selling authentically. 36:12
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36:12Jay Jensen isn't the CEO of Sales Inc, nor has he written an best selling sales book. Even though his profile says that he has. Jay is his own man in his own way and there's a great lesson in here for everyone. I hope you get a big belly laugh from listening to Jay. You will quickly hear why Jay is able to disregard all the rules on LinkedIn and still be super successful. He's an absolute natural. He is simply a one-of-a-kind guy. We cover all aspects of sales and social on this one – lots of great takeaways and there are too many to single out just one. The big takeaway for me and, I hope for many of you, is that you can often just forge your own path. If you're being true to yourself, you have a message people will appreciate and will respond to. There are so many ways to make social selling work for you. Jay shows us another way we've not explored before. Enjoy a laugh with Jay. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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Best Of Sales Skills Podcast
1 🎙️ 📧 Email Tear down and Rebuild. Common sales email mistakes. 12:47
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12:47Most sales emails make the same 5 mistakes. This is a more visual episode than usual. Why not catch this one on YouTube https://youtu.be/VoGp4KmHy24 In this short 'tear down' I take a good email and make it rock. Common mistakes are. 📈 All about you 📈 Too long 📈 False compliments 📈 External links 📈 A CTA that asks for too much What do you think? Is the email better after my re-write or was it better before? Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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Best Of Sales Skills Podcast
1 🎙️ 🎓A Harvard Professor's research on how to get to 'yes' faster. 7:18
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7:18In this short episode, you’ll hear the incredible story of how the first female Harvard professor of psychology determined that one word can increase your email response rates, meeting acceptances, and almost any scenario in which you need to ask for compliance. For example, from a prospect, client, or even a colleague. How did she prove that? What was the magic word? How much of a difference did it actually make? Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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Best Of Sales Skills Podcast
1 🎙️ 🚩 How to avoid "No Decision" - The Shortest Course on Sales. 7:19
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7:19Here's the shortest course on sales. I used this methodology to win almost 3years of sales coaching with Coca-Cola's New Business Team years ago. Whenever you’re crafting a pitch or a conversation, you should use this framework 1: Why should they do anything at all? 2: Why should they do it now? 3: Why should they do it with you? Most sellers do it the other way around. Give it a try and let me know what you think. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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Best Of Sales Skills Podcast
1 🎙️ 🧠 The real reason why your deals are stalling. 7:03
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7:03Would your prospect be surprised that they were listed as an Opportunity in your CRM? Today, I’ll share the big mistake people make that creates ghosting, slows down closing and reduces conversion. Ok, so the big mistake I see lots of sellers making is they fail to recognise that the way you open a conversation or an opportunity has a direct impact on the speed and likelihood that any particular deal will close. The big thing to think of here is INTENT versus INTEREST. Are the people you’re talking to have any INTENTION to buy or are they INTERESTED? I might be INTERESTED in your fancy new Software but I might not have any INTENTION to make a purchase. And there is a really big disconnect and some confusion here from many sellers. What happens on the sales side is if we carry out a demo with a prospect. That prospect says, “this is better than what I’m using now” and they say they are using a competitor… typically the salesperson places that prospect as an opportunity into their CRM. In 45days time that salesperson will complain that that prospect is ghosting them. This is not true. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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Best Of Sales Skills Podcast
People are twice as likely to say yes to your request than you think. According to Demandbase, Bob Marsh was one of the Top 25 sales executives to learn from in 2022. He is a keynote speaker and Chief Revenue Officer. He has spoken all over the USA, including at events as prestigious as Dreamforce. In this episode, Bob talks to us about simplifying our approach to sales. He says we often make sales too complex. Some of the stats he shares to support his point of view is that we now consume an average of 74Gigabytes of information every single day - that's the equivalent of 16 full-length movies. And our attention spans have reduced from 12 seconds to just 8 seconds. So, how we sell and how we communicate needs to adjust to meet the new reality. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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Best Of Sales Skills Podcast
1 ✋ 🎙️ Reduce your meeting no shows with this simple, proven process. 8:59
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8:59Are you just like me and get excited about the prospect of a new client conversation only to get really disappointed when you get a' meeting cancelled' notification a couple of hours out from the meeting? That really sucks. Well, chances are you can take some of what we've learnt from booking hundreds of meetings every month and having a no-show rate of only 8% In this short episode, I'll also share how I 'no-showed' my own podcast guest due to them making the same mistakes we tell our clients not to make. Here's our take. 1: Accept the invite immediately. 2: Send a personalised email. 3: SMS or LinkedIn connect/ message. 4: Email 24 hours before the meeting. Works a treat. What's your approach? Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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Best Of Sales Skills Podcast
1 🎙️ Guest Podcast: Sales Fundamentals. Jacob Kearnes (Investor Intelligence) 45:41
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45:41I thought a good way to start the year would be with a guest episode from an interview I did very late last year. The show was called “ The Investor Intelligence Podcast ” and hosted by a young man called Jacob Keanes, a nice guy a great podcast. The reason I thought I’d start here is this chat covers a lot of the fundamentals of being good at selling. And I think that's an excellent place to start the year as we come back from our breaks, and I also think that sales fundamentals are going to be critical to get right for sales success in 2024. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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Best Of Sales Skills Podcast
1 🚀 🎙️ Best Of The Best: Holding Prospect Accountable: Kristie Jones. 38:36
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38:36Kristie Jones is a high-energy, high-IQ, and low-BS sales professional. There is some great tactical stuff in this episode, delivered in very clear language. In fact, this episode is so good I shared the pre-release recording with two of my clients so they could access Kristie's ideas as soon as possible. I knew I was going to enjoy this conversation, and I did. At a high level, we are discussing how to hold your prospects accountable. Some of the things we talked about are. How to correctly map out your sales process. Why we should embrace the tension in sales How to not get ghosted by prospects How to stop deals from stalling Why do you need to send a “Dear Jane” letter to your prospects once they start ghosting you, and what should be in that letter This is a terrific, tactical episode. Look Kristie up via her website or via LinkedIn 👍 https://www.salesaccelerationgroup.com/ Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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Best Of Sales Skills Podcast
1 🎙️ 📅 Best of the Best: Your Own Sales Kick Off - Dean Mannix 34:09
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34:09We are revisiting Dean Mannix’s very popular episode on how to run your own sales kick-off. Not only is it a great episode - it’s about that time of year for you to start thinking about your sales kick-off and this is as good an outline as you’ll get. There are also a bunch of valuable downloads on his website. https://deanmannix.com/ Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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Best Of Sales Skills Podcast
1 🎙️ 😎Best of the Best: Kay Miller - Kick Sales Fears Butt 34:58
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34:58If there’s one thing that’s universal for sellers it’s sales fear. Fear of rejection, Fear of cold calling, Fear of failure, Kay’s episode on how to handle sales fear makes it into the best of the best simply because it’s so foundational, so fundamental that if we don;t get this right we will struggle with all other parts of selling. I hope you enjoy this one as much as I did. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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Best Of Sales Skills Podcast
1 🎙️ 📞 Best of the Best: Why you need to make at least 4 dial attempts for each prospect. 6:29
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6:29This super short episode is based on the first-hand research we’ve done to work out when people pick up and as the title suggests - you need to make 4 dials per prospect as a minimum. The best thing about this is it's based on Australian research. So you know it's relevant for you. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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Best Of Sales Skills Podcast
1 🎙️ ⬆️ The Best of the Best: James Watson 170 meetings in 14 weeks 45:18
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45:18This episode we are revisiting James Watson’s episode on how he got 170 meetings in just 14 weeks. James Watson has been on the podcast 1,000 times. (Ok maybe not 1,000) but he is our most featured guest and that’s because he always has some innovative and powerful ways of engaging with prospective clients. He is also our most popular podcast guest. This time he is talking about private LinkedIn groups - something we thought was dead but is actually a interesting tactic. We’ve had several people that I know of start their own LinkedIn group, including myself. Enjoy this Best of the best episode…. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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Best Of Sales Skills Podcast
1 📅 🎙️ 3 Big Prospecting Predictions for 2024: David Kreiger. 29:58
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29:583 Big predictions for sales in 2024. David Kreiger is the President of SalesRoads. A Lead Generation, Appointment Setting business in the USA. David has a bunch of experience in the outbound space and today he shares his 3 big predictions for 2024. Of course, we go into a bunch of detail about those three predictions, but as the headline his three predictions are 1: The phone will make a comeback as a prospecting channel. 2: Email will be more targeted and more relevant than it is today. 3: Data collection and aggregation is going to become really important. For outbound. David also shared some of his preferred current tech stack and we take a deeper dive into things like targeting and other parts of building a high-performing sales function. So if you’re involved in outbound or building outbound teams - this is going to be helpful for you. Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting…
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