Best Of Sales Skills Podcast

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Best Of Sales Skills Podcast

Mark McInnes

161 episodes

9 months ago

Today's show is all about referrals, how to get them and what you’re probably doing wrong.It’s a tough market right now, and it’s the perfect time to examine your referral strategies to drive new business conversations.Today’s techniques work equally well if you’re an Entrepreneur, an AE or an SDR.We all know the numbers around referrals.A small percentage of sellers ask for referralsA large percentage of buyers are prepared to give themSo why don't we get more referrals?2 ReasonsAsk at the w...

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Entrepreneurship

All content for Best Of Sales Skills Podcast is the property of Mark McInnes and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Today's show is all about referrals, how to get them and what you’re probably doing wrong.It’s a tough market right now, and it’s the perfect time to examine your referral strategies to drive new business conversations.Today’s techniques work equally well if you’re an Entrepreneur, an AE or an SDR.We all know the numbers around referrals.A small percentage of sellers ask for referralsA large percentage of buyers are prepared to give themSo why don't we get more referrals?2 ReasonsAsk at the w...

Show more...

Entrepreneurship

Episodes (20/161)

Best Of Sales Skills Podcast

🎙️ 🤝 Getting referrals in a tough market.

Today's show is all about referrals, how to get them and what you’re probably doing wrong.It’s a tough market right now, and it’s the perfect time to examine your referral strategies to drive new business conversations.Today’s techniques work equally well if you’re an Entrepreneur, an AE or an SDR.We all know the numbers around referrals.A small percentage of sellers ask for referralsA large percentage of buyers are prepared to give themSo why don't we get more referrals?2 ReasonsAsk at the w...

1 year ago

12 minutes

Best Of Sales Skills Podcast

🎹 🎤 Classic Episode. Jay Jenson, Selling authentically.

Jay Jensen isn't the CEO of Sales Inc, nor has he written an best selling sales book. Even though his profile says that he has.Jay is his own man in his own way and there's a great lesson in here for everyone.I hope you get a big belly laugh from listening to Jay.You will quickly hear why Jay is able to disregard all the rules on LinkedIn and still be super successful. He's an absolute natural. He is simply a one-of-a-kind guy. We cover all aspects of sales and social on ...

1 year ago

36 minutes

Best Of Sales Skills Podcast

🎙️ 📧 Email Tear down and Rebuild. Common sales email mistakes.

Most sales emails make the same 5 mistakes.This is a more visual episode than usual.Why not catch this one on YouTube https://youtu.be/VoGp4KmHy24In this short 'tear down' I take a good email and make it rock.Common mistakes are.📈 All about you📈 Too long📈 False compliments📈 External links📈 A CTA that asks for too muchWhat do you think? Is the email better after my re-write or was it better before?Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales ...

1 year ago

12 minutes

Best Of Sales Skills Podcast

🎙️ 🎓A Harvard Professor's research on how to get to 'yes' faster.

In this short episode, you’ll hear the incredible story of how the first female Harvard professor of psychology determined that one word can increase your email response rates, meeting acceptances, and almost any scenario in which you need to ask for compliance. For example, from a prospect, client, or even a colleague.How did she prove that?What was the magic word? How much of a difference did it actually make?Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn pr...

1 year ago

7 minutes

Best Of Sales Skills Podcast

🎙️ 🚩 How to avoid "No Decision" - The Shortest Course on Sales.

Here's the shortest course on sales.I used this methodology to win almost 3years of sales coaching with Coca-Cola's New Business Team years ago.Whenever you’re crafting a pitch or a conversation, you should use this framework1: Why should they do anything at all?2: Why should they do it now?3: Why should they do it with you?Most sellers do it the other way around.Give it a try and let me know what you think.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales ...

1 year ago

7 minutes

Best Of Sales Skills Podcast

🎙️ 🧠 The real reason why your deals are stalling.

Would your prospect be surprised that they were listed as an Opportunity in your CRM?Today, I’ll share the big mistake people make that creates ghosting, slows down closing and reduces conversion.Ok, so the big mistake I see lots of sellers making is they fail to recognise that the way you open a conversation or an opportunity has a direct impact on the speed and likelihood that any particular deal will close.The big thing to think of here is INTENT versus INTEREST.Are the people you’re talki...

1 year ago

7 minutes

Best Of Sales Skills Podcast

🎙️ 🤷‍♀️ Simplifying Sales: Bob Marsh

People are twice as likely to say yes to your request than you think. According to Demandbase, Bob Marsh was one of the Top 25 sales executives to learn from in 2022.He is a keynote speaker and Chief Revenue Officer. He has spoken all over the USA, including at events as prestigious as Dreamforce.In this episode, Bob talks to us about simplifying our approach to sales. He says we often make sales too complex.Some of the stats he shares to support his point of view is that we now con...

1 year ago

29 minutes

Best Of Sales Skills Podcast

✋ 🎙️ Reduce your meeting no shows with this simple, proven process.

Are you just like me and get excited about the prospect of a new client conversation only to get really disappointed when you get a' meeting cancelled' notification a couple of hours out from the meeting?That really sucks.Well, chances are you can take some of what we've learnt from booking hundreds of meetings every month and having a no-show rate of only 8%In this short episode, I'll also share how I 'no-showed' my own podcast guest due to them making the same mistakes we tell our cli...

1 year ago

8 minutes

Best Of Sales Skills Podcast

🎙️ Guest Podcast: Sales Fundamentals. Jacob Kearnes (Investor Intelligence)

I thought a good way to start the year would be with a guest episode from an interview I did very late last year.The show was called “The Investor Intelligence Podcast” and hosted by a young man called Jacob Keanes, a nice guy a great podcast.The reason I thought I’d start here is this chat covers a lot of the fundamentals of being good at selling. And I think that's an excellent place to start the year as we come back from our breaks, and I also think that sales fundamentals are going to be ...

1 year ago

45 minutes

Best Of Sales Skills Podcast

🚀 🎙️ Best Of The Best: Holding Prospect Accountable: Kristie Jones.

Kristie Jones is a high-energy, high-IQ, and low-BS sales professional.There is some great tactical stuff in this episode, delivered in very clear language.In fact, this episode is so good I shared the pre-release recording with two of my clients so they could access Kristie's ideas as soon as possible.I knew I was going to enjoy this conversation, and I did.At a high level, we are discussing how to hold your prospects accountable.Some of the things we talked about are.How to correctly map ou...

1 year ago

38 minutes

Best Of Sales Skills Podcast

🎙️ 📅 Best of the Best: Your Own Sales Kick Off - Dean Mannix

We are revisiting Dean Mannix’s very popular episode on how to run your own sales kick-off. Not only is it a great episode - it’s about that time of year for you to start thinking about your sales kick-off and this is as good an outline as you’ll get.There are also a bunch of valuable downloads on his website.https://deanmannix.com/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

1 year ago

34 minutes

Best Of Sales Skills Podcast

🎙️ 😎Best of the Best: Kay Miller - Kick Sales Fears Butt

If there’s one thing that’s universal for sellers it’s sales fear. Fear of rejection,Fear of cold calling,Fear of failure,Kay’s episode on how to handle sales fear makes it into the best of the best simply because it’s so foundational, so fundamental that if we don;t get this right we will struggle with all other parts of selling.I hope you enjoy this one as much as I did.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS P...

1 year ago

34 minutes

Best Of Sales Skills Podcast

🎙️ 📞 Best of the Best: Why you need to make at least 4 dial attempts for each prospect.

This super short episode is based on the first-hand research we’ve done to work out when people pick up and as the title suggests - you need to make 4 dials per prospect as a minimum.The best thing about this is it's based on Australian research.So you know it's relevant for you.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

1 year ago

6 minutes

Best Of Sales Skills Podcast

🎙️ ⬆️ The Best of the Best: James Watson 170 meetings in 14 weeks

This episode we are revisiting James Watson’s episode on how he got 170 meetings in just 14 weeks.James Watson has been on the podcast 1,000 times. (Ok maybe not 1,000) but he is our most featured guest and that’s because he always has some innovative and powerful ways of engaging with prospective clients. He is also our most popular podcast guest.This time he is talking about private LinkedIn groups - something we thought was dead but is actually a interesting tactic.We’ve had several people...

1 year ago

45 minutes

Best Of Sales Skills Podcast

📅 🎙️ 3 Big Prospecting Predictions for 2024: David Kreiger.

3 Big predictions for sales in 2024.David Kreiger is the President of SalesRoads.A Lead Generation, Appointment Setting business in the USA.David has a bunch of experience in the outbound space and today he shares his 3 big predictions for 2024. Of course, we go into a bunch of detail about those three predictions, but as the headline his three predictions are1: The phone will make a comeback as a prospecting channel.2: Email will be more targeted and more relevant than it is today.3: Da...

1 year ago

29 minutes

Best Of Sales Skills Podcast

🎙️ 🖼️ "The Outbound Renaissance" Gabriel Lullo from Alleyoop

Gabriel Lullo is the CEO of a company called Alleyoop. They’re a prospecting agency or AKA an outsourced SDR agency, so he knows outbound back to front.Gabriel has run a sales team of more than 1500 and trained over 8,000 reps.Gabe’s a great guy to talk to, and he is completely transparent in sharing what is working for his team now and what he thinks is going to work in outbound going into 2024.Gabe explains in detail how his team can make 250 dials a day - each- yet they still engage w...

1 year ago

30 minutes

Best Of Sales Skills Podcast

👍 🎙️ UPDATED: How to check your network strength on LinkedIn

When I initially posted this a couple of weeks ago it had an error that meant it would not play any audio.I have now fixed that error. Apologies for the delay in getting this to you.Posting on LinkedIn with only a low level of interaction?Maybe your LinkedIn network is not very strong.How could you tell?Grab the visual on YouTube: Check your LinkedIn's network strength.I'll argue that quality is far more important than quantity for 95% of people on LinkedIn. Having a strong network ...

2 years ago

8 minutes

Best Of Sales Skills Podcast

🎙️ 🎥 Elevate your conversation to engage your buyer (Panel Series)

This episode is now available on YouTube. https://youtu.be/zlBVR8Sx_EoDespite their best efforts, most salespeople are being ignored and ghosted by their prospects.The reason?They're just not gaining the attention of those buyers.Automation and templates have made most emails and most phone conversations land flat.So you have two options to gain attention.1: Go for entertainment.Giffs, Links, PDFs or personalisation "I notice you're hiring SDRs" or2: You stand out by your high level of ...

2 years ago

58 minutes

Best Of Sales Skills Podcast

🎙️ 🥼 A social selling prescription: Dr Yekemi Otaru

Dr Yekemi Otaru is the Chief Growth Officer and Co-Founder of Sales Enablement Consultancy, Doqaru.In this show, Dr Yekemi Otaru joins us from Scotland. Yekemi is an Author, a DR, A Top LinkedIn marketing voice, the 2022 Social Entrepreneur of the Year and the Small Business Entrepreneur of the Year.We talk about.What’s changed in social selling from 2016 to 2023.How to get started in social, whether you're brand new or a bit more experienced. Yekemi's 6 P’s of SocialMark's 5 x 5 x 5 str...

2 years ago

38 minutes

Best Of Sales Skills Podcast

👑 🎙️ The Prince of Prospecting - Derek Stewart

Derek is an Australian BDM who talks a hundred miles an hour and I think he does that that’s because he is a busy guy.Derek shares some great insights about how he keeps new business meetings coming his way and he is a great example of someone who is making sales fun.Dereks prospecting takes all types of formatsHe runs a podcastHe hosts breakfasts He hosts group lunchesHe creates speaking panels and get prospects and clients to guest speakHe sends things in the mail.Customised Bottles of...

2 years ago

45 minutes