I thought a good way to start the year would be with a guest episode from an interview I did very late last year.The show was called “The Investor Intelligence Podcast” and hosted by a young man called Jacob Keanes, a nice guy a great podcast.The reason I thought I’d start here is this chat covers a lot of the fundamentals of being good at selling. And I think that's an excellent place to start the year as we come back from our breaks, and I also think that sales fundamentals are going to be critical to get right for sales success in 2024.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Kristie Jones is a high-energy, high-IQ, and low-BS sales professional.There is some great tactical stuff in this episode, delivered in very clear language.In fact, this episode is so good I shared the pre-release recording with two of my clients so they could access Kristie's ideas as soon as possible.I knew I was going to enjoy this conversation, and I did.At a high level, we are discussing how to hold your prospects accountable.Some of the things we talked about are.How to correctly map out your sales process.Why we should embrace the tension in sales How to not get ghosted by prospectsHow to stop deals from stallingWhy do you need to send a “Dear Jane” letter to your prospects once they start ghosting you, and what should be in that letterThis is a terrific, tactical episode.Look Kristie up via her website or via LinkedIn 👍https://www.salesaccelerationgroup.com/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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

If there’s one thing that’s universal for sellers it’s sales fear. Fear of rejection,Fear of cold calling,Fear of failure,Kay’s episode on how to handle sales fear makes it into the best of the best simply because it’s so foundational, so fundamental that if we don;t get this right we will struggle with all other parts of selling.I hope you enjoy this one as much as I did.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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

This episode we are revisiting James Watson’s episode on how he got 170 meetings in just 14 weeks.James Watson has been on the podcast 1,000 times. (Ok maybe not 1,000) but he is our most featured guest and that’s because he always has some innovative and powerful ways of engaging with prospective clients. He is also our most popular podcast guest.This time he is talking about private LinkedIn groups - something we thought was dead but is actually a interesting tactic.We’ve had several people that I know of start their own LinkedIn group, including myself.Enjoy this Best of the best episode….Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

3 Big predictions for sales in 2024.David Kreiger is the President of SalesRoads.A Lead Generation, Appointment Setting business in the USA.David has a bunch of experience in the outbound space and today he shares his 3 big predictions for 2024. Of course, we go into a bunch of detail about those three predictions, but as the headline his three predictions are1: The phone will make a comeback as a prospecting channel.2: Email will be more targeted and more relevant than it is today.3: Data collection and aggregation is going to become really important. For outbound.David also shared some of his preferred current tech stack and we take a deeper dive into things like targeting and other parts of building a high-performing sales function.So if you’re involved in outbound or building outbound teams - this is going to be helpful for you.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

When I initially posted this a couple of weeks ago it had an error that meant it would not play any audio.I have now fixed that error. Apologies for the delay in getting this to you.Posting on LinkedIn with only a low level of interaction?Maybe your LinkedIn network is not very strong.How could you tell?Grab the visual on YouTube: Check your LinkedIn's network strength.I'll argue that quality is far more important than quantity for 95% of people on LinkedIn. Having a strong network is much, much better than a big network.But how do you test the strength?Give this test a try, it'll take you only 3mins to conduct, and it just might change your approach to LinkedInCatch all versions of me here.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Dr Yekemi Otaru is the Chief Growth Officer and Co-Founder of Sales Enablement Consultancy, Doqaru.In this show, Dr Yekemi Otaru joins us from Scotland. Yekemi is an Author, a DR, A Top LinkedIn marketing voice, the 2022 Social Entrepreneur of the Year and the Small Business Entrepreneur of the Year.We talk about.What’s changed in social selling from 2016 to 2023.How to get started in social, whether you're brand new or a bit more experienced. Yekemi's 6 P’s of SocialMark's 5 x 5 x 5 strategy& the 4:1:1 posting strategy.So, regardless of whether you’re a social selling newbie or a more experienced practitioner - you're going to love this chat with Dr Yekemi Otaru. Yemei's book The Smart Sceptic's Guide to Social Media in OrganisationsYekemi Email: Yekemi@doqaru.comCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

We will need to change several things about our approach to outbound in 2024 and beyond.One of the things I think we will see is a shift away from some SDR roles, and those morph into MDR-type roles.That is more marketing-focused roles (Market Development Rep) and less about getting the meeting at all costs, which is the current SDR (Sales Development Rep) type role.My local Real Estate companies are experts at this MDR approach. Two companies in particular in my local area make an effort to call me every couple of months, and we have a 2 - 5 minute conversation.Join our live stream on Nov 14 to learn what outbound will look like in 2024.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Kristie Jones is a high energy, high IQ and low BS sales professional.There is some great tactical stuff in this episode, delivered in very clear language.In fact this episode is so good I actually shared the pre-release recording with two of my clients so they could get access to Kristie's ideas as soon as possible.I knew I was going to enjoy this conversation and I did.At a high level, we are talking about how to hold your prospects accountable.Some of the things we talked about are.How to correctly map out your sales process.Why we should embrace the tension in sales How to not get ghosted by prospectsHow to stop deals from stallingWhy you need to send a “Dear Jane” letter to your prospects once they start ghosting you and what should be in that letterThis is terrific, tactical episode.Look Kristie up via here website or via LinkedIn 👍https://www.salesaccelerationgroup.com/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Let me give you permission to sell.There's a new tactic being used in outreach. It's where part of your message begs not to be marked as spam or not to reply if you don't like the outreach.I think it's weak.I predict it'll become very popular in the next 6 months.What should you do instead?Lower the volume of your outreach and increase your relevance.Use the "Because of the fact that...""It just made sense that.."Get the full run down over at...Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

FREE EBOOK. See the link below.Doug C. Brown is the CEO of 'CEO Sales Strategies'. As well as a Sales Revenue and Profit Growth Expert. He is the creator of the Top 1% Academy, where he trains CEOs, business owners and salespeople or entrepreneurs, how to be in the top 1% of earners.One of the interesting things Doug talks about in becoming the TOP 1% is the importance of mindset and self-talk. Specifically about avoiding what he calls the 'NON-TRUTHS' With some proven systems and processes could you too become a top 1% earner in your field?FREE Ebook: Email Doug at YouMatter@CEOSalesStrategies.com and tell him you heard him on the BOSS Podcast.Doug:https://ceosalesstrategies.com/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

DIY Sales Kickoff with Dean Mannix’s Sales Growth Blueprint. Get your 2023 started right. Systemising sales success is Dean’s speciality. In this episode, Dean walks us through his tried and tested Sales Growth Blueprint model to help you map out your new business sales plan for the coming year. First things first.Go and download the FREE workbook from www.deanmannix.com/blueprint  and then come back and follow us, step by step,  as we walk through the 7 Drivers of Sales Growth. The 7 drivers areCompelling StorySmarter TargetingPersuasive EngagementPersuasive ProposingRetention and AdvocacyConfidence and MotivationAccountability 📣 Listen to this show and use this model on your own or with your team to help you get the best possible start to the year whether you're a team of sellers or solo contributor.Mark McInnesVIP MailerWebsiteCatch all versions of me here.https://linktr.ee/markmcinnesLinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 ConsultingCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Shahin says, “Your buyers have become numb to your emails, numb to the LinkedIn messages, numb to the calls”. How do we break through to get noticed without being spammy?Shahin Hodda is the CEO of Xgrowth.Xgrowth helps businesses like Citrix, ZOOM & Docusign to land interactions with their target enterprise clients.Jump into this chat where Shahin shares exactly what Xgrowth does to get in front of those key decision-makers on behalf of his clients.The stories and examples are absolutely incredible.What can you replicate to help you get more valuable meetings?After hearing these strategies I hope you’re inspired to go out and build a truly powerful outbound campaign of your own. Shahin HodaXgrowthMark McInnesJoin Mark's VIP Sales mailerCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Andrew has some great frameworks to help you nail your value prop, improve your questioning skills and nail your credibility.3️⃣ Things most of us could be better at.Andrew came to my attention through his posts on LinkedIn. They're no-fuss, tactical and very usable. It just made sense I got him on the podcast to share some of those ideas with you. Today we are going to walk through these 3 key areas.Value Prop CreationDeveloping Curiosity in your QuestioningDemonstrating credibility. Because Andrew is leading a team, he spends a lot of time helping his team improve their selling skills. The frameworks he shares here are how he is coaching and challenging his team right now.This chat is great for those leaders who want some ideas around how to improve your team's skills in this area OR if you're a frontline seller yourself. You can use these frameworks to build your own skills.Andrew Vidlerhttps://www.linkedin.com/in/amvidler/Mark McInneshttps://markmc.co/https://www.linkedin.com/in/mark-mcinnes/Sales Development As A Servicehttps://www.linkedin.com/company/78414000/admin/VIP Sales Mailerhttps://markmc.co/salesmail/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Author Ian Cartwright, is a sales coach from New Zealand who specialises in coaching sales to business leaders. Ian has a new book out called the 6 Fundamental of Sales Know-How and it's a practical book to help people learn the ropes of selling - and to sell in the right way. 📚 It's well worth checking out, especially if you have a fresh sales team or perhaps you're new to sales yourself.  📣  We talk about how to best position yourself as a trusted adviser to your clients and how you can avoid being bogged down by the weight of carrying a sales number.We share what sort of questions you should be asking and why? We cover what to do if you or your sales team are perhaps in a bit of a form slump concerning new business creation.We also give out a little bit of sales career advice towards the end as a BONUS.Ian Cartwright https://www.linkedin.com/in/iancartwrightnz/The 6 Fundamentals of Sales Know-Howhttps://www.iancartwright.co.nz/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Resources and VIP Mailerhttps://markmc.gumroad.com/Sales Development As A Servicehttps://sales-dev.com/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

🎙The Go, Slow or No follow up email… I have a super short but powerful tactic you might use to help you determine whether your prospect is able and ready to move ahead with you or if they’re going to bow out.Now, if you’re like me, you’ll be in this situation a few times a month. How do you say to your prospect – “Hey are we on or not” -clearly that sort of language isn’t going to work. I mean that’s what we are thinking – but you can’t say that. So what could you say that might be more likely to get a response?Why not try the Go, Slow or No approach?We are 10 for 10 from this email. 10 emails 10 responses.Give it a GO and let me KNOW... 🤣 Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Resources and VIP Mailerhttps://markmc.gumroad.com/Sales Development As A Servicehttps://sales-dev.com/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting