BOSS Podcast

Mark McInnes

The Best of Sales Skills. Sales Tactics for Todays' Sellers. This podcast is created to provide actionable tactics and strategies that you can use to be more effective in your sales and outreach. Sales Development and Prospecting is hard whether you prospect via social, video or more traditional methods. Here 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, Account Executives, Sales Enablement Professionals, Marketers, Entrepreneurs, Business Owners and Sales Leaders. Hosted by, Mark McInnes - Author, B2B Sales Trainer.
Welcome to the BOSS podcast (Best Of Sales Skills) If you've not listened before, start here 🎙
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.
1 min
"Why I moved my AEs to SDRs". How Lusha tripled their ARR in just 12 months: Assa ElderNLP - Getting to yes: Master NLP Trainer Chandell LabbozzettaIn sales? SCORE an extra $20K pay rise, right now: Mark McInnesReferrals! You’re doing them wrong: Dean Mannix
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/
Oct 11 2021
29 mins
Stop your deals slipping in the last mile: JD (John Dean)Lose Your Commission Breath, Authentic Selling: Phil Gerbyshak
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/
Sep 13 2021
35 mins
BONUS Tutorial: Virtual & Digital selling: Mark McInnesHow to (really) get a Meeting with Anyone: Shahin HodaThe 3rd Best Cold Caller in the World. Gerry Hill.The Future of B2B Sales: Adam Thorp(Very) Advanced LinkedIn Techniques for Today's Sellers : Mark McInnesAre you on the right commission plan? Fred VietNegotiation secrets (from an enterprise buyer): Mark Schenkius.How to sell to different personalities: Jamie MartinSocial Selling Tactics: Tom Boston.LinkedIn Mysteries Solved. LinkedIn Live & LinkedIn Company Pages: Michelle Raymond.Sailing the 7 Seas (Cs) of Sales Success: Nathan Clark.The magic 3 M’s model to better customer conversations: Joe Micallef.The Sales Development Framework: David Dulany