Best Of Sales Skills Podcast

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 referrals A l...

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 a...

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/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-wr...

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 d...

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 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...

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 d...

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 s...

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 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...

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 discus...

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/markmcinne...

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 o...

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 profile VIP sales mailer Tactical Pi...

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 g...

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 are 1: The phone will make a comeback...

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 20...

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...

This episode is now available on YouTube.  https://youtu.be/zlBVR8Sx_Eo Despite 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...

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,...

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 formats He runs a podcast He hosts breakfasts  He hosts group lunches He creates speaking pa...

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 compani...

A year's worth of meetings booked in just 14 weeks. James Watson is one of the few who have been on the podcast more than twice. This is because he is unusually good and highly underrated. James is too busy booking meetings for his clients. He has no time for lots of meaningless content posting and brand building.  He doesn't get the accolades he truly deserves. We are lucky to get hold...

Kai has a terrific story about being forced to adopt sales as a career. A tradie who was forced to look for something 'less manual' to do due to a workplace injury. Kai is now a highly successful BDR working for us at Sales Development Australia , and it's been a delight to watch him grow, develop and learn. Kai shares his story. What led him to become a BDR? What he thought of peop...

How to get your prospects to convince themselves to buy. Paul Ross is a sales trainer, speaker and hypnotist. Paul is very different to most of my previous guests. In fact, I was not really sure whether to release this episode or not because he has some approaches that I’m not 100% comfortable with. But then I thought - I’ll let you, the listener, make up your own mind. In this show, we chat about...

Disclaimer: This is a brand new technique that we've just started to use, We are getting triple the number of pick-ups and double the number of our usual callbacks. Complicated cadences & sequences are par for the course in B2B sales. We've found a really obvious but rarely used phone play is tripling our pick-ups and doubling our callbacks. If you're making calls to prospects,...