Best Of Sales Skills Podcast

How many dials should you make before giving up is a regular question from frontline sellers to sales leaders to sales enablement. Usually, we are left to ponder data from the USA and the UK or we just guess. Sales Dev Australia, our outbound agency, just floated a bunch of call data that shows some similarities. Is it enough to say categorically that you must make X number of dials before giving...

Drew Sechrist was employee number 36 at Salesforce , now he is the founder & CEO of a tech company called Connect The Dots.   If you’re in sales you’re going to love this conversation This show is all about HOW and why you can leverage your (and your colleagues) network to drive more introductions and more sales. Drew talks about how he cold-emailed Marc Benioff (Founder of Salesforce) and end...

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,...

Raul Kumar is a corporate CEO who makes upwards of 30 cold calls every single day. Not because he has to, but because he wants to.  I really admire Raul, not just for the fact that he makes those calls, he speaks very well and has a deep understanding of B2B Sales, he is able to combine the two to deliver his message in a very clear and compelling way.  He is very much worth listening to.  Raul fi...

How we got 52 out of 100 CFOs to pick up a cold call? So, who exactly does pick up and in what qtys? In this show, I'm sharing our latest phone pick-up data.  We've made 100's calls to these 3 buying personas recently. (All mid-market) ➡️ CFOs ➡️ Senior Finance (so one down from the CFO) ➡️ Heads of Procurement Prospecting, or sourcing your own sales opportunities is more important...

In this show, we are talking about the power of follow-up. Doug says, too many of us sales folks are over-focused on new business - new conversations. Most people find it really hard to come up with new ideas to help them follow up with their prospects & clients. Doug helps make it simple. Doug shares some practical ways to ensure we stay top of mind with your clients and prospects. Follow-up...

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 "Be...

⏰ You’ve only got a certain amount of sales motions that you can make in any one given day. You can only  make so many calls,  send so many emails,  spend so much time on Linkedin before you run out of time. The secret to sales effectiveness is knowing where to expend that valuable time and effort Ideally, you want the outbound motions that you’re making to be landing at the feet of the prospects...

Make just one small change to your cold call opener and get a big change to the result. I’ve changed the way I open the initial part of my calls, not by very much, but it’s setting me up for a better call so I wanted to share it with all of you… As you know, I’m a sales trainer for B2B companies and the founder of Sales Development Aust, an Outsourced SDR company. I know from making calls myself t...

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...

Kay Miller , Kay is an author and sales expert. Her book is called Uncopyable sales secrets . Kay has also been kind enough to provide you with a special download “5 Proven Sales Secrets to Get in the Door”  go to uncopyablesales.com/boss Kay and I share a couple of key ideas in this show about managing your fear whilst you are taking action in your sales roles. Some of the things we talk about ar...

Philipp Humm joins me today to talk about Storytelling and what I really liked was just how much detail Philipp goes into in helping us understand how to make our own story and how to use it in our client meetings. Philipp is a cool guy who really knows how to use stories effectively in the workspace. His new book is called The Story Selling Method   It’s a great short and powerful book.  Phil has...

"Is this a sales call"? ☎️ If you’re making outbound sales calls, you’ve no doubt heard this from your prospects at one point or another. It can often be a really curly one to answer for a lot of people.  The first thing you think of is… Do you lie or tell the truth? You might be tempted to try and rationalise a lie...  If you’re a B2B seller, you can’t actually take their money on the p...

In this week's show, we have a return guest, Andrew Vidler , Andrew is a very successful sales leader who loves all things sales. Especially, the theory behind sales and sales leadership. Andrew often posts really cool tactical advice and ideas on Linkedin and it was one of those posts that caught my eye and made me ask him to come back on the podcast to share what he has been doing with his...

Man, I screwed this up... Andrew Sykes , is the CEO of Habits at work , he is a TEDx Speaker and he specializes in helping salespeople and leaders become that ‘trusted adviser’ that we all talk about. Having worked with companies like Google, Subaru, Ebay, and YouTube as a speaker and presenter he has delivered over 1800 keynotes in more than 20 countries.  You’ll hear Andrew's presenting exp...

Let's say you won $200,000 on a lottery ticket. ✅ How hard would the lottery try to get in contact with you?  💰 Now I’ve never won anything on the lottery BUT, I imagine they’d call, leave a voicemail, send you a text and send you an email and if you didn't respond inside 24hrs they’d try again… and again. Now, let's imagine we have a simple conversation that might be worth $200k...

Strategic, enterprise sales require strategic social selling support. Carson Heady is a well-respected & proven social selling practitioner. Leading Microsoft's healthcare business development team, Carson is a great example of what's possible using social while targeting those larger accounts.  If you'd like more of Carson maybe his podcast Social selling for newbies is for you...

This episode is also available as a video on YouTube. Selling is just like investing. Small amounts invested, often, create large amounts of wealth, over time. Apply those same rules to prospecting. Small amounts of activity, done often, create massive results over time. But we forget this in the never-ending pressure to close deals by the end of the month or the quarter.  This focus on short-term...

Bill McCormick ,  has been on this podcast more than anyone else because he always brings the good stuff. Bill is clever, well thought through and focused on helping people be good at selling… in the right way.  Don't expect this chat to be all roses about social selling. In fact, it's probably the most damning conversation I've had about Social & Linkedin for some time.  In thi...

Salespeople can get a bad rap at times.  We hear comments like only 53% of salespeople make their quota. The implication is that salespeople are poorly skilled. If that’s true - who is to blame? It must be the people in charge of training, right? It’s Sales trainers and sales leaders who are failing - not the salespeople. When I look at the training I had as an Assault trooper in the ARMY, compare...

Imagine you have 100 fresh prospects. Who do you reach out to first? What if you knew you had a 400% higher chance of closing 25 of them? If you're like me you'd probably want to start there, right? But how would you know, all this being equal, which ones were in the 25? Well Humantic does this by using AI tools to profile your prospects by personality type (and more) so can focus on tho...

LinkedIn (Social selling) in 2023, is there a place for it? LinkedIn is a great platform for salespeople - no doubt. But the way we've used has changed, What worked in 2015, 2017 or even 2020 does not work the same way as it does in 2023. So what does work today?   👀 Let's have a quick look at the platform ad the strategies we need to apply. Most of the bad actors on LinkedIn today, use...

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 the...

✅ The Best of the Best # 3. This is a must-listen. SDRs/ BDRs etc, often find it hard to successfully navigate gatekeepers. More and more buyers are back in the office, and that means we are back to hitting gatekeepers as part of our everyday sales life. While there is plenty of great advice about the best way to approach a gatekeeper I think the most important single piece of advice is you need...

✅ The Best Episodes of 2022. Part 2 Nigel Thomas really knows about cold emails. This is a step-by-step build-out of how to set up your email outreach campaigns. Email is getting more and more difficult as the big 2 (Google & Microsoft) try to protect their customer's inboxes from unwanted emails. Why are they doing this? Because there has been a massive increase in fraudulent and unwant...