Best Of Sales Skills Podcast

✅ The Best Episodes of 2022 Part 1. Jeremy shares how we should be selling today.  He says that we need to change our approach to 'persuading' people to buy that the old school 'show up and throw up' methodologies are outdated. Jeremy Miner is a global sales trainer, his business, 7th level has been featured in INC magazine, FORBES, The Wall Street Journal and more. Topics we...

In this episode, I'm sharing a podcast I was recently a guest on with Shane Williams , the host of the Platform Podcast. (Check it out if you're a founder or an entrepreneur). Here we talk about the 3 why selling process, also called the shortest course on sales. Why do anything? Why do it now? Why do it with you? We highlight the gap between how CEOs & Founders think we need to sell...

☎️ If you're anything like my team, right now, you're getting the objection of "call me back early next year". As buyers start to wind down for the summer break. It's a real pain for those of us who need to maintain our sales momentum through December & January. So, what could you do? 📣 When is the worst time to think about what you're going to say? Just before y...

🎓 Without realising it, many salespeople are still pitching features & benefits in their outreach. In this session, I'll share... ➡️ How to tell if you're making this mistake. ➡️ Why do so many of us still do it? ➡️ How to change your approach. ➡️ As well as some examples of client-centric selling. This has also been released on my Youtube channel with a higher level of visual prese...

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...

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 to have a strategy. Kyle Vamv...

What do you know about storytelling in sales? It turns out there’s quite a bit to it. It's way more than just telling stories to your client. Chris Watson is helping salespeople and sales organizations to develop… and craft their own stories… In order to help them be better at serving their clients. Chris is at the very forefront of the cultural change for us sellers to be more authentic and...

⚠️ WARNING: As awesome as this chat is. There is lots of deep detail in this one, so you may need a note-taking device for this show. If you're sending emails as part of your prospecting you need to listen to this show. Nigel Thomas really knows about cold email. 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 bi...

✍️ If you can’t write, you can’t sell.   Being able to write well is a superpower in sales today. Edith Crnkovich is a messaging strategist & a talented writer of sales pursuit documents. Having written bids and pitches for successful Tech/ IT projects worth up to $250Million. Sellers are now spending more and more of our time communicating via electronic formats. It makes sense to be consciou...

Alex has had a wild journey from making 80 calls a day as an SDR through to today, where he is a CEO of a B2B Growth business, with a slight detour via social selling expertise. A marketer with social selling chops and an SDR background. Yes, please! Not many people have the breadth of experience and knowledge that Alex does. This guy really understands selling today. I'm confident you'l...

📣 AMA Series. As a salesperson, building trust is essential. But how do you do it? Trust = Rapport + Credibility. There is a great way to think about how you get that mix just right.  I share a framework to trust building and then the tactics around how you could do it on LinkedIn. 🙏 A big thank you to Jemma Healy from Tecala for asking the question., If you'd like to have your sales questi...

Mark Raffan is the Negotiation Ninja . Mark spent the first years of his corporate life as a procurement professional negotiating deals of $300M and more.   He has taken everything he has learnt on the procurement side and now teaches salespeople and business leaders how to negotiate like a ninja. He is the host of the #1 negotiation podcast on the planet - Negotiation Ninja, and he is a sort-afte...

Lachlan asks how you should interact with someone on LinkedIn to start a conversation. Are 7 - 12 touches too many, and what if someone isn't responding? This is the first of the new AMA series (Ask Me Anything) about sales. If you'd like to have your sales question answered or sales challenge solved, simply email your audio file to mark@markmc.co  Mark McInnes https://markmc.co/ https:/...

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...

Ricky Pearl is someone I admire for a couple of reasons, so I'm pleased to be hosting him on the podcast. Firstly, his LinkedIn content consistently manages to be both educational and entertaining. Something many of us strives to do and only a few can pull off successfully. Secondly, he runs a very smart business called Pointer Strategy . It's all in on outbound. I know how difficult tha...

Always wanted to be on the Best Of Sales Skills podcast? Here is your chance. Ask me anything about sales, and I'll answer it. If I don't know, or it's not in my area of expertise, I'll get another expert to answer it for you.  Send an audio message to mark@markmc.co, and I'll play your question out on the episode. Then, I'll provide you with a detailed play of what I...

Your CEO calls an all-hands meeting.  ⬆️ Your products have an instant 38% price increase & discounts are now banned. Can you still sell your product or service?  Will you still make your quota?   📣 What will you tell your clients, and more importantly, what will you tell yourself?  This is a real situation that happened to the BDM team BlueScope Steel just a few months ago.    The reality is...

I bet you're just like me and have had at least one prospect tell you they're the decision-maker, and then later in the deal, that same person tells you that someone else decided not to proceed.  Or simply that it turns out they weren't the decision-maker after all.   This is what happens when we go in too skinny on a deal when we go in with just one stakeholder. Stakeholder managem...

This week we pull back the curtain on the numbers of Kevins ' activity and results from his first qtr at Sales Development As A Service. This business has been running for LESS than a full 12 weeks and we thought it would be interesting for some if we shared all the data publicly. 🎯 Our wins. ⬇️ Our losses. ➡️ Highlights. Meetings from Conversations in June at 20% For the Qtr 10% ✋ Every me...

‼️ Would you like to double your response rates? Crazy question, of course, you would. Ian Naylor runs a tech-play called Hyperise and it allows you to take people's names, photos, and images and place them strategically onto other images or other web assets automatically. Imagine you're on a vendor's webpage and the text and the value-prop are talking to you personally, I mean lite...

🧨 Fire 33% of your SDRs.   Then, take the money you were going to pay them and redistribute it to all the others in your Sales Development (or Business Development) team. Front of funnel sellers need more help, more tools, more training & better leadership support. The state of sales is, it's broken. 58% of sellers do not expect to hit quota. Reps churn in and out of businesses in 18 mon...

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 sale...

🎙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...

If you're about to change roles or you want to sometime in the future you're going to want to listen to this podcast. Paul is a guru when it comes to tech-specific sales roles. Paul shares all the ins and outs of picking a great role and then executing how to get that role. The most impressive detail in this episode is what you should be doing before you even apply. The stuff Paul talks...

Jamie Shanks is one of the reasons why you now spend so much time on LinkedIn.    Jamie started the world's largest social selling training consultancy called "Sales For Life"  he is one of the true pioneers of Social Selling. Also, Jamie has written two books, Social Selling Mastery and SPEAR selling both are well worth your time.  I have had Social Selling Mastery for quite a few...