67 episodes

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.

BOSS Podcast Mark McInnes

    • Business
    • 5.0 • 2 Ratings

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 (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 Elder

    "Why I moved my AEs to SDRs". How Lusha tripled their ARR in just 12 months: Assa Elder

    What would you do if your sales director said we are moving most of our Account Execs into SDR roles?
    It’s a good question.
    In today's episode, we will find out what happens if you do.
     
    ASSA ELDAR is the Head of Sales at Lusha and I'm delighted to have him as a guest.
    Since our original recording of this episode, Lusha announced an additional $205Mill raise which gave them a market cap of $1.5Bill

    I love it when you get someone who is prepared to take a few risks and it pays off, they make great stories, I love it even more… when it's a business I know and have genuine respect for.

    If you work in business development you know of Lusha, you’ve even or have tried Lusha. It's one of those staple SaaS products that SDRs, BDMs and anyone doing outbound need in their tool kit.
     
    In today's episode, we get a sneak peek behind the curtain to look into what their Product Lead Growth Strategy was, how it needed to change and the risks they took to get the business eventually firing on all cylinders.

    Assa Elder
    https://www.linkedin.com/in/assa-eldar/

    Lusha
    https://www.lusha.com/

    Mark McInnes
    https://www.linkedin.com/in/mark-mcinnes/

    Mark’s Gumroad Portal
    www.markmc.gumroad.com

    Mark’s VIP Mailer
    www.markmc.co/salesmail 

    • 33 min
    NLP - Getting to yes: Master NLP Trainer Chandell Labbozzetta

    NLP - Getting to yes: Master NLP Trainer Chandell Labbozzetta

    *** BONUS AudioBook and NLP Course link below***
    Chandell Labbozzetta is a master NLP trainer as well as a speaker and author.

    NLP is Neuro-Linguistic Programming, it is both an art and science on how we use the language of our mind to create results in our lives and behaviour.

     For example, Humans receive 11Million bits of information every second and yet, we can only process 126bits per second. So, how do we make sense of all that information and what impacts does that have on our selling styles?

    We have a predominantly unconscious mind (responsible for all behaviour, learning and change) and a conscious mind which is logical and rational. We live 90 % unconsciously and only 10% consciously 

    The unconscious mind is the domain of emotions, we know, people buy emotionally and justify logically, and yet most salespeople will leave 90% out of the conversation.


    Chandell Labbozzetta.
    https://www.linkedin.com/in/chandelllabbozzetta/

    Confident Closing (Audio)
    https://lifepuzzle.com.au/audio

    Keys to Effective Communication Quiz
    https://bit.ly/3zsV4JN


    Mark McInnes
    https://www.linkedin.com/in/mark-mcinnes/

    VIP Sales Mailer
    https://markmc.co/salesmail/ 

    • 33 min
    In sales? SCORE an extra $20K pay rise, right now: Mark McInnes

    In sales? SCORE an extra $20K pay rise, right now: Mark McInnes

    The GREAT RESIGNATION is here and it's wreaking havoc on HR teams everywhere. It's also providing an incredible opportunity for sellers.

    An opportunity to get more money and also the possibility to ruin careers.
    It's a once in a decade situation, (maybe more) take advantage now or you'll miss out on the free $$$.

    But, like all things, there is a YANG to the YING.
    What goes UP must also come DOWN.

    What could be the downside to this current shortage?

    Whilst corporations are screaming for salespeople right now I'm predicting a significant swing the other way with devastating ramifications for sellers, sales leaders and customer experience.

    Am I right? Am I wrong?
    Let me know

    Mark McInnes
    https://www.linkedin.com/in/mark-mcinnes/

    VIP Sales Mailer
    https://markmc.co/salesmail/ 

    • 20 min
    Referrals! You’re doing them wrong: Dean Mannix

    Referrals! 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 Mannix
    https://www.linkedin.com/in/deanmannix/

    Dean’s website
    https://deanmannix.com/

    Mark McInnes
    https://www.linkedin.com/in/mark-mcinnes/

    VIP newsletter
    https://markmc.co/salesmail/ 

    • 29 min
    Stop your deals slipping in the last mile: JD (John Dean)

    Stop your deals slipping in the last mile: JD (John Dean)

    Have you ever left a client meeting with a handshake deal, thinking it was done and dusted, only to later realize it was only the very start of the process and not the end?
    I know I certainly have; I also have the mental scars to prove it.

    So how do you navigate this LAST mile in the sales process when we find ourselves in these situations? Better still how do we avoid them altogether?

    JD, from Sales Director Central, is a guy who mentors sales leaders, business owners and entrepreneurs who are driving really important sales initiatives inside their organization.
     
    He says more and more salespeople are falling over at the last mile than ever before.
    In this show, JD is going to share with us some really cool things we can do to avoid making these common mistakes.

    Also, you'll get to hear about how one of our price negotiations involved a guy threatening to drive his Range Rover through our office front door if he couldn't get a $20K discount.
     

    JD (John Dean)
    https://www.linkedin.com/in/jdthekatalyst/

    Email
    JD@salesdirectorcentral.com

    Sales Director Central
    https://www.salesdirectorcentral.com/


    Mark McInnes
    https://www.linkedin.com/in/mark-mcinnes/

    VIP Mailer
    https://markmc.co/salesmail/ 

    • 29 min

Customer Reviews

5.0 out of 5
2 Ratings

2 Ratings

Gustavo Troncoso ,

The Guru’s guide to selling on LinkedIn

As a CEO I was able to see and learn many things in the past two decades. One of those things was there are very few people changing the way we do business. This podcast (knowing Richard, as a LinkedIn connection; hope to get to know Marc soon) this two individuals have nothing but excellent value content and advice. I see so many people throwing their money away, That will not happen in you invest in learning and listening to podcast like these. Thank you both, great informative content and information.

gregdyche ,

#BOSS podcast - only for sales folks, and we are all sales folks

If you listen to podcasts, you don’t just listen to one. Add this to your list. It’s real salespeople talking about real ways to add money to your life by helping others get what they want and need.

I’m hooked. G

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