Shows
Best Of Sales Skills Podcast⚠️ 📅 5 ways to navigate the objection: "Call me back next year."☎️ 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 you're going to say it. (Phil M Jones)In this show, I share 5 techniques you can use to handle that pesky delay tactic.Take on...
2022-11-2814 minBest Of Sales Skills Podcast💣 🧨 Brilliant Outreach Tactics (ABM for Enterprise & Mid-Market) with Shahin HodaShahin 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 front of those key decision-makers on behalf of his clients.The stories and examples are absolutely incredible.What can y...
2022-11-0735 minBest Of Sales Skills Podcast🚀 🧛♂️ Social selling in just 10mins per day, with Alex Boyd, CEO, RevenueZen.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'll be a fan of Alex after this chat. Social Selling in 10min per day. (Post)Alex...
2022-09-1228 minBest Of Sales Skills Podcast🎙🙋♂️ AMA: How do you build trust on social? Jemma Healy📣 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 question answered or your sales challenge solved, simply email your audio file to mark@ma...
2022-09-0510 minBest Of Sales Skills Podcast🎙 The Negotiation Ninja: Mark RaffanMark 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-after speaker and presenter.Mark tells us: ✅ why salespeople are typically terrible at negotiation, ✅ how to take the emotion out of the...
2022-08-2928 minBest Of Sales Skills Podcast🎙🙋♂️ AMA: 7 - 12 Touches on LinkedIn? How do I do that? 📣 Lachlan.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 McInneshttps://markmc.co/https://www.linkedin.com/in/mark-mcinnes/Sales Development As A Servicehttps://www.linkedin.com/company/78414000/admin/
2022-08-2210 minBest Of Sales Skills Podcast🎓 📣 3 Critical Sales Skills (and how to coach them). Andrew VidlerAndrew 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 3 key areas.Value Prop CreationDeveloping Curiosity in your QuestioningDemonstrating credibility. Because Andrew...
2022-08-1525 minBest Of Sales Skills Podcast👻 The Myths of Outbound Selling. Ricky Pearl.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 that can be and for Ricky to have built a business as quickly as he has in such a difficult game is admirable. Naturally, w...
2022-08-0434 minBest Of Sales Skills Podcast🏴☠️ NEW! 🎙 Your sales questions answered.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'd do to in your situation.Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/
2022-07-2201 minBest Of Sales Skills Podcast⬆️ 📈 € $ How to handle price increase conversations. Mastermind SessionYour 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 more and more of us will be seeing this type of situation in the coming months as inflation drives supply prices up, and companies all over need to...
2022-07-1811 minBest Of Sales Skills Podcast👩💻 🏆 Stakeholder Management done the right way. Rashid KotwalI 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 management needs to happen in just about every deal we do - but the reality is it just doesn’t happen. ...
2022-07-1230 minBest Of Sales Skills Podcast📅 🎯 12weeks of Sales Development data. Activity tear down- Kevin De BeerThis 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 meeting that was set required the SDR to handle at least one objection.🎥 Video is simply not working - even later in...
2022-07-0524 minBest Of Sales Skills PodcastDouble your response rates with hyper-personalisation. Ian Naylor from Hyperise‼️ 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 literally using your name. What about if you registered for a LinkedIn event and you're sent a personalised virtual ticket with your name or your face...
2022-06-2832 minBest Of Sales Skills Podcast🎯 👩💻 Make Sales Great Again. The future of Sales (Development). - Felix & Mark🧨 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 monthsSDRs want to be AEs before they learn their craftWe give the most challenging part of the sales cycle to the least experienced.Just because a big...
2022-06-2025 minBest Of Sales Skills PodcastThe 6️⃣ Fundamentals of Sales Know-How 📈 Ian CartwrightAuthor 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 sales yourself. 📣 We talk about how to best position yourself as a trusted adviser to your clients and how you can avoid being bogg...
2022-06-1229 minBest Of Sales Skills Podcast📫 👩💻How to follow up via email. 10/10 response rate. (Micro episode)🎙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 that’s what we are thinking – but you can’t say that.
2022-06-0603 minBest Of Sales Skills Podcast✅ 🧾Land your perfect sales role. The ultimate guide - Paul DimondIf 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 about is rarely thought of and as a result, sellers end up flipping...
2022-05-2538 minBest Of Sales Skills PodcastYou're wasting your time doing prospect research: Jamie Shanks 🚀 📊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 years and it's well-read, dog eared and has a highlighter all the way through it.As you can imagine we talk a lo...
2022-05-1636 minBest Of Sales Skills Podcast⬆️ ⬇️ How to Flip RFPs. Daniel Bartels, VP Conga APJDaniel is the VP of APJ for Conga, and we explored how you can break open and take control of RFPs that you might have thought were closed to you. If you're like me and think that RFPs are all about the price or that the buyers have all the control and lock salespeople out of the process, you really need to listen to Daniel. Dan tells us he can influence RFPs in around 50% of those situations where he has NOT been the lead supplier. He is also going to tell us how he does tha...
2022-04-0825 minBest Of Sales Skills PodcastIs your sales manager coaching you or conning you? 🎙 Felix KruegerSales coaching is the number 1 way to improve your or your sales teams’ results.Yet - not many people, not many leaders, are doing it. If they are doing it, they are doing a very poor job. Felix and I are chatting about the state of sales coaching here in the A/ NZ region. In this episode, we cover off.Why sales coaching is important to you as a seller,How to tell if you're getting sales coaching or not?What's the difference between sales training and coaching. Felix's 3 step process to sa...
2022-04-0826 minBest Of Sales Skills PodcastOnce shot in Mexico, now I'm a killer BDR. with Veronica Fernandez 🔫 🇲🇽 Veronica Fernandez is a super-selling BDR from AirCall. We dive super deep into Veronica’s current outbound selling process. A process that’s working a treat.We talk about her cadence, covering video, what messaging should be used in the video, how to use the same video multiple times and still have it personalised. Text messaging, (one of my favourites), LinkedIn, how many calls, how many emails, how many accounts.We pull back the curtain on her process so you can see what works today and use it yourself.Not only do...
2022-03-3125 minBest Of Sales Skills PodcastHow to sell in 2022 with Jeremy Miner 📅 📈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 cover include:➡️ Risk vs Benefit➡️ Enthusiasm vs Peer selling➡️ Why the first 7seconds of any interaction is critical➡️ Selling is about change but humans don’t like change...
2022-03-2134 minBest Of Sales Skills PodcastDouble your booked disco calls with Text messages/ SMS. 📱 💬 🚀🇦🇺 In A/NZ SMS (or Text) has a read rate of 98.5% that incredibly high when you compare it to other forms of communication. Now, most people get scared when I suggest they should use SMS in their sales comms but it’s all in the finer details. Listen in to learn how to use SMS without feeling like you’re crossing the line.Like most things in outbound.It’s HOW you do it not what you do.☎️ If you rang someone and said exactly, “can I get a...
2022-03-1406 minBest Of Sales Skills PodcastConfident Closing with Chandell LabbozzettaBONUS: FREE AudioBook of CONFIDENT CLOSING.Grab access to Chandell’s ‘Confident Closing’ by accessing the link below.Closing is an important part of the sales process and many of us continue to make some silly mistakes when it comes time to help our buyers make that safe next step to commitment. Let’s face facts, we’ve all been in a situation when we’ve been a little hesitant when we’ve been making a purchasing decision, we know how it can feel. Therefore having a couple of strateg...
2022-03-0729 minBest Of Sales Skills PodcastShort cut your way to trusted advisor status.Everyone in sales wishes to be considered a 'trusted advisor' to their clients & prospects.Being considered a 'trusted advisor' means sellers can...Open doors to conversations more easilyAre more likely to gain referrals Need to give fewer discountsExpect fewer objectionsBe ghosted lessToday's strategy will help you build a baseline for that 'trusted advisor' role and allow you to enter into conversations with your clients and prospects at a much higher level.If you’re in a new sales role, have a new territory, have just been promoted, have new products to sell the...
2022-02-2109 minBest Of Sales Skills Podcast50% response rates from cold email with Jakub Zajicek.This is the future of cold outreach. Forget the sales engagement platforms that automatically send predictable email sequences. This is how I believe, you should be emailing cold prospects in 2022.This episode is super helpful for anyone who emails their prospects as part of their sales role.Jakub is the CMO and Co-Founder of Speak On Podcasts and today he joins me to talk about his process for creating excellent emails.Make sure you grab the link to his LinkedIn post where you can download the entire email guide. (Below)Impressively...
2022-02-1427 minBest Of Sales Skills PodcastThe Best of BOSS: DIY Sales Kick Off with Dean MannixIt's the start of the year. Do you want to run your own Sales Kick-Off? Here is a workbook and the walkthrough to help you get a great start to the calendar year. DIY Sales Kick-Off with Dean Mannix’s Sales Growth Blueprint.Systemising sales success is Dean’s speciality. In this episode, Dean walks us through his tried and tested sales growth model to help you be well placed the coming year.Go and download the workbook FIRST for FREE from www.deanmannix.com/blueprint and then come back and follow us as we...
2022-01-1731 minBest Of Sales Skills PodcastThe Best of BOSS: The 3rd Best Cold Caller in the World - Gerry HillThe highest single number of downloads and my most popular episode ever released.This certainly deserves to be on the Best of the Best list. 👏 Great episode 🎙 Life on the other side of 18million dials. This episode provides you with a window into the mind of a true expert. Gerry Hill is the regional VP of a company called Connect & Sell. If you’re in sales leadership or you’re a close watcher of sales tech you will know the organization is at the very front of calling technology.Gerry does all the talking...
2022-01-1029 minBest Of Sales Skills PodcastThe Best of BOSS. Predicable Hyper-sales performance with Chris Muddell.This is a 'BEST of BOSS' episode as much for its timing as its high-quality content.It's the start of a new year and you're probably wondering, something like "what could I do differently in 2022 to impact my results"?Chris shares his routines in detail.JournalingExerciseGratitudeFamily& more. Sure you might have a slightly different idea about your path.These strategies have seen Chris as the #1 performer for a decade. This is repeatable high performance.Sales reps who can hit their number, month after month, quarter after quarter, year after year are...
2022-01-0329 minBest Of Sales Skills PodcastThe Best of BOSS: The 3 C’s model to prospecting conversations with Joe Micallef.🎯 The 3 C's easily gain entry into the Best Of BOSS series, due to its simplicity and effectiveness.The very week we recorded this episode I used Joe's 3C's strategy in a private training session and we got great results straight away. ✅ Apply these to your messaging and see how your response rates improve. In this episode we hear from Joe Micallef, Joe is an ex-Aussie bank executive who now specializes in sales coaching and training for bankers, predominantly in the USA. Joe and I go way back to the good Ol SalesITV...
2021-12-2730 minBest Of Sales Skills PodcastBest of BOSS: Sales leaders do you look fat, dumb and lazy? - James MichaelCommon mistakes business leaders are making today in the employment space. James Michael.James is right at the forefront of sales rep recruitment, and he is seeing a real shift in today’s employment market. Importantly he suggests that the power of “Who is doing who a favor” has moved massively in the direction of the employee and away from the employer. Just because you have a job to fill doesn’t mean you will get good sales candidates.And, as reps are becoming more and more digitally enabled, they are using those skills t...
2021-12-2032 minBest Of Sales Skills PodcastBest of BOSS: The most underused outbound tactic today. 👑 The LinkedIn King James WatsonI've picked this episode as a 'best of' simply off the back of how good this tactic is. I genuinely wish that I had created this outbound play myself, it is truly awesome.James Watson shares with us how to use a PERSONALISED IMAGE in your outbound marketing. It is brilliant because... A: You can automate it if you want to. Or B: You can use it manually if you want (Which is how I do it) and C: it gets really great results. I have suggested this outreach technique to every...
2021-12-1331 minBest Of Sales Skills PodcastBest of BOSS: Using Instagram in your cold outreach, with Charlotte Lowrey, Uber EatsWelcome to the BEST OF BOSS series. Here we are going to highlight the very BEST interviews and conversations we've released across the last couple of years of running this podcast.This is episode easily makes it into the BEST OF category. This chat with Charlotte Lowry from Uber Eats, deserves to be in the BEST OF category because Charlotte walks us through her outbound calling method step by step and even includes how she uses Instagram to warm up her call. Using Instagram in B2B sales is not something I he...
2021-12-0628 minBest Of Sales Skills Podcast"Why I moved my AEs to SDRs". How Lusha tripled their ARR in just 12 months: Assa ElderWhat 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 $1.5BillI love it when you get someone who is prepared to take a few risks and it...
2021-11-2233 minBest Of Sales Skills PodcastNLP - 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 m...
2021-11-0833 minBest Of Sales Skills PodcastIn sales? SCORE an extra $20K pay rise, right now: Mark McInnesThe 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...
2021-10-2520 minBest Of Sales Skills PodcastReferrals! You’re doing them wrong: Dean MannixThe 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...
2021-10-1129 minBest Of Sales Skills PodcastStop 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...
2021-09-2729 minBest Of Sales Skills PodcastLose Your Commission Breath, Authentic Selling: Phil GerbyshakOne 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’...
2021-09-1335 minBest Of Sales Skills PodcastBONUS Tutorial: Virtual & Digital selling: Mark McInnesBonus POW💥 Course Content. Virtual & Digital Selling Tutorial. Let’s face it, virtual & digital Selling is here to stay. So why are salespeople so crap at it?After sitting on 1000’s of ZOOM calls, webinars, demos and sales calls that have completely stunk, I’ve decided to share a short action plan to help sellers lift their game when it comes to digital & virtual selling.We’ve all been in those situations when you expect your buyer to turn up and engage and then they turn up don’t have their video on and will barely ac...
2021-09-0626 minBest Of Sales Skills PodcastHow to (really) get a Meeting with Anyone: Shahin HodaWhat would you do to get a meeting with your perfect buyer? How much would you pay for a sales conversation with your perfect prospect? Shahin Hoda is the Founder & Director of Xgrowth, they're an ABM marketing business- (Account-Based Marketing) and they specialise in landing meetings with very high quality and hard to reach accounts. I challenge you to listen to the strategies and examples, that Shahin, shares and then ask yourself are you really doing everything you can to reach your IDEAL buyer? I hope this episode gives you the latitude an...
2021-08-2430 minBest Of Sales Skills PodcastThe 3rd Best Cold Caller in the World. Gerry Hill.Life on the other side of 18million dials. This episode provides you with a window into the mind of a true expert. Gerry Hill is the regional VP of a company called Connect & Sell. If you’re in sales leadership or you’re a close watcher of sales tech you will know the organization is at the very front of calling technology. Gerry does all the talking in this one which is perfect… because I felt SO far out of my depth I was drowning in information. In fact, It’s highly likely you will need to l...
2021-08-1732 minBest Of Sales Skills PodcastThe Future of B2B Sales: Adam ThorpToday we are exploring the acceleration of B2B digital buying and what it means for you (and me) as a sales professional today. Do you think you're ready for the NEW reality of B2B selling? Because Adam Thorp says selling in 2022 and beyond will be very different to the B2B selling of 2020 and 2021. Will you be replaced by Amazon’s new B2B platform? Adam is the CEO of a sales strategy company that helps companies to win new business and grow their business. Julian Midwinter & Associates Some of the...
2021-08-0837 minBest Of Sales Skills Podcast(Very) Advanced LinkedIn Techniques for Today's Sellers : Mark McInnesA super tactical session. Much more than ‘tidy up your profile and post some content’.Learn advanced social selling strategies on how you could reach out and restart conversations with either those you’re connected to but haven’t conversed with yet or those you are wanting to connect with.All without being a SPAMMER.Key strategies here for you are:The follow/ unfollow techniqueHow to leverage referrals super easilyHow to use POLLS to create your own bookHow to tell if your prospects are ‘really’ on LinkedInWhy POLLS might be your answe...
2021-07-2825 minBest Of Sales Skills PodcastAre you on the right commission plan? Fred VietFred is a senior sales leader with Aircall and in our recent conversation we talked about what does a good comp plan look like and what are the main challenges in rolling out a plan.There were a couple of really interesting pieces in here you’ll love.Firstly, your comp needs to be aligned with your geographical location. Different geographies require a different mix of base and comms.Secondly, that as the business grows, leaders need to be ready to change the plan because, salespeople tend to focus on activities that produce th...
2021-07-1834 minBest Of Sales Skills PodcastNegotiation secrets (from an enterprise buyer): Mark Schenkius. A few years ago, Mark made the switch from a career as a procurement professional with Mars Foods to that as a sales consultant, trainer and author of a great book called "The Other Side Of Sales".Now, he coaches sales reps about the strategies professional procurement use in their buying process so we sellers can be better prepared and better armed when we are finally dropped into procurement. Often, we hear experts talking about ‘buyers want this, or they expect this', but do they really know?In this show, we get to hear...
2021-07-1132 minBest Of Sales Skills PodcastHow to sell to different personalities: Jamie MartinWhat do we need to consider and what should we do so that we have a deeper impact or a deeper relationship with our buyers?Jamie Martin is an award-winning Sales coach, Speaker and Podcaster from the UK, who has some great insights on selling to different personalities. We all know that all things being equal, people like to work with people who are more like themselves. And that the spoken word only makes up a very small part of the way we absorb communication. Body language, tone, pace etc all play a massive part o...
2021-07-0431 minBest Of Sales Skills PodcastSocial Selling Tactics: Tom Boston.Tom Boston is our guest today; he has just been promoted to the role of ‘Social Sales Evangelist’ for Salesloft. He is a truly funny guy as well as a switched-on and proven sales professional. You’ve probably seen Tom’s antics on LinkedIn, he has a way of creating cool video content that is both educational as well as engaging and hilarious.In this episode, we talk about Tom's recent move into training salespeople on social after several successful years as a high-performing SDR. We get a breakdown of some of the numbers he...
2021-06-2731 minBest Of Sales Skills PodcastLinkedIn Mysteries Solved. LinkedIn Live & LinkedIn Company Pages: Michelle Raymond.Michelle is an expert at LinkedIn company pages as well as a well-respected LinkedIn trainer. In this episode we cover the fallacy of LinkedIn live. It turns out live has a few tricks you need to be aware of to getting it to work for you that might not be as obvious as you might think. Of course, we also dig deep into LinkedIn company pages, including, why should we bother, what do we post on them, when and how often. Everything you need to know so you can get a start on building that all important c...
2021-06-2034 minBest Of Sales Skills PodcastHow to turn your LinkedIn interactions into sales conversations with – Teddy BurrissTeddy Burriss is a LinkedIn trainer and SalesNAV expert based out of North America. Many salespeople make one of two common mistakes with their LinkedIn activity.They either launch into their sales spiel way too early OR they are so scared of being seen as ‘salesy’ they end up doing nothing and losing valuable leads and opportunities.Teddy shares with us what we should be doing to make the most of what we post on LinkedIn.Teddy Burrisshttps://www.linkedin.com/in/tlburriss/Websitehttps://www.burrissconsulting.com/...
2021-06-1331 minBest Of Sales Skills PodcastHow to find your perfect sales role and score an interview using LinkedIn & Social Selling – Gunnar HabitzIf you’re looking for your perfect role in sales, have you ever thought about deliberately finding and then hunting down your desired company and position?Gunnar Habitz did exactly that and shares with us the strategy he has used to be offered not one but two great roles as direct result of his efforts.Now, working for Hootsuite, as the channel partner and alliance manager Gunnar has a very strong social game and if you’re active on social and located in Australia, you probably know of Gunnar.In this episode, Gunnar shar...
2021-06-0628 minBest Of Sales Skills PodcastSailing the 7 Seas (Cs) of Sales Success: Nathan Clark.Nathan Clark is a sales enabler, working at the crossroads of tech and capability. Nathan has a long career in helping B2B salespeople to be more effective in their roles.Having worked at LinkedIn, RogenSi as well as running his own side-hustle as a deal coach, Nathan has plenty of experience in what makes a deal more likely to be successful.Nathan shares his 7 "Cs" strategy to more effective selling. The 7 Sea’s are: ConnectionConsiderationClarityConfidence ConsensusCommercialsCommitmentWe dig deep into these 7 areas as well as sharing some tips to help y...
2021-05-3036 minBest Of Sales Skills PodcastThe magic 3 M’s model to better customer conversations: Joe Micallef.In this episode we hear from Joe Micallef, Joe is an ex-Aussie banker who now specializes in sales coaching and training for bankers, predominantly in the USA. Joe and I go way back to the good Ol SalesITV days, where we were working with the legend, Dean Mannix. So there is a lot of commonality in the way we train and the way we think about sales. Joe has a couple of really simple ways he coaches and trains his clients and he shares those models with us in this epsiode. They ar...
2021-05-2331 min