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 absolute natural.  He is simply a one-of-a-kind guy.   We cover all aspects of sales and social on this one – lots of great takeaways and there are too many to single out just one.   The bi ..read more

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 did it actually make? Catch all versions of me here. https://linktr.ee/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting ..read more

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 deal will close. The big thing to think of here is INTENT versus INTEREST. Are the people you’re talking to have any INTENTION to buy or are they INTERESTED? I might be INTERESTED in your fancy new S ..read more

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 sales too complex. Some of the stats he shares to support his point of view is that we now consume an average of 74Gigabytes of information every single day - that's the equivalent of 16 fu ..read more

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'll also share how I 'no-showed'  my own podcast guest due to them making the same mistakes we tell our clients not to make. Here's our take. 1: Accept the invite immediately. 2: Send a personalised emai ..read more

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 start the year as we come back from our breaks, and I also think that sales fundamentals are going to be critical to get right for sales success in 2024. Catch all versions of me here. https://linktr.ee ..read more

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/markmcinnes LinkedIn profile VIP sales mailer Tactical Pipeline Growth BOSS Podcast 1 on 1 Consulting ..read more

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 Pipeline Growth BOSS Podcast 1 on 1 Consulting ..read more

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 groups - something we thought was dead but is actually a interesting tactic. We’ve had several people that I know of start their own LinkedIn group, including myself. Enjoy this Best of the best ep ..read more

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 as a prospecting channel. 2: Email will be more targeted and more relevant than it is today. 3: Data collection and aggregation is going to become really important. For outbound. David also sha ..read more