One 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’t get sacked.Many people find it difficult to balance these two conflicting priorities and end up too far in either direction. Either pitching too hard and too early or having lots of fluffy conversations that result in no commercial outcomes.In this episode Phil shares his very simple 3 x H strategy you can use to make sure you’re connecting with your buyers, having conversations, and leaving your commission breath at the door.This is a great episode on how to have the right sales mindset.Phil and I have been ‘LinkedIn’ buddies for more than 5 years. He has been on the podcast before and I’ve been on his – I invited him back not because I like him, although I do, but because he always provides some easy to execute yet valuable sales skills and he hasn’t let us down in this episode.Phil Gerbyshakhttps://www.linkedin.com/in/philgerb/ Social Selling Essentials (New Book)www.socialsellingessentials.com Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Join our VIP Newsletterhttps://markmc.co/salesmail/ POW Course informationhttps://markmc.co/pow/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Bonus 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 acknowledge you.  You feel like you’re talking to yourself for the next 45mins?What about when some extra people turn up to your demo that you weren’t expecting?How can you make the most of your time and your sales efforts when selling online?What can we do to try and claw back some of the advantages of rapport and relationship building whilst operating online?Sellers, it’s time to lift your collective virtual sales game.Start here.Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/POW  Course infohttp://markmc.co/pow/ Join our VIP Newsletter.https://markmc.co/salesmail/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

What 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 and the attitude to think outside the box when it comes to trying to land meetings with your IDEAL buyers.Shahin Hodahttps://www.linkedin.com/in/shoda/ Xgrowthhttps://xgrowth.com.au/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Subscribe to Mark’s VIP newsletterwww.markmc.co/pow Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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 listen to this episode twice. I mean I train people to make calls.. and this guy is three levels above me.This guy walks the walk, he is the only person ever, on this podcast, to give out his mobile number as way to get in contact’ – How’s that for serious?Gerry Hillhttps://www.linkedin.com/in/beaccurate/ Connect & Sellhttps://connectandsell.com/ Join the VIP Sales mailerhttps://markmc.co/salesmail/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Today 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 key points we cover in this chat are… Why B2B is becoming more like B2CWhat skillsets will we need, as sellers, going forward?What will the typical buying journey look like? If you expect to be a viable seller tomorrow, there no doubt you will need to change. Adam's take on the future of B2B selling is intriguing. Adam Thorphttps://www.linkedin.com/in/adamthorp1/ Julian Midwinter & Assochttps://www.julianmidwinter.com.au/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ VIP newsletter.https://markmc.co/salesmail/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

A 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 answer to creating authorityHow to delight a new connection even if you have zero contentWhy you should slow down your outreach to help speed up the resultJoin Mark’s VIP twice-monthly newsletter:https://markmc.co/salesmail/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Fred 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 the most commission for them.This is a great way to solve some of your bigger business strategy pieces.Fred also shares the 5 comp plans he’s orchestrated while at Aircall and the impacts of each of those.This is a great episode for both sellers and sales leaders.Fred Viethttps://www.linkedin.com/in/fredviet/ Aircallhttps://aircall.io/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Subscribe to Mark’s VIP newsletterwww.markmc.co/pow Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

 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 it from someone who really does know. Mark is an expert in buyer behaviour. In this episode, we cover things like what you should be asking but are not… as well as what negotiation tactics procurement professionals use to get you to lower price or change your offer.What I learnt is that many times, just when you think the deal is done, the negotiation is just starting. Mark Schenkiushttps://www.linkedin.com/in/markschenkius/  The Other Side of Saleshttps://www.amazon.com/Other-Side-Sales-Mark-Schenkius/dp/949274404X Mark’s Websitewww.roi-10.com Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/  Subscribe to Mark’s VIP newsletterwww.markmc.co/pow Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

What 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 on the way we perceive those communication signals  People personalities also play a massive part in the way they perceive or process our communication. To be fair, this is something I've found difficult to adopt in my personal selling style. So I was really looking forward to hearing from the expert here. Catch some great ideas about how you can change your selling style to match that of your buyer, regardless of what their personality is.Jamie Martinhttps://www.linkedin.com/in/jamiemartin111/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Subscribe to Mark’s VIP newsletterwww.markmc.co/pow Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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 was able to achieve and just how many of his appointments did his video content created for him. Of course, he also shares some super ideas about what sellers should be doing right now to stand out from the crowd and there are some similar themes but with a twist. One of them was quite different and that was, be honest and upfront with people that you're trying to sell them something.  Toms tips include:Personalization beyond the standardUse video inside your prospectingBe real in your sales interactionsCheck out Twitter for conversation startersSlow down your ask - to speed up the result.Tom Boston:https://www.linkedin.com/in/tom-boston/ SalesLofthttps://salesloft.com/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Subscribe to Mark’s VIP newsletterwww.markmc.co/pow Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting