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 company page. Michelle J Raymondhttps://www.linkedin.com/in/michelle-raymond-goodtradingco/ Good Trading Co LinkedIn Company Pagehttps://www.linkedin.com/company/good-trading-co-linkedin4business/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Join Mark’s VIP Newsletterhttps://markmc.co/salesmail/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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 you make sure you hit these 7 as you move through your deal’s timeline.Nathan Clark - LinkedInhttps://www.linkedin.com/in/nathancjclark/ Website:www.nathanclark.net Twitter@nathanClark_ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Website/ Newsletterwww.markmc.co Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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 are the 3M Model and the 3 C' Model.  I challenge you to run this simple and effective exercise inside your business you will see a marked improvement in the quality of both your and your team’s prospecting, no matter where you are in your personal sales journey, Joe Micallefhttps://www.linkedin.com/in/growupsales/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Website/ Newsletterwww.markmc.co TPGwww.markmc.co/tpg Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

New author, David Dulany, joins us to talk about how to build a sales development team and discusses the very recent release of his new book called The Sales Development Framework.We cover off some of the big things in sales development right now such as what does WFH mean for the make-up of the future typical SDR team?What’s happening with ageism in the sales space? Should you fill your SDR team with all college graduates? Plan your work and then work your plan.  David's 3 big things for building a strong and successful SDR team? People  Process Technology  What Tech-stack should we be running right now and, in particular, what tech is an absolute must have today, it’s probably not what you’re thinking.Grab the book - The Sales Development Framework.https://tenbound.com/ David Dulanyhttps://www.linkedin.com/in/davidkdulany/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Website/ Newsletterwww.markmc.co Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Ellen Melco Moore is a recent Forbes contributor and has previously worked on both Oprah Winfrey's book club project as well as with the famous Zappos guys.Forbes has labelled Ellen "Arguably, America's Top LinkedIn Thought Leader" Ellen is also the CEO of a LinkedIn agency called “Supertight LinkedIn”.  In this episode, Ellen and I talk about the new features coming and from LinkedIn, which ones we think are good and which ones are not so good, we cover off.Creator mode Cover storyLive broadcaster in your banner Pronoun inclusions Without giving too much away we think LinkedIn has stuffed up at least some of these new features. It does make you wonder just how deeply does LinkedIn understand what people are using the platform for? Ellen Melco Moorehttps://www.linkedin.com/in/ellen-melko-moore/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Newsletter sign upwww.markmc.co POW Courses.www.markmc.co/pow Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

James and I have been swapping ideas on Twitter since our last episode and he has uncovered even more really cool ideas to help you engage with your buyers regardless of where they are.  We know that LinkedIn is getting harder and harder to use for sales and selling. There are MORE and MORE spam messages arriving into everyone’s message streams and connections are harder to gain with most connection messages nearly always being the same weak automated attempt at personalization.  Importantly, LinkedIn is currently actively reducing your ability to connect with LOTS of new connections. So...1 – Can we still use LinkedIn as a prospecting tool?2 – What should we do & How do we do that?3 – What scripting could we use? We also chat about the new features coming and what that might mean for all of us  LinkedIn Marketplace & LinkedIn Audio chat rooms (think Club House)  A longer episode but SOOO full of value. Enjoy.James Watsonhttps://www.linkedin.com/in/jamesawatson/ James’s Websitehttps://connectedclients.co/ James Twitter @LinkedIn_King Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.markmc.co/tpg Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Sales reps who can hit their number, month after month, quarter after quarter, year after year are in short supply and high demand.  Chris Muddell is a sales guy who I have known for some time. And he has just finished his latest quarter BACK ON TOP of his organisation's leader board for both revenue created, and meetings booked.  This episode shines the light on how hyper-sales performance is achieved by someone who has done it and is doing it right now.   And, when the requirement to switch to WFH hit us. Chris not only continued to succeed but he INCREASED both his first meeting numbers and his conversation rates.  It's awesome when you hit your number right?  We've all hit a big month or a big qtr. But if we are being honest with ourselves that not really what success is.    Today, we get a look "under the hood' of what exactly does it take to get these types of hyper-sales results in selling today.  Chris Muddellhttps://www.linkedin.com/in/chrismuddell/ Chris @ SalesIQhttps://www.salesiqglobal.com/partners/chris-muddell Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.markmc.co/tpg Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Could you conduct sales reach out to your prospects every single day and not be considered a pest or a Spammy Sammy?Jeff Bajorek argues we should be able to. Being professionally persistent is ‘table stakes’ for salespeople if they want to start valuable conversations with their IDEAL buyer. Yet, we see many, in fact, most sellers, simply attempt to reach out using one or two channels (Phone and email) and then they give up after just 3 attempts or less. What’s with that? How can we as sellers or sales leaders stay in the prospect conversation longer?We also talk about putting the fun back in sales. This is something I really needed to hear I’m often way too serious.We covered so many sales topics in our chat that I decided to break this into two episodes.Jeff’s first episode is now available and can be easily be found by simply looking through the previous shows of the podcast. In that episode we cover off why Selling face to face was always a hoax and what value do relationships really hold in today’s selling environment? So, keep an eye out for that if you’d like to catch more of Jeff Bajorek.Jeff Bajorekhttps://www.linkedin.com/in/jeffbajorek/ Sales Communitywww.jeffbajorek.liveMark McInneshttps://www.linkedin.com/in/mark-mcinnes/POW Coursewww.markmc.co/pow  Tactical Pipeline Growthwww.markmc.co/tpg Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Charlotte is the strategic account executive, named accounts for Uber Eats in New York. Her role is to call up busy restaurants and persuade them to join Uber Eats delivery.  Wow, I really loved chatting with Charlotte Lowrey from Uber eats and I know you’re going to get massive value from this short chat. In today's episode we walk through Charlottes typical routine when she is calling new business. We cover: Getting past the gatekeeperKnowing your customerWhat channels we should use When should we use them How often should we reach out How many times to reach out before giving upSome rapport skillsNegotiation tactics This is great snapshot for anyone who is not yet an expert at calling people who aren't yet thinking about doing business with you.  I know you're going to love this chat. Welcome to the BOSS Podcast, I'm Mark McInnes, in this podcast we help sales reps to be better at outbound selling regardless of channel. Whether that be, Social, Email, Phone, and more. Charlotte Lowreyhttps://www.linkedin.com/in/charlottelowrey/ https://www.ubereats.com/Mark McInneswww.linkedin.com/in/mark-mcinnes Websitewww.markmc.coTactical Pipeline Growthwww.markmc.co/tpg/POW Prospecting Workshopwww.markmc.co/pow Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Jeff talks us through a real-life sales scenario where his clients and prospects tell him to not come around and visit them face to face anymore.We also discuss, why we might’ve been buying our prospects favour with gifts, golf and dinners and we question whether that’s going to be sustainable as we come out of a COVID selling environment.So, how can we build relationships remotely and how important are relationships after all in the scheme of selling in 2021?Jeff has some great thoughts and challenges us around overestimating the importance of face-to-face selling.We covered a lot of valuable sales topics in our chat so I decided to break this into two episodes.In the ‘part 2’ we cover off the requirement to be persistent in sales today without being a pest. How do you become ‘professionally persistent’. Including, why can’t you reach out to your prospects every single day?Jeff’s second episode will be released in the next week, so keep an eye out for that if you’d like to catch more of Jeff Bajorek.Jeff Bajorekhttps://www.linkedin.com/in/jeffbajorek/ Sales Communitywww.jeffbajorek.liveMark McInneshttps://www.linkedin.com/in/mark-mcinnes/POW Coursewww.markmc.co/pow  Tactical Pipeline Growthwww.markmc.co/tpg Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting