Building and maintaining a pipeline is one of the most important parts of being a business development professional. Pipeline management has always been a challenge for both sellers and sales managers. It’s considered both a measurement of your future success and how ‘good’ you are at selling. This is why some organisations have pipeline meetings, weekly.Today, I have a very simple but very clever way to help seller and sales leaders get pipeline back to being what it is meant to be  - a valuable tool to managing your deals, moving them forward and predicting future revenue.Now this is a play that any rep can put into practise - regardless of how big or small their organisation is. You don’t need a sales manager; you don’t need some fancy software.It’s just as simple as 1 in & 1 out.So, what do you think? Would your pipeline be better with a bit of tuff love?Could you instigate a 1 in 1 out strategy?Beware of the sunk-cost fallacy that I mentioned before that makes you think the opportunities you’ve already worked on are PERCIEVED as more valuable than they really are.Are you game to try the 1 in 1 out pipeline strategy?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

Richard van der Blom is the Bob Dylan of LinkedIn.Recently I was lucky enough to get to talk to Richard van der Blom. Richard is THE recognized expert in the LinkedIn/ Social selling space.  Richard van der Blom is the Bob Dylan of LinkedIn. Bob Dylan is usually listed as a major musical influencer of many of the great musicians of our time.  The Beetles, Neil Young, Jimi Hendrix, Jonny Cash etc.He has been responsible for some of the best IF NOT THE BEST research on how LinkedIn works, across the last three years.  His 2019 research has been viewed 1.2 MILLION times.  The reason Richard is such a legend in the industry is that people like me, people who think they are pretty good at LinkedIn and social selling take all of our cues from his research.  He has impacted (My guess) 90% of the LinkedIn & Social selling trainers out there. This means he is indirectly training millions of people on LinkedIn – therefore his research shapes the way LinkedIn is used by millions of people. We cover a lot of ground on this episode so make sure you hang in until the end. It’s definitely worth it. Richard van der Blomhttps://www.linkedin.com/in/richardvanderblom/Research of note:https://www.slideshare.net/RichardvdBlom/full-report-linked-in-algorithm-july-2019https://www.linkedin.com/pulse/newsletter-4-linkedin-algorithm-research-2020-you-van-der-blom/ Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.markmc.co/tpgCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Why taking NO risks is SUPER RISKY if you’re in sales?Dale is one of ‘those’ people who are all over social and LinkedIn. He estimates he has been a guest on close to 160 podcasts in the last two years. He is in high demand.With a background in copier sales, I have a soft spot for Dale, I have lots of copier clients myself and I strongly believe some of the best sellers come out of the copier space. In this episode we talk about the mistake many sellers make – and here is the killer – they’re not conscious they’re making it.Dale says, by focussing too much on the process of selling, in an inauthentic way… we actually increase the level of risk we take as a seller. Being bland, being the brown cardigan is not the best way to sell.Make 100 calls, get 20 conversations, create 3 opportunities, close 1 sale is not a future you want to a part of.What does the real you, the real seller look like, …what do you stand for and how would the real you interact with your clients and prospective clients?Dale Dupreehttps://www.linkedin.com/in/copierwarrior/@SalesRebellionThe Sales Rebellionhttps://www.thesalesrebellion.com/ 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

In this show, we cover off how to handle one of the most annoying and deflating objections we all get from time to time. The dreaded “I need to think about it...”  How many times have you heard that as a salesperson?  We get it all the time. But what is a good way to navigate this type of typical objection?  Many of you might have been told to use a version of the old "what, specifically would you like to think about" as a strategy But I find this is too aggressive and whilst it might work on the used car lot – it's not going to work in a professional sales environment. What should we do? Martin Burwell is a full-cycle Account Executive working for a Canadian based tech start-up. He posts great tactical sales advice on Twitter. I've dragged him out of Twitter and on the podcast to share some of his favourite plays – including how to handle the classic objection. " I want to think about it..."  Marty Burwell – Twitter@burwell_MartinMarty Burwellhttps://www.linkedin.com/in/martyburwell/ 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

This LinkedIn play is actually too good because I have too many people connecting with me.I’m running solo on this week’s show and I’m keen to share with you my number one sales play on LinkedIn – it has been my number one play for over 6 years and it remains my go to play today.I can’t wait for you to put this into action.How would you like multiple conversations, every week, with your ideal buyer in an easy and predicable way?Well, this is how you do it.We are creeping up to 1 year on this podcast and I’m finally starting to feel like I know what I’m doing and that my guests and I are delivering some really good actionable strategies.This LinkedIn play, my View 4 View strategy is faster and more accurate than any of the AI tools that are available in the marketplace. And it won’t get you banned, it won’t get you suspended, and it takes literally 5mins per day.Use this to start conversations with prospects. Restart conversations with old or inactive connectionsConnect with more people in your perfect target marketAnd more.Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ Youtube of this V4V strategyhttps://youtu.be/2-RHVLSdgHU 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

On this week's show I'm pleased to say we have something which is not very widely known or used. So you're getting in on the ground floor. In fact, this is probably the very first you will hear of this unique approach.   Personally, I have not heard of anybody using this anywhere else – the strategy that I'm talking about is "The LinkedIn Kings' PIM' play – Personalised Image Marketing.  After listening to James, I have adopted this in a small way and started to use it and I've also started to get my clients to use it as well.  I am sure that this is one of those things where the early movers, the early adopters, will get MOST of the rewards. So, don’t risk being left sitting on side-lines.  James Watson AKA – The LinkedIn King has an image personalisation strategy that does scale…  I know the 'personalisation at scale' thing is very over done but this is very different. I can clearly see how this works.  Imagine being able to send a complex image, on mass, to your leads or connections and each one had their own LinkedIn profile pic superimposed on the graphic as part of that mass outreach?  Do you think you might get good engagement with this play? I know you will.  James shares his strategies as well as what's working and why in this show. Resources.https://moreresults.io/https://connectedclients.co/James Watsonhttps://www.linkedin.com/in/jamesawatson/ 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

Aaron Evans. Sales Enablement Director, GlobalData PlcQualification in sales, you’re probably doing it wrong.Aaron is a Top 20 Sales Enablement Influencer of 2020 as awarded by Sales Enablement Collective.In this show we talk about qualification: (Koala-fication) Why we need it What methodology we should useHow to do it. What questions to ask. How to ask them.We also cover the fallacy of a tick’n’flick qualification questionnaire and, importantly, how can you position your internal champion to provide you with the answers to all those pesky and difficult questions you really need answers to.We also cover off why your Pipeline should be small and large.Why we should slow down the sales process and that sales managers often don’t want the same things as their salespeople and this causes conflict on the sales floor.Aaron Evanshttps://www.linkedin.com/in/aaronevanssalesenablement/ Aaron Evans – YouTube channelhttps://www.youtube.com/channel/UCZMQtKvIKfBq6FDUXncnKpQ 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

Kate is the CEO of a company called Lately. Lately are a software company that help businesses with the distribution and analytics of social media posts. One of her key clients is a guy called Gary Vee, you may have heard of him. Not to put any shade on Kate.   In her role as CEO Kate gets to see very large amounts of content. And, as a result, Kate has some very cool ideas about how we should be communicating – in both our in sales and marketing comms.  I'm a big fan. A couple of Kate's ideas include Leaving mistakes in your text Using random hashtagsStarting sentences with AND Dumping "check out" Reading out loud everything before you post/ press go.  Also, if that's not enough for you we also learn Kate used to be a Rock N Roll radio DJ and how that lead her to be the best thing ever for Walmart.  Kate Bradley Chernishttps://www.linkedin.com/in/katebradley/Latelywww.lately.ai 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

The GOLD standard in goal setting and goal attainment.There are a lot of people who talk about goal setting. Yet, Jack Daly, goes further and says we should build a LIFE BY DESIGN – that is, design the life that we want to have, we deserve to have.In fact, Jack’s just finished writing his new book on this very topic and it might be called Jack Daly’s Life By Design. It should be available in late 2021 or 2022. This is sneak peek into that sure-fire best seller.But first, a little about Jack, Jack Daly is an incredible person on many levels. He has a discipline and a focus like no one else that I've ever met. Once you’ve heard his exploits as a 13yr old you’ll understand why. I have a confession to make... I was a bit of a fan boy in this episode – Jack is one of the two most influential people I've had in my sales life. My goal, in talking to Jack, was to bring you a touch of why Jack is so incredible, and I think we've caught a lot of that here in the recording.  My hope is that after listening to this you're more motivated to build your own life by design. Resources.www.jackdalysales.comGrab all his goals, year review and bucket list direct from here.Jack Daly.https://www.linkedin.com/in/jackdaly/ 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

DIY Sales Kickoff with Dean Mannix’s Sales Growth Blueprint. Get your 2021 started right.Systemising sales success is Dean’s speciality. In this episode, Dean walks us through his tried and tested Sales Growth Blueprint model to help you map out your new business sales plan for the coming year.First things first.Go and download the FREE workbook from www.deanmannix.com/blueprint  and then come back and follow us, step by step,  as we walk through the 7 Drivers of Sales Growth.The 7 drivers areCompelling StorySmarter TargetingPersuasive EngagementPersuasive ProposingRetention and advocacyConfidence and MotivationAccountabilityListen to this show and use this model on your own or with your team to help you get the best possible start to 2021 whether you're a team of sellers or solo contributor.Listen to the closing credits for access to a give away of real value.Dean Mannixwww.deanmannix.comhttps://www.linkedin.com/in/deanmannix/Sales Growth Blueprint - Workbookwww.deanmannix.com/blueprint 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