Whilst a personalized connection request was once considered the best way 'in'…. it's now so overused and so cliché, that I argue, personalized connection requests are actually hurting your chances of connecting. You're better off sending a blank connection request...  Bill McCormick, from Social Sales Link disagrees. He thinks, sending a well worded connection request is like getting a handwritten letter in the mail from your grandmother.   I'm not so sure.  In this episode we pace out two similar but different strategies to help you get connected to your perfect connection.  I also share some really interesting detail about what works and doesn’t at scale. In short, Connecting, thanking and then following up – doesn’t work anymore.  Bill McCormickhttps://www.linkedin.com/in/billmccormicksocialsaleslink/  Social Sales Link.https://socialsaleslink.com/ Blank Connection posthttps://www.linkedin.com/posts/mark-mcinnes_linkedin-marksalestips-sales-activity-6732438805883822080-3rXI  Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical 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

Lynnaire Johnstone is NZ # 1 LinkedIn Expert and the author of a great new book called Link.Ability. I've just finished reading it and it's a great tactical read. We talk about what's in the book and share some of the strategies that Lynnaire teaches to her clients.   Things like:  leaving a voice note on connecting. How to make sure your new connections see your content  … and Lynnaire also talks about her experience with pods and why she thinks they can be useful, ..despite them being against the Terms and Conditions of use as stipulated by LinkedIn.  In the show notes I've provided a linked out to the location where you can find her new book Link.Ability as well as Lynnaires' profile   Lynnaire Johnstonhttps://www.linkedin.com/in/lynnairejohnston/Link.Abilityhttps://www.linkedin.com/company/connectme-on-linkedin/about/  Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical 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

Darrel Griffin is simply one of those guys who always presents really well on LinkedIn. Immaculate posts, great layout, good presentation.  Darrel produces a very high caliber of content for LinkedIn which he uses to support his business development. Darrel helps people, from all over the globe to be 'more attractive' to their ideal customers on LinkedIn  He spends a bunch of his time coaching his clients to develop and understand their specific niche. So that they can achieve that goal of being more attractive to their customers.  The old push-approach to selling, according to Darrel, he is a big fan of attraction selling.  Darrel shares some great strategies and insights in this episode including why we all need to think of ourselves as a DR and use his 4 P's.  Patient Pain Prescription Prognosis  We also cover off why you need to start with the right mindset on LinkedIn as well as why he thinks the term 'social selling' is somewhat misleading.   Darrel Griffinhttps://www.linkedin.com/in/darrelgriffin/   New Proactiv Traininghttps://www.weareproactiv.com/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical 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

Alex is an expert at helping businesses to adapt to ‘Selling in the 21st Century’. Host of a Podcast called 'Death of a Salesman'  Professional Services Lead – DLA  Alex, is a social selling heavy hitter, a technology early adopter, as well as being a well respected LinkedIn wizard.  In this show, Alex covers off the tech-tools he is using, things like Lately.com, TikTok, Sprout, Shield, Intrahive, Bombora, and quite a few more.  We also talk about why current B2C Ecommerce strategies, including intent data, are going to shape our B2B sales approaches in the next coming years.  Other things you'll enjoy here will be the classic "In sales there is no shortcut" & Why LinkedIn is the best lead gen tool on earth, so, you should stop complaining and just pay for Sales Navigator, now.   Alex Low https://www.linkedin.com/in/alexanderlow/  Bombora  http://bit.ly/2kS7Ik7-dlaignite  Answer the public https://answerthepublic.com/  Lately  https://www.trylately.com/how-lately-works  Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical 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 3 rules of content virality on LinkedIn. Daniel Holchuli – Head of Content Solutions APAC LinkedIn.With Co-Host: Tino Ho.Daniel Hochuli, is based in Singapore with an APAC and China focus. He is a social media, content marketing specialist. On behalf of LinkedIn, he delivers client-specific consultancy workshops for some of LinkedIn’s largest and most strategic customers.Daniel has written content marketing strategies for and been a consultant to many industry-leading corporations including Lamborghini, IBM, Alibaba Cloud, PwC, etc.Daniel is also a regular blogger and has lectured, on invitation, at the University of New South Wales and Singapore's SMU – all on content marketing. Daniel talks about the 3 pieces we need to address in our content to help us go viral, whether we are a solo-social seller OR as part of a larger marketing team.There is an enormous amount of value in this episode so please grab a pen, a tablet or whatever you use to take some notes.Daniel Holchuli – LinkedInhttps://www.linkedin.com/in/danhochuli/ Contenthttps://www.linkedin.com/posts/danhochuli_going-viral-activity-6671587895297634304-XDWv BOOK: Kevin Allocca – Videocracy https://www.amazon.com/Videocracy-YouTube-Changing-Rainbows-Watching/dp/1632866749 Tino Hohttps://www.linkedin.com/in/tinoho/ The Social Revolutionhttps://www.thesocialrevolution.co/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical 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 week we get to hear exactly what is working when booking meetings from the very frontline of SDR world, direct from London.   Nia Woodhouse has just been awarded by Sales Confidence, as one of the TOP 10 SDR's, in the entire UK.  In this show, Nia shares her exact outreach strategy, how she uses LinkedIn to open doors to client conversations and a little about her cadence. All the tactics that made her a top 10 performer.  One of the cool things we learnt is NIA is using voice notes on LinkedIn early in her outreach to create 90% conversation rate.  90% is off the charts. We know for sure Nia's tactics work because she sent me a meeting request and I when I received that outreach, I thought, man, that's good! I just have to have her on the show. If you're an SDR, a BDM or you just need to find a way to talk to more customers NIA shares what's working right now. You could do a lot worse than simply follow her lead here. Nia Woodhouse.https://www.linkedin.com/in/nia-woodhouse-02257a168/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical 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

Content to tell, Profile to sell. Karen Tisdell  Karen says powerful content starts with your clients.  And that we should give away all of our very best IP as posts on LinkedIn. What do you think?  Karen is, of course, Australia's leading LinkedIn profile writer. She is also our most downloaded and popular guest ever, so, I'm delighted to have Karen Tisdell, back!   In this episode, it's all about good content creation  Content creation can be considered as a scary prospect for many. In this episode, Karen walks us through some strategies to get started really easily.  Whether it is taking what we learn from our client interactions and building that out as content pieces,  or what famous chefs have in common with a LinkedIn post.  We also cover hashtags and the latest research in the use of those. As well as Karen's take on the new newsletter function.  Karen Tisdellhttps://www.linkedin.com/in/karentisdell/ Richard Van Der Blomhttps://www.linkedin.com/in/richardvanderblom/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical 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

Common 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 favour” 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 to drill down on their multiple job opportunities to choose who might be their best leader and who has the best match for them culture wise. According to James, COVID-19 has created a situation where most SDR/ BDMs have multiple job options available to them.  (Certainly not what I thought).He says:There is a lack of good candidates overallInside sales/ SDR/ Business Developers are in high demandGood reps aren’t leaving current rolesEmployers and Sales leaders are letting themselves down digitallySales leaders, entrepreneurs and business owners are now under the same pressure as sellers to make sure their digital footprints are attractive to their candidates.Guest what? Not very many are.If you’re an employer and you think you might need to add staff anytime in the next 12 – 18months, you will need to listen to what James has to say.Thanks for listening to the Best of Social Selling Podcast.James Michaelhttps://www.linkedin.com/in/sales-recruiter-smallbusiness-advisor/ Justified Talenthttps://justifiedtalent.com/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Mark McInnes - Sales Trainingwww.Markmc.cowww.Bonjoro.com Coupon – BOSS20Tactical 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 episode of the BOSS Podcast we are able to share something very special. For some time now, I've been working on the audio version of my book, Tactical Pipeline Growth. It's progressing well and we are getting really close to having it finished.   Chapter 8 of Tactical Pipeline is all about using LinkedIn in your outbound prospecting. Importantly it includes my 7 secrets of social selling, laid out piece by piece, step by step.  As you know, I'm really keen to support all of my followers in their desire to meet their sales goals.  SO, I've decided to release this chapter as a standalone episode of the BOSS Podcast. This is well in advance of the audiobook becoming available. So it's a preview of what is GOING to be available.  Also, as more and more of us are 'selling' from home, social is playing a bigger and bigger part of all of our sales lives so it feels like this is something I can do to help more sellers be winners. - That's what I'm hoping to achieve.  I continue to be completely blown away by the number of books we've sold over the last few months and the number of people who just 'out of the blue' have been sending me messages and saying they have been able to implement the Tactical Pipeline system into their business and make a real difference to their sales results. It's this feedback that keeps me motivated and keeps me creating content.  If you find this podcast to be useful please like, rate and share on your social media or streaming platform of choice as it makes it much easier for others to find us.  I hope you like the unofficial preview of Chapter 8 of Tactical Pipeline Growth...   Mark McInneswww.Markmc.co LinkedInwww.linkedin.com/in/mark-mcinnesCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

How to move beyond “Save you Time & Money” in your outreach. Chris is a sales practitioner, he is a very busy Xerox copier rep. It took me ages to get him on the podcast, he is busy. He runs the full-service sales cycle for his products. He acts as the BDM, AE and has CX responsibilities. Of course, he is super active on social and he posts great stuff all the time. Definitely check him out. I really like his material, it’s motivational and yet still tactical, not many people can pull that off. Instead of taking the sales thought leadership approach of telling sellers what to do, or what they are doing wrong, he sometimes hits it back across the net and goes on the offensive.  In one video he talks to his imaginary boss saying, “Man, the last thing I need right now is you reminding me of my monthly target… I get what my monthly target is, I see it every damn day.” In our chat, Chris shares his very best strategies, that he uses right now, to help open, not only his prospect’s doors but their order books. He uses a combination of self-depreciating humour and direct outreach across channels such as video messaging, email, text, direct mail. There are some really nice strategies in this conversation that everyone can use. By far the big one for me is the Customer LINGO library. It’s so clever, so basic, so obvious. I’m definitely going to use it.This is why these chats, why these types of podcast are so damn valuable to not only me but to you too.  Look I listen, watch and read 10 – 15hrs of content every week, every week. I have not heard or seen of this strategy before today. That’s what makes this stuff so powerful and why I’m so keen to bring you the best people I can find. If you like this episode, share, comment and like – we want to be spreading the word, please tell your friends and colleagues to check out the BOSS podcast.  Chris von Huenehttps://www.linkedin.com/in/cvonhuene/  Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark McInnes - Sales Trainingwww.Markmc.co www.Bonjoro.com Coupon – BOSS20 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