We will need to change several things about our approach to outbound in 2024 and beyond.One of the things I think we will see is a shift away from some SDR roles, and those morph into MDR-type roles.That is more marketing-focused roles (Market Development Rep) and less about getting the meeting at all costs, which is the current SDR (Sales Development Rep) type role.My local Real Estate companies are experts at this MDR approach. Two companies in particular in my local area make an effort to call me every couple of months, and we have a 2 - 5 minute conversation.Join our live stream on Nov 14 to learn what outbound will look like in 2024.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

A year's worth of meetings booked in just 14 weeks.James Watson is one of the few who have been on the podcast more than twice. This is because he is unusually good and highly underrated.James is too busy booking meetings for his clients. He has no time for lots of meaningless content posting and brand building.  He doesn't get the accolades he truly deserves.We are lucky to get hold of him and even luckier that he shares EVERYTHING with us for free. In this show, James shares the key to his latest strategy that led him to book 170 meetings in just 14 weeks. Using LinkedIn, and you thought LinkedIn was dead.It's a simple play that works, but it does require work.All his episodes have been brilliant ideas that I still use versions of today in my outbound agency.Catch James's brilliant personalised Image strategy in this episode:James's private audience & clients group on LinkedInCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Kai has a terrific story about being forced to adopt sales as a career.A tradie who was forced to look for something 'less manual' to do due to a workplace injury.Kai is now a highly successful BDR working for us at Sales Development Australia, and it's been a delight to watch him grow, develop and learn.Kai shares his story.What led him to become a BDR?What he thought of people in sales before he started.What was the most challenging part of the role to learn?How is he now able to land a meeting or two every single day?We hope you enjoy hearing about Kai's journey.https://www.linkedin.com/in/kai-phillipson-a162a8263/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

How to get your prospects to convince themselves to buy.Paul Ross is a sales trainer, speaker and hypnotist.Paul is very different to most of my previous guests. In fact, I was not really sure whether to release this episode or not because he has some approaches that I’m not 100% comfortable with.But then I thought - I’ll let you, the listener, make up your own mind.In this show, we chat about influence and persuasion. Paul has 4 magic words he uses, which he says make it easier for our prospects to relate to us and comply.He provides some commentary on why being authentic is a load of bullshit and some good thought-provoking examples to back it up.We even talk a little about persuasion in relationships and dating.https://www.speakerpaulross.com/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Disclaimer: This is a brand new technique that we've just started to use,We are getting triple the number of pick-ups and double the number of our usual callbacks.Complicated cadences & sequences are par for the course in B2B sales.We've found a really obvious but rarely used phone play is tripling our pick-ups and doubling our callbacks.If you're making calls to prospects, this might work for you as well as its working for us.Give it a try, and let us know how you go.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

How many dials should you make before giving up is a regular question from frontline sellers to sales leaders to sales enablement.Usually, we are left to ponder data from the USA and the UK or we just guess.Sales Dev Australia, our outbound agency, just floated a bunch of call data that shows some similarities.Is it enough to say categorically that you must make X number of dials before giving up? No!But it goes a long way to helping us understand what we need to be doing.Data from CFOs, CIO, Head OF Procurement & Senior Finance professionals.More data here in a LinkedIn post.Or catch the full explainer in a 32min videoCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Drew Sechrist was employee number 36 at Salesforce, now he is the founder & CEO of a tech company called Connect The Dots. If you’re in sales you’re going to love this conversationThis show is all about HOW and why you can leverage your (and your colleagues) network to drive more introductions and more sales.Drew talks about how he cold-emailed Marc Benioff (Founder of Salesforce) and ended up with a job. He tells us what it was like being employee number 36 at this monster tech company.We learn what was Salesforce's secret growth hack in their early days, you know back when Marc was selling?As well as, what Drew calls his “puppet master” approach for driving referrals.At the end of the conversation, you’re going to want to sign up for a free account, I already have signed up, so I’ve put the link in these show notes for you., just to make it easier.Connect The Dotshttps://www.ctd.ai/Drew Sechristhttps://www.linkedin.com/in/drewsechrist/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Guest Kristie Jones, a high energy, high IQ and low BS sales professional, discusses tactics for holding prospects accountable. Topics include mapping out your sales process, embracing tension in sales, avoiding being ghosted by prospects, stopping deals from stalling, and sending a “Dear Jane” letter to ghosting prospects. Check out Kristie's website or LinkedIn for more info.

Raul Kumar is a corporate CEO who makes upwards of 30 cold calls every single day. Not because he has to, but because he wants to. I really admire Raul, not just for the fact that he makes those calls, he speaks very well and has a deep understanding of B2B Sales, he is able to combine the two to deliver his message in a very clear and compelling way. He is very much worth listening to. Raul first caught my attention as an early social selling thought leader and advocate and he has done an excellent job of staying at the forefront of sales technology and methodology for a number of years now.Today we are talking about making calls and also about what Raul calls “Allbound” Not inbound and not outbound.Resonate: https://www.resonate.com.au/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

How we got 52 out of 100 CFOs to pick up a cold call?So, who exactly does pick up and in what qtys?In this show, I'm sharing our latest phone pick-up data. We've made 100's calls to these 3 buying personas recently.(All mid-market)➡️ CFOs➡️ Senior Finance (so one down from the CFO)➡️ Heads of ProcurementProspecting, or sourcing your own sales opportunities is more important than ever.Lot's of people are saying the phone is dead or that no one picks up anymore.So this data is valuable and surprising.I even lost a bet with Kevin about the pick-up rate for procurement.Want to get in on the webinar where we share even more of this type of detail? Drop me a DM on LinkedIn and I'll add you to the list.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting