In this show, we are talking about the power of follow-up.Doug says, too many of us sales folks are over-focused on new business - new conversations.Most people find it really hard to come up with new ideas to help them follow up with their prospects & clients. Doug helps make it simple.Doug shares some practical ways to ensure we stay top of mind with your clients and prospects.Follow-up should be relevant, personalised & timely.Doug is the CEO of CEO Sales Strategies, he has an impressive list of clients and previous work history. CBS television, Intuit, Proctor and Gamble, and working with Tony Robins.He is about to launch a new software tool that will help us automate a large part of the process so he has spent a lot of time working on getting follow-ups right.If you listen to this episode, I guarantee you will find some new ideas and tactics about how to better manage your prospect and client relationships. Let us jump in to hear about the future of follow-ups in sales.FREE Ebook:Email Doug at YouMatter@CEOSalesStrategies.com and tell him you heard him on the BOSS Podcast.Doug:https://ceosalesstrategies.com/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Let me give you permission to sell.There's a new tactic being used in outreach. It's where part of your message begs not to be marked as spam or not to reply if you don't like the outreach.I think it's weak.I predict it'll become very popular in the next 6 months.What should you do instead?Lower the volume of your outreach and increase your relevance.Use the "Because of the fact that...""It just made sense that.."Get the full run down over at...Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

⏰ You’ve only got a certain amount of sales motions that you can make in any one given day.You can only make so many calls, send so many emails, spend so much time on Linkedin before you run out of time.The secret to sales effectiveness is knowing where to expend that valuable time and effortIdeally, you want the outbound motions that you’re making to be landing at the feet of the prospects who are MOST LIKELY to have the problem you solve and they have that problem now or they’re about to have it.Today we are talking about Sales Triggers. What, why and how…With Nic Biffen who is the Head of Sales over at Selligence,If you feel like you could use some more timely insights into your prospecting. Then, this episode is a good one for you.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Make just one small change to your cold call opener and get a big change to the result.I’ve changed the way I open the initial part of my calls, not by very much, but it’s setting me up for a better call so I wanted to share it with all of you…As you know, I’m a sales trainer for B2B companies and the founder of Sales Development Aust, an Outsourced SDR company.I know from making calls myself that the first few seconds of your cold call have an outsized impact on how the rest of your call goes. Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

FREE EBOOK. See the link below.Doug C. Brown is the CEO of 'CEO Sales Strategies'. As well as a Sales Revenue and Profit Growth Expert. He is the creator of the Top 1% Academy, where he trains CEOs, business owners and salespeople or entrepreneurs, how to be in the top 1% of earners.One of the interesting things Doug talks about in becoming the TOP 1% is the importance of mindset and self-talk. Specifically about avoiding what he calls the 'NON-TRUTHS' With some proven systems and processes could you too become a top 1% earner in your field?FREE Ebook: Email Doug at YouMatter@CEOSalesStrategies.com and tell him you heard him on the BOSS Podcast.Doug:https://ceosalesstrategies.com/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Kay Miller, Kay is an author and sales expert. Her book is called Uncopyable sales secrets.Kay has also been kind enough to provide you with a special download “5 Proven Sales Secrets to Get in the Door”  go to uncopyablesales.com/bossKay and I share a couple of key ideas in this show about managing your fear whilst you are taking action in your sales roles.Some of the things we talk about are.Building your sales confidence,Setting yourself up correctly to minimise sales fearUnderstanding how fear works on you over time.There are some really great tips here to help you break through the fear of selling.This is a conversational episode that will give you a number of ideas about how to manage your sales mindsetFREE Downloadhttps://www.uncopyablesales.com/bossBook - Uncopyable Saleshttps://www.uncopyablesales.com/ Kay's Profilehttps://www.linkedin.com/in/millerkay/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Philipp Humm joins me today to talk about Storytelling and what I really liked was just how much detail Philipp goes into in helping us understand how to make our own story and how to use it in our client meetings.Philipp is a cool guy who really knows how to use stories effectively in the workspace. His new book is called The Story Selling Method It’s a great short and powerful book. Phil has worked with some incredible organisations. UBER, Google, Visa, Oracle. He has the chops on storey telling in sales. The two big takeaways from though were What Philipp calls the connection story. Great strategy, everyone can do this straight away with little practice.And then, the differentiation story. This one is perfect for when a prospect says, or they’re thinking, why should I choose you?You’re going to love it…Website: http://www.power-of-storytelling.com Youtube: https://www.youtube.com/@Philipp-Humm/videos TEDx: https://www.youtube.com/watch?v=3tj2VxXfARkCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

'Is this a sales call?' is a common question in outbound sales calls. The podcast discusses the dilemma of whether to lie or tell the truth. It explores the consequences of different responses and offers strategies to handle the question. Tips are provided on adjusting the tone of calls and avoiding negative associations with telemarketers. The importance of sounding neutral in the introduction is emphasized.

In this week's show, we have a return guest, Andrew Vidler, Andrew is a very successful sales leader who loves all things sales. Especially, the theory behind sales and sales leadership. Andrew often posts really cool tactical advice and ideas on Linkedin and it was one of those posts that caught my eye and made me ask him to come back on the podcast to share what he has been doing with his APAC outbound team.Andrew has been kind enough to fold back the curtain on his and his team's journey from doing 100’s of pieces of outreach per week to as few just 15 Including what they were doing, the channels they are using and how they are doing that.Here’s the interesting thing.When he scaled back the volume. As a spoiler, they, doing way less outreach, having longer conversations, converting more SQLs to Opps and they have a fuller pipeline whilst burning through fewer leads.Andrew shares how his APAC team did this What they found along the way and what some of the challenges were.If you’re interested in building an outbound process for APAC - then this is well worth your time.Stats:🎯 Response rates increased from 0.9% - 26%🎯 Conversation time increased from an average of 93sec - 240sec🎯 SQLs to  Ops up from 42% - to 63%Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Man, I screwed this up...Andrew Sykes, is the CEO of Habits at work, he is a TEDx Speaker and he specializes in helping salespeople and leaders become that ‘trusted adviser’ that we all talk about.Having worked with companies like Google, Subaru, Ebay, and YouTube as a speaker and presenter he has delivered over 1800 keynotes in more than 20 countries. You’ll hear Andrew's presenting experience as he speaks very well and is clearly across his topic of trust at a very deep level.In our conversation, we coved a bunch of interesting stuff… of course all about building trust - now I thought this chat was going to be about the predictable pieces of trust building... 👉 Keep your promises.👉 Turn up on time👉 Don’t rip people off👉 Do the right thing.But it was much more than that…We talked about how you can use questions to build trust and how trust does not take lots of time to build in fact it’s done very early on in your interactions.I’m sure you’re going to love this chat with Andrew, there are a couple of great takeaways you can implement and one I’m certainly going to use that I was unaware of until I had this conversation…HABITS AT WORKhttps://habitsatwork.com/Andrew Sykeshttps://www.andrewsykes.com/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting