📣 AMA Series.As a salesperson, building trust is essential.But how do you do it?Trust = Rapport + Credibility.There is a great way to think about how you get that mix just right.  I share a framework to trust building and then the tactics around how you could do it on LinkedIn.🙏 A big thank you to Jemma Healy from Tecala for asking the question.,If you'd like to have your sales question answered or your sales challenge solved, simply email your audio file to mark@markmc.co Mark McInneshttps://markmc.co/https://www.linkedin.com/in/mark-mcinnes/Sales Development As A Servicehttps://www.linkedin.com/company/78414000/admin/VIP Sales Mailerhttps://markmc.co/salesmail/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Mark Raffan is the Negotiation Ninja .Mark spent the first years of his corporate life as a procurement professional negotiating deals of $300M and more. He has taken everything he has learnt on the procurement side and now teaches salespeople and business leaders how to negotiate like a ninja.He is the host of the #1 negotiation podcast on the planet - Negotiation Ninja, and he is a sort-after speaker and presenter.Mark tells us: ✅ why salespeople are typically terrible at negotiation, ✅ how to take the emotion out of the situation  ✅ how we can avoid giving away too much, and❎ why going for a WIN-WIN is A No No. This is a great episode for those of you running sales teams and for those who are carrying a bag, either as an AE a BDM or an entrepreneur.Mark Raffan:https://www.linkedin.com/in/markraffan/Negotiation Ninja:https://www.linkedin.com/company/negotiations-ninja-training/Mark McInneshttps://markmc.co/https://www.linkedin.com/in/mark-mcinnes/Sales Development As A Servicehttps://www.linkedin.com/company/78414000/admin/VIP Sales Mailerhttps://markmc.co/salesmail/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Lachlan asks how you should interact with someone on LinkedIn to start a conversation.Are 7 - 12 touches too many, and what if someone isn't responding?This is the first of the new AMA series (Ask Me Anything) about sales.If you'd like to have your sales question answered or sales challenge solved, simply email your audio file to mark@markmc.co  Mark McInneshttps://markmc.co/https://www.linkedin.com/in/mark-mcinnes/Sales Development As A Servicehttps://www.linkedin.com/company/78414000/admin/VIP Sales Mailerhttps://markmc.co/salesmail/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Andrew has some great frameworks to help you nail your value prop, improve your questioning skills and nail your credibility.3️⃣ Things most of us could be better at.Andrew came to my attention through his posts on LinkedIn. They're no-fuss, tactical and very usable. It just made sense I got him on the podcast to share some of those ideas with you. Today we are going to walk through these 3 key areas.Value Prop CreationDeveloping Curiosity in your QuestioningDemonstrating credibility. Because Andrew is leading a team, he spends a lot of time helping his team improve their selling skills. The frameworks he shares here are how he is coaching and challenging his team right now.This chat is great for those leaders who want some ideas around how to improve your team's skills in this area OR if you're a frontline seller yourself. You can use these frameworks to build your own skills.Andrew Vidlerhttps://www.linkedin.com/in/amvidler/Mark McInneshttps://markmc.co/https://www.linkedin.com/in/mark-mcinnes/Sales Development As A Servicehttps://www.linkedin.com/company/78414000/admin/VIP Sales Mailerhttps://markmc.co/salesmail/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Ricky Pearl is someone I admire for a couple of reasons, so I'm pleased to be hosting him on the podcast.Firstly, his LinkedIn content consistently manages to be both educational and entertaining. Something many of us strives to do and only a few can pull off successfully.Secondly, he runs a very smart business called Pointer Strategy. It's all in on outbound. I know how difficult that can be and for Ricky to have built a business as quickly as he has in such a difficult game is admirable. Naturally, we talk all about outbound selling today. As result, this is a great conversation with plenty of home truths.  I've decided to call it The Myths of Outbound.Some of the myths we cover are: How to open your cold calls.The real success rate of Video.The true Scalability of outbound.Sales Engagement tools' effectiveness & The impact of poor advice on LinkedInNow, let's hear from Ricky Pearl …Ricky Pearlhttps://www.linkedin.com/in/rickypearl/Pointer Strategyhttps://www.pointerstrategy.com.au/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/https://markmc.co/ Sales Development As A Servicehttps://www.linkedin.com/company/sales-development-as-a-service/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Always wanted to be on the Best Of Sales Skills podcast?Here is your chance.Ask me anything about sales, and I'll answer it. If I don't know, or it's not in my area of expertise, I'll get another expert to answer it for you. Send an audio message to mark@markmc.co, and I'll play your question out on the episode. Then, I'll provide you with a detailed play of what I'd do to in your situation.Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Your CEO calls an all-hands meeting. ⬆️ Your products have an instant 38% price increase & discounts are now banned.Can you still sell your product or service? Will you still make your quota?  📣 What will you tell your clients, and more importantly, what will you tell yourself? This is a real situation that happened to the BDM team BlueScope Steel just a few months ago.  The reality is more and more of us will be seeing this type of situation in the coming months as inflation drives supply prices up, and companies all over need to look at their pricing models. ⬆️ Many will need to lift prices.  Why can some sellers continue to make their targets in these scenarios whilst others crumble & fall by the wayside?🎙 In this week’s Best Of Sales Skills Podcast, I have a short 11min masterclass on how to combat this type of situation.➡️ What you tell yourself➡️ Where you get your pricing beliefs from➡️ How you handle the conversations with your prospects and buyers. Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Resources and VIP Mailerhttps://markmc.gumroad.com/Sales Development As A Servicehttps://sales-dev.com/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

I bet you're just like me and have had at least one prospect tell you they're the decision-maker, and then later in the deal, that same person tells you that someone else decided not to proceed. Or simply that it turns out they weren't the decision-maker after all. This is what happens when we go in too skinny on a deal when we go in with just one stakeholder.Stakeholder management needs to happen in just about every deal we do - but the reality is it just doesn’t happen.  Usually, someone tells us they're in charge and we blindly believe them only to be left desperate as parts of our pipeline fade to zero once it comes time for a commitment.So, how many stakeholders do we need? How do we make sure we have the right ones? And, that age-old question, if your prospect won’t give you access to others, what do you do?Do you go over their heads expecting to lose their confidence OR do you ride it out knowing it'll probably go nowhere?Rashid Kotwal is a prospecting & marketing coach and he joins the show to share some of his ideas about stakeholder management. Rashid Kotwalhttps://www.linkedin.com/in/rashidkotwal/Rashid's websitehttps://revealedresources.com/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Resources and VIP Mailerhttps://markmc.gumroad.com/Sales Development As A Servicehttps://sales-dev.com/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

This week we pull back the curtain on the numbers of Kevins' activity and results from his first qtr at Sales Development As A Service.This business has been running for LESS than a full 12 weeks and we thought it would be interesting for some if we shared all the data publicly. 🎯 Our wins.⬇️ Our losses.➡️ Highlights.Meetings from Conversations in June at 20%For the Qtr 10%✋ Every meeting that was set required the SDR to handle at least one objection.🎥 Video is simply not working - even later in the cadence and when we can see that the prospect is opening our messages.We are getting replies to cold text messages.There is a bunch of other stuff for you as well.As part disclaimer and part endorsement, I own a bunch of this company. This is meant to be a share of data rather than a promotional plug for the org.I hope it lands with you as intended.Kevin De Beerhttps://www.linkedin.com/in/kevin-de-beer-103414120/ Sales Development As A Servicehttps://sales-dev.com/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Resources and VIP Mailerhttps://markmc.gumroad.com/Sales Development As A Servicehttps://sales-dev.com/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

‼️ Would you like to double your response rates?Crazy question, of course, you would.Ian Naylor runs a tech-play called Hyperise and it allows you to take people's names, photos, and images and place them strategically onto other images or other web assets automatically.Imagine you're on a vendor's webpage and the text and the value-prop are talking to you personally, I mean literally using your name. What about if you registered for a LinkedIn event and you're sent a personalised virtual ticket with your name or your face on it.These things are all possible right now with Hyperise. This week Ian shares how he does it and how you can, as well.🎯 Will this work for everyone - No! 🎯 Will it work for you - Maybe!Have a think about how you could use image personalisation either in your cold outreach, in your follow-ups or simply in your customer retention plays.I'm sure there's a space for this in most sales-orientated organisations.Ian Naylorhttps://www.linkedin.com/in/ian-naylor/Hyperisehttps://hyperise.com/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Resources and VIP Mailerhttps://markmc.gumroad.com/Sales Development As A Servicehttps://sales-dev.com/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting