🧨 Fire 33% of your SDRs.  Then, take the money you were going to pay them and redistribute it to all the others in your Sales Development (or Business Development) team.Front of funnel sellers need more help, more tools, more training & better leadership support.The state of sales is, it's broken.58% of sellers do not expect to hit quota.Reps churn in and out of businesses in 18 monthsSDRs want to be AEs before they learn their craftWe give the most challenging part of the sales cycle to the least experienced.Just because a big software company provides you with breakfast burritos doesn't mean it's best for your career. 👎 Big software companies are teaching their salespeople to sell lazy.Other businesses are following those examples, and we are moving towards a planet full of salesy, cheesy spammers.What can we do to Make Sales Great Again?Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Resources and VIP Mailerhttps://markmc.gumroad.com/Sales Development As A Servicehttps://sales-dev.com/Felix's State of Sales Enablement Podcasthttps://www.goffwd.com/thestateofsalesenablement/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Sales coach Ian Cartwright discusses the 6 fundamentals of sales know-how, including positioning as a trusted advisor, asking the right questions, overcoming slumps, and career advice. They also touch on the challenges of scaling revenue, understanding customer needs, and the importance of authenticity. The podcast concludes by discussing the benefits of a VIP sales mail, overcoming challenges in sales during COVID, and the value of helping rather than selling.

Learn a tactic to gauge prospect interest after presenting the price and details, by using the phrase 'slow go or no' in an email.

If you're about to change roles or you want to sometime in the future you're going to want to listen to this podcast.Paul is a guru when it comes to tech-specific sales roles.Paul shares all the ins and outs of picking a great role and then executing how to get that role.The most impressive detail in this episode is what you should be doing before you even apply.The stuff Paul talks about is rarely thought of and as a result, sellers end up flipping from one bad business to the next, ruining their careers and slowing down their progression.Not to mention all the stress it creates when you're in a role you're not a great fit for.Buckle up and take some notes.Paul Dimondhttps://www.linkedin.com/in/apactech/Sales Talent Agencyhttps://www.salestalentagency.com/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Resources and VIP Mailerhttps://markmc.gumroad.com/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Jamie Shanks is one of the reasons why you now spend so much time on LinkedIn.   Jamie started the world's largest social selling training consultancy called "Sales For Life"  he is one of the true pioneers of Social Selling.Also, Jamie has written two books, Social Selling Mastery and SPEAR selling both are well worth your time. I have had Social Selling Mastery for quite a few years and it's well-read, dog eared and has a highlighter all the way through it.As you can imagine we talk a lot about... ✳️   Social selling…. ✳️   The difference between social selling and social marketing.✳️   Why every month 3% of your CRM database is becoming dirty data and how you can take advantage of that.✳️   What the future of sales might look like in a year or two from now.✳️   Why you are wasting your time with researchJamie also shares how his new business, Pipeline Signals, is making it easier for sales reps and sales leaders to make the most of their prospecting time and increase their revenue per rep.Jamie Shankshttps://www.linkedin.com/in/jamestshanks/ Pipeline Signals https://pipelinesignals.com/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/Gumroad Accesshttps://markmc.gumroad.com/Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

📈 When we spoke to Drew Piper, he had already hit his annual quota, a full 14weeks out.🤨 The obvious question is. What is Drew doing differently?🎯 In this show, we uncover how Drew is able to ace his quota time after time. 🛑  We hit an unexpected obstacle with sharing the exact video strategies Drew used from his previous employer. So we've edited those out, as requested. Note to guests, if your going to share tactics in a public setting, make sure you're allowed to prior to recording 🛑We dig in deep to uncover what he is doing, unveiling tactics, scripts and more, so you can steal these strategies to hit your own number.We talk about #sdr specific #LinkedIn plays. Something that I see many are still getting wrong today.Sign up for my FREE VIP Sales Mailer HERE:  Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

If you're looking to get promoted or even be recognised as a high-performer in your sales role, this episode will be perfect for you.James Bergl is a very well respected sales director.  I've been lucky enough to have worked with some salespeople and sales leaders who have worked for him. Interestingly, those sales leaders all attribute their success and their teams' success, at least partly, to the quality of sales leadership they received from James.  So, it just made sense to get James on the podcast and share some ideas about what it takes to be great in sales today.   Specifically, what are the most important attributes he looks for in a good sales team member. What are the traits of a successful seller?1️⃣  Constructively challenge their customer's perspective2️⃣  Quantify, sell & anchor on value  3️⃣  Take full accountability and ownership for the entire customer engagement, especially when a deal is de-railed 4️⃣  Deliver on their word, both internally & to their customers James walks us through these 4 traits, provides examples and expands on them.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Daniel is the VP of APJ for Conga, and we explored how you can break open and take control of RFPs that you might have thought were closed to you. If you're like me and think that RFPs are all about the price or that the buyers have all the control and lock salespeople out of the process, you really need to listen to Daniel. Dan tells us he can influence RFPs in around 50%  of those situations where he has NOT been the lead supplier. He is also going to tell us how he does that.1) Understand the dynamics of an RFP.2) Avoid getting commoditised 3) Winning the RFP doesn't mean it's closedDaniel Bartels.https://www.linkedin.com/in/danielbartels/Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/VIP Newsletterhttps://markmc.co/salesmail/ 1 on 1 Sales helphttps://markmc.gumroad.com/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Sales coaching is the number 1 way to improve your or your sales teams’ results.Yet - not many people, not many leaders, are doing it. If they are doing it, they are doing a very poor job. Felix and I are chatting about the state of sales coaching here in the A/ NZ region. In this episode, we cover off.Why sales coaching is important to you as a seller,How to tell if you're getting sales coaching or not?What's the difference between sales training and coaching. Felix's 3 step process to sales coaching. Also, why it's doesn’t need to be your sales manager that gives you the coaching.Felix Krueger.https://www.linkedin.com/in/hfkrueger/ FFWD Revenue Performancehttps://www.goffwd.com/ Ebbinghaus Forgetting Curvehttps://en.wikipedia.org/wiki/Forgetting_curve   Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Gumroad 1 on 1 Access.https://markmc.gumroad.com/  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

 Veronica Fernandez is a super-selling BDR from AirCall. We dive super deep into Veronica’s current outbound selling process. A process that’s working a treat.We talk about her cadence, covering video, what messaging should be used in the video, how to use the same video multiple times and still have it personalised.  Text messaging, (one of my favourites), LinkedIn, how many calls, how many emails, how many accounts.We pull back the curtain on her process so you can see what works today and use it yourself.Not only do we hear exact scripts and examples, we also get the low down on how she managed to get shot in Mexico and lived to tell the tale.Veronica is super easy to listen to, this is a great episode.Veronica Fernandez.https://www.linkedin.com/in/veronicafernandez-awe/ AirCallhttps://aircall.io/ Mark:https://www.linkedin.com/in/mark-mcinnes/ VIP Newsletterhttps://markmc.co/salesmail/  Mark’s Websitehttp://markmc.co  Book a 1 on 1:https://markmc.gumroad.com/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting