🎯 The 3 C's easily gain entry into the Best Of BOSS series, due to its simplicity and effectiveness.The very week we recorded this episode I used Joe's 3C's strategy in a private training session and we got great results straight away. ✅ Apply these to your messaging and see how your response rates improve. In this episode we hear from Joe Micallef, Joe is an ex-Aussie bank executive who now specializes in sales coaching and training for bankers, predominantly in the USA.  Joe and I go way back to the good Ol SalesITV days, where we were working with the legend, Dean Mannix.   So there is a lot of commonality in the way we train and the way we think about sales.   Joe has a couple of really simple ways he coaches and trains his clients and he shares those models with us in this episode. They are the 3M Model and the 3 C' Model.  I challenge you to run this simple and effective exercise inside your business you will see a marked improvement in the quality of both your and your team’s prospecting, no matter where you are in your personal sales journey, Joe Micallefhttps://www.linkedin.com/in/growupsales/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Website/ Newsletterwww.markmc.co TPGwww.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 favor” 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.coTactical 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

I've picked this episode as a 'best of' simply off the back of how good this tactic is. I genuinely wish that I had created this outbound play myself, it is truly awesome.James Watson shares with us how to use a PERSONALISED IMAGE in your outbound marketing. It is brilliant because... A: You can automate it if you want to. Or B: You can use it manually if you want (Which is how I do it) and C: it gets really great results.  I have suggested this outreach technique to every team I've trained in 2021 and not one has implemented it broadly. Despite it being very easy to do.  This tells me there is still a lot of opportunities for you to use this, stand out and set yourself up for good results. It's completely brilliant. James Watson is a genius.On this week's show, I'm pleased to say we have something which is not very widely known or used. So you're getting in on the ground floor. In fact, this is probably the very first you will hear of this unique approach.   Personally, I have not heard of anybody using this anywhere else – the strategy that I'm talking about is "The LinkedIn Kings' PIM' play – Personalised Image Marketing.  After listening to James, I have adopted this in a small way and started to use it and I've also started to get my clients to use it as well.  I am sure that this is one of those things where the early movers, the early adopters, will get MOST of the rewards. So, don’t risk being left sitting on side lines.  James Watson AKA – The LinkedIn King has an image personalisation strategy that does scale…  I know the 'personalisation at scale' thing is very overdone but this is very different. I can clearly see how this works.  Imagine being able to send a complex image, on mass, to your leads or connections and each one had their own LinkedIn profile pic superimposed on the graphic as part of that mass outreach?  Do you think you might get good engagement with this play? I know you will.  James shares his strategies as well as what's working and why in this show. Resources.https://moreresults.io/https://connectedclients.co/James Watsonhttps://www.linkedin.com/in/jamesawatson/ Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow 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

Welcome to the BEST OF BOSS series. Here we are going to highlight the very BEST interviews and conversations we've released across the last couple of years of running this podcast.This is episode easily makes it into the BEST OF category. This chat with Charlotte Lowry from Uber Eats, deserves to be in the BEST OF category because Charlotte walks us through her outbound calling method step by step and even includes how she uses Instagram to warm up her call. Using Instagram in B2B sales is not something I hear about very often. It's well worth a listen just for that.Charlotte is the partnerships manager for Uber Eats in New York. Her role is to call up busy restaurants and persuade them to join Uber Eats delivery. I really loved chatting with Charlotte Lowrey from Uber eats and I know you’re going to get massive value from this short chat. In today's episode, we walk through Charlotte's typical routine when she is calling new business.  This is a great snapshot for anyone who is not yet an expert at calling people who aren't yet thinking about doing business with you.  Charlotte Lowreyhttps://www.linkedin.com/in/charlottelowrey/ https://www.ubereats.com/Mark McInneswww.linkedin.com/in/mark-mcinnes Websitewww.markmc.coVIP Sales Mailerwww.markmc.co/salesmailMark's Gumroad offerswww.markmc.gumroad.com Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Welcome to the BOSS podcast. The Best Of Sales Skills. This short trailer is designed to help you work out if this podcast is going to be a good fit for you. This podcast is perfect for those of us who are in sales and want the best and latest sales skills to help us start more conversations with our buyers and convert more of our sales through to call.It's heavy on tactics and how to techniques. We come at everything from exploring the best calling scripts, designing the latest email or winning business development plays, or even how to use digital selling stuff. We have two types of episodes for you to explore. The first is our regular series, where we hear from an expert in their field.And the other is where we share something even more technical to help you in your day-to-day selling situation. These are called our boss sessions. If you're selling for a living leading a sales team or an entrepreneur at heart, then this podcast is. You might be asking, where do you stop? Why don't try checking out some of the best of series.This is where we highlight some of the best podcasts from our recent conversations. One at start with Gary Hill, the third best Coca-Cola in the world, or how to use Instagram and your B2B sales channel with Charlotte Bowery from Uber eats, or even go of magic 3m strategy for writing effective simultaneous.Of course, the best way to stay abreast of new episodes is free to subscribe via your favorite podcast player. And if you like what you hear, please leave a review. I'm Mark McGuinness. I hope you decided to join us in the boss podcast.Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

What would you do if your sales director said we are moving most of our Account Execs into SDR roles?It’s a good question. In today's episode, we will find out what happens if you do. ASSA ELDAR is the Head of Sales at Lusha and I'm delighted to have him as a guest.Since our original recording of this episode, Lusha announced an additional $205Mill raise which gave them a market cap of $1.5BillI love it when you get someone who is prepared to take a few risks and it pays off, they make great stories, I love it even more… when it's a business I know and have genuine respect for.If you work in business development you know of Lusha, you’ve even or have tried Lusha. It's one of those staple SaaS products that SDRs, BDMs and anyone doing outbound need in their tool kit. In today's episode, we get a sneak peek behind the curtain to look into what their Product Lead Growth Strategy was, how it needed to change and the risks they took to get the business eventually firing on all cylinders.Assa Elderhttps://www.linkedin.com/in/assa-eldar/ Lushahttps://www.lusha.com/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark’s Gumroad Portalwww.markmc.gumroad.com Mark’s VIP Mailerwww.markmc.co/salesmail Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

*** BONUS AudioBook and NLP Course link below***Chandell Labbozzetta is a master NLP trainer as well as a speaker and author. NLP is Neuro-Linguistic Programming, it is both an art and science on how we use the language of our mind to create results in our lives and behaviour. For example, Humans receive 11Million bits of information every second and yet, we can only process 126bits per second. So, how do we make sense of all that information and what impacts does that have on our selling styles?We have a predominantly unconscious mind (responsible for all behaviour, learning and change) and a conscious mind which is logical and rational. We live 90 % unconsciously and only 10% consciously  The unconscious mind is the domain of emotions, we know, people buy emotionally and justify logically, and yet most salespeople will leave 90% out of the conversation. Chandell Labbozzetta.https://www.linkedin.com/in/chandelllabbozzetta/ Confident Closing (Audio)https://lifepuzzle.com.au/audioKeys to Effective Communication Quizhttps://bit.ly/3zsV4JNMark McInneshttps://www.linkedin.com/in/mark-mcinnes/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

The GREAT RESIGNATION is here and it's wreaking havoc on HR teams everywhere. It's also providing an incredible opportunity for sellers.An opportunity to get more money and also the possibility to ruin careers.It's a once in a decade situation, (maybe more) take advantage now or you'll miss out on the free $$$.But, like all things, there is a YANG to the YING. What goes UP must also come DOWN.What could be the downside to this current shortage?Whilst corporations are screaming for salespeople right now I'm predicting a significant swing the other way with devastating ramifications for sellers, sales leaders and customer experience.Am I right? Am I wrong?Let me knowMark McInneshttps://www.linkedin.com/in/mark-mcinnes/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

The easiest way to grow your business & create sales today, even in the middle of a pandemic is through referrals.Referrals are easier to talk to, easier to convert and are less likely to ask for significant discounts. Yet, we all know we are still not using them to their maximum.Dean Mannix is the master of making difficult things in sales easy to for us to put into action. He is also a sales Trainer extraordinaire and someone I really look up to in relation to sales skills.Dean's been instrumental in framing the way I think about selling and my hope is that some of that Dean Mannix Magic - will rub off on you the audience. Today. I wanted to talk about referrals for a couple of reasons. 1 - Very broadly sellers don't leverage referrals enough.2 - Right now - sellers feel conflicted about whether they should be selling right now or being more empathetic.So lots of conversations sellers are having are with friendly customers, easy people to contact.This being the case, how can they try to derive a benefit from those easy conversations? - referrals.  Dean argues many of us are simply doing the wrong things to get referrals.He shares some great ideas around how you can position yourself to be referred more often without all those negative feelings that are often associated with asking for referrals and then not getting them.Dean Mannixhttps://www.linkedin.com/in/deanmannix/ Dean’s websitehttps://deanmannix.com/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ VIP newsletterhttps://markmc.co/salesmail/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Have you ever left a client meeting with a handshake deal, thinking it was done and dusted, only to later realize it was only the very start of the process and not the end?I know I certainly have; I also have the mental scars to prove it.So how do you navigate this LAST mile in the sales process when we find ourselves in these situations? Better still how do we avoid them altogether? JD, from Sales Director Central, is a guy who mentors sales leaders, business owners and entrepreneurs who are driving really important sales initiatives inside their organization. He says more and more salespeople are falling over at the last mile than ever before.In this show, JD is going to share with us some really cool things we can do to avoid making these common mistakes.Also, you'll get to hear about how one of our price negotiations involved a guy threatening to drive his Range Rover through our office front door if he couldn't get a $20K discount. JD (John Dean)https://www.linkedin.com/in/jdthekatalyst/EmailJD@salesdirectorcentral.com Sales Director Centralhttps://www.salesdirectorcentral.com/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ VIP Mailerhttps://markmc.co/salesmail/ Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting