最高の Sales Skills ポッドキャスト (2024)

1
🎙️ 📧 Email Tear down and Rebuild. Common sales email mistakes. 11:21

7h ago11:21

11:21

Most sales emails make the same 5 mistakes. This is a more visual episode than usual. Why not catch this one on YouTube https://youtu.be/VoGp4KmHy24 In this short 'tear down' I take a good email and make it rock. Common mistakes are. 📈 All about you 📈 Too long 📈 False compliments 📈 External links 📈 A CTA that asks for too much What do you think? Is…

1
🎙️ 🎓A Harvard Professor's research on how to get to 'yes' faster. 7:18

7d ago7:18

7:18

In this short episode, you’ll hear the incredible story of how the first female Harvard professor of psychology determined that one word can increase your email response rates, meeting acceptances, and almost any scenario in which you need to ask for compliance. For example, from a prospect, client, or even a colleague. How did she prove that? What…

1
🎙️ 🚩 How to avoid "No Decision" - The Shortest Course on Sales. 7:19

22d ago7:19

7:19

Here's the shortest course on sales. I used this methodology to win almost 3years of sales coaching with Coca-Cola's New Business Team years ago. Whenever you’re crafting a pitch or a conversation, you should use this framework 1: Why should they do anything at all? 2: Why should they do it now? 3: Why should they do it with you? Most sellers do it…

1
🎙️ 🧠 The real reason why your deals are stalling. 7:03

2M ago7:03

7:03

Would your prospect be surprised that they were listed as an Opportunity in your CRM? Today, I’ll share the big mistake people make that creates ghosting, slows down closing and reduces conversion. Ok, so the big mistake I see lots of sellers making is they fail to recognise that the way you open a conversation or an opportunity has a direct impact…

1
🎙️ 🤷‍♀️ Simplifying Sales: Bob Marsh 29:26

2M ago29:26

29:26

People are twice as likely to say yes to your request than you think. According to Demandbase, Bob Marsh was one of the Top 25 sales executives to learn from in 2022. He is a keynote speaker and Chief Revenue Officer. He has spoken all over the USA, including at events as prestigious as Dreamforce. In this episode, Bob talks to us about simplifying…

1
✋ 🎙️ Reduce your meeting no shows with this simple, proven process. 8:59

3M ago8:59

8:59

Are you just like me and get excited about the prospect of a new client conversation only to get really disappointed when you get a' meeting cancelled' notification a couple of hours out from the meeting? That really sucks. Well, chances are you can take some of what we've learnt from booking hundreds of meetings every month and having a no-show ra…

1
🎙️ Guest Podcast: Sales Fundamentals. Jacob Kearnes (Investor Intelligence) 45:41

3M ago45:41

45:41

I thought a good way to start the year would be with a guest episode from an interview I did very late last year. The show was called “The Investor Intelligence Podcast” and hosted by a young man called Jacob Keanes, a nice guy a great podcast. The reason I thought I’d start here is this chat covers a lot of the fundamentals of being good at sellin…

1
🚀 🎙️ Best Of The Best: Holding Prospect Accountable: Kristie Jones. 38:36

3M ago38:36

38:36

Kristie Jones is a high-energy, high-IQ, and low-BS sales professional. There is some great tactical stuff in this episode, delivered in very clear language. In fact, this episode is so good I shared the pre-release recording with two of my clients so they could access Kristie's ideas as soon as possible. I knew I was going to enjoy this conversati…

1
🎙️ 📅 Best of the Best: Your Own Sales Kick Off - Dean Mannix 34:09

3M ago34:09

34:09

We are revisiting Dean Mannix’s very popular episode on how to run your own sales kick-off. Not only is it a great episode - it’s about that time of year for you to start thinking about your sales kick-off and this is as good an outline as you’ll get. There are also a bunch of valuable downloads on his website. https://deanmannix.com/ Catch all ver…

1
🎙️ 😎Best of the Best: Kay Miller - Kick Sales Fears Butt 34:58

4M ago34:58

34:58

If there’s one thing that’s universal for sellers it’s sales fear. Fear of rejection, Fear of cold calling, Fear of failure, Kay’s episode on how to handle sales fear makes it into the best of the best simply because it’s so foundational, so fundamental that if we don;t get this right we will struggle with all other parts of selling. I hope you enj…

1
🎙️ 📞 Best of the Best: Why you need to make at least 4 dial attempts for each prospect. 6:29

4M ago6:29

6:29

This super short episode is based on the first-hand research we’ve done to work out when people pick up and as the title suggests - you need to make 4 dials per prospect as a minimum. The best thing about this is it's based on Australian research. So you know it's relevant for you. Catch all versions of me here. https://linktr.ee/markmcinnes Linked…

1
🎙️ ⬆️ The Best of the Best: James Watson 170 meetings in 14 weeks 45:18

4M ago45:18

45:18

This episode we are revisiting James Watson’s episode on how he got 170 meetings in just 14 weeks. James Watson has been on the podcast 1,000 times. (Ok maybe not 1,000) but he is our most featured guest and that’s because he always has some innovative and powerful ways of engaging with prospective clients. He is also our most popular podcast guest…

1
📅 🎙️ 3 Big Prospecting Predictions for 2024: David Kreiger. 29:58

5M ago29:58

29:58

3 Big predictions for sales in 2024. David Kreiger is the President of SalesRoads. A Lead Generation, Appointment Setting business in the USA. David has a bunch of experience in the outbound space and today he shares his 3 big predictions for 2024. Of course, we go into a bunch of detail about those three predictions, but as the headline his three …

1
🎙️ 🖼️ "The Outbound Renaissance" Gabriel Lullo from Alleyoop 30:16

5M ago30:16

30:16

Gabriel Lullo is the CEO of a company called Alleyoop. They’re a prospecting agency or AKA an outsourced SDR agency, so he knows outbound back to front. Gabriel has run a sales team of more than 1500 and trained over 8,000 reps. Gabe’s a great guy to talk to, and he is completely transparent in sharing what is working for his team now and what he t…

1
👍 🎙️ UPDATED: How to check your network strength on LinkedIn 8:06

5M ago8:06

8:06

When I initially posted this a couple of weeks ago it had an error that meant it would not play any audio. I have now fixed that error. Apologies for the delay in getting this to you. Posting on LinkedIn with only a low level of interaction? Maybe your LinkedIn network is not very strong. How could you tell? Grab the visual on YouTube: Check your L…

1
🎙️ 🎥 Elevate your conversation to engage your buyer (Panel Series) 58:28

6M ago58:28

58:28

This episode is now available on YouTube. https://youtu.be/zlBVR8Sx_Eo Despite their best efforts, most salespeople are being ignored and ghosted by their prospects. The reason? They're just not gaining the attention of those buyers. Automation and templates have made most emails and most phone conversations land flat. So you have two options to ga…

1
🎙️ 🥼 A social selling prescription: Dr Yekemi Otaru 38:16

6M ago38:16

38:16

Dr Yekemi Otaru is the Chief Growth Officer and Co-Founder of Sales Enablement Consultancy, Doqaru. In this show, Dr Yekemi Otaru joins us from Scotland. Yekemi is an Author, a DR, A Top LinkedIn marketing voice, the 2022 Social Entrepreneur of the Year and the Small Business Entrepreneur of the Year. We talk about. What’s changed in social selling…

1
👑 🎙️ The Prince of Prospecting - Derek Stewart 45:56

6M ago45:56

45:56

Derek is an Australian BDM who talks a hundred miles an hour and I think he does that that’s because he is a busy guy. Derek shares some great insights about how he keeps new business meetings coming his way and he is a great example of someone who is making sales fun. Dereks prospecting takes all types of formats He runs a podcast He hosts breakfa…

1
🎙️ 🏠 Sydney Real Estate Agents school B2B reps on how to sell. 11:27

7M ago11:27

11:27

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 Develo…

1
✅ 🎙️ 170 Meetings in 14 weeks via LinkedIn - James Watson 44:12

7M ago44:12

44:12

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 tr…

1
🧰 🎙️ From a Builder to Killer BDR in 6 months. Kai Phillipson 20:20

7M ago20:20

20:20

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 bec…

1
🎙️ 🇺🇸 Sales hypnosis, Subtle words that sell - Paul Ross 26:20

8M ago26:20

26:20

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, …

1
☎️ 🎙️ Triple your pick ups, Double the call backs - the NEW 120play 2:00

8M ago2:00

2:00

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…

1
📊 🎙️ You need to make 4 dials to connect: (ANZ call data revealed) 5:23

9M ago5:23

5:23

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 t…

1
🎙️ Leverage your network to drive more sales with Salesforce employee # 36 Drew Sechrist. 30:38

9M ago30:38

30:38

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 conversation This 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 M…

1
🎙️ 🧍‍♂️ Hold your Prospects Accountable with Kristie Jones. 37:29

10M ago37:29

37:29

Kristie Jones is a high energy, high IQ and low BS sales professional. There is some great tactical stuff in this episode, delivered in very clear language. In fact this episode is so good I actually shared the pre-release recording with two of my clients so they could get access to Kristie's ideas as soon as possible. I knew I was going to enjoy t…

1
🎙️ ☎️ The corporate CEO who makes 30 dials a day. Raul Kumar 28:05

10M ago28:05

28:05

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 w…

1
🎙️ 🧠 Get 52/ 100 CFO's to pick up your call. Data unveiled. 9:19

10M ago9:19

9:19

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 Procurement Prospecting, or sourcing your own sale…

1
🎙️ 🔁 Secrets to follow up. with Doug C Brown 28:06

11M ago28:06

28:06

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 mi…

1
🎙️ 😳 Too scared to sell? 8:32

11M ago8:32

8:32

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 re…

1
🎙️ 🔀 Using Sales Triggers with Nic Biffen 27:21

11M ago27:21

27:21

⏰ 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 effort Ideally, you want the outbound motions that you’re mak…

1
☎️ 🎙️ Cold Call Opener: Make 1 Small change for a big result. 4:04

12M ago4:04

4:04

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 Outsour…

1
🎙️ 🇺🇸 Earn at the TOP 1% of your industry. Doug C Brown. 29:55

12M ago29:55

29:55

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 T…

1
🎙️ 🥾 Kick Fear's Butt: Sales fear, how to beat it. Kay Miller 33:52

12M ago33:52

33:52

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/boss Kay and I share a couple of key ideas in this show about managing your fear whilst you are taking action in your s…

1
🎙️ 📚 The Story Selling Method with Philipp Humm 27:19

1y ago27:19

27:19

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…

1
🎙️ ☎️ "Is this a sales call"? What do you say next? 8:59

1y ago8:59

8:59

"Is this a sales call"? ☎️ If you’re making outbound sales calls, you’ve no doubt heard this from your prospects at one point or another. It can often be a really curly one to answer for a lot of people. The first thing you think of is… Do you lie or tell the truth? You might be tempted to try and rationalise a lie... If you’re a B2B seller, you ca…

1
🎙️ ↕️ How we reduced outreach by 80% to increase opportunities by 51%. Andrew Vidler 34:51

1y ago34:51

34:51

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 podca…

1
🎙️ ⬆️ How to Build Trust in Sales. 🤝 Andrew Sykes 29:27

1y ago29:27

29:27

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 coun…

1
🎙️ 🦠 The # 1 Sales Disease Today. Sellers Bias: 8:00

1y ago8:00

8:00

Let's say you won $200,000 on a lottery ticket. ✅ How hard would the lottery try to get in contact with you? 💰 Now I’ve never won anything on the lottery BUT, I imagine they’d call, leave a voicemail, send you a text and send you an email and if you didn't respond inside 24hrs they’d try again… and again. Now, let's imagine we have a simple convers…

1
👍 💬 Social Selling for Enterprise Deals with Carson Heady 28:15

1y ago28:15

28:15

Strategic, enterprise sales require strategic social selling support. Carson Heady is a well-respected & proven social selling practitioner. Leading Microsoft's healthcare business development team, Carson is a great example of what's possible using social while targeting those larger accounts. If you'd like more of Carson maybe his podcast Social …

1
🎙️ ☠️ A no fail prospecting play. Trick yourself in to sales success. 11:04

1y ago11:04

11:04

This episode is also available as a video on YouTube. Selling is just like investing. Small amounts invested, often, create large amounts of wealth, over time. Apply those same rules to prospecting. Small amounts of activity, done often, create massive results over time. But we forget this in the never-ending pressure to close deals by the end of t…

1
🎙️ 🚩 Why LinkedIn is not helping you be a better seller: Bill McCormick 36:06

1y ago36:06

36:06

Bill McCormick, has been on this podcast more than anyone else because he always brings the good stuff. Bill is clever, well thought through and focused on helping people be good at selling… in the right way. Don't expect this chat to be all roses about social selling. In fact, it's probably the most damning conversation I've had about Social & Lin…

1
🎙️ 🏋️‍♀️ Why Salespeople should train like Soldiers. 8:32

1y ago8:32

8:32

Salespeople can get a bad rap at times. We hear comments like only 53% of salespeople make their quota. The implication is that salespeople are poorly skilled. If that’s true - who is to blame? It must be the people in charge of training, right? It’s Sales trainers and sales leaders who are failing - not the salespeople. When I look at the training…

1
🎙️ 👩🏽‍🦰 👴🏼 This AI tool closes 4X more deals: Colin Mitchell 31:44

1y ago31:44

31:44

Imagine you have 100 fresh prospects. Who do you reach out to first? What if you knew you had a 400% higher chance of closing 25 of them? If you're like me you'd probably want to start there, right? But how would you know, all this being equal, which ones were in the 25? Well Humantic does this by using AI tools to profile your prospects by persona…

1
🎙️ 📈 Using LinkedIn in 2023 is strategic it's not transactional. 8:02

1+ y ago8:02

8:02

LinkedIn (Social selling) in 2023, is there a place for it? LinkedIn is a great platform for salespeople - no doubt. But the way we've used has changed, What worked in 2015, 2017 or even 2020 does not work the same way as it does in 2023. So what does work today? 👀 Let's have a quick look at the platform ad the strategies we need to apply. Most of …

1
📅 📈 Your very own DIY Sales Kick Off with Dean Mannix. 33:02

1+ y ago33:02

33:02

DIY Sales Kickoff with Dean Mannix’s Sales Growth Blueprint. Get your 2023 started right. Systemising sales success is Dean’s speciality. In this episode, Dean walks us through his tried and tested Sales Growth Blueprint model to help you map out your new business sales plan for the coming year. First things first. Go and download the FREE workbook…

1
👑 Best of the Best #3: 📞 Kyle's Killer Gatekeeper strategy 34:04

1+ y ago34:04

34:04

✅ The Best of the Best # 3. This is a must-listen. SDRs/ BDRs etc, often find it hard to successfully navigate gatekeepers. More and more buyers are back in the office, and that means we are back to hitting gatekeepers as part of our everyday sales life. While there is plenty of great advice about the best way to approach a gatekeeper I think the m…

1
👑 Best of the Best # 2. ✍️ Cold Email: The Complete Guide. Nigel Thomas 49:00

1+ y ago49:00

49:00

✅ The Best Episodes of 2022. Part 2 Nigel Thomas really knows about cold emails. This is a step-by-step build-out of how to set up your email outreach campaigns. Email is getting more and more difficult as the big 2 (Google & Microsoft) try to protect their customer's inboxes from unwanted emails. Why are they doing this? Because there has been a m…

1
👑 The Best of the Best # 1: 📈 Most popular episode of 2022: Jeremy Miner 34:57

1+ y ago34:57

34:57

✅ The Best Episodes of 2022 Part 1. Jeremy shares how we should be selling today. He says that we need to change our approach to 'persuading' people to buy that the old school 'show up and throw up' methodologies are outdated. Jeremy Miner is a global sales trainer, his business, 7th level has been featured in INC magazine, FORBES, The Wall Street …

1
🎙️ 🩳 The shortest course on sales: Shane Williams (Platform Podcast) 24:29

1+ y ago24:29

24:29

In this episode, I'm sharing a podcast I was recently a guest on with Shane Williams, the host of the Platform Podcast. (Check it out if you're a founder or an entrepreneur). Here we talk about the 3 why selling process, also called the shortest course on sales. Why do anything? Why do it now? Why do it with you? We highlight the gap between how CE…

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