Best Of Sales Skills Podcast

One of the things I love about Phil Gerbyshak is his ability to mix both his digital selling expertise with tactical and simply stated sales tactics. Sales tactics that work well on LinkedIn, Phil is a Socially Savvy sales trainer.
Selling today is very different from those old days of sales is a ‘numbers game’ of dial and smile and prospect manipulation.
Buyers know it and so do sellers. At the same time, its also true we all need to generate sales to keep the corporate fires burning or to just to make sure we don’t get sacked.
Many people find it difficult to balance these two conflicting priorities and end up too far in either direction. Either pitching too hard and too early or having lots of fluffy conversations that result in no commercial outcomes.
In this episode Phil shares his very simple 3 x H strategy you can use to make sure you’re connecting with your buyers, having conversations, and leaving your commission breath at the door.
This is a great episode on how to have the right sales mindset.
Phil and I have been ‘LinkedIn’ buddies for more than 5 years. He has been on the podcast before and I’ve been on his – I invited him back not because I like him, although I do, but because he always provides some easy to execute yet valuable sales skills and he hasn’t let us down in this episode.
Phil Gerbyshak
https://www.linkedin.com/in/philgerb/
Social Selling Essentials (New Book)
www.socialsellingessentials.com
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
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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 favour” 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 overall
Inside sales/ SDR/ Business Developers are in high demand
Good reps aren’t leaving current roles
Employers and Sales leaders are letting themselves down digitally
Sales 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 Michael
https://www.linkedin.com/in/sales-recruiter-smallbusiness-advisor/
Justified Talent
https://justifiedtalent.com/
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
Mark McInnes - Sales Training
www.Markmc.co
www.Bonjoro.com
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Tactical Pipeline Growth
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Why taking NO risks is SUPER RISKY if you’re in sales?
Dale is one of ‘those’ people who are all over social and LinkedIn. He estimates he has been a guest on close to 160 podcasts in the last two years. He is in high demand.
With a background in copier sales, I have a soft spot for Dale, I have lots of copier clients myself and I strongly believe some of the best sellers come out of the copier space.
In this episode we talk about the mistake many sellers make – and here is the killer – they’re not conscious they’re making it.
Dale says, by focussing too much on the process of selling, in an inauthentic way... we actually increase the level of risk we take as a seller. Being bland, being the brown cardigan is not the best way to sell.
Make 100 calls, get 20 conversations, create 3 opportunities, close 1 sale is not a future you want to a part of.
What does the real you, the real seller look like, ...what do you stand for and how would the real you interact with your clients and prospective clients?
Dale Dupree
https://www.linkedin.com/in/copierwarrior/
@SalesRebellion
The Sales Rebellion
https://www.thesalesrebellion.com/
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
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Tactical Pipeline Growth
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The GOLD standard in goal setting and goal attainment.
There are a lot of people who talk about goal setting. Yet, Jack Daly, goes further and says we should build a LIFE BY DESIGN – that is, design the life that we want to have, we deserve to have.
In fact, Jack’s just finished writing his new book on this very topic and it might be called Jack Daly’s Life By Design. It should be available in late 2021 or 2022. This is sneak peek into that sure-fire best seller.
But first, a little about Jack, Jack Daly is an incredible person on many levels.
He has a discipline and a focus like no one else that I've ever met. Once you’ve heard his exploits as a 13yr old you’ll understand why.
I have a confession to make... I was a bit of a fan boy in this episode – Jack is one of the two most influential people I've had in my sales life. My goal, in talking to Jack, was to bring you a touch of why Jack is so incredible, and I think we've caught a lot of that here in the recording.
My hope is that after listening to this you're more motivated to build your own life by design.
Resources.
www.jackdalysales.com
Grab all his goals, year review and bucket list direct from here.
Jack Daly.
https://www.linkedin.com/in/jackdaly/
Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/
POW Workshop
www.markmc.co/pow
Tactical Pipeline Growth
www.markmc.co/tpg

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🎓 Without realising it, many salespeople are still pitching features & benefits in their outreach.
In this session, I'll share...
➡️ How to tell if you're making this mistake.
➡️ Why do so many of us still do it?
➡️ How to change your approach.
➡️ As well as some examples of client-centric selling.
This has also been released on my Youtube channel with a higher level of visual presentation so if you'd prefer to watch - head over to https://www.youtube.com/@markmcinnes6298

I'll be increasing my output of YT videos over the next month if you enjoy YT please subscribe, like & comment.
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Catch all versions of me here.
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