Tactical Pipeline Growth - Review

I believe there is a lot of value in reviewing what works, what doesn’t and who can gain from what does to assist them to succeed.

Given this, I will be opening this up with key insights into products utilised between sales and martech. Or suggested to be, to give my honest feedback so we can all learn together.

By Australia’s own Mark McInnes ??

Mark also runs Mark McInnes — Sales Training and Co runs Sales Development As A Service

The podcast I’ve mentioned here is Best of Sales Skills (BOSS) Podcast

Page 11

According to 204 IDC Research Data, three quarters of buyers now use social research during their buying journey.

A spammy campaign with your name attaches to it will get you eyes on your LinkedIn Profile — and not the kind you want. It’s no longer possible to hide behind a corporate email account. For better or worse, we can see our prospects, they can also see us.

Now I’ve gone into levels of professionalism in my recent post about market awareness and brand impressions.

And yesterday the episode of blissful prospecting mentioned with Alex Boyd and Jason Bay said the same thing.

People need to be aware that forwarding and sharing readily available content because you are told to, is attached to your brand impression with the companies you are trying to target. In the circles I speak with, it’s considered spam.

Be authentic self. Make content that strikes relevance to solving your potential client’s problem.

If you aren’t sure how to do this without causing brand damage; find someone who is.

Page 17

A pitch perfect conversation via InMail or a well worded connection request can be like adding rocket fuel to your backyard bonfire, but we need to lift our voices above spammers, endless junk connection requests, sponsored InMails with (at best) questionable relevance.

Again this heavily speaks to tactics from yesteryear and blanket messaging of buy more or here are our services, understand whether via phone, email, text message, video call, in person.. spammy is still spammy.

Page 17 Bottom of Page

What’s more, we can no longer be success in a single channel. Reps you call, call and call, or those who send strings of emails are not seen as trustworthy or innovative.

This further validates that being successful now is knowing how to conduct yourself with precision on multiple channels, in a multi-threaded manner.

It’s irrelevant where these conversations exist, what’s important is, that they do.

Page 22

The cost of spammy or rude outreach are higher ever. Hard earned goodwill can go up in flames in an instant irrelevant. Irrelevant boilerplate can quick result in that LinkedIn post that every rep fears: the shaming complaint post. Your prospect takes your poorly conceived outreach and posts on LinkedIn, flaming you for everybody to see. The post gets shares and commented on. In an instant, you're infamous.

There will come a point in time where sharing readily available company white papers, will be seen as spammy outreach if we aren’t there already. As I discussed in some of my growth tip posts, you just look like unprofessional and I unknowledgeable and completely out of touch with what the actions are here today.

Strike with customised relevance. Or don’t strike.

Page 23

Change #3 Oversaturation

When sales outreach came to us via just one or two channels, we could handle it. In the last two decades, thought sales outreach has started to come at us from every direction. Our prospects are digging further and further down into their bunkers. This barrage never stops, though, and our shell-shocked prospects are tuning our messaging out.

For me, this highlights simply the sales landscape has dramatically changed.

I’ve said this before it’s no longer about throwing up a billboard and waiting for the desk phone to ring, or slamming 100 cold calls to those that are never going to answer.

It’s about knowing, which channels work for what prospects through validation.

It’s about making it real for them, not blasting them with a list of services that looks like the Sunday paper!

Page 31

The Five Pillars of Effective Prospecting

1. Mindset

2. Smart Targeting

3. Smart Messaging

4. Multi-Channel

5. Sequence

Now, to further substantiate what I’ve recalled in this video. Mark Bangs made a very interesting post this morning from the UK, called The Good, the Bad, and the Ugly of selling this week.

If that doesn’t substantiate what’s being found all over the world, nothing will.

Page 37

Get the NO

Other than a quick yes,

A quick no is the best answer you can get.

A slow maybe is your worst enemy.

For those still operating in churn and burn, throw as much at the wall as possible and hope something sticks (which obviously is causing you brand damage) they never stop to ask. Just so I know for next time what could I have done better?

Page 32–61

5 Pillars of Prospecting

Summary

The level of detail Mark goes into here, will set any rep or business owner for success.

I have not been able to fault the genius simplicity.

Page 61

Increasing Your Influence

Social Proof Reflection

How can you highlight what others are doing so that your prospects feel as though engaging with you is a safe choice.

I’ve said this before and I’ll say it again, if you are not Omni present with skills on all platforms, you are invisible in the modern-day business world.

It’s no longer “social selling” it’s ’s Business Skills 101.

Page 71

Chapter 5

The Cadence

My take on this, is allowing the secrets of what good looks like for those wanting to level up.

I heavily recommend getting this book, if being Omni Present and Multi-Threaded scares you this chapter alone will give you everyday outlines.

Page 121

Social Selling

Comments

As I have discussed previously adding valuable contributions to your key target audience via comments.

Getting this right, you will have a spur of inbound connection requests.

Page 125

The 7 Secrets of Social Selling

6. Build a compelling profile

7. Build a professional network

8. Connect with confidence

9. Have an engagement strategy

10. Leverage your existing connections

11. Consistency and discipline

12. Convert social activity into sales activity

Seems pretty straight forward and obvious to those that have already mastered these but many haven’t.

Many still see social, omni presence and multi-threaded approaches as “I’m not good at that”.

Well get good, as technology isn’t going backwards.

If you can’t play where your key target audience is, how do you expect to win?

Page 95

Selling time

The reason that selling time is dwindling, is simply due to being in the churn.

The churn of manually building lists.

Manually doing research

Manually reaching out to non-validated channels.

Let’s get sellers more time doing what they best to hone their craft. don’t you agree?

Page 133

Social Outreach times

Those of you who follow my posts closely also know recently in discussion with many leaders we have discussed the facts the outside of business hours is the new business hours.

Simply due to the fact that those are the times that people can be accessible.

This does not mean, get up at 2am and start doing cold outreach, it means I strongly feel that not too far away, outcomes will be relevant not how many hours you sat at a desk to do it.

Page 138

The 10 Key Takeaways

13. Consistently good beats occasionally great

14. Hit them between the eyes

15. Use the powerful principles of persuasion

16. Focus on your clients’ outcomes — not your own

17. Prepare for success

18. Spread your outreach into multiple channels

19. Make it rapid fire

20. Beware of seller bias

21. Feed prospects into the pipeline gradually

22. Embrace social

I find it only fitting that Mark clearly outlines all elements that I live by;

Love the simplicity but generous outlines provided by Mark.

Page 150

Scripts

What I can tell you is this.

Utilising the scripts within this book will put you around 50% better than the market.

Learn them, follow them, Mark has gone over and above for a reason.

Overall.

If you are looking for a book full of methodologies that will help you win right now, without having to heavily elevate the language that is commonly use in the sales and marketing space then this is the best outline you will find. Mark, has gone to superior to length to ensure the language utilised is the easiest to understand of all books in this space.

The book, details absolutely everything you need with live examples, some that I have not seen documented anywhere else.

You would be silly to not utilise every aspect of this book, and shape within your repertoire.

I couldn’t rank this book highly enough and the considerable work Mark has gone to ensure this is the one book that no matter what level you are at, it has something for absolutely everyone.

#ClosedCircuitSelling is one motion to create and capture demand, and remove abrasion from client acquisition pre and post-sale.

Utilising this framework, we build ecosystems for Done for you clients, removing the requirement for marketing, new business and key account management.

Demand + Outbound Actions = Revenue

#ManderovicMethods

#ClosedCircuitSelling

#BookReview