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The Best of Sales Skills. Sales Tactics for Todays' Sellers. This podcast is created to provide actionable tactics and strategies that you can use to be more effective in your sales and outreach. Sales Development and Prospecting is hard whether you prospect via social, video or more traditional methods. Here we bring you a broad range of strategies all salespeople can employ to start more conversations with their ideal clients. Designed to help Business Development teams, Account Executives ...
 
Hosted by Scott McInnes, founder of Inspiring Change, we talk to guests about how really good internal comms, engagement and leadership all contribute to 'Building Better Cultures'. We tend to shy away from theory and focus more on really practical advice, great stories and best-practice. About Inspiring Change At Inspiring Change we help our clients to connect their people to their strategies, their change programmes, their purposes and to each other. We do that by focusing on strategic int ...
 
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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 …
 
Peter Senge, the American systems scientist and author said, "People don't resist change; they resist being changed." And we've all heard the McKinsey '70% of change programmes fail' stat hundreds of times (largely because of a lack of buy-in from people and leaders). Most corporate 'big change' is agreed by CEOs and senior teams and then pushed do…
 
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 $205Mi…
 
Summary: Host Scott McInnes’ guest on this episode of Building Better Cultures exemplifies the passion she prescribes for strong leadership. Zana Goic Petricevic, founder and managing director of Bold Leadership Culture, brings a uniquely compelling brand of coaching and transformational approach to empowering workplace cultures. Her new book, “Bol…
 
Sea Shepherd Captain, Paul Watson (@CaptPaulWatson), talks with Mark Leiren-Young (@leirenyoung) about Seaspiracy, life as an outlaw and as a movie star, the impact of Covid on life in the oceans and whether whales are more intelligent than we are. Skaana podcasts connect you to news and experts and their discussions about environments, oceans, and…
 
It sometimes feels like Employee Engagement has been superseded by the new, best thing in leadership thinking - purpose, values, leading in a hybrid world etc. But, for me, it's about getting the fundamentals of work right so that workplaces are the best they can be to allow people to be the best they can be David Macleod and Nita Clarke published …
 
*** 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 …
 
Summary: While it may seem counter-intuitive at first, there is wisdom in the concept of leading from behind. This episode of Building Better Cultures deconstructs team dynamics and the long-term impact of providing individuals the space to contribute. Host Scott McInnes invites Peter Docker, the popular motivational speaker and author of multiple …
 
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 YA…
 
Summary: Startups are known for being fluid, nimble and open to experimentation. In this episode of Building Better Cultures, Host Scott McInnes’ guest is someone uniquely positioned to explain the mindset and best practices under which these ventures thrive. Chief Marketing Officer for MUSH, a Chicago-based food company that has experienced phenom…
 
Summary: Culture in the workplace is often assumed to be human-to-human contact in the office environment, so the concept of culture in a solely remote business, on the surface, seems irrelevant. On this episode of Building Better Cultures, Scott discusses the importance of culture within a remote-only business framework with Camilla Boyer, an expe…
 
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 …
 
In this episode, Scott talks about why recognition, why it's important and some ways to do it in a way that's authentic and builds price among your people Key takeaways: ➡️ Recognition is an important leadership skill that improves employee engagement. ➡️ A simple 'Thank you' is often enough - but let people know why you're thanking them so they kn…
 
Killer whales hunting on land? Josh McInnis (scientist) and Justine Buckmaster (naturalist) on their wild discovery that some Salish Sea orcas are hunting seals on the shores of Protection Island and how orcas continue to surprise us. Skaana shares stories about oceans, eco-ethics and the environment. Join the Pod……https://www.patreon.com/mobydoll …
 
Summary: The culture and structure of military service is completely unique, and yet on some levels there are commonalities with commercial organizations of any type. In this episode of Building Better Cultures, Scott welcomes two front-line officers whose experience shaping the Irish Defence Forces offers lessons applicable within any workplace en…
 
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 …
 
In this episode, Scott talks about why podcasting isn't just an entertainment medium for millions of people around the world. Organisations - American Airlines, Tata Steel, Deloitte, Permanent TSB and more - are starting to realise that using podcasting internally for staff and harnessing the human voice brings a new level of authenticity, empathy …
 
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 manipu…
 
Summary: There is a reason that storytelling has been a primal means of communication dating back to our earliest tribal traditions. In this episode of Building Better Cultures, Scott McInnes’s guest, Eoghan Tomás McDermott explains why – and how – people across the spectrum of business, sports and public service arenas can benefit from deploying t…
 
Bonus POW💥 Course Content. Virtual & Digital Selling Tutorial. Let’s face it, virtual & digital Selling is here to stay. So why are salespeople so crap at it? After sitting on 1000’s of ZOOM calls, webinars, demos and sales calls that have completely stunk, I’ve decided to share a short action plan to help sellers lift their game when it comes to d…
 
Summary: The summer of 2020 brought a reckoning on race around the world that few anticipated, but we may have all needed. After the months of Black Lives Matter protests and racial reconciliation, organizations and individuals alike have been left to grapple with what it actually looks like to promote diversity in the workplace. On this episode of…
 
What would you do to get a meeting with your perfect buyer? How much would you pay for a sales conversation with your perfect prospect? Shahin Hoda is the Founder & Director of Xgrowth, they're an ABM marketing business- (Account-Based Marketing) and they specialise in landing meetings with very high quality and hard to reach accounts. I challenge …
 
Life on the other side of 18million dials. This episode provides you with a window into the mind of a true expert. Gerry Hill is the regional VP of a company called Connect & Sell. If you’re in sales leadership or you’re a close watcher of sales tech you will know the organization is at the very front of calling technology. Gerry does all the talki…
 
Our world was flipped upside-down when COVID-19 entered the vernacular in 2020, and virtually everything, including how and where we work, changed. Eighteen months into the pandemic has society adjusting to this “new normal” in ways few could have predicted. One of those adjustments? —working remotely has become much more of the rule than an except…
 
Eco-warrior, Alexandra Morton, on her fight to save wild salmon, being gaslit by the Canadian government and her adventures in Green politics. She also dares people to sue her over her essential new book – Not On My Watch: How a renegade whale biologist took on governments and industry to save wild salmon. “The salmon farming industry is harming wi…
 
Today we are exploring the acceleration of B2B digital buying and what it means for you (and me) as a sales professional today. Do you think you're ready for the NEW reality of B2B selling? Because Adam Thorp says selling in 2022 and beyond will be very different to the B2B selling of 2020 and 2021. Will you be replaced by Amazon’s new B2B platform…
 
At this point in the pandemic, none of us are strangers to change. But for Kyoko Minegishi, change has been the one and only constants in a life full of cross-cultural moves, varied leadership positions, and now spearheading a startup with an eye on the convergence of living spaces and robotics. On this episode of the Building Better Cultures podca…
 
A super tactical session. Much more than ‘tidy up your profile and post some content’. Learn advanced social selling strategies on how you could reach out and restart conversations with either those you’re connected to but haven’t conversed with yet or those you are wanting to connect with. All without being a SPAMMER. Key strategies here for you a…
 
In this episode, Scott talks about why connecting your people to your strategy is so important and how an inspiring story can help you capture their hearts and their minds. Key takeaways: ➡️ Why strategy is a necessary evil. ➡️ How you can create a story that brings your strategy to life and connects with your people. ➡️ Why leaders are so critical…
 
On this episode of the Building Better Cultures podcast, Scott McInnes welcomes Jonathan Reed of Paddy and Scott’s coffee. A defining sense of purpose is the seed from which everything else at this disruptive, upstart coffee company grows. Hear Jonathan explain why he believes success starts with an alignment of core values. In the case of Paddy an…
 
Fred is a senior sales leader with Aircall and in our recent conversation we talked about what does a good comp plan look like and what are the main challenges in rolling out a plan. There were a couple of really interesting pieces in here you’ll love. Firstly, your comp needs to be aligned with your geographical location. Different geographies req…
 
This week Scott talks about onboarding, how it's failing you and your new joiners, and how some communications and engagement thinking can maybe help. Key to success is creating a more human connection with new joiners as quickly as possible. Yes, the operational stuff is important, but more important is how you make people FEEL when they join your…
 
A few years ago, Mark made the switch from a career as a procurement professional with Mars Foods to that as a sales consultant, trainer and author of a great book called "The Other Side Of Sales". Now, he coaches sales reps about the strategies professional procurement use in their buying process so we sellers can be better prepared and better arm…
 
Mark Edgar isn’t a stranger to challenges, he’s built a career teaching organizations how to thrive in spite of it all. As a people-centric, strategic and innovative consultant, facilitator, and coach he has global experience developing and delivering impactful and business focused people strategies. The HR expert and self-proclaimed optimist share…
 
What do we need to consider and what should we do so that we have a deeper impact or a deeper relationship with our buyers? Jamie Martin is an award-winning Sales coach, Speaker and Podcaster from the UK, who has some great insights on selling to different personalities. We all know that all things being equal, people like to work with people who a…
 
Summary: Friends of the Building Better Cultures podcast, Ireland Together (www.IrelandTogether.ie) ran a series of mini-conferences focused on the next great reset—returning to the workplace. They asked Scott to facilitate a discussion on the Future of Work—what we will do, how we will do it and where we will work from. The panelists today are tho…
 
Tom Boston is our guest today; he has just been promoted to the role of ‘Social Sales Evangelist’ for Salesloft. He is a truly funny guy as well as a switched-on and proven sales professional. You’ve probably seen Tom’s antics on LinkedIn, he has a way of creating cool video content that is both educational as well as engaging and hilarious. In thi…
 
If it were up to Stuart Lancaster, he’d make emotional intelligence, communication and leadership core subjects starting early on in school. The nationally recognized rugby coach and high-performance leadership expert shares his experience and insights -- on and off the field -- in this episode of the Building Better Cultures podcast. Vision and pu…
 
Michelle is an expert at LinkedIn company pages as well as a well-respected LinkedIn trainer. In this episode we cover the fallacy of LinkedIn live. It turns out live has a few tricks you need to be aware of to getting it to work for you that might not be as obvious as you might think. Of course, we also dig deep into LinkedIn company pages, includ…
 
Some thoughts in this episode on the power of linking and labelling. It’s something that we often don’t focus on enough when it comes to internal communications and it's REALLY powerful! Key takeaways: ➡️ What linking and labelling is and why it’s important ➡️ How it can turbocharge engagement around your survey results➡️ How it's critical in showi…
 
Summary: Words matter -- whether the goal is to promote buy-in among staff, save time on internal communications or create a more inclusive workplace culture. In this episode of the Building Better Cultures podcast, Scott McInnes invites Charli Nordone, group creative director at The Writer, to take a deep dive into the power of language. It has ne…
 
Gavin Hanke Curator of Vertebrate Zoology at the Royal BC Museum (@RoyalBCMuseum) on the life, death and anatomy of Rhapsody – the skeletal star of the museum’s fantastic exhibit Orcas: Our Shared Future #RBCMOrcas – which is open until 2022 before touring the world (and was written by Skaana host, Mark Leiren-Young @leirenyoung). Rhapsody (J32). C…
 
This week a couple of thoughts on the idea that 'Awareness Precedes Action' - that if we don't take the time to realise that we can change the way we do things, nothing will ever change. 3 key takeaways: ➡️ Why it's important to take time to reflect. ➡️ Using your company values as a lens for decisions ➡️ Cultivating a culture of honest and open fe…
 
Nathan Clark is a sales enabler, working at the crossroads of tech and capability. Nathan has a long career in helping B2B salespeople to be more effective in their roles. Having worked at LinkedIn, RogenSi as well as running his own side-hustle as a deal coach, Nathan has plenty of experience in what makes a deal more likely to be successful. Nath…
 
Summary: In this episode of the Building Better Cultures podcast, Scott welcomes Gihan Hyde, CEO and founder of Communique, a London-based social enterprise start-up specializing in communication strategies in ESG and sustainability. According to Gihan, Communique is an “ESG social enterprise communications start-up.” Her company is unique in that …
 
In this episode we hear from Joe Micallef, Joe is an ex-Aussie banker 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.…
 
Lived values are the foundation of a successful culture. In this episode, we take a look at : * Why they're important? * How you create a set of values that people can buy into? * 5 ways you can bring them to life for your people? Please like and share this if you found it useful or interesting (or both!) ------------------------------------- 'Shor…
 
New author, David Dulany, joins us to talk about how to build a sales development team and discusses the very recent release of his new book called The Sales Development Framework. We cover off some of the big things in sales development right now such as what does WFH mean for the make-up of the future typical SDR team? What’s happening with ageis…
 
In this episode of the Building Better Cultures podcast, Scott welcomes Pritesh Shah, Chief Commercial Officer at the oncology company Novocure. When it comes to the bio-science space, Novocure leads the way with an emphasis on empathy – not just for patients confronting cancer but also for employees tasked with driving breakthrough science. Prites…
 
There's real power in doing something nice for someone else - someone in work, a relative or a friend. But, like many things, we often don't take the time to stop and take action. What we forget is that those actions only take a few minutes but could really make someone's day. So what will you do to be nice to someone today? Yep, go on, right now! …
 
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