• Tactical Pipeline Growth

  • Winning the Outbound Battle for New Business
  • By: Mark McInnes
  • Narrated by: Mark McInnes, Dave Stokes
  • Length: 3 hrs and 2 mins
  • 5.0 out of 5 stars (1 rating)

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Tactical Pipeline Growth

By: Mark McInnes
Narrated by: Mark McInnes,Dave Stokes
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Publisher's Summary

A tactical, step-by-step guide to help today's frontline reps create valuable new business conversations. Whether you're an individual rep or leading a sales team, the simple processes outlined in TPG will have you talking to more valuable prospects in the shortest time possible. All without needing to ruin your personal brand. TPG is a spam-free zone.

Most "sales books" are written primarily to help the author secure more consulting fees; they are aimed at the sales director or VP of sales with a strong focus on strategy. Not this book! TPG is an action guide for those who do and will.

Sales trainers and thought leaders tell reps to "Lead with insights" and "Bring value". But how do we do that in today's selling environment? What does that even mean?

Reps want to know:

  • How do I credibly reach out to start a conversation with someone I don't know?
  • How many times do I follow up?
  • What message should I send?
  • When?
  • Via what channel?
  • How long do I pursue a prospect before giving up?

All these prospecting questions are answered, complete with examples and supporting resources included so you can start prospecting effectively today.

Key points:

  • Why you have too many leads in the front of your pipeline
  • Start new conversations in as little as four attempts
  • How to use an omni-channel prospecting approach
  • Build a strong cadence from scratch
  • Messaging strategies that work
  • How do I use social effectively in my approach?
  • Scripts, templates, examples, and guides are all included

Tactical Pipeline Growth is a book every sales rep needs to have in their sales tool kit.

©2020 Mark McInnes (P)2020 Mark McInnes

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  • Daniel Bartels
  • 07-17-21

This is a must for sales professionals

Mark makes the pipe gen process, simple and executeable. It's what every salesperson or leader should have. I can't wait to roll this out to my team and across my business.

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  • Andrew Ronald Head of Sales
  • 12-12-20

A must read for anyone in Sales

This book is critical for today’s sales leaders and reps alike. For those living in the sales trenches, it nails the gaps and blockages that restrict a healthy pipeline. The strategies and solutions provided by Mark will remove these challenges and if followed ensure a healthy and successful pipeline.

Today’s reps have never had greater access to technology yet many are buried and limited in productive sales activities.

Mark’s ability to concisely summarise today’s challenges and provide both the strategy and solution to meet these head-on, highlights his depth of understanding of sales today.