Achieving 60% Prospecting Response Rates with Mark McInnes



Achieveing 60% prospecting response rates consistently can sound like a “pipe dream.” But according to social selling expert and top consultant Mark McInnes it’s very reachable if you get your cadence right. He literally wrote the book on it. Tactical Pipeline Growth.

Mark McInnes is a prospecting expert and Australia’s leading social seller. He has just written an outstanding book on outbound sales called Tactical Pipeline Growth, Winning the Outbound Battle for New Business. Mark has extensive frontline experience and has written the book for frontline sellers to be successful in today’s market.


Key Points of Our Discussion:

  • Designing the right outbound cadence
  • How often and which channels should we use?
  • Targeting tech decision makers
  • Crafting the right messages
  • Mark’s eight week prospecting plan
  • How Mark gets a 60% response rate
  • How to leverage “Public Signals”
  • Effectively researching prospects and companies
  • Avoiding the feast and famine of sales
  • Key outbound metrics

Connect with Mark on LinkedIn visit his website and and find his book here.

Steven Norman

Steven Norman

Steven Norman is an accomplished frontline sales and business leader dedicated to helping B2B sales leaders upgrade their knowledge and skills, build next-generation sales teams and turbo-boost their careers. Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, NEC and Targus across the Asia Pacific. Recent years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership development advisory service. In 2019 Steven released his New Book Future Proof Sales Strategy. Seven steps to equip sales leaders with the tools to rise above the complex challenges facing the B2B sales industry.

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