5 Pillars of Winning In Outbound Sales w/ Mark McInnes


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 to help frontline sellers be successful in today’s market.

Some Key Points of Interest

  • The confusion about how to prospect today
  • How to have high value conversations
  • Being persistent with their outbound and how to do it
  • How to get 60% conversion rates on your prospecting
  • The Quality vs Quantity debate
  • Understanding your Compelling Story
  • 13% of salespeople get 90%+ of the prizes
  • When business gets difficult, the gaps start to show
  • How Mark applies his military background to sales
  • Mark’s five Pillars of prospecting framework
  • How to target and craft effective messaging
  • The #1 too you must be using in your cadence


To learn more about Mark Connect on LinkedIn and/or Visit Mark’s Website

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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