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. We discuss

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 find his book here.

Achieving 60% prospecting response rates with Mark McInnes