Mark Ackers

MySalesCoach

Struggling to consistently hit quarterly revenue goals?

As a Sales Leader, you’re constantly spinning plates and living quarter to quarter. Doing what you can at that specific point in time to hit the revenue number.

It’s a hamster wheel and you’re stuck on it. Right?

How do you get off?

Grow and develop your sales team. Give them the skills, confidence and competence they need to excel.

Without consistent, effective coaching, your team’s skills and behaviour gaps will persist, leading to unfulfilled potential and those dreaded ‘touch and go’ end-of-quarters.

That's where we come in.

At MySalesCoach, we accelerate Sales Leaders and their teams towards their revenue goals and unlock their true potential through expert, 1:1 coaching.

The impact of dedicated sales coaching is undeniable, countless studies show the impact of it.

In fact, consistent coaching is the single most powerful lever you can pull to drive rep development and success. Without it, your team’s performance will stagnate, and your revenue goals will remain out of reach.

My co-founders, Kevin Beales, John Richardson and I recognised this critical gap in Sales Coaching - studies show managers spend less than 5% of their time coaching and we are compelled to address and fix it.

We’ve built a platform that delivers the high-quality, personalised 1:1 coaching your team craves and deserves.

How?

We recruit the most talented sales coaches from around the globe—SDR coaches, AE coaches, Enterprise coaches, Sales Leader coaches, Customer Success coaches.

These are exceptional professionals who have walked in the shoes of reps and leaders and had the success they crave.

Our coaches bring the experience, passion, and expertise to provide transformative coaching that drives results.

- Get off the hamster wheel.
- Stop living quarter to quarter.
- Don't let your team’s potential go untapped.

Invest in your team's growth, give them the coaching they need and deserve.

Watch them soar!

Co-Founder & Head of Sales 

Problem Prospecting?!

#1 Best Seller in multiple categories incl. Sales, Sales & Marketing, Telemarketing, Sales Techniques and more.  

Problem Prospecting?! is your actionable pipeline generation playbook with plenty of practical frameworks, scripts, tips, tricks and ‘how-to’ guides written by three Sales Leaders with over thirty years of experience who each still prospect every single day. The plays in this book aren’t out of date or theory-based; they're fresh, relevant and, most importantly actionable – you can put what you read into practice immediately.

UK Amazon link https://www.amazon.co.uk/Problem-Prospecting-Completely-Eradicate-Troubles/dp/B08P46SKD5/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=&sr=

US Amazon link: https://www.amazon.com/Problem-Prospecting-Completely-Eradicate-Troubles-ebook/dp/B08PC1TWTF/

Book Author

Sales Impact Academy

I did a lot with Sales Impact Academy

- I worked closely with their VP of Learning, Rachel and my Co-Author Stu Taylor to create and deliver their SDR curriculum and AE curriculum from scratch.

- We also created, delivered and piloted their Lightning Sessions which were a huge success and received an NPS score of 86 (for context, a score of 80+ is considered World Class).

- With the success of the Lightning Sessions we have created 10+ new sessions that were delivered across their client base.

- I also delivered private training sessions to their customers on a variety of topics. 

I was originally hired by Impact Sales Academy to deliver their monthly 'Cold Calling' Master Class.

This practical and interactive course helped sales professionals learn my highly impactful cold calling framework and incorporates lots of live practice and feedback to build their confidence and competence.

Class polls showed my average rating as a coach as 4.9/5 and the class average rating as 4.7/5.

Sales Coach

TrainYo 🏳️‍🌈

I was TrainYo's first ever sales coach!

I was hired by the founders, Sunil and Omar to create and deliver a Master Class on 'Nailing your Elevator Pitch', 'Cold Calling Like a Pro' and 'Objection Handling'.

I delivered classes every month to a new cohort of SDRs.

Allego

Sales Director

Refract

Refract was acquired by Allego in December 2020

Head of New Business

 Business Development Manager

Pizza For Closers

Every few months the team and I at Refract invite the North East's sales leaders and best closers to meet up and enjoy some Pizza.

If you’re looking to broaden your NE sales network and share/ learn practical ‘takeaway’ tips to help you accelerate your sales driven business and career then this get together is for you.

It's a very relaxed evening, a chance to hear stories and insight from sales leaders and network with your peers from across the region. As the name suggests, there will be pizza and beers too. It's completely free to attend for all those invited.

Register to attend here www.pizzaforclosers.com 

Pizza for Closers is sponsored by durhamlane, a leading NE sales performance company

Event Organiser

Elamb LTD

Sales & Marketing Manager

SaleCycle

Enterprise Sales Manager

The Test Factory

Business Consultant

Inside Sales Representative

Marketing & PR Executive

The best way to grow your business is to grow your people.

If you want to accelerate the development and performance of your sales team get in touch:

Email me: mark@mysalescoach.com
Call me: +44(0)7803 410187
or visit www.MySalesCoach.com

Co-Founder & Head of Sales

Are your team getting the sales coaching they deserve?

We help busy sales managers and aspiring, coachable reps reach their true potential with expert, 1:1, frequent coaching.

Sales Coaching. It's not happening as often as you'd like, right?

Managers juggle an endless list of responsibilities and time-critical obligations.

Despite the overwhelming evidence that sales coaching has the greatest impact on rep development and success, typically less than 5% of a manager's time is spent coaching a team that craves and deserves coaching to achieve their potential.

Kevin Beales and I were compelled to address this gap, with the platform and expert coaches that teams and reps need.

We recruit the most talented sales coaches from across the globe. SDR coaches, AE coaches, Enterprise coaches, Sales Leader coaches, Customer Success coaches.

Amazing coaches who have been in the shoes of reps and leaders, with the experience, passion and expertize to deliver the coaching that you or your team deserve

Here’s the difference between someone you avoid… and someone you’d recommend to everyone you know.

The concept - Withdrawals vs. Deposits.

I first came across this idea years ago from Josh Braun. 

His point: if every interaction with a prospect or customer is a withdrawal i.e. “Can I get 15 minutes?” / “Can you sign this?” / “Here’s your invoice” — they eventually duck and dodge you.

But if you make deposits - small acts of value with no expectation of return then relationships flourish.

That lesson came flooding back yesterday thanks to my gardener, Rob.

He normally comes every 8 weeks, does his treatments, explains what he’s done, and charges a very fair price. I never really see him, its typically all dealt with over whatsapp. 

But yesterday, he went further. Out of the blue I got this message:

----

Hello Mark.

I was working nearby and saw that the front lawn is suffering from heat stress after an extremely dry summer.

Added some nitrogen and potassium slow release fertiliser. This will improve things.

No charge.

See you next time.

Rob.

----

That’s a deposit.

It probably took him one minute. It cost him next to nothing. But it massively increased my trust and loyalty.

Salespeople. Account managers. Customer success teams. This applies to all of us.

If every touch is an ask, people feel drained. If you find small ways to deposit — to help, to delight, to surprise then you can earn the right to make withdrawals later.

This is my take. If you want to read the original idea straight from Josh, here’s his blog on it:https://lnkd.in/e43WHM5T and give him a follow for more excellent advice, insight, tips and tricks. 

---

Question for you: what’s the best “deposit” you’ve experienced from a business or individual?

Every sales team has a problem, I can probably help you solve yours. Co-Founder & Head of Sales @ MySalesCoach | Author of Problem Prospecting?! & Deconstructing Discovery

Here’s something I refuse to do on a discovery call. 👇 

Convince people.

Early on in a recent discovery call, I asked the prospect:

“What would you like to get out of today’s conversation?”

They replied:

“I want you to convince me that MySalesCoach is a company we should be spending our money with.”

I smiled, paused and then said:

“That’s interesting. Just to be upfront with you, I’m not going to be convincing you of anything today. That’s not my role. I'm here to understand if you even need MySalesCoach and if we both feel like you do, we can take it from there.”

---

Here’s the bigger point.

If anyone, a friend, family member etc talks about sales and convincing in the same sentence, that tells me they don’t understand the art of sales.

And when it’s a prospect saying it, it’s usually for one of two reasons:

- They also don’t know what good selling looks like OR
- They’re trying to push you around and own the call.

Neither makes for the start of a good sales process.

Convincing isn’t our job.

Our job is to understand, to question, and to recommend.

On every call you there are two outcomes and both are fine:

1: This isn’t for you - and thats okay.
2: This is for you - and here’s the reasons.

The paradox?

The moment you stop trying to convince, prospects lean in.

Because they know you’re not there to win approval.

You’re there to see if you can actually help.

That’s the job. We're not here to convince anyone of anything. 

#salesperformance #salescoaching

What do you love about the trains here in the UK? Wrong answers only.

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Never have sales teams had more tech at their fingertips and yet never has quota attainment been lower.

Even “old school” sales orgs now run with:

- Power diallers
- Data providers
- Lead flows and intent signals
- Consolidated platforms where tools talk to each other
- AI baked into just about everything

And at the other end, you have sales teams with 25+ things they can login to every day - each piece of tech designed to make reps faster, more efficient, more “productive”.

So here’s the real question:

With all this technology, what’s actually making people better at the craft of selling?

- Better at prospecting - what to say and how to say it.
- Better at objection handling.
- Better at discovery, negotiation, demos, multi-threading.

Whats helping them with the mindset side?

- need for approval
- weakness for discussing money
- imposter syndrom 

And if you’re a leader:

- What’s making you better at managing underperformance?
- At running team and 1:1 coaching sessions?
- Ensuring reps fully understand and use your methodology?
- Ensuring your team is credible with CFOs and CIOs during late-stage deals.

Efficiency doesn’t equal capability. 

I'll say that again - efficiency doesn’t equal capability. 

The tech stack is no longer the differentiator for sales people. Your prospects also have their own versions of tech/ AI on their side.

The differentiator is whether your people are levelling up alongside it and improving their craft as a sales person. Unfortunately too many business aren't thinking like this, they're focusing on efficiency. 

The real win is accelerating the development of your people alongside the tech. 

That’s going to be the edge.

What are you doing about it? 

#salescoaching #salesperformance

LinkedIn IS changing... have you noticed? 

--

I’m lucky, I get to work with a genuine thought leader in social selling like Tom Boston and an Influencer in Nia (top voice under 30 no less!). 

Heres the problem - LinkedIn and its algorithm changes all the time. Earlier today Tom and Nia walked our team through what’s working right NOW!

In the past, it was all about racking up likes and chasing viral numbers.

That doesn’t cut it anymore.

Here’s what they’re seeing instead:

1) Comments > Likes
Ten thoughtful comments will take you further than a hundred likes. The algorithm values conversation, not silent agreement.

2) Create conversations, not just content
The goal isn’t to broadcast. It’s to invite people in. Ask a question. Share a story. Give people something to respond to.

3) Comment early, and comment well
Pick 3–5 people in your space. Hit the bell. Get in the comments first with something useful. Early, quality comments can put you in front of half their audience.

4) Make your comment reply-worthy
Questions, examples, even respectful disagreement - anything that earns a response from the author boosts your visibility.

5) Late still matters
A good comment days later still adds weight. LinkedIn is surfacing content weeks old if the conversation keeps moving.

6) Support each other - but do it properly
Comment on your colleagues posts but do it properly - Five genuine comments beat fifteen “Great post!” or "love this" replies. Authenticity is what gets traction.

---

The message was clear: what worked last year might not work today. But if you focus on conversations, not vanity metrics, you’ll still win attention without screaming for it.

Thanks Tom. Thanks Nia.

---

Guessing everyone else is seeing the same thing as me, impressions and engagement DOWN!?!

Will you make any of the above changes?

#salescoaching #salesperformance

“I didn’t fully understand the prospects big problem… so I went for the easy one.”

That’s what Brian said this morning in our Monday team coaching session.

And fair play to him for admitting it.

Here’s how I run my team coaching sessions:

- Every Monday morning, the team submit recent discovery calls.
- We pick one.
- We listen together, pause at key moments, and break it down.

What would you have asked here?

Why do you think this happened?

What would you do differently?

It’s not just about the rep on the hot seat.

Everyone learns. Everyone chips in.

And everyone sees themselves in the mistakes.

Today was Brian’s turn. On the call the prospect shared two problems:

- A big, strategic challenge.
- A smaller, tactical issue.

Brian suggested they dig in and talk about the smaller, tactical issue.

I paused the tape and asked the reason he did that....

"Because it felt safer. It was familiar."

And I loved that moment. Not because he “got it wrong” – but because he said it out loud.

Every single person on the team jumped in:

“I’ve done that.”
“I’ve fallen into the same trap.”
“I know why that happens.”

We’ve all done it. We’ve all stayed in the comfort zone instead of digging deeper.

That’s why these coaching sessions matter.

They create a safe space to say, “I messed up” – and then figure out what we’ll do better next time.

The good news? Brian’s back with this prospect tomorrow and he’s going in sharper, prepared, and focused on the big problem this time. This was the perfect pre-call prep. 

Here’s the lesson for salespeople:

It’s tempting to go after the easy problem.

But your job isn’t to stay comfortable.

It’s to uncover the real pain – the problem that makes change inevitable.

And for sales leaders:

How many deals are being lost because your team is chasing the wrong problem?

#salescoaching #salesperformance

Most I know in Sales know they should be using AI prolifically, but ultimately don't know what they don't know.

That’s the gap we’re closing in our next MySalesCoach webinar:

AI in Sales: Where the hell do I start?

Tuesday 30th September, 2pm UK.

With Ollie Whitfield hosting, Richard Smith (Head of Growth) and Tom Ridley (one of our resident AI sales coachs) showing you exactly where to begin.

Here’s what we’ll cover:

- How to save hours on call notes email rewrites, and account research.
- Where AI genuinely sharpens your selling (and where it doesn’t).
- Building custom GPTs for sales tasks that normally eat your time.
- How leaders can use AI for strategy, not just admin.

No hype. No theory. Just practical steps to bring AI into your sales process.

If you’re curious, sceptical, or stuck on where to start, this one’s for you.

Register here: https://lnkd.in/ewnpuRah

There’s no handbook for your first 90 days in sales leadership*. So we wrote one. 👇 

Stepping into a new sales leadership role?

It’s tough.

You want to impress.

You’ve got new ideas you’re itching to roll out.

But you’ve also inherited a team, a culture, and a way of working you can’t just rip up on day one.

Every leader I speak to says the same:

The first 90 days are a balancing act between learning and leading.

That’s exactly why we created this new guide:

Surviving & Thriving in the First 90 Days of a Sales Leadership Role.

Here’s what’s inside:

Days 1–30: Diagnose & Build Trust

- Win trust with your exec team and reps
- Diagnose root causes (beyond dashboards)
- First 1:1 toolkit to build credibility fast

Days 31–60: Skill-Up & Implement Structure

- What “great” looks like in outbound & discovery (with scorecards)
- How to reinforce expectations and set a new bar for performance
- Why small pilot experiments build trust and momentum

Days 61–90: Reinforce, Scale, Elevate

- Making your leadership visible with clarity, consistency, and courage
- Focusing on 2–3 high-impact changes that stick (not 20 scattergun fixes)
- A board-ready slide template to prove progress and secure buy-in

Plus:

- Cold call & discovery call scorecards
- A progress deck to take into exec meetings
- Straight-talking advice from leaders who’ve lived it: Alan Duncan, Alex Olley, Nigel Arthur, Richard Smith, Tom Lavery & Volker Ballueder

If you’re stepping into sales leadership (whether for the first time or with a new team), this is the playbook I wish I’d had.

👉 Download your copy here: https://lnkd.in/eby4Tegx

And I’d love to hear from you:

If you’re in leadership now - what’s the one thing you wish you’d done differently in your first 90 days?

---

#salesperformance #salescoaching 

*that i'm personally aware of 😇

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