Welcome to TheInquisitor Podcast with Marcus Cauchi: Recent Episodes
Marcus Cauchi, Laughs Last Ltd
Real-world, practical sales, management and channel sales advice for the ambitiously lazy by sales professionals for sales professionals, CEOs, channel chiefs, sales leaders, sales managers
There is no shortage of founders who have read Principles or Traction. Far fewer have built their business around what those books teach, week after week, when it is inconvenient to do so. In this episode, Marcus Cauchi speaks with Keith Gillispie, founder of REI Automated, about the discipline of turning ideas into working systems, and why that discipline is harder than the ideas themselves.
Why this conversation matters
Most conversations about business systems focus on tools. This one focuses on behaviour. Keith didn't just read about principles, operating systems and delegation frameworks. He applied them, tested them, and kept refining them long after the novelty wore off. For founders who are drowning in advice but starved of consistent execution, this episode offers something more useful than another framework: a working model of what it actually looks like to follow through.
Major discussion points
Discipline over information. Keith names two books that fundamentally shaped his business: Principles by Ray Dalio and Traction by Gino Wickman. What sets his account apart is not the reading list but what he did with it: he built explicit, testable principles into daily operations, and adopted Wickman's Entrepreneur Operating System (EOS) as the structural backbone of how his business runs.
Writing and testing SOPs. Keith's method for creating a standard operating procedure is deliberately unglamorous. Do the task. Write down exactly what you did. Follow your own instructions the next time and notice everything you missed. Repeat this three to seven times until the gaps close, then record a video walking through the process. Only then does a task become fit to hand to another person, or to an AI agent.
Where AI should not go. Keith runs a company that sells agentic AI voice agents for real estate sellers, so he has a commercial incentive to promote automation. He was candid about its limits. When he tested his own AI on a negotiation for his own property, reaching the point where the AI pressed him on price, he found the experience uncomfortable. His conclusion: AI handles information well, but emotional, high-stakes conversations still need a human.
Hiring as a discipline, not an event. REI Automated filters candidates roughly one hundred to one. Keith uses the GWC framework from Traction (get it, want it, capacity for it) to decide not just who to hire, but who to keep, and applies a consistent SOP-based interview and onboarding process across every role.
Cadence over intensity. Rather than reviewing performance monthly, Keith's team submits short daily and weekly reports, which are read and responded to using Claude, and quarterly goals ("rocks") drawn from EOS. He argues that weekly management gives a business fifty opportunities a year to course-correct, against twelve for a business run monthly.
The absence test. Keith takes one week off every month with no calls, texts or Slack messages. During a recent house move that disrupted his usual routine for roughly a month, revenue held within a thousand dollars of the prior month. He was candid that the business currently sustains itself well in his absence, though he is less certain it grows without him.
AI as a thought partner, not a shortcut. Keith's team members are expected to bring Claude fully into their process, including drafting their own SOPs when Keith does not have time to write one himself. He was clear this only works because the AI has deep context on the business and because his people bring genuine critical thinking to the exchange, rather than treating it as a way to avoid thinking.
A moment of disagreement. Marcus challenged Keith's use of performance improvement plans, arguing that everyone should effectively be on one from day one, and that needing to formalise one is often a sign management has let something slide. Keith pushed back, drawing a distinction between personal development and performance accountability, and defended his position with a clear rationale.
Practical takeaways
- Before automating or delegating any task, do it yourself first and write the SOP from direct experience.
- Follow your own SOP repeatedly until you have found and closed the gaps, then record it on video.
- Review your business weekly, not monthly. You get roughly four times as many chances to correct course.
- Keep team communication in shared channels rather than direct messages, so ideas get scrutinised by more than one person.
- Test whether your business can run without you before you assume it can.
- Use AI to draft and challenge your thinking, not simply to execute tasks you have not fully worked out yourself.
Memorable quotes
"Sometimes in order to be helpful, you have to say the hard thing."
"When we're dealing with information, AI is fine. When we're dealing with emotion, that needs a human touch."
"You always have to take away before you can add."
Books and resources mentioned
- Principles by Ray Dalio
- Traction by Gino Wickman
- Essentialism by Greg McKeown
- The Obstacle Is the Way by Ryan Holiday
- The 7 Habits of Highly Effective People by Stephen Covey
Guest biography
Keith Gillispie is the founder and CEO of REI Automated, which provides education, software and coaching to real estate investors on building automated, systemised businesses. He spent eight years on active duty with the US Marine Corps, during which he began investing in real estate and developed the systems-first approach that now underpins his companies.
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Introduction
Most sales conversations about underperformance start with the wrong question. Is the messaging wrong? Is the tech stack outdated? Is the lead generation broken?
Richard Spanier, author of Trust: Sales 2030 — A Field Guide to Frictionless Buying, argues that almost every assumption modern sales operates on, quotas, champions, gated content, CRM accuracy, pipeline stages, gets the buyer's reality backwards.
In this episode of TheInquisitor Podcast, Marcus Cauchi presses Richard on what a genuinely frictionless buying process looks like in practice, and why he believes the systems most sales leaders rely on are built to manage the illusion of control rather than the reality of how people buy.
Why This Conversation MattersSales has spent decades optimising the seller's side of the transaction: better scripts, better cadences, better personalisation at scale. Richard's argument is that none of this addresses the underlying problem, which is that buyers do their own research, reach their own conclusions, and resent being pushed through somebody else's process. If that's true, a huge amount of sales infrastructure, from quotas to lead scoring to discovery calls, is solving the wrong problem.
This conversation matters because it asks sales leaders to consider a genuinely uncomfortable possibility: that activity-based management is not just inefficient, it is actively corrosive to the thing buyers say they want most from a seller, which is trust.
Guest IntroductionRichard Spanier has spent 45 years in and around sales, 30 of them selling directly in the telecommunications equipment industry and 15 consulting. He has just published Trust: Sales 2030 — A Field Guide to Frictionless Buying, which sets out his case for redesigning the buying experience around the buyer's own momentum rather than the seller's targets.
Major Discussion PointsSales has a trust problem, not a tech problem. Richard traces his thinking back to a client who rejected the standard personalisation playbook outright, which started him investigating why buyers were resistant in the first place. His conclusion: trust is being lost in the basic dynamic of a seller pushing and a buyer resisting.
Frictionless by design. Rather than a faster funnel, Richard proposes redesigning the buying environment itself, including landing pages that let buyers build their own picture of a solution using their own inputs, with no email gate and no follow-up surveillance.
Compensation built around the team, not the individual. Richard's proposal: take the profit on a deal and split it equally among everyone who touched it, from CSR to AE to sales engineer to manager. Marcus pushes this further, arguing that 20-account pods with deep account research outperform sprawling 200-account territories.
Risk, not pain, is the real decision driver. Both Marcus and Richard argue that most sales methodologies focus on the supply side (pain, budget, authority, need) while ignoring the functional, social and personal risk the buyer is carrying internally, long after the seller has left the room.
CRM and pipeline data are largely fiction. Richard estimates CRM accuracy at around 20 to 25 percent. Marcus argues even that may be generous, pointing out that CRM exists primarily to give management an illusion of control rather than to help sellers sell.
Referrals: systematise or not? A genuine disagreement. Richard is sceptical that referrals can be systematised, arguing they have to be earned rather than requested. Marcus pushes back, describing how multi-threading and mapping a customer's wider ecosystem can make referral generation deliberate rather than accidental.
Recommending the competition. Both agree that being honest about when you are the wrong vendor, and pointing the buyer elsewhere, builds more long-term trust and referral value than trying to win every deal.
Practical Takeaways* Stop gating content behind forms. If something is genuinely useful to a buyer, give it to them without an email capture. * Track what the buyer has done in the last fortnight, not what the seller has done. Buyer-initiated movement is the real signal. * Build smaller, deeply researched account pods rather than broad, shallow territories. * When you are not the right fit, say so and point to who is. It is more likely to generate referrals than trying to win regardless. * Stop letting "champion" stand in for "decision maker." A champion who will not defend you in the room they cannot bring you into is not a champion.
Memorable Quotes"I was gobsmacked... the solutions I saw for personalisation were clumsy."
"Commission breath... what is more emblematic of distrust than that?"
"Stop calling a friendly contact a champion."
"It's like turning the Queen Elizabeth around in the Thames."
"Don't embrace rejection. You learn from it. You don't embrace it. How crazy is that?"
Books and Resources Mentioned Trust: Sales 2030 — A Field Guide to Frictionless Buying by Richard Spanier * Managing Up* by Marcus Cauchi (forthcoming) * Reference to Aaron Ross's outbound sales work * Reference to Dan Kennedy on the cost of poorly timed outreach
Guest BiographyRichard Spanier spent 45 years in sales and sales consulting, 30 years selling directly in the telecommunications equipment industry and 15 years consulting on go to market strategy. He is the author of Trust: Sales 2030 — A Field Guide to Frictionless Buying, which argues for a redesign of the buying process around trust, evidence and buyer-led movement rather than seller activity.
SubscribeIf this challenged how you think about pipeline, compensation or trust in selling, subscribe to TheInquisitor Podcast for more conversations that question the assumptions B2B sales has been built on.
Useful links:
Richard Spanier on LinkedIn: https://www.linkedin.com/in/spandev/
Richard's book, Trust: Sales 2030: https://www.amazon.co.uk/Trust-Sales-Field-Frictionless-Buying-ebook/dp/B0H4MNL1HR
Marcus Cauchi on LinkedIn: https://www.linkedin.com/in/marcuscauchi/
B2BSales #SalesLeadership #Trust #SalesStrategy #RevenueGrowth #BuyerExperience #SalesTraining #CRO #FrictionlessBuying
What this episode is about
Most salespeople are pointed at targets without being taught to think about them. That gap — between knowing who to call and understanding why it matters — is what Peter Cleary and Tom Stearns set out to close with their book Graphic Sales: How to Build a Prospecting Playbook.
The book is unusual. It teaches through illustrated comic strips drawn from real sales disasters, using the Aesop's Fables principle: story first, lesson second. The goal isn't to lecture. It's to help salespeople recognise themselves, laugh at the madness, and do the work better.
What Marcus, Peter, and Tom cover
Ideal Customer Profile as a foundation — not a filter. The ICP chapter opens the book because everything else depends on it. ICP isn't just demographic targeting. It's understanding the four to six data attributes that signal your solution is genuinely right for a specific buyer — and then thinking critically about what those signals mean in context.
Why AI won't solve poor prospecting judgement. Tom shares a cautionary story: he built an AI-assisted prospecting tool for a team, fed it the right signals, and watched conversion rates fall. The problem wasn't the data. It was that automating the research broke the reps' critical thinking. They stopped trusting the information because they hadn't processed it themselves. They started dialling without thinking. Conversion rates recovered only when the reps were given time to verify and reason about the signals themselves.
Pre-call planning is a non-negotiable. Hundreds of touchpoints go into booking a meeting. Showing up without reviewing the notes, researching the company, and forming a hypothesis is a dereliction of the role — not just poor practice.
The post-call debrief most organisations never do. Standardised post-call analysis is almost universally absent. Marcus describes his red-teaming process: everyone hears the call, debriefs individually, and lessons feed directly into the next pre-call plan. It's how losses become assets rather than embarrassments.
Multi-threading vs single-contact selling. SDRs are frequently incentivised to book a meeting with one person and move on. The result is account executives walking into rooms they don't understand, recapping conversations the buyer has already had. Tom and Peter describe pod structures where SDRs and AEs share long-term account ownership — so the knowledge doesn't evaporate at handoff.
Meeting buyers where they actually are. Marcus introduces a staged buying journey framework — from centre of dissatisfaction through passive and active looking, to deciding — and maps this against persona data. A buyer who started a new role four weeks ago is in a different conversation than one who looks like they're planning their next move. Timing, relevance, and personal value determine whether a rep gets championed internally.
Honesty, pipeline integrity, and what managers actually owe their organisations. Tom shares a pipeline audit story where redefining stage criteria caused the pipeline to drop by two-thirds — and the leadership committee was relieved. Peter and Marcus discuss the cultural cost of managers who manage upwards rather than telling the truth to the people who need to act on it.
Key quotes from the episode
Marcus: "Haste is different from speed. Most people prospect with haste."
Tom: "I don't even care about your product in the first week of onboarding. We're going to focus entirely on your buyer's world."
Marcus: "Buyers don't hate being sold to. They hate being sold to badly. And more often than not, the problem isn't laziness or stupidity — it's lack of self-awareness."
About the book
Graphic Sales: How to Build a Prospecting Playbook by Peter Cleary and Tom Sterns. Available at all good bookstores.
About The Inquisitor Podcast
Hosted by Marcus Cauchi. Produced by Principled Selling. The show examines what commercial dysfunction actually looks like from the inside — and what honest, buyer-centred selling requires.
In this episode of The Inquisitor Podcast, Marcus speaks with returning guest Matt Gaskin about a shift most businesses still haven’t recognised properly:
AI search is changing how buyers discover and evaluate suppliers.
Matt argues that your website is no longer just a marketing brochure. It is now a trust and credibility signal for AI systems like OpenAI’s ChatGPT, Google Gemini, xAI Grok, and Perplexity AI.
The conversation began after Matt shut down his Google and Facebook ads because they generated huge amounts of noise, poor-fit enquiries, and almost no conversions. That forced him to ask a difficult question:
“If a real buyer asked AI who to recommend in my market, would my business even appear?”
The answer was no.
What followed was a six-month investigation into how AI systems evaluate businesses online, what creates trust signals, and why many websites unintentionally confuse both buyers and AI models.
Marcus and Matt explore:
- Why visibility and recommendation are not the same thing
- How unclear messaging creates “entity drift” and confuses AI systems
- Why FAQs, buyer answers, case studies and authority signals matter more than flashy design
- The risks of generic “we serve everyone” positioning
- How businesses accidentally train AI to attract the wrong customers
- Why many websites are still built for Google’s old SEO model rather than AI recommendation engines
- The hidden technical and strategic problems that stop businesses appearing in AI-generated shortlists
- What founders, sales leaders and marketers should audit immediately
Matt also explains why smaller specialist firms can still outperform larger competitors in AI search by being clearer, more specific, and more useful.
This is not a conversation about gaming algorithms.
It is a conversation about clarity, trust, buyer intent, and whether your digital presence genuinely reflects the value your business provides.
If you suspect your marketing generates activity but not meaningful opportunities, this episode will probably make you uncomfortable in all the right ways.
connect with Matt Matt Gaskin | LinkedIn
connect with Marcus Marcus Cauchi | LinkedIn
In this episode, Jay Weiser joins the podcast to discuss the "accountability crisis" in Private Equity (PE). They explore a common, costly cycle: boards replacing CEOs or CROs when performance dips, only to realize later that the underlying system, not the individual leader, was the true constraint. Jay shares insights on how boards can move beyond "theatrics" and "polished dashboards" to identify fragile revenue, align incentives, and foster a culture of "brains-in" engagement. -------------------------------------------------------------------------------- Key Takeaways* The Visibility Trap: Leaders are often replaced because they are the most visible element of a company; however, the invisible systems—how decisions are made, how information flows, and how incentives are aligned—are what truly dictate results. * The High Cost of Churn: Repeatedly swapping out C-suite leaders leads to extended hold periods and significant loss of enterprise value * Information Friction: By the time data reaches the board, it has often been polished, filtered, and aggregated to the point that critical signals of failure (like high churn or poor sales quality) are hidden * Revenue Quality vs. Volume: Not all revenue is created equal. "Fragile revenue" from customers who are a poor fit for operations or customer success erodes multiples and makes exit stories harder to defend. * The Power of Shared Ownership: Jay highlights the "Ownership Works" model, where creating a broad-based employee ownership pool can improve culture, reduce turnover, and increase exit multiples by as much as 1.5 times.
-------------------------------------------------------------------------------- Actionable Questions for Boards & LeadersTo move from "passive oversight" to "active insight," Jay and Marcus suggest asking these uncomfortable but necessary questions:1. Would this deal survive diligence? If a buyer knew exactly what was "under the hood" regarding customer satisfaction and operational hurdles, would they still buy? 2. Is the customer actually using the product? Don't just look at sales volume; look at activation, adoption, and time-to-value. 3. What did we learn this week that makes our plan less certain? Reward the people who raise risks early rather than those who try to "rescue" a failing deal at the last minute. 4. Are we "prosecuting the person" or the "argument"? Ensure the culture allows for constructive challenge without individuals feeling attacked or silenced.
-------------------------------------------------------------------------------- Leading Indicators to Watch* Customer Activation/Adoption Rates: Are they sporadic or consistent * Time to Value: How long does it take for a customer to report they received the value they intended? * Incentive Alignment: Are salespeople paid for volume alone, or is compensation tied to customer duration and team success? * The "So What" Test: Does the information in the board pack actually inform a decision, or is it just "history" you can't act on?
-------------------------------------------------------------------------------- Featured Quotes"If you're swapping out the leader, but the system stays the same, you're going to get the results that the system allows to be produced." — Jay Weiser"Boards don't make bad decisions because they're stupid. They make bad decisions because confidence in the story outruns the evidence." — Marcus Cauchi -------------------------------------------------------------------------------- Connect with Jay Weiser* LinkedIn: Jay Weiser * Email: jay@jayweiser.com * Website: Uncover. Unlock. Unleash.℠ Growth and Value | Jay Weiser Consulting
Marcus Cauchi's Closing Advice: Before you back the next plan, test the evidence behind it. If you want to know where value is fragile or real, reach out for a five-day evidence check.
Most leaders say they're playing the long game. Their decisions tell a different story.
In this episode, Marcus Cauchi sits down with Reed Nyffeler — entrepreneur, operator, franchise builder, and author of Lead Exponentially — for an honest conversation about the structural and psychological forces that keep leaders trapped in short-term thinking, even when they know better.
Reed has spent 20 years building businesses across the security and franchising industries, scaling through other leaders rather than despite them. He's also made the mistakes worth learning from — keeping underperformers too long, needing outside capital, and watching what happens when ego replaces judgment.
This conversation goes well beyond the usual leadership content. Marcus and Reed dig into ego as a performance constraint, the mechanics of trust (and its measurable absence), what distinguishes stewardship from control, and how organisations systematically destroy value while believing they're protecting it.
What You'll Hear in This EpisodeThe vacation vs. the lunchtime decision Reed's analogy for why most leaders run their businesses like a hungry person looking for the nearest restaurant — rather than someone planning a trip to a destination they've already chosen.
The four mental positions leaders occupy Wrong and alone. Right and alone. Wrong together. Right together. Why "right and alone" is more dangerous than it sounds, and what it does to leadership judgment.
Conflict avoidance as structural risk The difference between conflict worth having and conflict not worth the effort — and what happens when leaders consistently confuse the two. Reed's road infrastructure analogy is one of the cleaner illustrations of compounding organisational dysfunction you'll hear.
What pressure actually reveals Under pressure, most leaders revert to protecting their ego rather than making the right call. Marcus connects this directly to the mechanics of sales forecasting — the commit culture fiction, CRM as seller-centric fantasy, and the 90% of committed deals that don't close when or how anyone said they would.
The extraction problem Where growth stops being about value creation and becomes about value extraction — from customers, from staff, from the brand itself. Southwest Airlines and Patagonia as case studies in opposite directions.
Trust as a measurable asset Marcus has spent seven years working out how to measure trust. Reed has spent 20 years building businesses on it. The questions they both agree matter: Do people believe in your judgment? Do you do what you said? Do people feel safe telling you the truth? Do they believe you care more about the right outcome than protecting yourself?
Outside capital and how to enter it wisely Reed needed outside capital — he didn't want it. What he did differently was enter with a clear exit plan and structure financing that let him grow faster as an asset than the capital was growing as a claim. Practical thinking for anyone considering investor relationships.
Stewardship vs. control vs. consumption Three distinct leadership orientations. The consumer takes resources. The controller distributes them on their terms. The steward creates more. Reed's cookies analogy is the simplest version of this distinction you'll find anywhere.
What leaders miss when developing other leaders The difference between directing and developing. Why telling people what to do creates followers, not leaders — and why the "why" and "how" have to come first.
Referenced in This Episode Lead Exponentially — Reed Nyffeler * Transform Through Purpose — Reed Nyffeler * Brand New (forthcoming, summer 2026)* — Reed Nyffeler * Southwest Airlines, Chick-fil-A, Apple, Patagonia, Amazon, Google — as case studies in differentiation, drift, and durable brand building * Steve Jobs / BlackBerry — on designing the product customers don't yet know they want * Oracle mass layoffs — on value extraction vs. value creation * Martin Luther King Jr. — on credibility earned through action, not instruction
Key Takeaways1. Leaders are governed by emotion when they should be governed by outcome. Asking "what does the business need?" rather than "what do I want to do?" is a discipline, not a personality trait. 2. Ego is only ever satisfied in the short term. Any decision made primarily to protect perception — in a forecast, a performance conversation, or a customer relationship — is a decision borrowed against the future. 3. Trust has a measurable absence. You may not be able to put a precise number on it, but you can watch it leave through customer attrition, underperformance tolerance, and a culture where it's safer to massage the numbers than tell the truth. 4. Stewardship means creating more opportunity, not distributing a fixed amount of it. The franchise model either extracts from its franchisees or invests in them. The same is true of any organisation at every level.
What if financial independence isn't a number — it's a system?
In this episode, Marcus sits down with Ron Kmetovicz — engineer, entrepreneur, and author of Ghost Money the Book — to dig into what financial independence actually looks like, why most people sabotage themselves before the market gets a chance to, and the deceptively simple strategy Ron has used across three generations of his family.
At 78, Ron has weathered the dot-com crash, multiple market corrections, and decades of financial noise. His verdict? The strategy is simpler than the finance industry wants you to believe — and the biggest risk isn't the market. It's you.
What We Cover
- Redefining financial independence — why it's not a number ($2 million, $5 million) but a structure: multiple revenue streams that don't all depend on the same thing
- The ghost account — Ron's core concept: a separate savings vehicle you start building in your teens, contribute to consistently, and largely ignore
- When to start — why Ron targets 8th to 10th graders and what a 16-year-old saving 20% of a part-time wage can realistically accumulate before finishing high school
- The 60/40 strategy — why a balanced fund (60% stocks, 40% bonds), consistently funded monthly, beats most active trading approaches over a lifetime
- S&P 500 ETFs explained — what they are, why Ron recommends them for those who can tolerate volatility, and what the long-run return data actually shows
- Why you shouldn't pick individual stocks — unless you have the mathematical and business training to do fundamental analysis, individual stock picking is a losing game
- The dot-com crash as a case study — what happened to investors who bought at the peak, how long recovery took, and why those who stayed the course still came out ahead
- Behaviours to abandon — Ron's frank take on the seven deadly sins as financial destroyers: greed, sloth, gluttony, lust, wrath, envy, and pride
- Fear, panic, and missed opportunity — the emotional triad that drives people to sell at the bottom and buy into the bubble
- Owning your home outright as a revenue stream — why Ron counts a mortgage-free home as a genuine component of financial independence
- The equity release trap — who benefits when you unlock your home equity (hint: not you), and the generational wealth implications for millennials and Gen Z
- What people are really chasing — the conversation gets honest about the difference between managing money and managing anxiety, status, and fear through money
- Staying the course — why discipline, not strategy, is the variable that separates those who get there from those who don't
Key Takeaway
Financial independence isn't about hitting a magic number. It's about building multiple revenue streams — starting as early as possible, saving consistently, investing simply, and having the discipline to stay in when everything in you wants to get out.
Ghost Money: The Pathway to Financial Independence eBook : Kmetovicz, Ronald: Amazon.co.uk: Kindle Store
Most sales leaders invest in process, technology, and training. Almost none of them invest in the one lever that silently controls all three: the language their people use — out loud and in their own heads.
Andy Weins has spent 20+ years in the military as a mass resiliency trainer, built a business from scratch, and studied the neuroscience and psychology of how the words we choose wire our behaviour. In this episode, he and Marcus Cauchi go deep on the specific phrases that signal avoidance, underperformance, and self-sabotage, and the language patterns that drive ownership, execution, and results.
If you lead a sales team or run a company, this is not a soft conversation about mindfulness. It is a diagnostic tool. By the end, you will recognise the exact words your team uses when they are not going to close the deal, and you will know what to replace them with.
Why This MattersEvery sales team has what looks like a pipeline problem, a skills problem, or a market problem. Often it is a language problem in disguise.
When your salespeople say "I just wanted to follow up," they are signalling low value before they have even started. When they say "I should call that account," they are parking it indefinitely. When they say "we need more leads," they are frequently deflecting accountability for what they already have.
The language your team uses in CRM notes, forecast calls, and customer conversations is data. It tells you who is owning their number and who is performing learned helplessness. This episode gives you the framework to hear that signal clearly.
Key Themes and Takeaways1. Blame, Excuse, and Denial: The Three Default Failure ModesAndy opens with a concept drawn from Brené Brown's work on shame: when there is a gap between what we want and what we have, the brain defaults to one of three responses — blame, excuse, or denial — because they require the least cognitive effort.
In sales, this shows up as:
- Blame: "The prospect went dark." "Marketing isn't generating quality leads." "The economy is tough."
- Excuse: "I didn't have time to prep." "The deck wasn't ready."
- Denial: "I didn't really want that account anyway."
The correction Andy offers is deceptively simple: ask "Where is my DNA in this?" Even if you are 1% responsible for a poor outcome, claiming that 1% shifts you from passenger to driver. For sales leaders running deal reviews, that question, where is your DNA in this?, is worth installing as a standard.
- "Just" and "But": The Two Words That Kill Credibility Before You've StartedMarcus flags two words that most people use dozens of times a day without realising their cost:
"Just" — minimises what follows. "I'm just calling to check in" communicates low value, low confidence, and low intent. Andy's framing: just justifies the nonsense that's about to happen. Train your team to remove it entirely from outreach language. Not "I just wanted to reach out" — "I'm calling because..."
"But" — cancels everything before it. "Great work on that proposal, but..." means the compliment is noise. Two conflicting ideas, only one of which is true: the one that comes after but. In coaching conversations with reps, this matters. In customer conversations, it is fatal.
These are not stylistic preferences. They are trust and credibility signals that prospects and internal stakeholders pick up subconsciously.
- The Difference Between a Desire and an Expectation — and Why It Determines Whether You Hit TargetAndy draws a sharp distinction that has direct application to how sales leaders manage their teams and how salespeople manage their customers:
An expectation is what you want from someone else. It sets you up for resentment, conflict, and passivity — because other people are not here to meet your expectations.
A desire is what you want. It is owned. It creates agency, because the question that follows is what are you willing to do to get it?
In sales management, the difference sounds like this:
- Expectation: "My reps should be hitting 80% of quota by Q2."
- Desire: "I want a team hitting 80% by Q2. What am I prepared to do to coach, structure, and resource them to get there?"
The second version puts you back in the problem. That is where leverage lives.
- "Need" vs "Want": Why Needs Create Victims and Wants Create AgencyDrawing on Dan Sullivan's 10x Is Easier Than 2x, Andy argues that needs are a trap. When you say "I need a six-figure salary" or "we need more pipeline," you are constructing a prison: a world where survival is contingent on something outside your control, which justifies inaction when that thing doesn't arrive.
Wants work differently. "I want more pipeline" immediately opens the question: what are you willing to do to generate it? The conflict becomes internal — which want is greater, your want for comfort or your want for results? — and internal conflict is where growth happens.
For founders: audit the language in your strategy meetings. Count how many times need is used as a reason not to act rather than a prompt to act. It is a reliable indicator of where learned helplessness has taken root.
- People Talk About Results to Justify Decisions They've Already MadeThis is one of the episode's sharpest insights, and it maps directly onto how sales forecasts and pipeline reviews get distorted.
Andy's framing: the people who get funded on Dragons' Den are the ones who talk about the work — "we will take this influencer, they will post three times a week, that will reduce our customer acquisition cost by X" — not the ones who say "we'll increase sales and grow the business."
Watch for this in forecast calls. Reps who say "I'm going to close this at the end of the month" are describing a result. Reps who say "I have a confirmed call with economic buyer on Thursday, legal review is booked for the following week, and we've agreed the commercial terms" are describing work. The second rep knows what they're doing. The first is hoping.
Marcus extends this: the work is the reward. Not a soft point — a structural one. Fixating on the number makes you passive. Fixating on the three specific actions that produce the number makes you active. Build your pipeline reviews around activity and methodology, not outcomes, and the outcomes improve.
- The Six Most Powerful Statements — A Framework for High-Performance Internal DialogueAndy's framework for replacing avoidance language with accountable language is built on six sentence-starters, used in sequence. For sales leaders, this is a coaching script and a self-assessment tool.
I am — Identity. Who are you as a seller, a leader, a professional? This sets the anchor. It also establishes boundaries: I am not going to take that approach is more powerful than I can't or I won't.
I can — Capability. Honest inventory of what is within reach. Not everything, but something. What can you actually do? In coaching conversations, this is where excuses go to die.
I feel — Emotional data. The body knows before the brain articulates. I feel uncomfortable with this account's timeline is information. Suppressing it is expensive. Andy's recommended construct: I feel [emotion] when [specific behaviour occurs]. Clean, ownable, actionable.
I know — Empirical grounding. Not assumption, not interpretation. What do you actually know versus what are you telling yourself? In sales, this is the difference between a forecast based on facts and one based on optimism.
I want — Stated desire. Now that you are grounded in reality, what do you actually want? This is where new thinking enters. It plants a direction.
I will — Commitment. A contract with yourself. Time-bound, specific, testable. This is where language stops being self-talk and becomes execution.
Run your 1:1s through this lens. What do you know about this deal? What do you want to happen? What will you do in the next 48 hours? That is a coaching conversation.
- Should → Could → Can → Will: The Language Ladder That Turns Avoidance into ActionThis is Andy's most immediately deployable tool for sales managers dealing with stalled activity, sandbagged pipeline, or reps who are busy without being productive.
Should — moralises and parks. "I should call that enterprise account" means it will not happen. It creates guilt without commitment. It is where people store things they have decided not to do.
Could — generates options. Crucially, Andy argues that you must start here with unlimited time, money, and resource. No constraints. Let the brain go wide. This is how you break out of small thinking. In team exercises, this is the brainstorm phase.
Can — grounds in reality. Take the expanded could list and ask: what can we actually do, given current constraints? You typically get more options than if you'd started with can directly — because could first opens more neural pathways.
Will — is the commitment. Specific. Time-bound. Testable. And Andy's observation from hundreds of workshops: the will is almost always a small, basic action that the person had been avoiding simply because they had never written it down.
For sales leaders: run this sequence on any stalled deal, underperforming territory, or strategic initiative that has been sitting in should for more than two weeks. It takes fifteen minutes and it moves things.
The Four Agreements Applied to Sales LeadershipMarcus frames the episode's second half around Don Miguel Ruiz's The Four Agreements and their antithesis — a framework that maps precisely onto how high-performing versus underperforming sales cultures operate:
AgreementWhat it looks like in a strong sales cultureWhat the antithesis looks like in a broken oneBe impeccable with your wordForecasts you can trust; commitments that stickCRM noise; happy-ears forecasting; overpromisingDon't take anything personallyReps who hear objections as informationReps who go quiet after one rejectionDon't make assumptionsProper discovery; testing hypotheses with buyersPitching to an assumed need without qualificationAlways do your bestConsistent activity; incremental improvementEffort contingent on mood or certainty of outcomeThe antithesis that Marcus outlines is worth reading carefully as a diagnostic of cultural dysfunction: using language to protect yourself rather than communicate clearly; speaking to justify rather than clarify; making everything about yourself; filling information gaps with untested stories; and making effort conditional on comfort.
If that describes your forecast calls, your deal reviews, or your 1:1s, this episode is the starting point for changing it.
Reflect, Realise, Regulate: Why Acknowledging a Problem Is Not Step OneAndy challenges the received wisdom that acknowledgement is the first step. His model: reflection comes first.
Reflect — how did I show up? What is frustrating me? What brings me clarity? This is the diagnostic phase.
Realise — who are the right people to involve? What behaviours am I responsible for? What choices do I actually have?
Regulate — pick accordingly. Act from awareness, not reaction.
This has direct application for sales leaders managing underperformers. Jumping to the problem — "your close rate is 12% and the team average is 28%" — before the rep has reflected produces defensiveness, not accountability. Create the conditions for reflection first. The numbers become a shared investigation rather than a verdict.
The Start/Stop/Continue Framework and Where Sales Organisations Leave Most ValueMarcus closes with a direct provocation: if you audit the dead work, the rework, and the pointless activity that most sales organisations inflict on themselves, you can recover 60–80% of your working week.
The stop list is the highest-leverage intervention. Not because stopping things is easy, but because it creates the cognitive and calendar capacity to do the things that actually matter. Ask your team: what are you doing right now that if you stopped tomorrow, no one — including your customers — would notice?
That conversation, done honestly, is worth more than most sales methodologies.
A Five-Minute Exercise for You and Your Team1. Name one should that has been sitting on your list for more than two months. 2. Generate five coulds — with no constraints. 3. Strip it to two or three cans — given actual resources and time. 4. Write one I will with a day and a time attached. 5. Identify the one word in your vocabulary you will remove this week to stop yourself wriggling out of it.
Do this in your next team meeting. Watch what surfaces.
About Andy WinesAndy Wines is a fourth-generation entrepreneur, 20+ year US Army veteran, and mass resiliency trainer. He owns and operates a junk removal business and has built a speaking and consulting practice focused on the language of leadership and the psychology of performance. His first book, Words Fking Matter, identifies 13 phrases that are actively limiting performance. His second book, Stop Avoiding Your Numbers, is a guide to financial confidence for business owners.
Andy is available on LinkedIn — his phone number and email are public and he actively responds. You can also reach him at andyweins.com.
#sales leadership #sales team language #sales coaching #founder mindset #accountability in sales #B2B sales performance #sales productivity #sales culture #high performance sales teams #sales pipeline management #sales manager coaching #sales mindset
Chapter Markers7 Truly Insightful Moments for Sales Leaders and Founders
TimestampChapter Title0:00Intro — Why the Words Your Team Uses Are Your Biggest Revenue Leak2:00Blame, Excuse, Denial: The Three Ways Salespeople Avoid Accountability3:29"Just" and "But": Two Words That Destroy Credibility Before the Call Has Started7:35Desires vs Expectations: Why Sales Leaders Who Set Expectations Fail Their Teams10:19Talking About Results vs Doing the Work — How to Spot Who Will and Won't Close20:27The Six Most Powerful Statements: A Framework for Accountable Sales Conversations41:43Should → Could → Can → Will: The Language Ladder That Kills Pipeline Avoidance45:00The Stop List — Recovering 60–80% of Your Team's Week by Removing the Right Things
In this episode of The Inquisitor Podcast, Marcus Cauchi and Ryan Burman discuss procurement in B2B sales, buyer psychology, total cost of ownership, and how sales teams can build trust with procurement instead of fighting it.
The discussion reframes procurement as a risk management function rather than a price cutting function.
Ryan explains that successful sales teams focus less on persuasion and more on aligning with how procurement evaluates suppliers, especially around risk, reliability, and total cost of ownership.
This episode is relevant for sales leaders, account executives, and commercial teams working in complex B2B sales environments where procurement plays a key role in decision making.
Key Topics Covered
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Procurement in B2B sales and how it influences buying decisions
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Buyer psychology and how procurement evaluates supplier risk
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Total cost of ownership (TCO) vs ROI in procurement decisions
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Sales and procurement alignment in enterprise and mid-market deals
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How to build trust with procurement teams in B2B selling
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Why co-creation improves sales outcomes compared to traditional pitching
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Common sales mistakes when dealing with procurement teams
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How procurement manages risk, continuity, and supplier reliability Key
Takeaways
Procurement is focused on risk management
Procurement teams prioritise reducing operational and commercial risk, not just lowering costs.
Buyer decision making is driven by risk
Suppliers are evaluated on whether they reduce uncertainty or introduce it.
Total cost of ownership matters more than ROI
Procurement considers long-term costs including quality, supply chain stability, and maintenance.
Co-creation improves sales success Building solutions with procurement leads to stronger alignment and higher win rates.
Trust is the deciding factor Buyers prioritise predictability and reduced internal risk over lowest price.
Key Insight for Sales Teams
In B2B sales, every deal must satisfy three buyer needs:
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Functional, does the solution work
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Social, how it impacts internal stakeholders
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Emotional, whether it reduces personal and career risk
Ryan Burman is the founder of Pitch to Procure and creator of the First to Pitch methodology. He helps sales and procurement teams improve alignment, negotiation outcomes, and supplier relationships in complex B2B sales environments.
Key Quote “The first transaction is not the win. The first transaction is the test of trust. Pass that test and even if you don’t get a deal, you can get a customer for life.” Marcus Cauchi
Ryan Berman | LinkedIn
Marcus Cauchi | LinkedIn
What does it actually mean to be a trusted adviser and, how would you know if you were one? Most customer-facing professionals believe they're trusted. Their customers largely disagree. That gap is the problem Rowly Hirst has spent his career trying to solve.
Rowly is CEO of Relate.US and the creator of Sandy, a generative AI analyst that measures trust in real time using the Maister-Green-Galford Trust Equation: Credibility + Reliability + Intimacy ÷ Self-Orientation. In this conversation, Marcus and Rowly go deep on what trust actually looks like in practice, why the most popular sales frameworks quietly destroy it, and what it takes to become a genuine ally rather than an accomplice, or worse, an adversary.
If you spend your days in complex, high-stakes conversations, this episode is for you.
What We Cover
- Why trust is defined not by what someone says about you, but by what they do when they could stay vague, delay, or protect themselves, and choose not to
- The difference between an ally, an accomplice, and an adversary in a sales relationship, and the precise moment sellers cross the line
- Why the word "playbook" is the wrong mental model entirely, and what replaces it
- A masterclass in trust-building from an AT&T store in Boston: how a $50 sale became a case study in the Trust Equation in action
- The five operating principles that separate trusted advisers from everyone else
- How Challenger, BANT, MEDIC, SPIN, and Sandler all fail in the same way under pressure, and what that failure looks like in practice
- The 55 sub-factors Sandy measures across the four components of the Trust Equation
- Why gamifying your trust score actually works, and ends up benefiting the customer, not just the seller
- The 90/30 trust perception gap: why over 90% of sales reps believe they're trusted advisers while only 30% of their customers agree
- What Sandy has taught Rowly about his own blind spots, including a real example of how he lost an investor in a meeting and what he changed afterwards
- Why saying "I don't know" is a credibility asset, not a liability
- How measurement of trust has gone from a $600 human analysis taking a week to a six-cent automated result in under two minutes
- Gallup's estimate that improving meaningful feedback and trust-building could lift global employee engagement from 20% to 80% — an $8.5 trillion productivity uplift
Key Idea from This Episode
Trust isn't something you ask for or declare. It's something the other person gifts you, quietly, through their behaviour, especially when risk is on the table. It breaks down not when objections appear, but earlier: when pressure rises and we unconsciously shift from ally to accomplice. The fix isn't a better playbook. It's noticing yourself under pressure and choosing differently.
About Rowly Hirst
Rowly Hirst is CEO of Relate.us and has over 25 years of experience in consultative sales and account management in financial services. He began developing the thinking behind Relate.us in 2013 after a career taking CEOs and CFOs to meet investors, observing first-hand how poorly the industry measured what actually mattered in high-stakes relationships. Sandy, Relate.us's generative AI trust analyst, is built on the Maister-Green-Galford Trust Equation and measures trust objectively across 55 sub-factors, delivering results in near real-time at a fraction of the cost of traditional survey or human-review methods.
Connect with Rowly 🌐 relateUS.com 🔗 LinkedIn: Rowly Hirst
Connect with Marcus 🔗 LinkedIn: Marcus Cauchi 🌐 theinquisitorpodcast.com
Chapters
- 0:00 — Introduction & Rowly's background
- 2:34 — Defining trust as observable behaviour under uncertainty
- 4:07 — Ally vs accomplice vs adversary
- 5:28 — Why "playbook" is the wrong model
- 7:05 — The AT&T store story: trust in a 25-minute sale
- 9:45 — The five principles of a trusted adviser
- 12:46 — Where sellers cross the line from ally to accomplice
- 15:17 — What managers should stop coaching
- 17:17 — How Challenger, BANT, MEDIC, SPIN & Sandler erode trust
- 20:09 — What Sandy is and how it works
- 25:00 — The gamification effect
- 27:21 — The feedback people push back against most
- 31:00 — Self-awareness vs self-perception
- 32:31 — The 90/30 trust perception gap
- 33:47 — What would tank Marcus's trust score right now
- 37:50 — How Sandy's coaching evolves across meetings
- 38:07 — Inside the 55 sub-factors
- 40:27 — Vulnerability, credibility, and "I don't know"
- 44:23 — Why proposals fail when the buyer's voice isn't in them
- 45:34 — The cost of measuring trust: then vs now
- 47:23 — The $8.5 trillion productivity opportunity
- 48:24 — Rowly's advice to his 23-year-old self
If This Landed
Don't rush to agree or disagree. Spend the next few days paying attention. Notice when your curiosity drops. Notice when you try to rescue. And if you catch a moment where trust shifted, in either direction , we would genuinely like to hear what you saw.
Stay safe and happy selling.
The Honest Conversation Nobody Else Is HavingEvery founder reads the analyst reports. Every sales leader nods along in the conference sessions. Partnerships are the future. Ecosystems are everything. Co-selling is the key to unlocking faster growth, bigger deals, and stickier customers.
And yet, ask those same founders and sales leaders whether they're actually banking on partner-sourced revenue to hit their number this quarter, and the answer is almost always the same: no.
Why? Because it's never been reliable. Because it's always been treated as a nice-to-have. Because nobody actually knows how to make it work.
That's the conversation this episode is built around. Alex Buckles has spent 20 years in enterprise sales, in the SAP ecosystem, the Adobe ecosystem, running and exiting two professional services companies, and figured out early in his career that if he wanted deal flow from partners, he had to earn it. That realisation eventually became Forecastable, a company whose only measure of success is pipeline production through co-sell motions.
What You'll Hear in This EpisodeWhy the instinct to hire a partnerships professional first is wrong
When a sub-150 person company decides to get serious about partnerships, the first move is almost always to bring in someone with a traditional partnerships background. Alex argues this is the wrong call, not because those people aren't valuable, but because what you actually need at that stage is proof of concept, not infrastructure. A junior AE or an SDR with the right playbook can prove repeatability faster and cheaper than six months of PRM setup and deal registration frameworks.
The co-sell door opener and why discovery calls don't cut it
The most powerful concept in this episode is what Alex calls the co-sell door opener: a high-value experience you invite the prospect into rather than a pitch you push at them. Think of it like a $5,000 event that the vendor covers, limited seats, relevant to a specific pain, designed to create genuine engagement rather than manufactured urgency. It doesn't feel like a sales motion because, done right, it isn't one.
The three types of value anyone ever sells
Fix something. Prevent something. Improve something. That's it. And when you're building co-sell plays, Alex argues the fix is almost always the most powerful place to start. If the prospect has a raging toothache, don't pitch them a one-year dental plan.
Why 60% of pipeline dies in no decision — and what's really behind it
Marcus and Alex dig into something most sales training doesn't touch: buyer safety. Not qualification. Not discovery. The deeper question of whether the person sitting across from you can actually afford, professionally, politically, emotionally, to make this decision. When you ignore that question, you end up with a pipeline full of deals that were never going anywhere, a constipated middle of funnel, and a close rate that would make any CFO reach for the antacids.
The second room problem
80 to 90 percent of the sale happens without you in it. The internal conversations, the allocation committees, the corridor conversations between stakeholders, none of that is visible to the vendor. Which means your champion has to carry your story, unedited and unaccompanied, into rooms you'll never see. The question isn't whether your deal is qualified on paper. It's whether every stakeholder in that buying committee would go to bat for you when you're not there.
What great partner enablement actually looks like
It's not onboarding decks and quarterly business reviews. It's getting in front of the frontline manager with a win story, asking for 15 minutes on their weekly team call, and showing up with something their reps can use in the field that week. Ghost-written outreach. Account development research. Win wires in shared Slack channels. Perpetual mindshare, that's what you're actually after.
Demos: mostly a waste of time
Alex's take on this is blunt. Once you've given a demo, the buyer has locked in their view of you. You've answered a bunch of curiosities, and they may ghost you. Save the demo for last. Use it to confirm the order, not to create one. If it won't change a stakeholder's decision, don't do it.
Three Takeaways You Can Use Tomorrow1. Start with the interview, not the one-pager. Before you build any co-sell playbook, get the most trusted systems integrator in the room and ask them what makes them different. Real conversations produce better plays than merged marketing decks every time.
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Know who owns the problem and who owns the outcome — they're almost never the same person. In most organisations, the partnership professional owns the problem but has no budget and limited authority. The sales leader owns the outcome but views partnerships as fluffy. Bridging those two people explicitly — not hoping it happens organically — is what gets deals done.
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Ask yourself the second room question for every stakeholder. If this person were in a room with their boss right now and you weren't there, would they go to bat for you? If you can't answer yes with confidence, you've got more work to do.
About Alex BucklesAlex is the CEO and co-founder of Forecastable, a professional services company that stands up partner programs and co-sell motions that produce measurable pipeline. With a background spanning enterprise sales, the SAP and Adobe ecosystems, and two exited professional services businesses — all built through co-selling — Alex brings a perspective on partnerships that is grounded entirely in what produces revenue, not what looks good on a slide.
🔗 Find Alex on LinkedIn or visit forecastable.com for published pricing and use cases.
About The Inquisitor PodcastThe Inquisitor is hosted by Marcus Cauchi and is built around one idea: honest, evidence-based conversations about what actually works in sales, go-to-market, and revenue leadership. No posturing. No vanity metrics. Just the real work.
If this episode was useful, share it with a founder or sales leader who's talking about partnerships but hasn't yet made them produce. That's who this was made for.
If you run a business with a sales team, this episode will make you uncomfortable. That's the point.
Marcus Cauchi and Andy Hough have a no-holds-barred conversation about why sales has become distrusted, what's causing it, and what founders and CEOs can actually do to fix it.
Andy has spent decades in the field, from Lloyds and Barclays to 16 years at EMC (now Dell), and has since sat through hundreds of hours of sales meetings as a researcher. He knows where the bodies are buried.
What we cover in this episode:
Why sales has shifted from a relationship-driven profession to a numbers and technology treadmill, and what that's costing you in customer trust, revenue quality, and staff retention.
How shareholder pressure flows down through leadership, management, and sellers, and arrives in front of your buyers as inauthenticity, shallow discovery, and unwanted pressure.
Why the best sales interactions are built on understanding how your customer makes money, protects margin, and carries risk, and why most sales teams have lost this entirely.
The 90-day productivity myth. Research puts it at 3.2 years for a salesperson to hit full stride. Most organisations churn people before they ever get there.
Why activity metrics destroy quality, and what the alternative actually looks like in practice.
The player-manager trap and why it almost always ends badly for the team, the manager, and ultimately the customer.
What sales coaching actually is, and why the gap between what managers think they're doing and what salespeople are experiencing is wider than most leaders realise.
Why seller psychological safety is as important as buyer trust, and how the wrong people keep getting promoted.
Why your CRM is aligned to your sales process and not your buyer's journey, and why that single misalignment is costing you deals you didn't even know you lost.
The case for sustainable sales: focusing on the 6-to-36 month pipeline where there's no competition, time to build real relationships, and room to become a trusted adviser rather than another vendor chasing a quarterly number.
The question this episode leaves every founder and CEO with:
Are the systems you've built designed to create trust with customers, or are they quietly destroying it in order to hit this quarter's number? And critically, does anyone in your organisation feel safe enough to tell you?
About Andy Hough
Andy Hough is co-founder of the Institute of Sales Professionals, a tireless advocate for sales as a profession, and a doctoral researcher studying the adaptability of salespeople and its impact on performance. He lectures at Cranfield University and is part of the Global Sales Science Institute. He has carried a target, led teams, and spent his career trying to return sales to what it was in its best form. A genuinely human, outcome-focused profession.
Connect with Andy on LinkedIn or visit the ISP at www.isp.uk.com
About Marcus Cauchi
Marcus Cauchi is the host of the Inquisitor Podcast and works with founders, CEOs, and sales leaders on decision safety, go-to-market alignment, and building sales organisations that create long-term customer value. He is currently completing a manuscript on the systemic compromises that accumulate inside sales cultures and the cost they carry.
Connect with Marcus on LinkedIn
If this episode resonated, share it with your CRO, your Head of Sales, or any founder who's wondering why pipeline feels harder than it used to. The answer is probably in this conversation.
In this episode of the Inquisitor Podcast, host Marcus Cauchi talks with LinkedIn expert Graeme Riley, a platform user since 2004 and business development consultant since 2012, to cut through the noise and get practical about what actually works on LinkedIn.
Graeme shares why most people are using LinkedIn wrong, how the platform's algorithm has evolved, and what separates the salespeople who consistently hit their targets from those who burn out in 18 months.
Topics covered include: building a LinkedIn strategy tied to revenue goals, curating your ideal client network, optimising your profile for today's audience, the right content mix for dwell time and reshares, the difference between free, premium and Sales Navigator accounts, and why most companies are wasting their investment in the platform.
Whether you're a solo entrepreneur or leading a sales team, this episode will challenge your assumptions and give you actionable steps to stop being a well-kept secret.
Find Graeme Riley on LinkedIn https://www.linkedin.com/in/grahamkeithriley/
Stop leaving money on the table.
In this episode, sales historian and author Todd Caponi reveals why traditional negotiation tactics are destroying trust, eroding margins, and creating unsustainable business models.
Todd shares the revolutionary Four Levers framework that helped him close a $7.5M deal when the customer demanded 35% off - and they ended up with only 15% discount while paying upfront for three years.
What You'll Learn:
🟣Why building trust until the close, then "starting to lie" about pricing is killing your deals
🟣Negotiation Without the Games: Todd Caponi's Four Levers Framework
🟣The 115-year-old concept of "sound basis pricing" that buyers have been demanding since 1910
🟣How the 4x pipeline rule forces reps to waste time on garbage opportunities
🟣Why BANT qualification is outdated and what to do instead
🟣The Four Levers: Volume, Timing of Cash, Length of Commitment, and Timing of Deal
🟣How to stop discounting unilaterally andEducating buyers to squeeze harder
🟣Real data: 20-30% reduction in discounting, 7-8 figure profitability improvements
🟣Why every unasked-for concession (even net 45 vs net 30) signals everything is negotiable
Perfect for: Founders, sales leaders, and top performers who want to increase deal values, improve forecast accuracy, and build sustainable pricing models.
About Todd Caponi
Author of "The Transparency Sale", "The Transparent Sales Leader" and "Four Levers Negotiating," Todd is a longtime sales leader, self confessed transparency nerd, and the only sales history expert who collects artifacts from the 1800s-1900s.
His approach has been working for 17+ years across multiple organizations.
Get Todd's Book: "Four Levers Negotiating" - https://amzn.to/4jPmjG9
Connect with Todd:
🌐 www.toddcaponi.com
🎙️ The Sales History Podcast https://podcasts.apple.com/gb/podcast/the-sales-history-podcast/id1571354113
LinkedIn https://www.linkedin.com/in/toddcaponi/
💡 Found this valuable?
Like, comment, and share with your sales team.
📊 What's your biggest negotiation challenge?
Drop it in the comments.
SalesNegotiation #B2BSales #SalesLeadership #Pricing #RevenueGrowth
Most B2B deals don’t end in “no”.
They die quietly. No decision. No movement. No momentum.
In this episode, Marcus Cauchi speaks with Karl Schmidt,one of the leaders of the research teams that helped 100s of companies take advantage of the insights from The Challenger Sale.
Buyers now do most of their thinking before they ever speak to a salesperson. Buying committees have doubled. Information is everywhere. Confidence is not.
This conversation explores why traditional sales approaches struggle in this reality, and why the best sellers are no longer pushing solutions. They’re helping buyers make sense of risk, complexity, and internal politics. You’ll hear:
• Why decision confidence matters more than solution confidence
• The fears that quietly kill deals
• How sellers unintentionally strip buyers of agency
• Why “no decision” is the real competitor
• What framemaking looks like in real sales conversations
If you’re a founder, CEO, sales leader, or an aspiring top performer, this episode will change how you think about discovery, deal reviews, and what it really means to help a customer buy. This is not about tactics. It’s about leadership in the buying process.
Resources Mentioned:
The Framemaking Sale by Karl Schmidt and Brent Adamson: https://amzn.to/4jHYYpU
The Challenger Sale https://amzn.to/4qv7w63
Noise by Daniel Kahneman https://amzn.to/4pzcGwr
More resources at theframemakingsale.com Contact Karl: https://www.linkedin.com/in/karl-schmidt-q/
Are you settling for "good enough" while your sales organisation invests in an 85% loser rate?
In this episode, Marcus Cauchi sits down with David Brock, author of "Is Good Enough Good Enough? Mindsets and Behaviors for Sales Excellence," to challenge the traditional "metrics madness" that keeps founders and sales leaders trapped in cycles of mindless activity.
Dave shares his pragmatic, scientific approach to performance, revealing how top performers achieve their goals by being "intelligently lazy" and cutting out the "dead work" that consumes the average workday.
They explore the "Three-Pile Strategy" for auditing tasks, the high cost of customer churn, and why personal accountability is the ultimate differentiator between top performers and those who make excuses.
A major highlight of this conversation is David’s contrarian take on AI. Having used Claude AI as a "thought partner" and "debate partner" to co-author his book, David explains why AI is a "profound amplifier" that makes deep thinkers better but makes "lazy idiots" fail at scale.
Learn how to use discovery-based prompting to internalise strategic ownership and why curiosity remains the foundational behaviour for the next generation of leaders.
Key Topics Covered:
• The Trap of Activity vs. Outcomes: Why being "busy" is often a mask for underperformance.
• The Three-Pile Audit: Examine tasks and reclaiming 40% of your team's capacity. • Retention vs. Acquisition: Why the obsession with new logos is a recipe for wasted effort.
• AI as a Debate Partner: Moving beyond automation to elevate your strategic thinking.
• The Sacred Habit: Why scheduling 20 minutes of reflection daily is non-negotiable for excellence
Contact David Brock on linkedIn: https://www.linkedin.com/in/davebrock/
Email: dabrock@excellenc.com
Website: http://partnersinexcellenceblog.com/
Read the book: https://amzn.to/4brvQku
Contact Marcus https://www.linkedin.com/in/marcuscauchi/
Why do so many sales teams stumble despite talented hires?
In this episode, Peter Wheeler, serial entrepreneur and expert in scaling revenue velocity for early-stage organisations, explores the decline of apprenticeship in modern sales and the impact it has on team performance and long-term growth.
We examine why the traditional player-manager model often fails, how role siloing prevents junior staff from learning the ropes, and why leadership needs to move beyond administrative tasks to actively coach and support teams in the field.
Peter highlights the systemic dysfunctions caused by shareholder primacy and short-term thinking, including the hidden costs of high sales turnover, conflicting departmental metrics, and the erosion of trust and integrity in organisations. He explains why senior executives, not just salespeople, must engage with customers to understand real-world challenges and make informed strategic decisions.
We also discuss practical solutions to restore apprenticeship and learning in sales, including aligning teams around customer outcomes, leveraging AI as a personal coaching tool, and fostering a culture of trust, integrity, and long-term thinking.
Listeners will gain insights into how to build high-performing teams, reduce churn, and develop sustainable business growth, even in times of uncertainty or economic turmoil.
Whether you’re a founder, sales leader, or executive looking to improve team performance, this episode offers actionable advice, fresh perspectives, and strategies to thrive in a sales environment that too often sacrifices learning for short-term results.
Key Takeaways:
- The hidden costs of high sales turnover and short-termism
- How role siloing and player-manager models stunt growth and learning
- Why senior leaders must be actively engaged with customers
- Strategies for aligning departments and prioritising customer outcomes
- Leveraging AI for coaching, personal effectiveness, and customer-centric entrepreneurship
- Thriving through market uncertainty by focusing on what you can control
Contact Peter on LinkedIn https://www.linkedin.com/in/peterledgrowth/
Contact Marcus https://www.linkedin.com/in/marcuscauchi/
or email team@principledselling.com
For busy leaders who want growth without the burn
The bottom lineModern sales is not about hunting trophies. It is about helping customers make good decisions. Sometimes that decision is not you. That is not weakness, it is credibility.
If sales feels combative, high churn is the price you are paying.
Why this mattersBoiler room tactics and hire-fast-fire-faster cultures look productive until you check the retention numbers. Low trust, internal conflict and customers who regret buying are all symptoms of the same thing.
You can hit target while quietly eroding the business. That is what going broke on the instalment plan looks like.
The rules of sustainable selling1. Always tell the truth
Lies compound. You stop selling and start managing fiction. Everyone loses, including your future self.
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Serve everybody
Service is not closing at all costs. It is pointing people in the right direction, even when that direction leads elsewhere. Referring a bad fit to a competitor can be the most profitable decision you make. -
Make things easier
Remove friction. Psychological, commercial, procedural. Buyers do not need pressure, they need clarity.
What leaders should pay attention toKnow your Anti-ICP
Not every customer is worth having. Some drain time, energy and morale, then leave unhappy anyway. The courage to say no early protects margin and culture.
Risk beats reassurance
Ken shares how a 30-day performance guarantee removed buyer risk so completely that a physical showroom became unnecessary for 16 years. When risk disappears, hesitation follows.
Self-awareness is not optional
When a deal derails, the common factor is often the seller’s own reactions, assumptions or emotional immaturity. Sales capability without self-control is a liability.
Radical transparency works
Glass walls, literal or metaphorical, show customers how you operate when no one is watching. Executive buyers spot theatre instantly. They trust what feels calm, open and boringly consistent.
The bigger pictureYour job is not to be the hero. It is to help the customer become one.
When buyers feel safe, informed and respected, loyalty follows. Sustainable revenue is a by-product, not the goal.
Resources mentionedBook: Selling Sustainably: The Ethics of Decision Facilitation by Ken Ward
Concepts: The Trust Equation by Charlie Green, Relational Emotive Behavioural Therapy by Dr Albert Ellis
Connect:
www.educarlabs.com
or find Ken Ward on LinkedIn https://www.linkedin.com/in/kenneth-ward-1761016/
In this episode, I chat with Tom Stearns, a consultant to CEOs and CROs, about how mentorship helped him redefine and scale his business. Tom shares how he gained clarity, focused on the right clients, shortened sales cycles, increased deal sizes, and walked away from boring work, all while achieving a four-day workweek. Whether you’re a founder, sales leader, or consultant looking for practical strategies to grow your business and work smarter, Tom’s story offers actionable insights and inspiration. Contact team@principledselling.comContact Tom https://www.linkedin.com/in/tomstearns/
Steve’s journey was marked by sheer graft and some brutal personal blows. His first five years were, in his own words, madness. Eighteen to twenty hour days, six days a week. Then came a messy divorce, COVID and throat cancer.
The Founder Dependency TrapLike many founders, Steve found himself in the classic trap. Everyone relied on him to make every decision. He sought help because his sales team was struggling and he realised he needed to learn how to step out of the way so his business could run without him.
The Uncomfortable Mentorship: Facing the TormentorSteve brought in Marcus and very quickly discovered this was not a cosy training course. He describes it as counselling for sales, full of uncomfortable moments, direct questions, and role plays that forced him to confront his own habits.
The turning point came when he learned to challenge and filter prospects properly. At first he thought it was rude to push back or walk away. In reality, detaching from the outcome stopped him wasting hours on buyers who were never going to buy.
The Measurable TransformationThe discomfort paid off. In spades.
- Efficiency: He went from putting in 100 percent effort to about 25 percent, yet was selling four times as much.
- Asset Growth: Between 2020 and 2024, while battling both COVID and cancer, the company’s net worth grew from £750k to £2.5m.
- Profitability: Pre tax profit rose from nearly £200k to just under £500k.
- Final Win: He closed his career with a £1.7m order. As he puts it, he started selling paper yachts and ended selling a battleship.
- Personal Return: The negotiation skills he picked up even saved him hundreds of thousands in his divorce settlement.
The Outcome: FreedomWhen he sold in February 2025, Steve felt absolutely floating. The win was not just financial. He had finally proved the business could run without him.
If you are a founder trying to build a saleable asset and escape founder dependency, Steve’s story is well worth your time. It is honest, hard won, and full of lessons for anyone walking a similar path.
Contact Steve on Linkedin
Why Trust Breaks Down and What To Do About ItIn this episode, Marcus talks with Charles Green, one of the genuine heavyweights in the world of trust and commercial relationships. If you lead a mid market scaling tech firm and you suspect your sales or GTM function is underperforming for reasons no dashboard can explain, this conversation will feel uncomfortably accurate.
Together they explore how fear, uncertainty, and internal pressure quietly poison performance. Forget the usual talk about activity ratios and pipeline hygiene. This is a candid look at the human drivers behind buyer reluctance, stalling, and ghosting, and why most attempts to “solve” these problems only make them worse.
Charlie argues that instead of trying to measure trust, leaders should focus on spotting and removing the behaviours that actively destroy it. If you are grappling with the tension between short term targets and long term customer value, this episode will challenge how you think about leadership, incentives, and your culture.
Key Takeaways for Scaling Founders, GTM Leaders and Sales People* Trust is lived, not conceptual. It is emotional as much as rational. Charlie draws a clear distinction between thin, institutional trust and thick, personal trust. * Trust is often built in moments. Reliability takes repetition, but intimacy is created quickly. How you pause, how you listen, and how you look at someone all matter more than your slide deck. * Over promising is lying twice. One promise on the way in, one on the way out. It corrodes trust faster than anything. * Fear drives most distrust. Buyers who feel uncertain catastrophise. That is what creates anticipatory buyer remorse and pipeline ghosting. The antidote is to name the fear out loud. Once spoken, it loses power. * Repair beats perfection. A relationship that has been broken and then repaired well is often stronger than one that never faced a test. Repair requires vulnerability and accountability, not ego.
The Trust Equation and Why Most Firms Focus on the Wrong BitsThe Trust Equation helped popularise the components of trustworthiness. Most leaders obsess over credibility and reliability because they are convenient to measure. Charlie explains why they are nowhere near the strongest drivers.
- Intimacy. By far the biggest factor. It is about making the other person feel safe, understood, and genuinely heard. Nurses top trust rankings for a reason.
- Low Self Orientation. The second strongest factor. Hard to measure and impossible to bribe into existence. Fear drives self orientation. Freedom from fear frees you to focus on others.
Scaling, Money, and the Uncomfortable Truth About CultureCharlie and Marcus tackle why trust based, customer centric selling so often collapses once a company grows beyond 100 or 200 people.
- Money permeates culture. Investors and boards often prioritise valuation over outcomes. This shifts intent and corrodes trust without anyone noticing.
- Ideology shapes behaviour. Modern management is built on economic beliefs that favour short term gains and things that are easy to measure.
- Mixed messages destroy conviction. Telling teams to “do the right thing” while driving absurd stretch targets creates confusion and cynicism.
- The Bill Green example. When the former Accenture CEO was challenged about incentives conflicting with doing the right thing, he told the room to do the right thing first, then fix the incentives later. That clarity changed the behaviour of forty senior leaders immediately.
Practical Trust Based GTM MovesThese are the actions Charles Green recommends leaders adopt straight away.
- Be transparent on price early. Withholding price to “build value” creates anxiety. Give a ballpark early to remove fear.
- Stop using discounts as currency. It destroys trust. Offer only standard, published discounts such as volume or non profit rates.
- Protect existing customers first. Expansion and net new wins come after that. Repeat business is far more profitable and far less stressful.
- Measure Time to Value, not NPS. Buyers rent an outcome. How quickly they reach it tells you more about your trustworthiness than a score.
- Build your trust muscle. Make many small promises and keep every one of them. It is astonishing how fast this compounds.
- Model the behaviour you want. Trust others first and show your workings. A simple line such as “I could be wrong, but it seems this is an issue. Is it?” creates space for honesty.
Final Thoughts and What Happens NextTrust is built in tiny moments. Charlie encourages listeners to choose two or three insights, write them down, and let them settle into daily practice. Marcus points out that a 0.1 percent daily improvement compounds to roughly 30 percent over a year. The benefits start immediately.
Listeners are invitated to join Sellers Anonymous, a community helping salespeople strengthen their trust muscle
Subscribe to hear the next episode: Marcus and Charles will dissect how the Trust Equation applies to negotiation, objections, and winning second and third waves of business.
Links to books discussedAdam SmithWealth of Nations
The Theory of Moral Sentiments
Frederick ReichheldThe Loyalty Effect
Peter BoghossianHow to have impossible conversations
Manual for creating atheists
ContactsConnect with Charlie on LinkedIn https://www.linkedin.com/in/charleshgreen/
Connect with Marcus https://www.linkedin.com/in/marcuscauchi/
And if you'd like to be a guest contact me https://www.linkedin.com/in/suzannecauchi/
In this episode, Jordan Corn and Marcus Cauchi dissect the deeply flawed traditional approach to employee performance evaluation, the "Annual Festival of Fiction". They challenge the idea that reviews serve their intended purpose and share actionable frameworks for leaders to build continuous growth systems, rather than just checking boxes.
Key Themes for Leaders and Managers1. The Broken System: Checking Boxes vs. Driving GrowthTraditional performance reviews are often theatre: they replace truth with formality and create anxiety instead of growth. When managers simply mark a three on a scale to avoid justification, they are "checking a box".
The problem is systemic: reviews often exist as a paper trail for pay decisions and compliance, not for meaningful reflection or planning. Some reflection is better than none, but if the process isn’t valuable or valued, it won’t change much.
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Relationships Come FirstEffective performance management starts with the manager-employee relationship. Reviews fail if the manager is a bully, a micromanager, or insecure.
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Psychological Safety and Vulnerability: Managers must earn the right to tell the truth by showing vulnerability, asking where staff need help and seeking their advice.
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Bidirectional Feedback: Feedback should flow in all directions. Employees need to feel safe critiquing management, and managers must be willing to listen without defensiveness.
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Frequency, Focus, and Continuous ImprovementWaiting a year is too long. Annual reviews without ongoing feedback are "like washing once a year". Real performance management is continuous, like adjusting a plane mid-flight.
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Agile Coaching: Regular micro check-ins: monthly 15–30 minutes or daily three-minute updates keep everyone aligned.
- Focus on Strengths: Lean into what people do well. Reviews should energise, not dwell on weaknesses.
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Separate Compensation: Tying pay to reviews is "absolutely inane" and undermines their value.
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Systemic Issues: Hiring and AlignmentProblems often start at recruitment. High turnover results from compromise, or searching for mythical “purple unicorns,” creating systems built to reject rather than select the right fit.
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Self-Awareness: Reviews can become "behavioral reviews," helping employees understand how they show up and how others respond.
- Preparation Over Ambush: Managers should prime employees a week in advance and encourage reflection from both sides. The goal is to synchronise reality, not sanitise it.
Final TakeawayIf you can’t run a review rooted in honesty, psychological safety, and growth - or if you limit them to once a year - Jordan Corn says, "throw the whole thing out". Instead, leaders should redesign the process around the human being first, then fill in whatever is required for compliance.
For teams stuck in the "Festival of Fiction," Marcus shares systemic models to "model and scale human judgment" and even measure trust as a hard metric, helping embed learning, dignity, and accountability into management practices.
Connect with Jordan on LinkedIn https://www.linkedin.com/in/jordan-corn/
Connect with Marcus https://www.linkedin.com/in/marcuscauchi/
And if you'd like to be a guest contact me https://www.linkedin.com/in/suzannecauchi/
This episode of The Inquisitor Podcast features Parker Mills, Account Executive at ServiceNow and author of State and Local Government Sales: Beyond the Bid. Parker exposes the systemic dysfunction created when short-term sales culture sabotages long-term public value.
With 11 years in U.S. state and local government (SLG) sales, he dissects the brutal misalignment where enterprise is the tail that wags the dog, corporate GTM strategy, incentives, and collateral all built for the wrong customer profile.
For founders and C-suites, Parker calls out the dangerous internal pressure that fuels “optimism theatre” and quietly corrodes integrity and trust. His challenge: treat forecast accuracy as a measure of integrity, not compliance. Give your sellers the freedom to protect relationships from the distortions of quarterly panic.
Why? Because government sales aren’t built for sprints. The average deal runs 18 months, often tied to state fiscal calendars or biennial budgets. The only winning strategy is one built on patience, preparation, and principle.
For sellers in the field, we unpack how to move Beyond the Bid, from chasing RFPs to driving pre-RFP collaboration 2–3 years before the funding ask. Parker reveals the practical shifts that separate average from elite:
- Stop prescribing and start co-developing
- Learn the policy backdrop, especially around AI (many states still ban GenAI)
- Read public strategic plans like they’re account plans
- Map the second and third rooms to stop corridor kills before they happen
And the biggest mindset shift of all: stop focusing on winning the bid. Focus on deserving the renewal. Integrity is not a slogan, it’s a skill.
If you’re ready to dismantle a commercial-centric GTM and align your quotas to public sector reality, this conversation will challenge your thinking. Parker shares a blueprint for turning forecast accuracy into integrity, handling ghosting with composure, and learning why slowing down is the fastest way to sustainable growth.
Tune in to discover how integrity-led sellers shape the deal years before the RFP, and why that’s exactly what the public sector deserves.
Contact Parker: https://www.linkedin.com/in/pamills/
Email parkermills@stateandlocalsales.com
Parker's book 'State and Local Government Sales: Beyond the Bid': https://amzn.to/445uJCz
Why do brilliant professionals consistently underprice themselves?
In this conversation, Marcus and Matthew Dashper-Hughes dissect the psychological barriers that prevent founders, executives, and elite salespeople from commanding their true market worth.
This isn't motivational rhetoric, it's a diagnostic exploration of the childhood money scripts, trust mechanics, and conversational architecture that determine whether you capture value or leave millions on the table.
Critical Insights for LeadersThe Pricing Psychology Paradox"You will only ever be paid as much as you really think you are worth."
This isn't inspiration, it's diagnosis. The least you'll accept becomes the ceiling, not the floor. Underpricing isn't strategic humility; it's emotional armor inherited from childhood money scripts that prioritize comfort over worth.
Trust as Operating SystemForget tactics. Trust is the operating system for every revenue conversation. The episode unpacks the David Maister Trust Equation, revealing that intimacy, psychological closeness between two humans, matters more than credentials or track record.
The line between persuasion and manipulation? Benevolence of intent. You must genuinely want what's best for the client, even if it costs you the deal.
Fairness Lives in Freedom, Not SamenessHigh performers have a moral obligation to preserve client autonomy. Build "choice architecture" through conversation, help clients make the decision they'd make for themselves, without coercion.
The power move: Give explicit permission to say "no." That permission establishes the baseline of agency that makes "yes" meaningful.
Money Fluency Requires PracticeMoney is the language of business. Like any language, fluency demands consistent, habitual practice. Combat shame and anxiety through:
- Journaling on money beliefs and emotional triggers
- Affirmations ("I am worth it")
- Afformations (Questions that presuppose worth: "For me to show up and be worth it, what do I need to project?")
Reframe the Language of ValueWords shape reality. Stop talking about cost, speak about investment. Stop closing deals, start opening accounts. These aren't semantic games; they fundamentally alter how buyers experience your offer.
The Self-Awareness GapOnly 10-15% of people are genuinely self-aware. The difference between reactive professionals and leaders? Internal locus of evaluation.
Anchor your identity to core, immutable values, not conditional factors like job titles, performance metrics, or external validation. Roles change. Markets shift. Your worth doesn't.
Money Redefined"Money, at its best, is a facilitator of freedom, security, and liberty."
Not greed. Not status. Freedom.
Who Should Listen* Founders leaving equity value on the table in fundraising conversations * C-Suite executives struggling to articulate their worth in compensation negotiations * Top-performing salespeople who deliver results but underprice their solutions * Anyone carrying childhood money baggage into adult revenue conversations
Going DeeperWant to explore the psychological tools Matthew uses to build value confidence? Curious about Marcus's mathematical trust models for private equity due diligence? These frameworks don't just change how you price, they change how you think about worth itself.
Connect LinkedIn https://www.linkedin.com/in/matthewdashper-hughes/
Matthew's Book: Show Me The Money https://amzn.to/4ofOnnz
In this episode of The Inquisitor, host Marcus Cauchi sits down with Scott Aaron, co-founder of The Time to Grow, to explore the power of authenticity in marketing and sales. Scott helps coaches, consultants, and service professionals scale their businesses by prioritizing connection over competition, and this conversation is packed with actionable strategies for growing your presence on LinkedIn while staying human-first.
From leveraging AI ethically to optimizing your LinkedIn profile for inbound leads, this episode offers practical insights you can implement immediately.
Key Takeaways1. AI as a Tool, Not a Replacement* AI is in its early stages and should be used as a tool to enhance, not replace, human work. * Scott and his team use personalized GPTs to help members craft high-engagement LinkedIn content. * Avoid “scaling idiocy at volume”: always use AI with a human-centric approach.
- The Warm Touchpoint Messaging Strategy* Dedicate 20–30 minutes daily to active networking on LinkedIn.
- Automation tools violate LinkedIn’s rules—all messages should be sent manually.
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Use the Warm Touchpoint Checklist to identify opportunities:
- Accept connection requests
- Engage with posts and content
- Comment or vote in polls
- Subscribe to newsletters
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Craft your first message:
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One warm, friendly paragraph
- Include a relatable connection point
- Use the word “support” to build rapport
- Avoid pitching or hard-selling
- Test your CTAs: Compare direct questions (e.g., “Do you have time for a Zoom this week?”) versus open-ended statements for one month to see what drives more booked calls.
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High-Impact Content Strategy* LinkedIn content increasingly acts as a lead generator.
- Combine Thought Leadership (expert positioning) with Storytelling (relatability).
- Keep content simple and digestible, avoiding technical overload.
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Prioritize practice over perfection and give tangible tips for free to build trust and credibility.
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Content Types & SchedulingContent TypeFrequencyKey TipsLinkedIn NewsletterWeekly (Fridays)Best for building subscribers and external traffic. Requires 150+ connections.LinkedIn Live (Video)Twice a week (Mon & Thu, 10 a.m. ET)Build trust over time. Include a CTA to convert viewers into subscribers.Carousel Posts (PDF)Every other week (Saturdays)Use PDF format to allow scrolling. Share quick, actionable tips.ArticlesOnly if under 150 connections ResharingOccasionallyAlways add your perspective to highlight expertise.5. Profile OptimizationAbout Section (Summary)
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300–500 words, written in first person
- Share your personal story, what you do, who you serve, and how you serve them
- Include 15–20 skill keywords for SEO
- End with a clear CTA
Experience Section
- List at least three roles, with your most relevant first
- Include short 2–4 sentence descriptions
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Use title formatting with totem poles to highlight expertise
- Example: Co-founder of The Time to Grow | Marketing | Sales | Branding
Whether you’re looking to grow your LinkedIn presence, craft content that converts, or use AI ethically in your business, this episode gives you the tools to start today. Implement one tip, test it, and watch your connections, and your opportunities, grow.
Connect with Aaron on LinkedIn https://www.linkedin.com/in/scottaaroncoach/
Join the Expert Content Society : https://www.thetimetogrow.com/expert-content-society
Most founders lie to themselves long before they ever pitch an investor. They convince themselves their story is clear, their deck is solid, and their passion will carry them through. The truth? Investors can smell self-deception a mile away.
In this episode of The Inquisitor Podcast, Marcus Cauchi sits down with Ben Wiener, venture capitalist, author of the novel Fever Pitch, and someone who knows what it’s like to fail spectacularly before finding the formula for investor resonance.
Ben’s first fund didn’t just flop, it crashed. He pitched over 27 investors, was rejected every single time, and even received a few profane ejections. But instead of walking away, he dissected every misstep and built a structural narrative that now underpins the most persuasive startup pitches.
Despite being fiction, Fever Pitch hit #1 in multiple non-fiction categories because it teaches a painful truth: most founders don’t lose funding because their idea is bad, but because they fail to tell their story truthfully, empathetically, and structurally.
What You’ll Learn in This Episode1. Storytelling Isn’t Manipulation. It’s CommunicationMany founders, particularly those with technical or analytical backgrounds, resist storytelling. They see it as emotional fluff or manipulation. Ben argues the opposite: stories are how human brains process truth.
He explains how a well-structured narrative, rooted in the hero’s journey, helps investors understand what’s at stake, where the opportunity lies, and why this team is the one to back.
As Ben puts it, the goal isn’t to cram everything into your pitch. It’s to decide what not to say. Founders who “firehose” investors with data end up obscuring their brilliance. The art lies in compression: crushing a lump of charcoal into a diamond.
- The H-E-A-R-T Framework: How to Win Investor AttentionBen developed the H-E-A-R-T framework to help founders design pitches that resonate instead of repel. Each letter corresponds to a psychological trigger that maps to how investors make decisions:
ElementFocusFounder InsightH – HypothesisStart with why.Throw down a belief statement that calls out something broken in your market.E – Enormous StakesMake it matter.If the problem isn’t big, neither is the opportunity.A – Alternatives Are Grossly InadequateBuild tension.Show that the current state is “totally effed up” so your solution feels inevitable.R – Radically Differentiated SolutionDeliver the hero.Your idea must be a leap, not a tweak. Investors crave paradigm shifts, not feature lists.T – Traits and Skills of the TeamProve capability.Investors don’t buy ideas—they buy the hacker, the hustler, and the hipster. Prove you’re all three or have them in your team.3. Empathy: The Secret Weapon in Pitching and SalesThe best founders sell like the best salespeople: they start where the buyer is, not where they wish they were.
Ben and Marcus explore why empathy isn’t softness, it’s strategic. When you meet the investor where they are mentally, you can anticipate objections before they surface, disable the “red neurons” of doubt, and guide them toward clarity instead of confusion.
And remember: being invited to pitch doesn’t mean you’re trusted. You still need to prove your credibility through behaviour, not biography.
- Balancing Ambition and RealityEntrepreneurship is lonely, and founders must live between two worlds: belief and reality. You need enough delusion to keep pushing against the odds, but enough realism to recognise when something’s broken.
Ben and Marcus talk about how to use rejection as a diagnostic tool, not an emotional wound. Sometimes, the strongest negative reactions mean you’re onto something non-consensus but right. The trick is to refine your structure, not abandon your conviction.
As Marcus says, “Run to the sound of gunfire. Find people who’ll prove you wrong, that’s where the gold is.”
For Female FoundersBen’s framework levels the playing field by focusing on traits and roles rather than pedigrees and logos. It values demonstrable ability over image.
The episode also redefines selling and leadership as acts of service: helping others make the best decision for themselves. For founders juggling ambition, life, and sanity, this conversation offers a grounded, practical guide to staying both bold and real.
Resources and Next Steps Get the Framework: feverpitchbook.com * Free Tools: Access the interactive playbook and the H-E-A-R-T pitch generator. * Learn More About Ben’s Work: Visit jumpspeed.com, his venture fund investing exclusively in one geographic area. * Support a Good Cause: All proceeds from Fever Pitch* go to charity. * Buy the book: https://amzn.to/4nxFEMv
Why ListenThis episode will sting, in a good way. It’s not about investor psychology, pitch decks, or persuasion tricks. It’s about truth, empathy, and building the credibility to lead others.
If you’ve ever wondered why your story doesn’t land, or if you’ve secretly feared you’re the one holding your business back, this conversation will hold up the mirror and show you why.
Listen now. Face the ugly mirror. And learn to sell your truth.
If you think your growth problem is about tactics, targets, or team structure, this episode might sting, in the best way.
I’m joined by Emma Thompson, The Sales Therapist, who helps founders, leaders, and sales teams uncover the real issue: the story they’re telling themselves. She helps people face the thought behind their behaviour, not just the behaviour itself.
If your go-to-market team feels stuck, scared, or sabotaging progress, this one’s for you. Expect a few uncomfortable moments, the kind that lead to growth.
You Can’t Out-Strategise Your Nervous SystemEmma doesn’t fix symptoms, she finds causes.
Procrastination, burnout, and perfectionism aren’t strategy problems, they’re protection mechanisms. Until you find the thought behind your behaviour, you’ll keep reacting and calling it leadership.
You’re not short on tactics. You’re short on insight.
Meet The Sales TherapistEmma became a hypnotherapist and coach after confronting her own childhood conditioning. Her work helps clients separate who they were taught to be from who they choose to be.
Her process is built on one structure:
Thought → Feeling → Behaviour → Identity
Working backwards:
- Identify the behaviour causing friction.
- Find the feeling underneath it.
- Trace it to the root thought or story you’re still running.
- Question that story, mark it in red, and rewrite it.
Why “Not Enough” Runs the ShowEvery human Emma works with carries some form of “I’m not enough.” Those stories form early, between ages 0 and 7, and quietly dictate your adult life until you rewrite them.
Perfectionism? A response to shame.
Control? A response to fear.
People-pleasing? A response to rejection.
Even a stable, loving childhood can script unrealistic expectations for how life and leadership “should” look.
Three Blind Spots: Money, Conflict, IdentityMoney: Childhood exposure to financial stress or “be humble” messaging leads to founders who fear being “too much.” They either hoard or overspend, both are control responses.
Conflict: We’re wired to see discomfort as danger. In business, it’s a growth signal. The more you face discomfort, the stronger your neural pathways for courage become.
Identity: Marcus and Emma explore five traps:
- Confusing your role with your identity.
- Performing self-awareness while staying defensive.
- Worshipping willpower instead of rewiring the subconscious.
- Waiting for perfection before acting.
- Using trauma as fuel until it burns you.
Response Over ReactionA feeling lasts about 90 seconds. The thought beneath it keeps it alive.
When the wave hits, stop, breathe, and scan your body. Let the feeling fade before you think. Then ask: what thought started that?
You’ll notice logic always arrives second.
Rebuilding Internal ValidationExternal praise bounces off if your internal narrative rejects it. Emma teaches clients to build an Evidence Shelf:
- External evidence: moments of positive feedback.
- Internal validation: self-statements in your own language (“I handled that well,” “I’m capable”).
Journaling reinforces these new beliefs. Handwriting engages more of the brain. Emma’s “I Am” prompts and Marcus’s favourite ABCDE model (by Dr. Albert Ellis) help rewrite the script:
- A: Activating event
- B: Belief
- C: Consequence
- D: Dispute
- E: Effect
From Protection to PurposeThe voice that says “this is woo-woo” is the voice keeping you small.
Improve by 0.1% a day and you’ll be 43% better in a year. That’s the compound effect of facing what’s uncomfortable.
Ask yourself:
- What belief am I defending that no longer serves me?
- Am I living by choice or conditioning?
- What’s the emotional cost of staying the same?
- Am I leading or just reacting with authority?
- What part of me needs to heal so I can lead cleanly?
Recommended ResourcesFrom Emma:
- Tell Yourself a Better Lie by Marisa Peer
- Podcast: The Six Minute Mind with Emma Thompson
- Guest: Dr. Tara Swart, neuroscientist
From Marcus:
- How to Stubbornly Refuse to Make Yourself Miserable About Anything, Yes Anything – Albert Ellis
- How to Keep People from Pushing Your Buttons – Albert Ellis
Join the Event: Founder Dependency UnlockedEmma and I will be running Founder Dependency Unlocked on 31st October 2025 (Halloween, 10 a.m. GMT).
The mindset that got you through startup survival won’t scale your company. Time to upgrade your emotional operating system, starting with the story you tell yourself.
Connect with Emma on LinkedIn or at www.emmathompsontherapy.com.
If this episode hit home, share it with someone who needs to hear it.
Stay safe, and happy selling.
In today’s fast-moving VUCA world (Volatile, Uncertain, Complex, and Ambiguous) businesses can no longer afford to confuse motion with progress. In this high-impact episode, we sit down with Ron Brumbarger, American entrepreneur and founder of Struinova, an “innovation-as-a-service” firm helping organisations unlock new products, services, and processes that genuinely delight customers.
Ron delivers a candid exploration of why companies stall, the dangers of systemic blind spots, and what it really takes to build a sustainable culture of innovation. With decades of experience and sharp, real-world insights, he challenges leaders to confront the uncomfortable truths holding them back, and offers tools to navigate the complexity with clarity, confidence, and creativity.
Whether you're a founder, executive, or innovator inside a large organisation, this conversation is your blueprint for staying relevant in an increasingly unforgiving market.
What You’ll Learn:Confronting Organisational Blind Spots* Why waiting for permission kills innovation, and how to lead with urgency of agency * How inattentional blindness sabotages even high-performing teams * Where middle-management friction stalls progress, and how to refocus on issues, not egos * The myth of "guaranteed revenue" and why G-A-R-R is a dangerous illusion
Building a Strategic Innovation Portfolio* A practical definition of innovation: net new or enhanced value that delights customers * How to assess the real value of your innovation portfolio, and why most leaders don’t * TAM vs. SOM: Why chasing Total Addressable Market is a distraction * How to create your own "Purple Cow" in a Blue Ocean" and avoid the commodity trap * Why innovation lives in the estuary between your team and your customers
Leading Change with Core Disciplines Why humility is a superpower in the innovation game * The role of trust, not just with clients, but within your team * Practicing empathetic curiosity to unlock customer insights * Plus: Marcus Cauchi’s powerful insight “Think as your customer, not about* them.”
🗣️ Notable Quotes:"There’s no such thing as a guaranteed run rate, especially if your top customer walks away." – Ron Brumbarger
"The closer you live to your customer’s reality, the more innovation you’ll find."
"Middle management is often where innovation goes to die, because risk is seen as a threat, not a tool."
🎯 Ideal For:* Business leaders navigating change * Innovation teams & product strategists * Founders scaling new ventures * Anyone seeking practical tools to drive real organizational transformation
🔗 Resources & Links: Stranova – https://www.linkedin.com/in/brumbarger * Book: Purple Cow* by Seth Godin https://amzn.to/3Kg5tCM * Learn more about VUCA Leadership Models https://hbr.org/2014/01/what-vuca-really-means-for-you * Mattress Interview: https://jobstobedone.org/radio/the-mattress-interview-part-one/
📩 Subscribe & Share:If this episode resonated with you, don’t forget to subscribe, share with your team, and leave a thumbs up to help more leaders build the courage to innovate.
Marcus welcomes Rob Israch, President of Tipalti – a late-stage, fast-growth SaaS company in the finance sector. Rob shares his extensive experience from NetSuite, Intuit, and GE, detailing his unique journey from marketing to president, and the "fun ups and downs and pitfalls" of scaling a global business. The discussion delves into the critical aspects of building and leading a company through various growth phases, adapting to market changes, fostering effective communication, and understanding what truly drives sustainable success in a rapidly evolving economic landscape.
Key Discussion Points:
- From Marketer to President
- Rob’s background as a marketer and his career trajectory from CMO to President at Tipalti.
- The importance of embracing "grey space" – taking on challenges beyond one's immediate job scope and being willing to learn.
- Why getting results, being humble, and executing, even on "unsexy things," are crucial for career advancement.
- Advice for CMOs Aspiring to Leadership
- The necessity for marketers to be analytical, capable of marrying creativity with metrics, and speaking the language of finance and the board.
- Avoiding sounding "too much like a marketer" by focusing on truth-finding and problem-solving with numbers, rather than just storytelling.
- The Evolution of a Scaled Business: Tipalti's Journey
- Insights into Tipalti's growth from 25 employees to over 1,000 in 11 years.
- Changes in hiring, talent acquisition, and leadership skills needed at different stages of growth.
- The increasing importance of communication and alignment as a company scales.
- The Critical Role of Middle Management
- The immense impact of a strong middle management layer on a successful operation.
- The challenge of selecting the right leaders, maintaining a high bar, and knowing when to promote from within versus bringing in outside talent.
- Detecting leaders who "talk a good game but can't actually get results".
- Operating Rhythms and Communication at Scale
- The necessity of formalising company values and mission as a business grows, moving past initial cynicism.
- Examples of operating rhythms, including quarterly leadership offsites, cross-functional business leader meetings, and CEO roundtables.
- The importance of one-to-one conversations and cross-functional SWAT teams to break down silos in larger organisations.
- Detecting Hidden Issues (Rot Under the Floorboards)
- Using a balanced scorecard as a metric system to avoid people gaming a single goal and to gain comprehensive insights.
- The value of early indicators and actively listening to employees and customers to uncover problems not captured by metrics.
- What Investors Should Ask (But Rarely Do)
- The need for investors to dig deeper into a company's identity, target market segments, and differentiators to understand the "why" behind the metrics.
- Dangers of Misguided Scaling Assumptions
- The common mistake of assuming that simply hiring "top talent" from prestigious backgrounds will solve all issues, without considering their fit and ability to adapt and execute at all levels.
- The continuous need for leaders to adapt and evolve every six months as the business changes.
- Holistic Business Growth vs. Deal Momentum Theatre
- Protecting against "deal momentum theatre" where new wins are celebrated, but cash flow, retention, and loyalty lag.
- The shift towards a healthy, holistic approach with happy, advocating customers as the most profitable way to grow, even if it feels uncomfortable.
- How Tipalti re-emphasised customer centricity through values, committees, and new metrics when growth challenged earlier informal approaches.
- Regrets in Institutionalising Processes
- Regretting a period of too much focus on new business conversion at the expense of the entire customer lifecycle.
- The tricky balance between investing in product vision and addressing immediate customer needs.
- Balancing Investor Pressure with SaaS Reinvestment
- The importance of a smart LTV to CAC model to balance short-term gains with long-term sustainability and profitability.
- LTV to CAC as a filter that guides investment decisions and helps communicate strategy to investors.
- Rethinking Customer Health: NPS vs. Net Value Score
- Rob's advocacy for NPS as a humbling and valuable metric for customer-centric culture, though acknowledging its limitations in directly linking to business results and long-term value.
- Marcus introduces his concept of a Net Value Score which ties customer outcomes directly to revenue retention and margin for a more honest and predictable measure of future relationship value.
- Loyalty as the North Star
- The distinction between renewal, repeat purchases, and customer loyalty.
- Loyalty as the ultimate aspiration for a business, which naturally drives the other two, and serves as a vital "North Star" for employee motivation.
- Systematising Referrals and Customer Expansion (GoToBase)
- Using data science and data mining to correlate customer behaviors with LTV to CAC, expansion rates, and product usage.
- The observation that customer expansion and "GoToBase" motions are often immature in many organisations, with a heavy focus on new logos.
- The argument that referrals should be a systematised engine, not an accident, and that happy customers are the foundation.
- Adapting to the New Economic Reality and the Power of Trust
- The shift from an environment of cheap money and growth at all costs to one demanding profitability and sustainable metrics.
- The need for go-to-market leadership to adapt or be replaced, with increased importance of customer success, account management, and marketing/channel functions.
- In an age of decreasing trust due to AI and media, companies that build around trust within their customer and partner base will thrive, making trust a powerful, measurable "operating system" and "North Star".
- Rob's Best Mistake:
- Being naive and taking chances in "grey spaces," which doesn't always work out but consistently leads to valuable learning and experience.
Connect : You can find Rob Israch on LinkedIn https://www.linkedin.com/in/robisrach/
Don't forget to like, comment, and share this episode! If you're a leader navigating rapid growth, this conversation is for you.
Stay safe and happy selling!
Are you bogged down by the daily grind, struggling to scale, or feeling like your business owns you instead of the other way around? This episode of The Inquisitor Podcast is your roadmap to liberation. Join host Marcus Cauchi and special guest Adi Klevit, founder of Business Success Consulting Group, as they dismantle common myths about business processes and reveal how true freedom, growth, and profitability lie within structured systems.In this unmissable conversation, you'll discover:• The Surprising Truth About Freedom: Learn why process isn't a constraint, but the ultimate key to unlocking more time, allowing you to focus on higher-value activities, live a better life, and reclaim personal freedom from day-to-day operation• Creativity's Best Friend: Challenge the widely held belief that systems stifle creativity. Adi and Marcus reveal how well-designed processes act as a "well-paved freeway," channeling your efforts and enhancing your ability to innovate and scale without getting stuck• Leadership as Process Architecture: Understand why effective leaders are the "systems and process architects" of their organisations, building frameworks that simplify work, reduce cognitive load, and empower their teams to excel• Beyond the Balance Sheet: Redefining ROI: Discover how the return on investment from process improvement extends far beyond monetary gains. Hear compelling examples of how strategic process design can yield precious "mom time," the ability to pursue new ventures, or even just the freedom to take walks during the day for strategic thinking.• The Radical Approach to Eliminating Waste: Marcus Cauchi introduces his bold strategy for identifying and immediately stopping processes with high failure rates (anything below 5% effectiveness is blacklisted!), freeing up wasted time, effort, and opportunity costs.• Navigating the Invisible Gaps: Uncover the critical importance of focusing on the "seams" and "handovers" between departments – these often-overlooked gaps are where most failures and bottlenecks occur, directly impacting customer satisfaction and your bottom line.• Empowering Your Team and Breaking Bottlenecks: Learn why involving your team in process development isn't just nice-to-have, it's essential for fostering ownership, driving growth, and preventing leaders from becoming the very bottleneck they're trying to eliminate.• The Chaos You're Creating (and How to Stop It): Get a blunt look at the painful realities of a lack of process: inconsistent results, customer complaints, key employee knowledge being held hostage, and a significantly lower business valuation. Then, discover how to shift to a culture of accountability and clarity.• The Power of "Just Start!": Adi Klevit shares a powerful message: you don't need to be a process expert to begin. Identify one low-hanging fruit area in your business that promises the biggest return and start documenting TODAY.This conversation is packed with actionable insights and real-world examples that will transform how you view your business and your life. It's time to stop complaining about chaos and start designing your freedom!About the Guest: Adi Klevit is the founder of Business Success Consulting Group, a company dedicated to helping entrepreneurs systematize, document, and implement processes to achieve scalable growth and personal freedom. Adi brings her expertise as an industrial engineer to solve real-world business challenges, empowering hundreds of companies to thrive. You can learn more about Adi and her work at bizsuccesscg.com Connect with Adi Klevit:• LinkedIn: Adi Klevit• Website: bizsuccesscg.com• Email: adi@bizsuccesscg.com• Call/Text: 503-662-2911
Standing Out in a Sea of Sameness - Selling with Relevance, Integrity, and AIKey Themes and Takeaways🔹 Use AI to elevate, not replace, your thinkingRyan explains how he uses tools like Claude to extract specific language from a prospect’s online footprint. LinkedIn posts, articles, podcasts and craft bespoke messaging. It’s not about pumping out generic templates. It’s about using AI as a research and ideation partner to move faster and personalise better.
🔹 Ditch mass outreach. Embrace hyper-personalisation.Spraying generic messages doesn’t build trust. Ryan shares how a handful of well-crafted, highly relevant outreaches can beat a thousand emails. Loom videos, thoughtful angles, and sharp research help him connect with hard-to-reach buyers.
🔹 Sell to the solution-awareWhy waste time with prospects who don’t even know they have a problem? Ryan suggests targeting those already looking the ones who’ve tried other solutions, failed, and are ready to buy something better. Focus on intent, not just interest.
🔹 Stop bulking up your pipeline to look busyA bloated pipeline might make dashboards look good, but it hides weak deals and wasted effort. Ryan advocates for qualifying with integrity walking away early from bad-fit opportunities rather than clinging on and discounting to win.
🔹 Be customer-centric, not submissiveBeing buyer-first doesn’t mean saying yes to everything. Ryan holds his line on pricing by anchoring the conversation in unique value and clear outcomes. He explains how long-term thinking and strong qualification eliminate the need for last-minute discounting.
What’s Broken in Modern Sales (and How to Fix It)Ryan and Marcus also dig into the systemic issues plaguing sales and marketing:
- Me-too messaging: Large Language Models regurgitate what’s already out there, so unless you feed it something original, you’ll end up sounding like everyone else.
- Misused metrics: Activity-based KPIs (dials, emails, sequences) drive volume, not outcomes. Ryan calls this “ludicrous maths” too many inputs, not enough impact.
- Marketing irrelevance: Most messaging lacks relevance, timeliness, or personal value which is why it gets ignored.
Strategies That Actually Work Speak directly to your buyer’s real-world problems — avoid “expert language” * Define your ICPs very* specifically (e.g. startup CEO vs enterprise CTO) * Use storytelling, curiosity hooks, and polarising opinions to stand out * Create marketing that guides the buyer through their journey: from problem-aware to root-cause aware to solution-aware * Build a unique methodology that makes you a "category of one"
What Drives Ryan - Beyond Sales* Take faster, imperfect action * Stop overthinking pitches and outcomes * Ask for help, personal and professional
This episode is ideal for sellers, marketers, and founders who want to:
- Cut through digital noise
- Sell without chasing
- Use AI responsibly
- Build long-term buyer trust
Contact:
Ryan Clark | LinkedIn
Marcus Cauchi | LinkedIn
Book 15 minutes with Marcus
In this episode of The Inquisitor Podcast, host Marcus Cauchi speaks with Michael Davis-Marks, a veteran of the Royal Navy who commanded a nuclear-powered submarine and now focuses on leadership development and advocating for the veteran community. They discuss decision-making under pressure, the unique transferable skills veterans bring to civilian life, and the critical differences between traditional and effective leadership models like servant leadership. The conversation highlights the importance of training, teamwork, delegation, building trust, and fostering a culture where people feel valued and empowered to do their best work.
- Michael Davis-Marks: Spent 36 years in the Royal Navy, primarily as a submariner, including commanding a nuclear-powered submarine. Served in the British Embassy during 9-11. Since leaving the Navy 13 years ago, he has focused on leadership development and culture. He is also the managing editor of TheVeteran.uk, a publication that gives voice to the veteran community. His mission is to amplify the lived experience of veterans, challenge outdated stereotypes, and advocate for what armed forces veterans can offer to organisations, employers, and society.
Key Discussion Points:
- Veterans as a Valuable Asset: Veterans possess extraordinary transferable skills such as leadership, teamwork, discipline, and commitment, which can be enormously helpful to organisations and society as a whole. There are approximately 2.2 million veterans in the UK, about a million of whom are of working age, representing a significant pool of talent.
- Challenging Stereotypes: The common stereotype of military people as "Colonel Blimp" or a "shouty sergeant" is inaccurate for the vast majority of veterans.
- Veteran Mindset: Many veterans, including Michael, don't initially realise how much they have to offer civilian life due to a self-effacing mindset developed through military training that prioritises the team over the individual.
- Decision Making Under Stress: The military trains individuals to remain calm and think clearly in high-pressure situations. The ability to make good decisions under stress is crucial and can be developed through training and building resilience.
- Leadership Defined: Leadership is not about telling people what to do. It's about motivating and inspiring people, helping them become better versions of themselves.
- Servant Leadership: This model posits that the leader is there to serve the people subordinate to them, helping them realise their full potential. It's about looking after the people in your charge, not just being in charge.
- Delegation vs. Abdication: Leaders who spend their time "doing" are stealing learning opportunities and growth from their people. Empowering people to work things out for themselves, rather than always providing the answer, is crucial for development. Michael's rule was "don't bring me problems, bring me solutions". Allowing people to "have a go," even if they make mistakes in a safe environment, fosters learning.
- Creating Conditions for Trust: Trust begins with the leader's self-awareness, emotional intelligence, and empathy. It is developed by assigning low-risk tasks initially, being a mentor and coach, gently nudging rather than directing, and providing encouragement and positive feedback.
- Leadership is Trainable: While some may be "born leaders," leadership skills can be taught and developed through training and practical experience. Openness to feedback and the realisation that one is not perfect are key to improvement.
- The Staircase of Learning: This concept describes the progression from unconscious incompetence (not knowing what you don't know) through conscious incompetence and conscious competence to unconscious competence (second nature). Training and repetition are critical to moving through these stages and building resilience.
- Continuous Improvement: In the military, standard operating procedures were changed "all the time" because you can't stand still; "every day is a school day". Agility of thought is essential because plans often don't survive first contact.
- The Leader's Role: The leader's job is to create the conditions for their people to do their best work. Delegating tasks to competent people allows the leader to step back, maintain a strategic view, and avoid becoming a bottleneck or single point of failure.
- The Importance of People: People are the most important asset in any organisation, not just numbers on a spreadsheet. Treat them as people. A high staff retention rate is often a sign of a happy and well-led company. People frequently leave jobs because of their boss, particularly if the boss prevents them from doing their best work. Beating people does not improve morale.
- Advice for New Managers: "Get Off Your Arse" (GOYA) is crucial advice. New managers should spend their initial time listening, walking around, asking curious questions about what people do, what they like/dislike, and what can be improved. Taking notes shows you are listening and helps you remember. Getting out and talking to people makes them feel important and that they belong. This approach should be routine, not just for the first few days.
- Lesson for a Younger Self: Michael would tell his 23-year-old self that he knows much less than he thinks and is surrounded by people who can help. He would advise working on relationships with others to learn and grow together as a team, emphasising that people are the most important aspect in everything.
Recommended Resources:
- "Turn the Ship Around" by David Marquette (Discusses an "I intend to" model of leadership empowering the team).
- "Always Start With Why" by Simon Sinek.
- "Leaders Eat Last" by Simon Sinek (Highlights the principle of leaders serving those who rely on them).
- TheVeteran.uk: Publication giving voice to the veteran community.
- Connecting with Michael Davis-Marks on LinkedIn
In this episode of The Inquisitor podcast, host Marcus Cauchi interviews Edward Ingham about his journey from traditional, product-focused sales to a more customer-centric approach. The conversation delves into the real-life moments that shaped Edward's shift and the practical impact it has had on his career and well-being.
Guest: Edward Ingham, Senior Sales professional (biopharm-bd.com)
About Edward: Edward is a dual national British-Spanish salesperson based in Madrid, with 10 years of experience selling into enterprise pharma and startups. He has observed recurring sales themes across different company sizes and has learned significant lessons from his experiences.
Key Discussion Points:
- The Epiphany Moment: Edward realised the need for change about five years into his sales career. This shift occurred when he stopped focusing on the technical aspects of the product and the prospect's role (like CBO or CEO) and instead looked inward, considering how his own actions were affecting the other person, viewing them as human beings. He began to think about how he would feel if someone was doing what he was doing to them. The second part of this transition was spending time to truly understand the prospect's world, recognising that they don't make impulse purchases and need to "sell" internally within their own organisation to get things done.
- Breaking Point: The old way of selling became unbearable, particularly during lockdown, when facing constant rejection alone in an apartment led to self-doubt. This coincided with him starting to listen to The Inquisitor podcast, which offered a new perspective on questioning people to understand their situation. The sense of rejection was the most difficult part of the old approach.
- Understanding Buyer Behaviour: Marcus highlights that buyers don't reject the salesperson, proposition, or product itself, but rather the uncertainty and lack of safety associated with the decision. Buyers want to make the right decision effectively and know that a purchase will deliver the intended outcome. Creating false urgency creates distrust.
- Learning and Improvement: Edward learned from ghosting experiences that prospects are not necessarily "mugging you off," but often have internal issues or priorities that take precedence. The key is to probe and ask tough questions (nicely) to understand the prospect's reality and qualify or disqualify opportunities early. This prevents "bulking up" pipelines with uncertainty, which can negatively impact forecasting up to the board and investors.
- Becoming an Ally: The moment of realisation that his job was to be the customer's ally, not their accomplice or adversary, came from slowly implementing client-centric approaches and seeing immediate positive results. Switching the tone in emails or meetings led to responses from non-responders, positive reactions, and feeling appreciated in the room.
- The Power of Client-Centricity: Edward found that adopting a client-centric approach, treating prospects as human beings with emotions, helps overcome imposter syndrome, especially for those without a deep scientific background in technical industries like pharma. This approach serves as a unique differentiator against salespeople who product push. Clients appreciate honesty, like direct answers to questions such as "Who is better, you or your competitor?".
- Improved Results: A major difference seen is that very little unqualified opportunity enters the pipeline. By asking questions and understanding the client's position and internal readiness, opportunities are typically only added at a later stage (like "submit proposal"). This results in a very high close rate for opportunities that do enter the CRM. This certainty is valuable for communicating upwards within the company.
- Prospecting for Life: Shifting the mentality from transacting or booking meetings to prospecting for a customer for life changes the entire conversation tone. The focus is on genuinely understanding the other human being and their pressures.
- Client Reaction and Referrals: When this shift occurs, people actually want to spend time with you and become just as invested in the conversation. The feeling of needing to chase disappears. Edward receives messages directly from prospects on their personal phones. He finds he needs to do less work on accounts because internal people know he isn't difficult to work with and will help them internally. People who were historically bombarded may reach out, demonstrating that less work structured differently leads to inbound interest.
- Activities Eliminated: Edward no longer wastes hours with "tire kickers" or spends time on "just checking in" follow-up emails. This time is reinvested in self-improvement or sales enablement. The customer-centric approach reduces waffle and uncertainty in pipeline discussions.
- Doing the Right Thing: A principled approach includes the absolute minimum gesture of honesty, such as advising a prospect that a competitor might offer a better, cheaper, or quicker solution if their request is out of scope. This is uncommon but helps differentiate a salesperson and build long-term memory with the prospect.
- Impact on Self: Being human-centric makes you a lot happier. You go home feeling like you've helped someone, which is often the antithesis of traditional sales. Done well, sales is about facilitating good decisions and empowering people.
- Engaging Broadly: Edward aims to engage with around 12 or more people within an account over the medium term, having interactions not solely focused on the sales process. It's important to get in touch with key people (like procurement or legal) before you need something from them.
- Working with Procurement: Edward learned that engaging with procurement with purely their interests at heart is pivotal. They are trying to save the company money and have specific KPIs; understanding these can help make their life easier and create internal advocates.
- The Power of Mentorship: A critical move was seeking mentorship from people he had previously interacted with, particularly those he might have "pissed off" as a salesperson, or people in roles like procurement. He crafted concise LinkedIn messages asking for 15 minutes a month of mentorship with "no strings attached" and a promise not to abuse the goodwill. The response rate has been incredibly high (above 90%). This provides invaluable insight into the customer's world, their internal pressures, and the emotional factors influencing decisions.
- No Need to Discount: Edward learned that discounting feels insincere and is effectively "lying to people". It should be avoided at all costs unless value has been clearly delivered and the prospect understands they need the product. Discounting hurts cash flow, forces more prospecting, and procurement remembers suppliers who are quick to discount.
- Owning Your Development: Edward advises people who are waiting for company training to stop pointing the finger. It is the individual salesperson's responsibility to train themselves. Finding role models (through podcasts, content, reaching out) and making yourself vulnerable by seeking feedback are key.
- How You Sell Matters More: Both Edward and Marcus agree that how you show up and how you sell matters more than what you sell. The intent behind the interaction will be remembered, not the technical details of the product.
- The Real Issue: The fundamental issue in sales is often time and relevance for the prospect at a given point in time, not the product itself.
- Becoming a Board Director: Edward's recent transition to a board director highlights the value of having frontline sales perspectives on boards, providing insights into market dynamics and customer reactions that senior execs might not have due to being removed from daily sales interactions.
- Final Challenge: Stop product pitching and focus on the prospect's world, their agendas, and their life. Treat them as human beings, understanding their needs and priorities, not just focusing on your own targets.
Recommendations for Further Learning:
- Books: Demand Side Sales by Bob Moesta, Trust-Based Selling by Charlie Green, The Other Side of Sales by Mark Schenkeus, How to Make Friends and Influence People.
- Podcasts/Content: We Have a Meeting (WAM guys), Benjamin Dennehy, Jerry Hill.
- Community: Veblen Community (Callum Lang).
- Networking: Seek mentors through respectful outreach. Consider Sellers Anonymous.
How to Connect:
- Edward Ingham: edward.ingham@biopharm-bd.com or reach out on LinkedIn.
- Marcus Cauchi: Get in touch regarding Sellers Anonymous or the Career Pathfinder.
The conversation highlights the transformative power of shifting to a truly human-centric and principled approach in sales, leading to increased effectiveness, personal fulfillment, and stronger customer relationships.
In this episode, Marcus speaks with Avner Baruch about the invisible costs of misalignment in go-to-market functions and why focusing on traditional sales metrics like ARR and conversion rates often misses the point.
Avner shares his journey into sales enablement and how it led him to develop a methodology called Project Moneyball, which digs beneath surface metrics to uncover the real issues. By factoring in soft skills, time management, and process adoption, this approach helps teams identify problems much earlier, often during onboarding, rather than waiting months for reports to catch up.
Key Themes Explored:🔸 The Real Cost of MisalignmentMisalignment across sales, marketing, and customer success leads to noisy pipelines, stalled deals, wasted effort, and poor customer experiences. Avner explains how one company saved over $1 million a year by fixing inefficiencies at the top of the funnel. Marcus adds that leaving customer success out of the GTM strategy is a massive oversight that leads to direct and indirect waste.
🔸 Outdated Metrics and Misplaced IncentivesThey challenge the use of legacy metrics like booked meetings and conversion rates for SDRs, which often encourage the wrong behaviours. Instead, the focus should be on quality meetings with Ideal Customer Profiles who are a genuine long-term fit.
🔸 Smarter ICP DesignAvner recommends using customer success data to define what a great customer actually looks like, then feeding that back to marketing. This creates a more focused ICP, a cleaner pipeline, and a more effective use of resources.
🔸 Leadership in Uncertain TimesWhen things get tough, leaders often make panic moves like reshuffling teams or jumping on automation tools without fixing broken processes. They also tend to reuse job descriptions from failed roles, which sets up new hires to fail. Avner argues for proper job design based on desired outcomes, with hiring managers involved from the start.
🔸 Managers as MultipliersManagers should be hiring well, removing friction, building systems that work, and actively coaching. Enablement is not just a department, it’s a mindset. Research shows that operational coaching by frontline managers delivers strong ROI and better outcomes.
🔸 Cultural and Structural Blind SpotsThey dig into leadership behaviours that hold teams back, including ego, resistance to feedback, fear of hiring strong people, and a desire to avoid conflict. These behaviours lead to bloated pipelines, poor handovers, low trust, and declining performance.
🔸 Spotting and Fixing the GapsLeaders need to put a number on the cost of the current way of working. That includes symptoms like pipeline bloat, poor onboarding, high churn, CS teams carrying too much weight, and inconsistent sales performance. Avner and Marcus outline practical steps like watching early-stage calls, examining handoffs, and separating SDR and BDR roles to allow for real skill development.
🔸 CRM and ForecastingThey question the value of traditional weekly forecasting meetings, which often provide little insight and lots of theatre. Tech should be used to provide real-time, actionable data, not just serve management dashboards. CRMs should make selling easier, not add friction.
🔸 The Human-Centric Leadership AdvantageThe conversation ends with advice to listen, seek feedback, hire well, and drop the armour. Vulnerability and trust are not weaknesses. They’re essential for building teams that are resilient, motivated, and capable of delivering sustainable growth.
📚 Avner’s books The Top Sales Enablement Challenges and The Multiplier explore these topics in more detail. He and Marcus also talk about a potential collaboration to help private equity firms measure "alpha drift" caused by inefficiencies in go-to-market execution.
If you’re a sales or revenue leader tired of vanity metrics and poor alignment, this episode gives you clear, practical ideas on how to fix what’s broken and build a go-to-market function that actually works.
Contact
Avner
https://www.linkedin.com/in/avner-baruch/
Marcus
https://www.linkedin.com/in/marcuscauchi/
or
Email team@laughs-last.com
if you'd like to know more about pipleline triage
In this episode, Marcus is joined by Alan Versteeg, a coach and sales performance specialist with years of experience helping companies unlock what's really holding their teams back.
Together, they explore 9 critical truths most sales leaders overlook, and the hidden leverage points that can transform your results without overhauling your tech stack or doubling your headcount.
What you'll learn:
- Why your middle managers are your most underused asset, and how to activate them
- How on-the-job coaching delivers a 72x return when done right
- The dangerous illusion of control CRMs create, and what to focus on instead
- How shifting from managing individuals to managing the sales environment changes everything
- Why asking basic questions like “Why do we prospect?” can unravel deeper issues in your sales process
- How to identify the handbrakes slowing growth, often hidden in plain sight
- Why failure is your most powerful tool, if you build the right culture around it
- The key difference between managing tasks and driving impact
- And how changing perspective can make the difference between short-term wins and long-term performance
If you're a CRO, VP of Sales, or leading a team in a mid-market organisation, this episode is packed with practical, thought-provoking insight you won't get from dashboards or sales playbooks.
Connect on LinkedIn
https://www.linkedin.com/in/alanversteeg/
https://www.linkedin.com/in/marcuscauchi/
Get Personal Sales Insights
https://bit.ly/NewSellingAptitudeTest
Triage Your Pipleline
https://bit.ly/PipelineTriageAudit
Or https://bit.ly/TalkWithUsNow
Lean Selling: How to Make Buying Effortless & Ethical🔍 What if selling wasn’t about ‘closing’ but about making it effortless for customers to buy?
This episode dismantles outdated, wasteful, and buyer-hostile sales tactics, replacing them with Lean principles, built on respect, trust, and ruthless efficiency. Matt Gaskin joins Marcus Cauchi to challenge sales dogma, expose hidden inefficiencies, and lay out a high-performance, humane approach to selling.
🔥 Sales teams waste 60–80% of their time on the wrong work. Want to fix that?
🚀 What You’ll Learn1️⃣ The Brutal Truth About Sales Waste❌ Chasing bad-fit leads that will never buy.
❌ Lying to customers, overpromising, hiding flaws, forcing urgency.
❌ Measuring the wrong things, activity instead of meaningful progress.
💡 Lean sales isn’t about doing more. It’s about removing everything that doesn’t serve the buyer.
2️⃣ The Buyer’s Brain is Wired for Threat Detection* Every sales process either builds trust or triggers alarms. * Objections = proof buyers don’t feel safe yet. * The question isn’t "How do we close more?" but "How do we make it safe to buy?"
3️⃣ Selling is the Art of Elimination🛠️ Sales is like sculpting: chip away everything that doesn’t belong.
🔍 What’s slowing down decisions? What’s making buying harder? Remove it.
4️⃣ Lean = Power to the Frontline* Salespeople should own their process like engineers own Lean manufacturing. * Leadership’s job: remove roadblocks, not create more. * Sales, finance, marketing, and operations must work as one system.
5️⃣ Failure is a Superpower (If You Use It Right)✅ Track mistakes. Learn weekly. Improve constantly.
✅ Eliminate what’s not working instead of ‘trying harder’.
✅ Most sales teams repeat bad habits instead of evolving. Be different.
6️⃣ What Happens When You Apply Lean to Sales?🚀 Better qualification = less wasted effort
🚀 Smarter targeting = more trust, faster deals
🚀 Process built for buyers = salespeople who love their job
💡 The best sales teams don’t ‘sell’, they create clarity, eliminate doubt, and let customers step forward.
🛠️ 5 Things to Do Right Now✅ Audit your sales process. Where are you creating friction?
✅ Start a Failure Log. Track bad outcomes, tweak, and improve weekly.
✅ Kill bad-fit leads early. Prioritise buying intent over quantity.
✅ Get outside the sales bubble. Spend time with customers and frontline teams.
✅ Ask this question daily: “What conditions make it easy for customers to say YES?”
🎯 Final Thought💡 “Most sales teams are optimised for busywork, not outcomes. What would your process look like if your only goal was to make buying effortless?”
Connect on LinkedIn
https://www.linkedin.com/in/marcuscauchi/
https://www.linkedin.com/in/matt-gaskin-a530b020/
Books
Jeffrey Liker - The Toyota Way to Lean Leadership https://amzn.to/4i1qPPk
Podcast Ryan Tierney - https://www.leanmadesimple.com/podcast
What if influence wasn’t about tactics and persuasion but about truth, trust, and genuine human connection?
In this episode, Brian Ahearn, Chief Influence Officer at Influence People and faculty member at the Cialdini Institute, unpacks the fine line between influence and manipulation, a crucial distinction for sales leaders and C-suite executives who want to drive sustainable growth without sacrificing integrity.
🔥 What You’ll Learn in This Episode:
✔ The Ethical Imperative: Why real influence is about honesty, natural principles, and mutual benefit.
✔ Relationships Drive Results: How liking, trust, and connection influence decision-making (backed by Gallup’s research).
✔ The Seven Persuasion Principles: A masterclass in ethical influence, from reciprocity to social proof.
✔ Beyond Product Pushing: Why customers "rent an outcome" (like peace of mind in insurance), not just buy a product.
✔ Long-Term Wins: How nurturing relationships, not short-term wins, creates exponential business growth.
✔ The Power of Pre-Suasion: Setting the stage for influence before the conversation even begins.
✔ Avoiding Cognitive Dissonance: Why understanding customer values first leads to easier, natural sales.
💡 Key Takeaways for Leaders & Sales Teams:
🔹 Stop chasing transactions; build relationships. Influence is a long game.
🔹 Teach your sales team ethical persuasion. Trust beats manipulation every time.
🔹 Understand your customer’s real job. They aren’t buying your product; they’re hiring a solution.
🔹 Use persuasion principles the right way. No fake scarcity, no coercion, just natural, human influence.
🔹 Invest in self-awareness. Mastering influence starts with mastering yourself.
📩 Connect with Brian Ahearn:
👉 LinkedIn: https://www.linkedin.com/in/brianfahearn/
👉 Website: InfluencePeople.biz
📚 Recommended Reads:
📖 Influence: The Psychology of Persuasion – Dr. Robert Cialdini
📖 Influence PEOPLE, Persuasive Selling, The Influencer – Brian Ahearn
🚀 Final Thought:
If you strip away the scripts and sales techniques, could you still influence with integrity? If not, what needs to change?
Sales Mastery & The Infinite Game with David Weiss
Episode Summary: David Weiss explores the mindset, habits, and strategies that set top sales professionals apart. From intentional career development to enterprise sales best practices, David shares invaluable insights for sales leaders and professionals looking to elevate their game.
Recorded: August 2020
Key Takeaways:
- The Path to Sales Success: David’s journey into sales highlighted the importance of intentionality and learning from early failures. His experience underscored the necessity of structured training and development in sales.
- Sales as a Professional Sport: Treating a sales career like that of a professional athlete, dedicating time to practice, continuous learning, and skill refinement, is crucial for sustained success.
- Breaking Sales Stereotypes: Sales is often misunderstood as an “expensive dark art.” Leaders must see beyond outdated perceptions and recognize the value of structured, professional selling.
- The Power of Mentorship: Learning from great leaders, and understanding the lessons from ineffective ones, can shape a successful sales career. David shares impactful mentorship experiences that influenced his growth.
- Business Acumen for Sales Success: Sales leaders must ensure their teams understand finance, operations, marketing, and legal aspects to be effective beyond just the sales process.
- Customer-Centric Selling: Sales isn’t the start or end of the customer journey, it’s a part of a broader experience. Leaders should foster a customer-first mindset across the organization.
- Effective Sales Onboarding: The best onboarding programs prioritize organizational understanding, relationship-building, and the sales process before diving into product knowledge.
- Enterprise Sales Mastery: Success in enterprise sales requires experience in internal negotiations, multi-threading, stakeholder management, and long sales cycles.
- Recruiting Top Enterprise Sales Talent: Hiring should focus on candidates with extensive enterprise experience or deep domain expertise. Key attributes include curiosity, relationship-building, and a willingness to challenge the status quo.
- The Habits of High-Performing Salespeople: Self-motivation, thorough research, problem-solving, planning, and organization are critical to sales excellence.
- The Daily Discipline of Prospecting: Even with large deals in progress, maintaining account coverage and prospecting daily prevents commoditization.
- Predicting Sales Success Early: The first 30-60 days of a new hire often indicate future success. Engagement, learning, and pipeline-building should be closely monitored.
- Always Be Recruiting: Sales leaders should proactively build a bench of candidates to avoid reactive hiring, as vacant sales roles are costly.
- Pre-Onboarding for Faster Ramp-Up: Sharing territory lists and facilitating early relationship-building can accelerate a new hire’s productivity.
- Internal Alignment is Crucial: Enterprise sales success depends on preparation and alignment among all internal stakeholders. Sales should be treated like a well-rehearsed concert.
- Leveraging Partners for Success: Partners play a vital role in enterprise sales. Engaging them early and aligning with their goals enhances collaboration.
- The Infinite Game in Sales: A long-term mindset focused on relationships, brand-building, and collaboration leads to sustained success, rather than short-term wins.
- From Transactions to Relationships: The best salespeople prioritize lifetime customer value over one-off deals, genuinely seeking to help their clients.
- Managing the Challenges of a New Role: New sales hires should pace themselves, focus on incremental growth, and redefine what success looks like in the early days.
- The Role of Sales Managers: Managers must understand individual team members' needs and provide support in today’s changing sales landscape.
- Structured 120-Day Onboarding: A well-planned onboarding roadmap should sequence learning appropriately, build foundational knowledge, and provide clear performance metrics.
- First Impressions Matter: New hires evaluate their organization and leaders early on. Providing strong support, feedback, and guidance is essential to retaining top talent.
- Effective Sales Leadership: Great sales managers hire strong talent, support their teams, and remove obstacles rather than micromanage or rescue struggling reps.
- Coaching Through Experience: Sales leaders should let reps lead customer meetings and learn through experience rather than taking over.
- Rethinking Traditional Marketing: Instead of ineffective traditional approaches, businesses should focus on a strong website aligned with customer pain points and leverage user-generated content.
Follow & Connect:
- Connect with David Weiss on LinkedIn: https://www.linkedin.com/in/davidlbweiss/
- Connect with us on LinkedIn: https://www.linkedin.com/showcase/theinquisitor-podcast https://www.linkedin.com/in/marcuscauchi/ https://www.linkedin.com/in/suzannecauchi/
Tune in to hear David’s expert advice on mastering sales and building a high-performing sales career!
What if everything you thought you knew about transformation was wrong? In this episode, Marcus Cauchi and Matt Gaskin cut through the nonsense and dive into the brutal truths about why most change programs flop—and what Lean really looks like when it’s done right.
💡 Key Takeaways:
🔹 Lean isn’t a methodology, it’s a mindset. It’s about learning, adjusting, and delivering value daily from the bottom up, not just implementing a new set of tools.
🔹 Go to Gemba! True leaders don’t make decisions from behind a desk, they go to where the work is happening. Want to understand inefficiencies? Get out there and see them for yourself.
🔹 Simplicity is hard. Lean sounds straightforward, reduce waste, increase value, but in reality, cutting through organisational complexity is an art form.
🔹 Selling isn’t about pushing, it’s about pulling. Lean organisations understand that the market should pull products through the value stream, not the other way around. Deadlines and durations are not the same thing.
🔹 The trap of traditional sales systems. Most sales processes are riddled with inefficiencies, so what are we actually prospecting for? The ideal customer isn’t just someone willing to buy but one who will return, expand, and refer.
🔹 Intrinsic vs. Extrinsic Motivation. When the task is simple, extrinsic rewards (like money) work. But when creativity and problem-solving are required, intrinsic motivation wins. The famous Candle Problem experiment proved this decades ago: when people were rewarded for solving it faster, they actually performed worse.
🚩 Red Flags in Transformation Programs:
❌ Consultants promising specific cost savings before they’ve even observed your processes? Run.
❌ Leaders who think transformation is about tools, not people? It will fail.
❌ Ignoring how change impacts individual contributors? Expect resistance and failure.
🛠 Lessons from Toyota:
Toyota is hard on the process, not the people, a critical distinction. Sustainable improvement happens when organisations hire problem solvers, not just people who follow orders.
🔥 If revenue wasn’t your primary measure of success, how would you define whether your transformation is working?
📲 Tune in now and rethink everything you know about Lean, sales, and leadership. Connect with Matt Gaskin on LinkedIn for more.
Selling your business is the biggest deal you’ll ever close, but are you set up to get the best possible outcome? In this episode, Rob Goddard, business acquisitions and sales expert, shares how to maximise valuation, avoid costly mistakes, and negotiate like a pro.
But that’s not all. The principles of selling a business apply to every high-stakes deal. Whether you’re an entrepreneur planning an exit or a salesperson looking to sharpen your skills, this episode is packed with insights you can use immediately.
What You’ll Learn:
✅ How to increase your business’s value before selling
✅ Common pitfalls that leave money on the table
✅ The negotiation tactics that get better outcomes
✅ Why understanding buyers is key in any deal
✅ What top salespeople can learn from exit strategies
Who Should Listen?
🔹 Business owners thinking about selling
🔹 Sales leaders and professionals who want to sharpen deal-making skills
🔹 Entrepreneurs looking to build a business with exit potential
Next Steps:
📌 Connect with Rob on LinkedIn https://www.linkedin.com/in/robgoddard/
📌 Want to improve your sales strategy? https://www.linkedin.com/in/marcuscauchi/
🚀 Don’t miss this one, press play now!
Leaderboard to Leadership with Rebecca Gebhardt & Marcus CauchiSummary: This episode offers more than a sales leadership lesson—it’s a blueprint for transformation. Rebecca and Marcus challenge outdated thinking about leadership, relationships, and what it means to truly succeed in sales. Packed with insight and wisdom, it’s a wake-up call for anyone ready to lead with purpose and intention.
Rebecca Gebhardt’s Leaderboard to Leadership doesn’t pull any punches: promoting your top salesperson doesn’t make them a leader. Leadership isn’t just the next step up from closing deals—it’s a completely different game, and most people aren't prepared to play it. Without the right training and mindset, you're not offering them a promotion—you’re setting them up to fail.
This episode goes deeper than your standard sales talk. Rebecca and Marcus cut right to the core: real relationships. Not the transactional kind that evaporate once the contract is signed, but the ones built on trust and understanding—the relationships that last. Their message is crystal clear: if you don’t understand what your customer actually needs, you’ve already lost them.
Marcus brings the heat with AI, but not in the way you’d expect. Forget about AI as a flashy tool; Marcus shows how it can be a brutal mirror, reflecting your blind spots and challenging your assumptions. It’s not about the tech—it’s about seeing yourself clearly and growing from it.
Then there’s Marcus’s golden rule: "sell hot, not cold." If you’re wasting your time on cold calls and hard pitches, you're missing the point. Warm leads—relationships you’ve already nurtured—are the real opportunities. This isn’t just about closing the next deal; it’s about creating something that scales and sustains success.
Rebecca hits on the mindset leaders need to succeed: “abundant, bold, curious.” Leadership isn’t about resting on your past wins. It’s about staying hungry, constantly learning, and pushing even when you think you’ve arrived. It’s this mindset that gets you to the top—and keeps you there.
But Marcus takes a step back to show the big picture: Sales alone won’t cut it. To win, you need every part of your business—procurement, customer success, finance, operations, the Board, all of it—aligned around what the customer actually wants to accomplish. Silos are where good people are sent to die, too often chasing the wrong metrics for the sake of numbers. That’s how you burn relationships and your reputation.
The reality? Chasing numbers isn’t leadership. Building relationships is. Metrics might feel good in the short term, but if they come at the expense of trust, you’ve already lost the long game.
Leaderboard to Leadership (out 20th Sept 2024) isn’t a roadmap—perhaps it’s your antidote to mediocrity. It’s a guide to transforming potential into performance, not by accident, but by intention. Rebecca doesn’t hand you shortcuts; she gives you the tools to build leaders who can thrive—not just survive. Stop floundering and start leading with purpose.
What's the Ally Method™?If you’re tired of promoting your top sellers only to watch them stagnate, it’s time to change the narrative. With the ALLY Method™, I’ll show you how the difference between stagnation and transformation is the story you tell yourself. Together, we’ll rewrite that story and turn potential into performance—deliberately, not by accident.
Let’s have a conversation. Contact me, marcus@laughs-last.com, today, and I’ll show you how coaching and training can elevate your team. If you’re ready to break silos, lead with intention, to build something lasting, the bright path is right here. Let’s walk it together.
Episode Overview: In this episode, Marcus Cauchi hosts Mike Lander, a seasoned procurement director turned sales trainer, who shares insights from both sides of the procurement and sales processes. The conversation centers around improving sales strategies by understanding buyer psychology and removing uncertainties that often hinder successful sales.
Key Highlights:
- Background and Experience:
- Mike Lander has extensive experience in procurement, having managed substantial budgets and vendor relationships. He now focuses on educating salespeople about what not to do when dealing with buyers.
Buyer and Seller Dynamics:* The discussion explores the common mistakes salespeople make, such as using manipulative tactics, which often backfire. Lander emphasizes the importance of building trust and credibility with buyers rather than using transactional sales techniques.
Risk and Decision Making:* A critical theme is understanding how buyers assess risk. Lander explains that buyers prioritize minimizing risk, which includes concerns about reputational, operational, and financial risks. Effective sellers help buyers mitigate these risks by providing clear, value-driven solutions.
Building Relationships:* The conversation highlights the significance of deepening relationships with clients, exemplified by Lander’s experience with a trusted vendor named Malcolm. Malcolm’s approach was relationship-first, offering timely and valuable insights that helped navigate complex decisions and risks.
Negotiation and Value Perception:* Lander discusses negotiation strategies, stressing that sellers should focus on adding real value rather than being seen as commodities. He advises that sales professionals should aim to understand the buyer's needs and co-develop solutions, thereby differentiating themselves in the market.
Final Thoughts:* The episode wraps up with Lander reiterating the importance of sincerity in sales.
Tune in to hear more about navigating the intricacies of sales and procurement from a dual perspective!
Roee Hartuv, a former combat helicopter pilot and current expert at Winning by Design, shares insights from his unique journey from the military to revenue architect. His profound understanding of the importance of process design helps identify what works, what doesn't, and what needs to happen to meet business goals. This episode delves into the nuances of sales processes, customer acquisition, and the hidden costs that can drain a company’s resources.
Roee discusses how his interest in process design began during his time as a pilot, emphasizing the critical importance of understanding effective and ineffective processes in high-stakes environments. He provides an in-depth analysis of customer churn and its financial implications, revealing why reaching a Proof of Concept (POC) can cost $43,000 even if the customer does not convert.
Salespeople are encouraged to rethink their training, recognizing that the buyer's journey is not linear and requires strategic adjustments. Roee critiques vendor-biased sales methodologies like MEDIC and BANT, highlighting the need to focus on desired customer impacts rather than just product features and pain points.
Mapping the sales process to a non-linear buyer journey, understanding the Ideal Customer Profile (ICP), and their decision-making process are key topics. The episode also examines the conflicting goals of stakeholders, from VCs to profit-driven businesses, and how growth rate-driven valuations can harm long-term profitability.
A deeper understanding of customer acquisition costs beyond surface-level metrics is necessary, along with evaluating data to genuinely understand company performance. Roee explains why some companies will never recover from an unprofitable foundation, even if they pivot to customer-focused strategies. He emphasizes that poor processes lead to amplified negative outcomes with AI implementation.
To avoid over-investment, developing a solid growth plan and resisting investor pressure is crucial. Roee offers strategic advice for business success, stressing the difficulty of abandoning ineffective practices and the necessity of operational support for enterprise sales.
The dangers of a poorly managed pipeline and the resulting increase in churn are examined, along with strategies to enhance customer success activities to improve reputation and reduce churn. Roee shares the benefits of customer advisory boards and the extended role of marketing teams beyond top-of-funnel activities.
Addressing the skills gap among middle managers who thrived during the growth-at-all-costs phase is essential, preparing them for a changed business landscape. Finally, the importance of testing processes before scaling and having a measurable process to identify problems and opportunities for improvement is highlighted.
Tune in to gain valuable insights from Roee Hartuv and discover how to perfect your sales processes and strategies to drive sustainable growth. Don't miss this engaging and informative conversation!
Contact Information:
- Roee Hartuv: LinkedIn
- Marcus Cauchi: LinkedIn
- Winning by Design
Read Jacco van der Kooij‘s book ‘Revenue Architecture” https://amzn.to/3xJ4k0G
Subscribe, rate, and review our podcast to stay updated with the latest in sales strategies and business optimization.
Key Takeaways:* Ditch Cold Outreach: Creates distrust; focus on building relationships early. * Value First: Understand buyers deeply and empower their vision. * Measure Right: Prioritize value per hour, not dials or meetings. * Cultural Fit: Hire right, create great work environments, avoid micromanaging.
Rethinking Sales:
Buyers engage salespeople to make confident purchase decisions. Instead of prospecting to active buyers, focus on companies that will be in the market 6-36 months out. Build relationships and understand their context before they start evaluating. When they do evaluate, you can guide them based on their specific needs rather than pitching features.
Flaws in Sales Practices:
Cold outreach has abysmal conversion rates (0.3% success), yet companies still invest heavily in it. Discounting and fake urgency often push buyers away instead of accelerating deals. Conventional discovery methods trigger buyers' fight-or-flight response by focusing on past pain. Metrics like dials, activities, and short-term pipeline drive self-oriented behaviors that are misaligned with helping buyers.
Ethical Sales Approach:
To be timely, relevant, and valuable, understand the buyer's context well in advance. Build trust by aligning with the buyer's intended outcomes, not your own sales agenda. Create "binary effects" that avoid triggering adrenaline or cortisol, and instead promote serotonin and dopamine. Operate with integrity to become the most trusted business advisor buyers know.
Improving Enablement:
Most sales managers are over-promoted individual contributors lacking real leadership skills. Recruitment and creating an environment for people to thrive should be top management priorities. Focus on coaching reps on value contribution per hour rather than micromanaging activity metrics. Consider a subscription-based coaching model to truly enable reps beyond one-time placement fees.
Contact Leah Borges 📕 | LinkedIn
If anything in this episode resonates, test your sales strategy and book a free 30 minute strategy session https://bit.ly/NewSellingAptitudeTest
Mary Gentile discusses her book "Giving Voice to Values" and insights on navigating ethical dilemmas in business.
Key Takeaways* Mary's approach focuses on rehearsing and pre-scripting effective ways to voice one's values when facing ethical conflicts, rather than just philosophical debates. * Anticipating objections and finding ways to address concerns while upholding values is key, without requiring the other party to feel shamed. * Self-knowledge, understanding motivations/fears of others, and normalizing ethical conflicts as part of doing business enables more constructive conversations. * Practicing scenarios and developing scripts allows building "muscle memory" for voicing values effectively in real situations.
Voicing Values Effectively* Understand your most effective style (questioning, analysis, storytelling etc.) * Anticipate objections and reasons/rationalizations for unethical behaviour * Frame responses addressing the other party's fears and motivations * Position yourself as solving a problem for them, not opposing * Build trust by demonstrating understanding of pressures they face
Practicing v Role Play Scenarios* Unlike role-plays, GVV scenarios have all parties working towards voicing the ethical stance * Avoids defaulting to embedded unethical arguments and rationalizations * Focuses on developing new, constructive ways to reframe and address the situation * Builds "muscle memory" for having these conversations effectively
Managing Pressures and Ethical Conflicts* Understand your strengths for persuasion that align with your values * Explore the other party's fears, risks and what's at stake for them * Provide substantive suggestions showing you understand their situation * Position yourself as being on their side, not simply opposing them * Normalize that ethical conflicts are a normal part of business life
Contact Mary via her website:
Giving Voice to Values – How to Speak Your Mind When You Know What's Right (givingvoicetovaluesthebook.com)
Contact marcus@laughs-last.com
givingvoicetovalues
ethicalselling
innovation
This is the 2nd Webinar in our Hot! Revenue Series
Book 30 minutes with Marcus: https://calendly.com/marcuscauchi/revenue-audit-debrief
Take the selling aptitude test https://bit.ly/NewSellingAptitudeTest
Marcus Cauchi and Teddy Peck dive deep into the art of effective sales management. This episode is packed with insights for sales leaders and managers who value empathy, integrity, and continuous improvement.
Core Takeaways:
- Empathy and Integrity: Building lasting client relationships through honest and transparent communication.
- Coaching and Development: Regular, tailored coaching sessions that improve team performance and foster autonomy.
- Welcoming Objections: Viewing objections as opportunities to engage more deeply with customers.
Key Lessons:
1. Pain-Free Selling: Attracting value-aligned clients through straightforward communication.
2. Lifetime Partnerships: Building respectful, long-term client relationships.
3. Adult Relationships: Fostering a respectful and accountable management culture.
4. Value of Objections: Reframing customer objections to deepen engagement.
5. Effective Onboarding: Setting clear expectations for new hires to ensure their success.
What’s in it for You?
- Leadership Insights: Learn to transition from individual contributor to empathetic manager.
- Recruitment Strategies: Hire for fit and potential, then onboard effectively.
- Culture Building: Create an authentic, productive work environment through empathy and vulnerability.
Tune in to gain practical advice on enhancing sales strategies, improving management practices, and fostering a culture of empathy and continuous improvement. This episode is essential for sales leaders aiming to build high-performing, client-centric teams.
Contact Teddy via linkedin.com/in/teddypeck
Phone: +1 347 260 0898 (Mobile)
Email: teddy.peck@icis.com
Curious to see how empathy-driven leadership can transform your team’s performance?
Let’s have a conversation to explore your goals and challenges. Take our sales strategy audit and book a 30-minute debrief call with me to discover if we’re the right fit for a coaching partnership. Together, we’ll chart a path to sustainable success.
https://mailchi.mp/laughs-last.com/satp
Why Top Performers Struggle to Transfer Skills: Many top performers have honed their skills over time without fully understanding how they do what they do. When they move into management, they often tell, direct, and assume their team understands their instructions. This can lead to mismatched expectations, high turnover, and failure to deliver as a cohesive team.
In today's market, many of you may face layoffs and move into coaching, training, or consulting. Based on over 20 years of experience and observing seven recessions, history repeats. Managers become force multipliers when they learn to coach on the job, responding in the moment to what they see and hear.
Managers need to turn observations into practice moments, ensuring their team is prepared to handle real-world scenarios effectively. Is a manager's job to supervise and control, or to unleash talent, unify the team around a common purpose, and empower them to make good decisions under pressure?
Training managers to impart essential skills to their teams is crucial. Do you think the role of managers and trainers should evolve further?
Contact Chris on LinkedIn via: https://www.linkedin.com/in/chris-james-84bb4116/
Website: trainthesalestrainer.com/ (Company)
Phone: +44 (0)7447500278 (Mobile)
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Elevate your sales and impact your results in the next 120 days. 30 days set up the foundations and swim lanes, 90 day execution -
https://bit.ly/HotRevenueAudit
Unlock Hot! Revenue that is trapped in your business, you've paid for it, invested time and money, and let it slip through your fingers. Great news. The worse your score, the more upside income and revenue you can generate. It starts with 90 seconds to identify 15 ways to 5x your close rate
TheInquisitor Podcast, brings you Susanne Schuler, world class international mediator, coach, and facilitator, to delve into the nuances of communication, conflict resolution, and leadership in challenging times.
We dive deep into strategies for fostering meaningful dialogue and understanding in both personal and professional spheres.
Key Highlights:
- The Power of Dialogue in Rwanda: Susanne shares her observations from Rwanda, emphasising the country's commitment to unity and progress through dialogue and community solidarity.
- Managing Radical Differences: The discussion underscores the importance of embracing and managing differences, rather than seeking common ground, as a means to foster inclusive and productive conversations.
- The Role of Trust in Communication: Susanne introduces the ABI formula (Ability, Benevolence, Integrity) as a foundation for building trust and effective communication.
- Leadership and Self-Awareness: The episode explores the crucial role of self-reflection and accountability in leadership, advocating for a leadership style grounded in empathy and active listening.
For Sellers: Discover strategies to enhance customer relationships through improved communication skills and empathetic engagement. Learn how to navigate objections and complaints constructively, transforming potential conflicts into opportunities for trust-building and deeper client connections.
For Managers: Gain insights into leading with empathy, resolving team disputes effectively, and fostering an inclusive environment where diverse perspectives drive innovation. Susanne's expertise in conflict resolution and the ABI formula (Ability, Benevolence, Integrity) provides a roadmap for creating a cohesive, motivated team grounded in trust and mutual respect.
Everyone Benefits: Embrace personal and professional growth by adopting Susanne's principles of active listening, empathetic leadership, and continuous improvement. Whether in sales techniques or leadership styles, applying these insights can enhance interpersonal skills, leadership abilities, and overall effectiveness in your role.
Contact Susanne via linkedin.com/in/susanneschuler
Websites* cedr.com (Company) * schulerteamediation.wordpress.com/ (Blog)
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If you are looking for Pipeline Certainty, take my selling aptitude test -
https://mailchi.mp/laughs-last.com/satp. Grab 30 minutes with me for free and I won't try and sell you coaching. Just honest feedback on yoru results and you will learn one thing you don't know about yourself, 2 ways to start building pipeline certainty immediately and what you can start doing in 90 days without my help to get yourslef started on the right track
Get ready for a mind-bending episode that will challenge your definition of success! Jamie Reeves and Marcus Cauchi team up to tackle the illusion of achievement and the quest for true fulfillment. Jamie, the mastermind behind a seven-figure business, shares his personal journey from near failure to finding balance and prioritizing what truly matters. Marcus, notorious for his no-nonsense approach, will poke and prod your beliefs about success, leaving you questioning the allure of material wealth and status. This episode is not for the faint of heart, as it delves into the ripple effects of missed moments and the power of discerning what truly brings happiness. Brace yourself for real-life stories, practical advice, and a wake-up call that will make you reassess your pursuit of success. Don't miss this thought-provoking conversation that will challenge your perspective and inspire you to redefine success on your own terms. Tune in now and prepare to have your mind blown!
linkedin.com/in/jamie-reeves-3b902532Websites
- thebestsingingwaiters.com (Other)
- thejamiereeves.com (Other)
Phone: 0161 452 0014 (Work)
Address: Wigan!
Email: info@thebestsingingwaiters.com
**
Pipeline Certainty = Revenue Certainty
If you want to learn how you can achieve both take my pipeline certainty test. It'll take about 8 minutes, we'll send you a short report. Then visit thesellercode.org.
Does it resonate with you? If it does, grab 30-minutes for free in my calendar. The link is offered to you when you complete the test. I look forward to giving you feedback. You are being compared to the top 4% producers who perform at the top of their game whatever the market conditions without excuses or blame. you aren't going to come out smelling of roses in every area, and by definition you will probably be in the 96-percentile. This is about learning what you can do to improve. No judgement. And I won't sell you coaching unless you ask me to. I don't need the business and don't take hostages!
If it doesn't resonate or you think this will never work for you in your industry in this economy, what do you do to deliver revenue certainty?
In this episode of the Inquisitor podcast, host Marcus Cauchi sits down with Frank Byskov, a financial advisor and wealth manager at 44 Financial, to delve into the world of sustainable investment—a subject that has not been extensively covered on the show before. Byskov, with a rich background in financial economics and a personal journey from Denmark to establishing his firm in the United States, advocates for investments that align with one's life values, emphasizing the importance of environmental stewardship and social responsibility.
The conversation navigates through the complexities and common misconceptions surrounding sustainable investment, shedding light on ESG (Environmental, Social, and Governance) factors and how they contribute to making informed, value-aligned investment decisions. Byskov explains the tangible benefits of sustainable investment, not only from a financial perspective but also in terms of the broader impact on society and the environment.
Listeners are guided on how to start their journey towards sustainable investing, highlighting the significance of aligning investments with personal values and the positive emotional return that accompanies such alignment. Byskov stresses the importance of patience, research, and possibly seeking professional advice to navigate this nuanced field effectively.
This episode is a must-listen for anyone interested in understanding how sustainable investment can contribute to personal wealth while fostering a positive impact on the world, emphasising that it is possible to achieve financial returns without compromising ethical values.
**
Take the selling aptitude test. Learn something you don't know about yourself. Something you can improve within 30 days and a learning pathway for the next 12 months.
https://mailchi.mp/laughs-last.com/satp
Then grab 30 minutes for an unvarnished feedback session. No charge and I won't pitch you coaching. If you want me to coach you, ask me.
In this dynamic episode of the Inquisitor podcast, Marcus Cauchi delves into the philosophical and transformative with Disco Dave Wynn.
Wynn, an advocate for using music as a medium for profound personal development, shares his unique approach to coaching, encapsulated in his creation called "music mapping." This method intertwines music and coaching to unlock deep personal insights and catalyse change.
Listeners are taken on a journey exploring how individuals can become the DJs of their own lives, using their agency to craft experiences that resonate deeply with their essence. The discussion uncovers the power of intentionality and choice in shaping our lives, emphasising the importance of being conscious about our decisions, especially in challenging moments.
Dave's insights into overcoming personal narratives that limit potential, coupled with Marcus's probing questions, make for an enlightening conversation. This episode is not just about music's role in personal transformation but also about facing life's challenges with a creative and open mindset.
This episode serves as a beacon for anyone looking to navigate the complexities of life with grace, understanding, and a bit of rhythm, reminding us that within the chaos of life's rapid changes, there lies an opportunity for growth and self-discovery.
Ciontact Dave via linkedin.com/in/disco-dave-wynnWebsite: discodavewynn.com (Company)
Phone: 07708 756403 (Mobile)
**
Want to know what you're doing to frighten off buyers? And how to turn frowns into wynns! https://mailchi.mp/laughs-last.com/satp
Do what you love and you will never work a day in your life! In this episode, Marcus Cauchi is joined by Julie Barlow, a prolific writer, for an engaging conversation that delves deep into the nuances of the writing business, the intricacies of negotiating with clients, and the art of principled selling. Barlow, alongside her partner Jean-Benoit Nadeau, has navigated the complex landscape of self-employment to build a successful writing business, encapsulating the journey in their book "Going Solo."
The episode illuminates the often-overlooked aspects of starting and running a writing business, from understanding market needs to setting realistic expectations and the importance of communication. Julie shares valuable insights on the significance of aligning one's work with their core values, and how this alignment not only aids in achieving professional success but also in fostering meaningful relationships with clients.
Listeners are treated to practical advice on how to approach negotiations, emphasising the need for clear communication and mutual understanding to create win-win scenarios. Julie also highlights common pitfalls for new entrepreneurs, such as underestimating the value of their work or failing to recognise when to say no to potential clients.
This conversation is a must-listen for anyone considering or currently navigating the world of self-employment, offering a blend of practical strategies, personal anecdotes, and actionable advice to help listeners build a fulfilling and sustainable career on their own terms.
Want to know what your buyers are really experiencing when you sell?
https://mailchi.mp/laughs-last.com/satp
30 minute free debrief and consult
Are your buyers tired of the same old sales tactics that leave them feeling manipulated and disengaged?
Join Marcus Cauchi and John Bissett as they expose the toxic underbelly of conventional selling wisdom.
In this no-holds-barred discussion, these two grizzled sales veterans don't hold back. John rips into the self-serving nature of common qualification frameworks, arguing they provide zero value to the buyer. "We're taught techniques that are all about controlling the process, not facilitating the sale," he laments.
Marcus chimes in with a blistering critique of the metrics that plague modern sales teams. "Leaders push for revenue without considering long-term customer relationships. This cascades down, perpetuating bad seller behaviours."
If you're sick of being held hostage by arbitrary targets that encourage actions that make you a threat to your buyer's unconscious mind, prepare to have your eyes opened.
These battle-hardened sellers aren't just playing backseat drivers. They offer a compelling alternative vision where buyers and sellers are partners, equal business stature, different roles, and both can say no, they are sovereign.
Appealing to your buyer's true motivation to change requires you listen deeply, apply empathy and acumen to ask questions that uncover the truth and what is possible - you guide them through change, not force them into it.
Tired of the same old sales dogma? Ready to evolve beyond conventional wisdom and connect with buyers on a human level? Then strap in, because Marcus and John are about to take you on a journey that just might transform the way you sell.
Contact John via linkedin.com/in/🐒-john-bissett-395b026
Website: slingshotedge.com (Company)
**
Are you at a crossroads in your life and career, seeking a certain path that aligns with your values and allows you to make a meaningful impact?
How you sell and succeed matters. If you're ready to embrace a sales philosophy rooted in integrity, empathy, and service to others, we invite you to join our movement. Be the change. Lead by example.
Visit thesellercode.org. If our values resonate with who you are at your core and how you want to be successful on your own terms you have an ally in me.
My gift is a 30 minutes coaching session for free. Take my selling aptitude test and I will share what your scores mean to your customers, to your pipeline and identify what you can do immediately to improve results within 90 days:
https://mailchi.mp/laughs-last.com/satp
The only constant is change and yet, you appear stuck doing what used to work, and doing more of it in the hope that will change the outcome!
Do you feel constantly exhausted but fear you're failing if you're not grinding non-stop?
My guest, James Cuss was burning the candle at both ends for empty praise and status, yet inside felt more drained and unfulfilled each day.
In this raw, uncensored conversation you'll hear the gut-wrenching moment he realised chasing more of what was making him unhappy was madness. Hard-won insights strip away illusions to expose the hollow lie threatening everything that mattered most.
Discover:
- How chasing external rewards and status, comparing to impossible expectations crushed his spirit, health and was hurting his most important relationships.
- He picked family and self-care over proving worth and dodging imposter syndrome.
- Which dialy practices kept his essence from being squeezed out by the pursuit of possessions and approval.
In a no-holds-barred glimpse into reclaiming success on their own terms, learn to separate the phantoms of "success" from what nourishes your humanity. Dare to stop numbing out gripping fears through constant busyness and acquisition.
Challenge cultural assumptions sacrificing your well-being to exhaustion and powering through burnout as the path to significance. Liberate yourself from empty noise dragging you under and discover prosperity, purpose and peace within.
This raw, cathartic journey challenges everything you think you know about finding happiness. Are you ready to hit reset and live fully present, on your own intuitive path? Let's hit play and start living for our highest selves instead of lowest compulsions.
Contatc James via linkedin.com/in/james-cuss-e-commerce-entrepreneur-subscription-marketplace-retail-consumer-finance
Websites* flexy.shop (Company) * rocketindustries.co.uk (Company) * rocketpod.uk (Company)
Phone: +4407540287573 (Work)
Email: james@rocketindustries.co.uk
--
Free Yourself From Sales Dogma and Start Thriving on Your Terms!
Are you a top performer who knows there's a better way than hustle culture, but can't quite breakthrough on your own?
Marcus demolishes tired mental scripts and old thinking that are holding you back to liberate you to succeed according to your highest self.
As a world-renowned sales coach, Marcus has navigated 7 previous recessions to understand how to help his client continually outperform regardless of conditions. Through thoughtful questioning, we will strip away hustle for an aligned mindset serving customers instead of metrics, serving your values instead of your fears.
Marcus' coaching zeroes in beyond superficial fixes to uproot internal demons stealing your fire. By cultivating foundational human skills rather than weaponised techniques and manipulation, you will find your rhythm enlisting prospects as allies instead of resisting targets.
Let one session with Marcus unlock natural talents through guidance freely reflecting your essence, not dogma.
And it's free. Take my selling audit and I will debrief you for free for 30-minutes. I won't pitch you coaching. You can buy it but I won't push it unless you ask.
Take the first step to prosperity with soul by clicking
https://mailchi.mp/laughs-last.com/satp
Are you ready to take your sales career to the next level? In my conversation with transformative coach, Emma Claire Davis, we discussed how top performers approach their work in a whole-life, values-led way.
Rather than chasing the next deal or promotion, they align their careers with a deeper purpose of making a positive impact. Emma shared how understanding our true nature allows us to feel fully present in conversations without fear. This cultivates authentic connections that lead to increased sales.
We explored how maintaining well-being across aspects of our lives actually boosts performance in the long run. Too often, overworking and an imbalanced lifestyle hold us back. But taking a whole-life approach means leaving space to invest in relationships, communities and personal growth.
Emma also revealed how getting curious about our thoughts and emotions, rather than reacting to them, provides clarity and confidence. This inner work is key for navigating challenges that will only increase in today's uncertain world.
This episode will invite you to reflect deeply, think differently and challenge your limitations.
Connect with Emma on LinkedIn via linkedin.com/in/emmaclairedavis
Websites* coachingfortalent.com (Company) * espanglis.wordpress.com (Blog)
And be sure to ask about her leadership retreats!
**
If you want to take your performance up several notches take my selling audit, grab 30 minutes in my diary, no charge. I won't pitch, just give honest feedback as if you were a paying client. If you want to talk about coaching by the end of that, ask me.
https://mailchi.mp/laughs-last.com/satp
I'm taking on 5 private coaching clients this quarter. If you want to be one of them, click the link above, and tell me you want to talk about coaching.
Margie Oleson, founder and CEO of Olson Consulting, chats with Marcus Cauchi to explore the transformative power of leadership and the importance of eliminating organisational silos. Margie shares her wealth of experience in developing the Top Team Accelerator, a programme designed to assist senior leaders and their teams in creating more cohesive, effective, and better-run companies.
The discussion delves into the common blind spots leaders face, such as the misconception that they are the only ones experiencing challenges, leading to a culture of isolation and the perpetuation of dysfunctional communication practices within organisations. Margie emphasises the critical need for leaders to recognise their own areas for improvement and to embrace the art and science of leadership, which many may not realise they lack.
The conversation also highlights the significant impact of leadership practices on organisational culture and success. Margie argues that most leadership issues stem from a disconnect between knowledge and implementation, often hindered by the human brain's resistance to change. By addressing these blind spots and implementing structured processes, Margie says organisations can achieve greater alignment, reduce workplace gossip, and foster a culture of trust and collaboration.
Listeners will gain a deeper understanding of the vital role leadership plays in the success of an organisation, the importance of addressing and overcoming common leadership challenges, and the benefits of creating a more aligned, communicative, and effective leadership team. Margie's insights provide valuable guidance for leaders looking to navigate the complexities of organisational dynamics and lead their teams to greater success.
Contact Margie via linkedin.com/in/margieolesonWebsite: oleson-consulting.com/ (Company)
Grab 30 minutes with me for a debrief on your results from the Sales Strategy Audit. No charge.
https://mailchi.mp/laughs-last.com/satp
I believe buyers deserve beter. I sell within the seller code. Do you? https://thesellercode.org
Join us today as Patrick Boucousis shares his insights on "clean selling." For decades, Patrick dominated sales floors using both grit and smarts. Today, Pat and I are dedicated to reforming the sales profession through #TheSellerCode.
Patrick will explain how "clean selling" makes customers the top priority. It demands truly understanding buyers rather than rushing deals. Active listening and empathy replace hard sells and tricks. The focus shifts to helping buyers succeed - not just hitting targets.
You'll hear gripping tales from the field. One rookie thought sales meant persuasion until practicing clean techniques. Through helpful conversations, not pressure, he built trust and surprisingly landed a huge deal.
Marcus challenges Patrick on whether sales cycles still work for customer-first methods. Patrick argues intuition and emotional IQ now matter more in guiding relationships. Clean sellers set their own pace by building bonds, not boxing customers in.
Plus, get Patrick's insider advice on developing self-awareness. Most sellers lack insight but it's key to growth. Learn his tips for gaining perspective through feedback and thoughtful questions for buyers and oneself.
By show's end, you'll understand clean selling as both an ethical philosophy and sales strategy with heart. Patrick aims to upend traditional tactics that ignore customers' humanity. Tune in for an revealing chat!
Contact Pat via linkedin.com/in/value-selling-coach
Websites
- salesroad.com (SalesRoad B2B CRM)
- thesalesnatural.com (Sales Training)
Phone: +61414387825 (Mobile)
Email: pboucousis@traxor.com
Sign up to the Seller Code: https://thesellercode.org/
**
Are you ready to transform your sales practice? To align your career with your deeper purpose? To unlock your highest potential through principled selling?
Take my sales aptitude audit to learn something you don't know about yourself, discover how you can improve your performance forever within 30 days and WHY you are triggering your buyer's brain to resist:
https://mailchi.mp/laughs-last.com/satp
In this packed episode of TheInquisitor Podcast, Gabe Lullo, CEO of GabeLullo.com, spills the beans on the secrets to building and optimising a successful sales development function. With his wealth of experience in the industry, Gabe dives deep into the blind spots that hinder sales success and shares practical solutions to overcome them. As you listen, get ready to revolutionise your sales strategy with Gabe's expert insights.
- Hiring the Right Talent: Discover the blind spots when hiring sales development reps and why a more seasoned SDR is the key to success.
- The Power of Data: Uncover the blind spots in data management and learn how to leverage it effectively to drive results.
- Navigating Multiple Channels: Explore the challenges of managing different channels and tools in an SDR's role and how to simplify the process for maximum productivity.
- The Future of SDRs: Gain insight into the evolving role of SDRs and how to position them for success in an increasingly automated world.
- Frequently Unasked Questions: Learn the crucial questions to ask when building an SDR function, managing the team, and handling turnover, ensuring long-term success.
Prepare to shift your thinking as we challenge the boundaries of what you believe is possible. Get ready for a journey into the possible as Gabe shares his expertise, uncovering your blind spots, and providing practical solutions to transform your sales strategy.
What can you do to revolutionise your approach and unlock your peoples' true potential? Tune in now to find out.
Contact Gabe via https://linkedin.com/in/lullo
Website: https://Alleyoop.io (Personal)
Phone: +1 716-713-7117 (Mobile)
--
I’m going to work with a handful of private clients one-on-one in the new year.
Would you like to work with me? Take my selling strategy audit and then grab 30 minutes in my diary to learn something you don't yet know about yourself. No pressure.
If you want more, at the end of my "audition" with you, it'll be your turn to convince me why I should offer you one of handful of spots I'm making available for new clients. That seems the fairest way for us to assess if we're a good fit. What do you reckon?
Marcus sits down with customer success expert and high performance coach Irina Musteata to discuss how to sustain top performance in your career while still maintaining joy and balance in your life.
Irina knows firsthand the challenges of juggling a demanding job with the demands of running her own coaching business. In this conversation, she shares insights on:
- The blindspots that prevent people from realising joy is a key component of success, not just a "nice to have"
- Frequently unasked questions people should be asking themselves and their teams about how to work smarter, not just harder
- Metrics and decisions at the top that can unintentionally create problems downstream in customer success
- Storytelling to help prospects imagine how your solution can transform their future
- Subtle ways leaders can bring more fun and meaning to people's daily work
Tune in to hear their unconventional yet practical advice on achieving high performance without burning out or losing your passion along the way. This show is guaranteed to give you a fresh perspective on maximising your impact and enjoyment at work.
Contact Irina via linkedin.com/in/irina-musteata-710b3422
Website: irinamusteata.com (High Performance Coaching)
Email: contact@irinamusteata.com
**
I’m going to work with a handful of private clients one-on-one in the new year.
Would you like to work with me? Take my selling strategy audit and then grab 30 minutes in my diary to learn something you don't yet know about yourself. No pressure.
If you want more, at the end of "auditioning" me, it'll be your turn to convince me why you we are good fit for each other. I only have a handful of spots I'm making available for new clients. That seems a fair way for us to assess if we're a good fit. What do you reckon? Drop me a line when you're ready.
Thomas Goubau
Facing HR Hard Truths
Thomas learned the hard way about outsourcing HR strategy. As his startup scaled, a "spaghetti network" of disconnected tools emerged without strategic oversight. He shares how Q7's People Model Canvas fixes this by bringing objectivity to difficult conversations about people.
3 Blindspots Hidden in Plain Sight
Many leaders miss subtle but important distinctions. Thomas reveals how assuming all roles are the same leads to misaligned processes. Plus, why focusing only on performance instead of cultivating skills dooms companies to irrelevance.
Rituals: The Secret to Alignment
Consistency creates predictability, but many flounder without it. Thomas shows how quarterly offsites, weekly standups and 1:1 coaching sessions turn managers into the "glue that sticks organizations together."
Leaders Adrift Without Clarity
Ambiguity is confusing and leads to mismatched expectations, disappointment, failure to perform against unclear expectations lead to confusion, politics and underperformance.
Executives must define direction to empower decision-making where it belongs, with the person closest to the action. Thomas explains how clarity of vision allows people to execute - and adjust course later if needed.
Get Back to Basics
HR complexity distracts from fundamentals. Thomas stresses the importance of compensation fairness, engagement and developing skills before building culture. A few well-executed routines can transform an organisation.
Parting Wisdom: Keep it Simple...and Sharp
Thomas distills leadership lessons into a single maxim: Focus on clarity, competence and empowerment over bureaucracy. Don't overthink HR - with the right framework, growth handles itself.
Contact Thomas linkedin.com/in/thomasgoubau
Website: scale-up.q7leader.com/ (Personal)
Twitter:thomasgoubau
Email: thomas@q7leader.com
**
I’m going to work with a handful of private clients one-on-one in the new year.
Would you like to work with me? Take my selling strategy audit and then grab 30 minutes in my diary to learn something you don't yet know about yourself. No pressure.
If you want more, at the end of my "audition" with you, it'll be your turn to convince me why I should offer you one of handful of spots I'm making available for new clients. That seems the fairest way for us to assess if we're a good fit. What do you reckon?
Ryan Staley, Founder and CEO of Will Boss says, "I grew from zero to 30 million with a team of four and five and a half years with no marketing or sales."
Ryan
- Grew a company from zero to $30M in revenue with only 4 salespeople, no marketing or sales enablement teams
- Has trained over 800 CROs and VPs of sales on scaling strategies
- Passionate about integrating AI into sales processes to unlock new levels of performance
Key Insights:
- Ryan discusses how he analysed top deals at his previous company to discover a high-potential vertical, allowing him to focus resources for outsized results
- He shares a framework for using AI to gain deep "acumen" on prospects by having it think through the perspective of a seasoned executive
- Ryan explains how he was able to create an entire sales organisation framework in just 20 minutes by leveraging AI prompts
- He dives into a core framework for systematising referrals that dramatically increases conversion rates
Takeaways for leaders:
- Learn how to leverage AI for strategic advantages like target account selection and skills acquisition
- Understand how to gain deep insights into prospects' challenges and motivations to improve relevance
- Discover how AI can help automate execution of key processes like onboarding to leverage limited resources
- Gain ideas on systematising referrals by incorporating pathways, processes, peaks and playbooks
LinkedIn: https://www.linkedin.com/in/ryanstaley/
Podcast: The Scale Up Show
Email: ryan@willboss.com
Grab 9 Free Sales AI Resources Just for Saying Maybe: https://www.aiforrevenue.com/sale-ai-accelerator-home
--
I’m going to work with a handful of private clients one-on-one in the new year.
Would you like to work with me?
https://mailchi.mp/laughs-last.com/satp
My guest is Usman Sheikh, CEO of XIQ
- Founded XIQ to build an AI-powered sales platform focused on behavioral science
- Has experience in product management, strategy development and digital transformation
- Passionate about how AI can enhance sales processes and drive better outcomes
Key insights:
- Usman discusses how AI can be used to gain deep insights into prospects' motivations, challenges and emotional drivers
- He explains how AI has helped shorten the sales cycle by streamlining research and preparation
- Automating execution of processes like onboarding is discussed as a way to multiply impact
- Behavioral science and psychometrics are highlighted as important additions to AI systems
- The importance of focusing on opportunities rather than pain points with prospects is emphasized
Takeaways for leaders:
- Learn how AI combined with behavioural data creates more personalised engagements
- Understand how to qualify prospects faster and gain a strategic edge
- Discover ways AI can free up time by automating repetitive tasks
- Consider augmenting sales methodologies with AI to enhance performance
- Reframe sales conversations around possibilities rather than problems
LinkedIn: https://www.linkedin.com/in/usmanmsheikh/
Twitter: @usmansheikh_
Email: usman@xiq.ai
Website: www.xiq.ai
--
How can you start making your boldest ambitions a reality beginning today? Take my selling strategy audit and grab up to 30-minutes with me for free. No charge. No pressure.
https://mailchi.mp/laughs-last.com/satp
You'll learn something about yourself you don't know, how you are getting between your buyers and their decision to buy from you.
Every post I've come across by Vlad Blagojevic for the past couple of years since stumbled across his content has been on the money. He is a long overdue guest and you won't be sorry you listened a few times and took notes.
Vlad is the co-founder of FullFunnel, which helps B2B companies implement account-based marketing strategies. He has built a large, loyal and appreciative audience on LinkedIn sharing practical advice on topics like understanding buyers, content marketing, and challenging traditional sales assumptions.
Key discussion points:
-
Rethinking traditional sales/marketing approaches
- Focusing on relationships over transactions
- Understanding buyers' journeys rather than chasing clicks
- Questioning pushy sales tactics and short-term thinking
-
Prioritising high-fit accounts
-
Narrowing focus yields better ROI than spreadsheets approach
- Case study: Client increased deal size 10x focusing on 11 accounts
-
Standing out amid noise on LinkedIn
-
Engage wider networks including influencers and colleagues
- Deliver expertise addressing buyers' struggles, not self-promotion
-
Downstream impacts of poor lead generation
-
High failure rates waste resources and burden sales teams
- Disconnects between departments undermine customer experience
-
Unethical practices in sales/business
-
Tactics damaging trust in decision-making need reevaluation
- Short-term thinking at expense of people has costs
Contact Vlad:
To learn more about Vlad's work helping companies implement customer-centric strategies, check out fullfunnel.io or connect with him on LinkedIn.
Website: fullfunnel.io
LinkedIn: linkedin.com/in/vladblagojevic
Want 30 minutes of my coaching free?
Take my audit and I'll coach you. No charge. No pressure.
https://mailchi.mp/laughs-last.com/satp
Just honest insights to improve in 30 days.
Want more? Ask about paid coaching because I won't sell it to you!
We'll go deep. We focus on what matters and let go of what doesn't.
Are you making sacrifices you don't want? Wrong reasons?
What do you want from your career? What matters most?
Is something missing? Let's discuss.
Take the audit now. Book a free consult. Start the journey today.
https://mailchi.mp/laughs-last.com/satp
In this episode of TheInquisitor Podcast, sales expert Andrew Barry takes the stage to share his invaluable insights on navigating the ever-changing landscape of sales.
Prepare to be inspired as Andrew discusses the need for creativity, innovation, and emotional intelligence in the face of volatility. He sheds light on blind spots in sales, the power of storytelling, and the importance of building trust and human connection with customers. Get ready for a thought-provoking conversation that will revolutionize your approach to sales.
- Embracing Change: Andrew Barry highlights the challenges that traditional sales techniques face in today's volatile world and explains why creativity and innovation are the keys to success. Discover how to adapt and thrive in uncertain times.
- Overcoming Blind Spots: Dive into the often-overlooked blind spots in sales, including the lack of proper manager training and the reliance on logic-based problem-solving. Andrew offers practical solutions for addressing these blind spots and achieving sales excellence.
- The Power of Storytelling: Andrew Barry unveils the secrets of effective storytelling in sales and how it can enhance problem-solving skills. Explore the concept of "story thinking" and its role in adaptive intelligence, empowering you to connect with clients on a deeper level.
- From Sellers to Leaders: Learn about the crucial distinction between sellers, managers and leaders and why developing strong leadership skills is essential in today's economic environment. Andrew shares valuable insights on team dynamics and the power of harnessing self-belief.
- Trust and Connection: Discover the keys to building trust and establishing meaningful connections with customers. Andrew delves into the concept of primal intelligence and its impact on successful sales strategies, leaving you equipped to forge powerful relationships.
Tune in to TheInquisitor Podcast as Andrew Barry shares his game-changing strategies and expert advice. Prepare to challenge your beliefs, overcome blind spots, and harness the power of storytelling. By the end of this episode, you'll have a fresh perspective on the tools to build trust, connect deeply with clients, and thrive in the face of uncertainty. Listen now and unleash your inner bard!
Contact Andrew via linkedin.com/in/realandrewbarryWebsites
- curiouslionlearning.com (Corporate Training Strategy)
- leadstreamonline.com (Lead Generation)
Phone: +1 347-915-4667 (Work)
Twitter: Bazzaruto
--
Get 30 minutes of my coaching free.
Take my audit and I'll coach you. No charge. No pressure.
https://mailchi.mp/laughs-last.com/satp
Just honest insights to improve in 30 days.
Want more? Ask about paid coaching. We'll go deep.
I'm selective. I push for what matters, not distractions.
Are you making sacrifices you don't want? Wrong reasons?
What do you want from your career? What matters most?
Is something missing? Let's discuss.
Take the audit now. Book a free consult. Start the journey today.
https://mailchi.mp/laughs-last.com/satp
In this episode of TheInquisitor podcast, join host Marcus Cauchi as he dives into the world of leadership with special guest Jay Weiser. Jay, a renowned consultant, shares his expertise in helping leaders thrive in the face of disruption and uncertainty. Get ready to uncover the blind spots that hold leaders back and learn how to unleash your leadership superpowers.
Here are 5 points of interest from the episode:
- The Five Leadership SuperpowersTM : Discover the key attributes that can transform your leadership style and empower you to navigate challenging times.
- The Impact of Blind Spots: Explore the common blind spots that leaders often overlook, hindering their ability to respond effectively and think ahead.
- Moving from Firefighting to Future Thinking: Understand the importance of shifting your focus from reactive problem-solving to proactive, long-term strategies.
- Redefining Success: Learn how to align your definition of success with your team's and create a shared vision for growth and transformation.
- Challenging the Status Quo: Explore the boundaries and limitations that may be holding you back and discover new possibilities for leadership growth.
Before listening, ask yourself: Are you aware of your blind spots and their impact on your leadership? Are you stuck in firefighting mode, unable to think about the future? Do you have a clear definition of success and is it aligned with your team's? Join Jay Weiser and Marcus Cauchi as they challenge your thinking and empower you to embrace your leadership potential. After listening, be prepared to shift your perspective, take ownership of your agency, and unlock new possibilities for success.
Contact Jay via linkedin.com/in/jayrweiserWebsites:
- jayweiser.com (Company)
- youtube.com/@jayweiserconsulting (Other)
- medium.com/@jayweiser (Other)
Email: jay@jayweiser.com
Twitter: Jay_R_Weiser
--
Struggling? Can't work out why your training and experience aren't delivering the results you need? Take my selling strategy audit and claim 30 minutes with me debriefing you on the implications of your results and how you can take control and improve within 30 days. Learn something you didn't understand about yourself and start on a journey of permanent improvement.
I will not sell you coaching. you can ask about working with me but you are going to have ask, I don't push. I want volunteers not hostages.
https://mailchi.mp/laughs-last.com/satp
Learn how the top 4% sell whatever the market conditions, competitive landscape and close excellent deals at premium prices that customers love.
In this captivating episode of TheInquisitor Podcast Interview, join host Marcus Cauchi as he sits down with renowned marketing expert Mike Maynard to delve into the world of B2B marketing. Uncovering the blind spots and debunking common misconceptions, they explore the true essence of effective marketing strategies. Get ready to shift your perspective and rethink what's possible in the realm of business growth.
In this thought-provoking conversation, Mike Maynard and Marcus Cauchi tackle five meaty points of interest. They discuss the importance of focusing on outcomes rather than the amount of hard work put into a project. They challenge accepted marketing opinions and emphasize the need for tailored approaches that consider individual markets and audiences. They also shed light on the power of testing and encourage marketers to explore new avenues for lead generation. Plus, they highlight the significance of aligning marketing goals with overall business objectives.
Before you hit play, take a moment to ponder these powerful questions: How well do you truly understand the blind spots in your marketing strategies? Are you too focused on the work itself rather than the desired outcomes? Are you open to testing and exploring new approaches to generate leads? Prepare to challenge your beliefs and expand your horizons as Mike Maynard and Marcus Cauchi provide eye-opening insights into the world of B2B marketing. After listening, you'll be equipped with fresh perspectives and empowered to revolutionize your own marketing efforts.
Contact Mike on linkedin.com/in/mikemaynard
Website: NapierB2B.com (Company)
Twitter: Mike_Maynard
--
Do you want to raise your performance and experience permanent improvements in the next 30 days?
https://mailchi.mp/laughs-last.com/satp
Complete my selling strategy audit to see how you compare with the world's top 4% performers and how you can move the needle to the right to perform more like them. No pressure. Free 30 minute consult. You'll have to ask me if you want more coaching. I won't sell it to you. You will ask for help if and when you're ready and you don't need any pressure from me to know if you need my help.
In this captivating episode of The Inquisitor Podcast, join CEO of Nucleus Research, Ian Campbell, as he delves into the world of creating value and unlocking its true potential. From mastering the art of persuasion to maximising return on investment, Ian shares invaluable insights and techniques that will transform your approach to sales. Get ready to shift your perspective and discover what's truly possible!
Key Points of Interest:
- Learn how to articulate the benefits and value of your offering to captivate your customers.
- Understand the different types of benefits and how to leverage them in your business case for accelerated success.
- Discover the secrets behind crafting a compelling value proposition that turns features into irresistible value.
- Uncover the blind spots that may be hindering your ability to create value and overcome them.
- Gain expert advice on handling the ROI conversation with finesse and avoiding common pitfalls.
Listen to this episode to challenge your beliefs, expand your boundaries, and tap into the limitless potential of value creation. Prepare to be inspired and empowered to take your sales game to new heights.
Powerful Questions to Shift Your Thinking:
- How can I use value to truly help my customers and accelerate my deals?
- Have I been overlooking the different types of benefits and their impact on my sales success?
- What changes can I make in my approach to turn features into a compelling value proposition?
- Am I aware of my blind spots when it comes to creating value, and how can I overcome them?
- How can I navigate the ROI conversation with confidence and unlock new opportunities?
Listen to this thought-provoking episode now and experience a paradigm shift in your sales strategy.
--
Get 30 minutes of my coaching free.
Take my audit and I'll coach you. No charge. No pressure.
https://mailchi.mp/laughs-last.com/satp
Just honest insights to improve in 30 days.
Want more? Ask about paid coaching. We'll go deep.
I'm selective. I push for what matters, not distractions.
Are you making sacrifices you don't want? Wrong reasons?
What do you want from your career? What matters most?
Is something missing? Let's discuss.
Take the audit now. Book a free consult. Start the journey today.
https://mailchi.mp/laughs-last.com/satp
In this captivating episode of The Inquisitor Podcast, join Marcus Cauchi as he delves into the fascinating career path of Andy Cunningham, a positioning and branding expert who had the incredible opportunity to work alongside the legendary Steve Jobs. Discover how Andy's journey led her from Silicon Valley to collaborating with one of the most influential figures in the tech industry. Gain insights into her role in launching the Macintosh and the profound impact it had on her expertise in positioning and branding. Get ready to be inspired by Andy's remarkable career journey and learn how her experiences with Steve Jobs shaped her approach to business and innovation.
Key Points of Interest:
- Andy Cunningham's early days in Silicon Valley and her introduction to the world of technology.
- Her pivotal role in the launch of the Macintosh and collaboration with Steve Jobs.
- How working with Steve Jobs influenced Andy's expertise in positioning and branding.
- The lessons learned from her experiences in the tech industry and their impact on her career path.
- Insights into Andy's unique approach to business and innovation, shaped by her time with Steve Jobs.
Discover how Andy's collaboration with Steve Jobs and her expertise in positioning and branding have paved the way for her unique approach to coaching.
Andy coaches me through rebranding, repositioning, and realising my message. Andy guides me through a process for developing a strong message architecture.
Tune in now to unlock the secrets of creating a compelling brand message and witness the power of message architecture coaching in revolutionizing your marketing strategy. Prepare to shift your thinking and discover what's truly possible for your business. Are you ready to elevate your brand to new heights?
Contact Andy via linkedin.com/in/andreacunninghamWebsites
- andycunningham.com (Personal)
- cunninghamcollective.com (Company)
Twitter: andycunningham4
--
Get 30 minutes of my coaching free.
Take my audit and I'll coach you. No charge. No pressure.
https://mailchi.mp/laughs-last.com/satp
Just honest insights to improve in 30 days.
Want more? Ask about paid coaching. We'll go deep.
I'm selective. I push for what matters, not distractions.
Are you making sacrifices you don't want? Wrong reasons?
What do you want from your career? What matters most?
Is something missing? Let's discuss.
Take the audit now. Book a free consult. Start the journey today.
https://mailchi.mp/laughs-last.com/satp
Discover how simplicity can be the key to unlocking your inner sophistication and brilliance.
In this episode of TheInquisitor Podcast, join Marcus Cauchi as he interviews Ben Guttmann, a marketing executive and professor at Baruch College. They dive into the topic of clear communication and its importance in messaging and design.
Ben shares insights from his book, "Simply Put: Why Clear Communication Matters and How to Achieve It," where he outlines five principles:
- beneficial
- focused
- salient
- empathetic
- minimal
Do you waffle? Is your communication confusing?
The meaning of your communication means nothing if the other person cannot receive it or understand it. YOU are responsible for making sure your message is fit for purpose.
- -
If you want to raise your performance to the role you are in or prepare for your next role, take a few minutes to complete this Selling Strategy Audit, then book your free 30 minute consult with me.
If YOU want to talk about working with as your coach we can discuss that but I won't be selling you coaching.
You'll learn something you didn't know about yourself, something you can act on and improve within 30 days and how you affect your buyer's perception of risk and how they perceive you - you know the stalls you can't explain - the buyers who ghost you - deals that drift.
https://mailchi.mp/laughs-last.com/satp
Happy selling.
Dan Pfister says "When you winback a customer, their lifetime value more than doubles."
Dan is my guest on ep.508 of #TheInquisitor podcast
- Higher ROI due to significantly lower marketing and sales costs required. This improves overall profitability.
- More predictable and stable revenue stream from reactivating known customers versus unpredictable new prospects.
- Increased customer retention and lifetime value as #winbacks are more likely to reorder than one-time buyers. This cultivates a more durable customer base over time.
- Ability to highly target winback campaigns using past customer data and insights, improving conversion rates versus unfocused prospecting.
- Lower risk profile since value has already been proven with past customers, unlike acquiring unknown prospects.
Contact Dan via linkedin.com/in/danmpfisterWebsite: winbacklabs.com (Company)
Email: dan@winbacklabs.com
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Looking to gain an outside perspective on your sales approach? Take my quick 10-minute Sales Strategy Audit to receive personalised insights and recommendations. You can grab a free 30 minutes in my calendar for a detailed debrief once you complete it.
I'll give you my analysis and we'll look at the unintended effects of your current sales strategies through an unbiased lens. You'll discover new opportunities and blindspots.
- Increase conversion rates now
- Grow pipeline faster
- Land bigger deals
- Shorten the sales cycle
- Beat quotas sustainably
https://mailchi.mp/laughs-last.com/satp.
In this episode, Nicky Parker immerses us in the world of customer interviews, unveiling their significance for executives seeking genuine insights. Beyond relying on metrics like Net Promoter Score, Nicky emphasises the need for structured conversations, cautioning against the limitations of digital surveys that often capture only extreme sentiments.
Discovering the real meaning behind customer data is an art, and Nicky underscores the transformative power of third-party agencies in turning disgruntled customers into raving fans. Third-party involvement takes emotion out of the equation and fosters objective discussions, ensuring a more nuanced understanding.
For those opting to conduct interviews themselves, Nicky advises keen observation for unspoken cues, highlighting the importance of what customers don't say.
Buyer and customer interviews have the potential to break down internal barriers and unveil unexpected product uses, providing invaluable insights for business growth.
Nicky advocates letting customers take the lead in conversations. Post interview, sharing findings becomes a crucial step, making customers feel heard and valued.
Offboarding interviews are a key opportunity for learning and improvement.
Customer understanding, Nicky asserts, is a collective responsibility, urging board members to take an active role. True customer-centric success involves empathy, walking in your customer’s shoes to really understand their struggles. Nicky explains how focus groups can really help refine your message.
The episode concludes with a thought-provoking question.
Nicky can be contacted at LinkedIn
or via email: info@bangconsulting.co.uk
Test your Sales Strategy: https://bit.ly/SalesStrategyTest
Leaders, listen up! An inclusive culture is your shortcut to success. Nothing fluffy about it, but it does mean you're going to want become OK with difference because of the incomparable value delivered by teams of diverse thinkers with range, and breadth of life experience. Your job and the job of your managers will be harder to begin with as you adapt.
When you surrender to the idea that the right mix of people looking at a problem, working on projects, selling, buying, running operations, leading and managing works so much better if your team can think AS your customer. A fraction are genuinely aligned around the customer and the outcomes they intend to rent. Fewer still play nicely with others to ensure the customer gets the best possible outcome and their risk is reduced to zero or as close to. A smaller fraction would be willing to recommend a competitor if it was better for the customer. And their leadership will probably not be happy if the experience of my clients is anything to go by! But the results are well worth it ...
Too many companies leave talent and treasure on the table by ignoring diversity. Just like top teams scout far and wide for recruits, you need all hands on deck to win consistently, repeatedly, predictably in today's uncertain, fast paced, ultra competitive market. A diverse team often sees what a homogenous group misses - they connect with a wider customer base and bring in more revenue - but the best thing is they catch the negative consequences one department's success inflict elsewhere in the value chain. This can give you back 1-4 days PER MANAGER and PER SALESPERSON per week. How?
Listen to Raymona and me discuss:
- The importance of understanding different perspectives and backgrounds
- Common challenges with D&I, such as lack of focus on culture change and middle management training
- Recruiting for culture add vs culture fit and screening in vs screening out
- The importance of identity and the previously confusing world of pronouns while maintaining civility in discussions
- Overcoming fear and bias through self-awareness, interaction and difficult conversations
- Aligning D&I with business goals like maximising talent and customer connections
The business case for diversity is a no-brainer, but most pay lip service to it or miss it entirely by confusing a better future for everyone with political squabbling. Forget labels, focus on our shared humanity. Make understanding each other a priority. Diverse perspectives lead to better decisions and more innovation - talents you can't afford to leave on the bench!
For those facing glass ceilings, developing self-awareness is your game-changer. Know thyself and seek out of uncomfortable but important conversations to strengthen crucial skills. Emphasise common goals over perceived differences. With the right coaching, middle managers can remove barriers facing most of their peers in the competition.
In today's marketplace, diversity dictates your fate.
Will you be victims of your own blindspots or victors with vision? The choice is yours - but choosing inclusion unlocks unlimited potential for your people and profits. The winning team has a place for everyone's talents. Will you build one?
Connect with Raymona via linkedin.com/in/drraymonahlawrence.
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If you'd like to learn what you can do to improve your results in the next 30 days
- growing your pipeline
- raising your prices with confidence and no reduction in close rate, accelerating deal velocity
- maximise your close rate
Click here to complete the Sales Gap Audit. If you want the detailed report and some cold hard truths we need to talk it through so you don't misinterpret what it tells you No charge, 30 minutes.
Obviously, I make my living through coaching so it'll come up once. If you want to talk about working with me as your coach, that's your call. I won't pressure you. If you ask me, I'll happily discuss it.
We'll spend the last 5-10 minutes discussing next steps - what you can do on your own, and what's possible with my help. Then you can decide "No thanks", "Not now" (I will ask what needs to change or happen for us to reengage and when to avoid hope, assumption or guessing), or "Yes" please and we discuss what you would consider an excellent win within 30 days of us starting to work together for our trial engagement of 3 sessions (£1500+VAT if applicable).
And you can say no at any time if you don't think we're a good fit. I'll do the same so as not to waste either your time or mine. Is that reasonable?
Sales Gap Audit - https://mailchi.mp/laughs-last.com/satp
Listen to #negotiationcoach Al McBride on ep 503 of #TheInquisitorPodcast with Marcus Cauchi.
Join Al and Marcus as their fascinating discussion finds connections between hard-earned lessons. Al shares how dealing art taught him the power of emotion in sales and the quirky characters that schooled him. "Sell hope, not objects," one eccentric advised.
Building on decades of experience, Al explains how truly internalizing your value is key to confidently assuaging customers' every concern. "If they sense doubt in your pitch, the deal is doomed," he explains. Listen closely as Marcus draws out priceless insights, like how to make prospects feel fully understood without coming off as disingenuous.
Hear Al's best practices for establishing trust and meeting both sides' needs from the start. Discover how to understand your counterpart fully so cooperation can create value for all. As one client said, "With Al's help, agreements feel effortless - he has a gift for joint problem-solving."
Absorb Al's wisdom on keeping discussions solution-focused, not positional or simply transactional. Learn to see beyond initial demands to hidden interests, find value that transcends cost, unlocking innovative options where compromise is unnecessary. He trusts that serving mutual interests consistently creates common ground and dry land upon which to build bridges for the long-term.
Contact Al via linkedin.com/in/alistairmcbride
Websites:
- almcbride.com/category/podcast/ (Dealing With Goliath Podcast)
- almcbride.com (Coaching & Consulting)
- almcbride.com/one-to-one-coaching/ (Schedule a Call With Me)
Email: al@almcbride.com
Twitter: AlMcBride
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If you want to grab time in my calendar for a coaching call complete the Selling Aptitude Test. You'll probably learn something you didn't know about yourself and at least one way you can improve your performance in the next 30 days.
https://mailchi.mp/laughs-last.com/satp
Happy selling!
Mark Consigli is a coprorate lawyer with decades of experience and a particular interest in the Law and AI. Listen to the implications and opportunities presented by this fab new tech we don't understand!
This isn't our first rodeo with potentially dangerous new tech. The printing press, industrial revolution - all sparked alarm about instruments that might unbridle an underclass.
But stifling innovation is rarely the wisest solution. Curbing AI may numb humanity's progress - which ethically speaking, seems questionable.
Still, some control is prudent. Without reins, AI could become a raging bull bearing down on civilisation. Regulations should focus on nefarious applications, not neutering the tech itself. If you've used AI of late and ask it anything that might offend, you will have a hell of a time getting the answers you want if it triggers the "I'm offended" switch. I write to offend, challenge, provoke and it's a pain in the ask not questions!
Banning deepfakes? Reasonable. Demanding open-source models? Dodgy. Transparency welcomingly weeds out biases. Opaqueness rightly raises eyebrows. But a model's IP has pecuniary value. Are transparency demands ethical? Are the LLM creators ripping off creators?
Give people agency over data-privacy, sure. But don't be daft - zero risk means zero innovation. Trial and error is innovation's bosom buddy. Any of you Web 3.0 or crypto folks got anythng to say about this?
Education counteracts blind AI faith. Remember - garbage in, garbage out. AI isn't a soothsaying sage - it's a data-crunching calculator. A very obedient 8 year old who does what you tell it. If you responses aren't good THAT's ON YOU and your terrible questions!
Involve all stakeholders when hatching regulations - technocrats, academics, ethicists, lawmakers. Deliberately balance. Reactiveness is reasoning's Achilles heel.
Uphold ethics and principles, don't throttle progress. Freedom of expression needn't foster mayhem. This is a technical tightrope, not a legislative see-saw.
Walk wisely. AI could either augur our ascent or trigger our downfall. The choice is ours. Choose judiciously. And wait for Quantum and Ai to go together! BOOOM!
Contact Mark via linkedin.com/in/mark-consigliWebsite: calendly.com/mark_consigli/30min (Company)
Twitter: ConsigliMark
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Are you curious to learn whether your strengths are your strengths and how you stack up? For 4 listeners who take the NEW Sales Aptitude Test, you will get a chance to guest on the show on 31 October for our Hallowe'en Raise Your Dead Deal Fest 2023. Click now to secure your spot on the show.
Ep. 501: Today's Big Idea is ... Effective, sustainable marketing requires strategic thinking, customer focus, and adapting to changing contexts. Marketers should align with sales, build trust, and provide timely, relevant value. No shit Sherlock ... but how many of you are doing anything even resembling what Aaron talks about.
Aaron Hassen has been at the sharp end of marketing for the past 19 years since he left the military.
He advocates taking the hard path:
Align your marketing strategy tightly with sales to deliver an exceptional unified customer experience.
Listen intently to identify your own blindspots. Perhaps an over-reliance on metrics versus strategy or you have a feature you love so much you have to tell them about it, even if it means talking your way out of the sale?
Aaron reminds you that buyers change, their stage in their business lifecycle differs and unless you adapt, you will become irrelevant and be dropped. Embrace new contexts and buyer behaviours. Imagine the customer's emotional perspective.
Nurture personal branding and networks to boost leadership. Engage frontline staff for insights.
Determine the brand purpose that resonates emotionally. Diagnose the problems to address through organisational alignment.
We dig into these blindspots:
- Not realizing how specialized and metrics-driven marketing has become, losing strategic value
- Focusing too much on short-term results vs long-term brand building
- Not aligning marketing initiatives tightly with sales and the rest of the organization
- Not adapting strategies and messaging to fit changing economic contexts
- Over-relying on technology like AI without a human focus
Contact Aaron on LinkedIn - linkedin.com/in/aaronhassen
Websites* aaronhassen.com (Company) * aaronhassen.com/expert-interviews (Portfolio)
Twitter* reviewsbyaaron
Are you curious to learn whether your strengths are your strengths and how you stack up? For 4 listeners who take the NEW Sales Aptitude Test, you will get a chance to guest on the show on Hallowe'en 2023. Click now.
Ep 500:A Question ofAsk, Listen, Outclass Your Competition.Ep 500: The Art of Asking Questions - A Masterclass in Curiosity
In this special 500th episode, Marcus Cauchi shares his a few of his best insights and techniques for asking powerful questions. Through coaching real sellers and founders live, he demonstrates how carefully crafted questions can uncover obstacles, open minds, and drive conversations forward.
What You'll Learn From This Episode
- Observe how Marcus listens intently and focuses on understanding the other person's real problem before jumping to solutions.
- Notice how he peels back layers of confusion by asking simple but thoughtful follow-up questions.
- See how he builds trust and credibility by not applying pressure or giving unsolicited advice.
- Learn several of Marcus' frameworks for crafting open-ended, imaginative questions that provoke creative thinking.
- Discover how patience and curiosity are key to guiding people to their own breakthroughs and decisions.
"I've carried my sales team's quota the last 2 months by applying tactics I learned from this podcast. I recently closed two of my biggest deals ever ($400k and $300k) thanks to insights from The Inquisitor." Ed, Account Executive, Fintech, Mid-Market Sales
Thank You!
Thank you to you, our loyal listener for supporting the growth of #TheInquisitor over 500 episodes and rapidly over 180,000 downloads! Suzanne and I ask a favour, that you share this episode with others who could benefit from improving their questioning skills.
And please give the show a review, good or bad, witty or serious. We depend on you sharing the show. We don't charge, we don't carry advertising - please support us by telling others. And talking to us about what you learn, what you want to learn. This is a great adventure we share - have your say and tell us what you need, how we can make the show even better, more useful. And recommend great guests, please.
Also check out Marcus' coaching for more in-depth learning on powerful strategies to immediately improve your sales conversations and remove friction from your buyer's decision to buy from you.
P.S. Want to know something about yourself and your selling that you don't know now? Complete the new and vastly improved Modern Selling Aptitude Test v3.0 - Click here to get your SATv3.0:
Book a free 30 minute results review and I will share your #BuyerSafetyScore and your #PipelineCertaintyScore, and help you pinpoint one obstacle over which you have control that is holding you back.
Discover the transformative potential of mental toughness in leadership and team building. Tune in to his insightful podcast with Anthony Taylor, a recognised expert in mental toughness and author, to delve into the art of cultivating resilient leaders and high-performing teams.
Understand the power of mental toughness, the balance of sensitivity and toughness, and the tools to build mental fitness. Dive deep into the world of empathetic leadership, mental fitness, and innovative recruitment strategies.
Take your leadership skills to the next level and meet the challenges of the modern work environment head-on. Ready to start your journey? Book a coaching session with Marcus.
Mental toughness is more than just a buzzword; it's a critical personality trait that dictates how we respond to stress, pressure, and challenges. It's not about being macho; it's about the power of the mind. This podcast will guide you through the complexity of mental toughness, its benefits, and its impact on performance.
The MTQ+ test offers a glimpse into people's mental responses in varying situations, can be an invaluable tool in recruitment, leadership development, and team building. Cultivating mental fitness requires understanding one's mental toughness profile, developing emotional intelligence, and fostering good mental health through exercise, healthy eating, and volunteering.
Being a good leader is not about controlling but about influencing others with praise, empowerment, and delegation. Remember, setbacks should not affect one's self-concept or self-worth. Instead, they should be seen as opportunities for growth and learning.
Contact Anthony via LinkedIn - linkedin.com/in/ant-taylor-mentaltoughness
Mobile 07771 892479
Web www.threefifty9.com
Email anthony@threefifty9.com
Twitter: AntTaylor72
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Ready to transform your leadership skills and create high-performing teams that thrive in the face of pressure? Book your coaching session with Marcus Cauchi today.
Mark Schaefer, marketing strategist, keynote speaker, university educator, and bestselling author of "Marketing Rebellion," "KNOWN," "Cumulative Advantage" and his latest book, "Belonging to the Brand." We discuss community, how to build it, how to get out of the way, the temptations to avoid if you want your community to flourish
Contact Mark via linkedin.com/in/markwschaefer Websites
- businessesGROW.com (Company)
- businessesGROW.com/blog (Blog)
- youtu.be/gehWpd4AGyE (Speaking video)
Email: mark.schaefer@businessesgrow.com
Twitter: markwschaefer
My guest this time is Patty Block, CEO of The Block Group and author of "Your Hidden Advantage." Patty, former political lobbyist today helps $1m+ women business owners to grown and achieve exit readiness. Patty shares her realisation about selling her business, tips for avoiding common pitfalls like underpricing, and strategies to maximise profits. Discover valuable insights on effective communication, personal growth, and building real business value.
Key Points:
- Realising Your Business's Value and Exit Strategy Potential
- Overcoming Limiting Beliefs for Business Growth
- Navigating Emotional Decision-making
- Avoiding Underpricing
- Eliminating Wasteful Spending in Business
- Frequently Unasked Questions (FUQs) for Successful Exits
- Tackling Ego's Impact on Business Value
- Red Flags and Lobbying Lessons
- Striking the Balance in Women's Sales and Business
- Embracing Responsibility and Accountability
- Strategies for Business Enrolment and Empowerment
- Taking Action for Profitable Growth
- Setting Boundaries for Success
- Reflections on Money and Vulnerability
Contact Patty via linkedin.com/in/pattyblock
Websites
- theblockgroup.net/ (Company)
- theblockgroup.net/your-hidden-advantage (Other)
- theblockgroup.net/exit-readiness-index (Other)
Email: pwblock@theblockgroup.net
Twitter: TheBlockGroup
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If you'd like to talk to either me or Suzanne about coaching and learning more about Principled Selling, https://calendly.com/marcuscauchi
Unlocking Sales Success for Founders and Startup CEOs
Tal emphasises why identifying ideal customers, tailoring approaches, and focusing on meaningful conversations over mindless dials is key. He challenges common founder induced sales foul ups due to their over-reliance on their technical backgrounds. Tal offers strategies for building customer-centric sales operations that serve both the customers and the company.
We dig into the need to adapt if/when recession hits you on sales execution and the adoption of sustainable sales practices to weather economic storms. We share real-world examples, case studies, and practical advice to help founders navigate these challenges.
In addition to addressing prospecting, go-to-market strategies, and sales metrics, the episode sparks debates around ego, incentives, and the mindset required for founders to admit their need for sales help and reform.
This episode is filled with actionable insights and inspiring stories that will empower founders and startup CEOs to unlock their sales potential. Tune in now to gain the knowledge and tools needed to drive sales success in your entrepreneurial journey.
Contact Tal on linkedin.com/in/talpaperin
Websites:
- ksw.solutions (Company)
- facebook.com/kswsolutions (Personal)
Phone: +972-54-5308119 (Mobile)
Email: tal@ksw.solutions
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In the final quarter of 2023 through the first quarter of 2024, Marcus will be dedicating 50 focused hours of immersive coaching to three exceptional founders. This hands-on, intensive coaching period aims to drive significant development and optimization of your business strategies and execution plans.
Our primary objective will be to formulate or fine-tune your vision, crystalising it into a compelling strategy that can attract high-caliber talent to your enterprise. We'll then work on effectively engaging these individuals, clearly outlining their roles and the expectations associated with them. This will ensure they fully understand their contributions to the overall mission and the specific tasks they are responsible for executing.
This in-depth coaching will also involve a comprehensive review of every aspect of your organisation. We will meticulously scrutinise every process, role, individual, system, and structure within your enterprise, with a view to identifying areas of strength, weakness, and opportunities for improvement. This isn't about change for the sake of change, but about aligning every element of your organisation more closely with your overarching goals.
Furthermore, we'll be laying out a robust strategy designed not only to achieve short-term wins but also to build a foundation for long-term success. We'll work on fostering a cohesive and driven team, one that is fully committed to the mission and capable of delivering exceptional results.
Ultimately, our work together will culminate in the development of a resilient and adaptable customer strategy that turns every client interaction into an opportunity for building enduring relationships. By the end of our time together, you'll have the strategic blueprint, the dynamic team, and the loyal customer base you need to propel your organisation forward in a sustainable and meaningful way.
For a #SalesBreakthrough https://calendly.com/marcuscauchi
Elodie Lavasseur is an accomplished branding and marketing leader with a history in hospitality, travel and the record business. Today she is a neurocoach who empowers women entrepreneurs, founders and professionals to unlock their true potential, to achieve success on their own terms. Elodie shares invaluable lessons that will open you to new possibilities.
Unleash Your Confidence: Break free from self-doubt and self-sabotage. Learn how to build unwavering self-belief and tap into your intuition, allowing you to trust yourself and make confident decisions that shape your destiny.
Journal Your Way to Clarity: Explore the power of journaling as a transformative tool. Gain insights into uncovering hidden patterns, values, and desires, enabling you to create a life aligned with your true passions.
Conquer Writer's Block: Say goodbye to creative roadblocks. Discover a game-changing technique that banishes writer's block forever. By asking yourself targeted questions and letting your thoughts flow freely, you'll tap into a wellspring of creativity and unlock your true writing potential.
Unveiling Blindspots: Delve into unasked questions and explore the blindspots that may be holding you back. From achieving work-life balance to bouncing back from setbacks, uncover practical strategies to navigate challenges and reach new heights.
Tune in and unlock your true potential today!
Contact Elodie on linkedin.com/in/elodielevasseur Email: info@theshinebrightacademy.com
Website: https://www.theshinebrightacademy.com/
90-day Accountability Programme: https://www.theshinebrightacademy.com/manifest
--Prepare4PowerQs: Uncover your potential, embrace discomfort & reach new heights. I'll ask you the questions that'll challenge and expand your limits. https://calendly.com/marcuscauchiUse the same link to book a 45 minute planning session where you will form the basis of your plan for what you want your business to give you in life, or to sit in on one of my live LearningLabs.
J. Peter Wheeler is a fresh voice who needs to be heard. Listen and learn "why?"
In the realm of go-to-market operations, confusion and disagreement run rampant. Different teams have their own goals and metrics, causing inefficiency and distrust. Sales teams, driven by short-term objectives and quotas, are pushed to behave poorly. This damages relationships with both customers and employees. To regain trust, businesses must listen to their customers and align their objectives with what the customers truly need.
Recruiting, onboarding, and compensation often miss the mark. Instead of focusing on values, trustworthiness, and mindset, companies prioritise competencies alone. Communication and cooperation between teams like sales, marketing, product, and customer success are lacking. They must find ways to collaborate more effectively.
Over-reliance on tools and technology without proper employee training has made the sales profession dull. Companies should prioritise essential skills like interpersonal relationships and communication.
To improve collaboration, businesses should appoint individuals who can identify gaps, foster communication, and resolve conflicts between teams.
This is a critical juncture. Will businesses rise to the challenge and address their issues, or will they succumb to the consequences of chaos? The future of go-to-market operations hangs in the balance, and the world watches with anticipation.
Contact Peter via linkedin.com/in/jpeterwheeler Websites:
- calendly.com/productledgrowth (Other)
- jpeterwheeler.com (Portfolio)
Phone
- +1 (314) 651-3245 (Mobile)
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If you want to grab 15 minutes with me to discuss how you can:
- Ignite Sales Excellence.
- Elevate Performance.
- Unleash Revenue Growth.
Click this link https://calendly.com/marcuscauchi
- David Kurkjian is a sales consultant and author of the book "6X Convert More Prospects to Customers".
- The book focuses on helping salespeople construct high-value discovery calls and build conversations that rightly communicate value to prospects.
- We explore:
- The Importance of Early-Stage Selling Conversations
- Early-stage selling conversations are critical because they set the tone for the rest of the sales process.
- If you can't build rapport and establish trust with your prospect during these early conversations, it will be very difficult to close the deal.
- How to Master Early-Stage Selling Conversations
- There are a few key things you can do to master early-stage selling conversations:
- Focus on the prospect's problems, not your product.
- Use contrast to show how your solution can solve the prospect's problems.
- Ask questions to get to the root of the prospect's concerns.
- Be honest and trustworthy.
Compensation plans that reward salespeople for closing deals, regardless of outcomes, incentivise the wrong behaviours. Leadership sets the culture of the company. David offers a powerful litmus test for founders considering taking investment.
Additional thoughts:
- I agree with David that salespeople talk too much about their products and not enough about the value that their products can provide to prospects. This is a common mistake that many salespeople make, and it can be a major obstacle to closing deals.
- I also agree with David that leadership sets the culture of the company. If the leadership team is not supportive of sales, it will be very difficult for salespeople to be successful.
- I think the advice to ask VCs how they would handle real-life employee issues is very insightful. This is a great way to get a sense of their values and how they would treat employees.
- Finally, I think the advice to pay attention to the words that you use when talking to prospects is very important. The words that you use can have a big impact on how prospects perceive you and your product.
linkedin.com/in/david-kurkjian-1891901 Website * mastermessaging.com (Company)
Philipp and Marcus dished out some storytelling secrets in their latest chat on sales, just enough to pique your curiosity. They've got this mysterious yet effective SURF formula: Surprising, Emotional, Relatable, and Visual. Want to know more? Well, you'll have to dive in!
Imagine meeting a prospect and instantly clicking with a short, engaging connection story. And what if you could level up their game with thought-provoking scaling questions? Intrigued? We thought so.
Success stories that turn customers into heroes, with snappy dialogue and irresistible benefits, are just the tip of the iceberg. Exciting story openings, a human touch, and a sprinkle of linkedin.com/in/philipphumm
Website: power-of-storytelling.com (Personal)
Email: p.k.humm@gmail.com
--
If you want a coach who will always tell you what you need not what you want to hear, who will leave you nowhere to hide from your excuses, and will give you the firm, fair and focused direction you need to make and realise your plan for the certain future you want for yourself and those you care about.
Book 15 minutes for free or 45 minute paid initial coaching call
https://calendly.com/marcuscauchi
For details of my coaching, consulting, predictive hiring and other services https://www.laughs-last.com/training-and-coaching/#successfulsellingshowmore
AI FOR THE REST OF US: How To Outsmart Big Tech And Become An AI Master
Does AI mean the end of businesses like yours? Think again.
In this no-holds-barred discussion, AI expert Lisa Palmer and strategist Marcus Cauchi reveal how underdogs like you can outsmart Big Tech and become an AI master.
Lisa argues AI fear-mongering misses its TRUE benefits: efficiency, productivity and solving wicked problems. The key? Setting guardrails while leveraging AI's potential.
But how can we gain the upper hand? Lisa notes companies often lack a deep understanding of their data to ask the right AI questions. Marcus proposes a disruptive approach: a team of advisors researching companies simultaneously to reveal opportunities traditional approaches miss.
They discuss the challenges of integrating AI into inflexible cultures and outdated business models. Lisa believes an agile culture is pivotal for success. Marcus cites examples of how AI is transforming sales - from automating content to tailoring customer interactions.
In this episode, you'll discover:
✅ How to regulate AI responsibly while capitalizing on its advantages ✅ How to develop an agile culture that EMBRACES - not fears - AI ✅ Tactics for using MULTIPLE AI tools to gain original perspectives ✅ Strategies for using AI to REINVENT business models and gain competitive edges
Don't miss this robust discussion on the realities - and possibilities - of how AI can give YOU the upper hand against Big Tech. You'll learn how to develop the RIGHT attitudes, habits and outlooks to navigate the AI revolution and gain an advantage today.
Arnold Beekes and Marcus expose hidden truths hindering personal growth. Society's conditioning and crisis blind spots are revealed, empowering listeners to find transformative solutions. No word wasted, only powerful insights.
Arnold's career weaves technology, leadership, psychology, coaching, and startups. Unveil the impact of conditioning and critical thinking, balancing profit and societal well-being. Beware of advanced technology's dangers, challenging norms and revealing hidden connections.
Embrace self-awareness, ignite change through emotional intelligence. Address burnout, align values in the workplace. Govern with structured thinking, embrace diversity, wise technology use. Discover top business lessons, unlock potential in this charged journey of hidden truths and transformation.
Arnold Beekes chats to me about:
- Living Someone Else's Life: Symptoms and Blind Spots - Marcus and Arnold discuss the signs of individuals living someone else's life and explore the blind spots that hinder personal growth and fulfilment.
- Finding Solutions in Crisis: Societal Conditioning and Critical Thinking - Arnold explains the reasons behind people holding back from finding solutions during crisis moments, including societal conditioning and lack of critical thinking. He emphasises the importance of asking critical questions and recognising blind spots.
- Arnold's Career Journey: Technology, Leadership, and Startups - Arnold shares insights from his career, which spans new technologies, personal leadership, psychology, coaching, and starting startups.
- Impact of Conditioning and Critical Thinking on Individuals and Organizations - Marcus and Arnold explore the influence of conditioning on individuals and organisations, stressing the significance of critical thinking and diversity in innovation teams. They also discuss the need to balance monetisation with societal well-being and caution against the potential dangers of advanced technology.
- Self-Awareness and Ownership: Moving Beyond Individualism - The hosts emphasise the importance of self-awareness and taking ownership of one's life. They advocate for a holistic approach in problem-solving and highlight the necessity of understanding the whole picture to address critical issues effectively.
- Emotional Intelligence and Enabling Change - Arnold discusses his approach to enabling people to change by asking questions about their emotions, highlighting the role of emotional intelligence in personal growth.
- Burnout, Values, and Mental Health in the Workplace - Marcus and Arnold explore the prevalence of burnout and compromised values in the workplace. They emphasise the connection between the brain and the body, as well as how stress and emotional issues can manifest as physical problems.
- Governing Actions with Structured Thinking - Arnold advises on consistently allowing thinking to govern actions rather than being reactive, emphasising the importance of structure, systems, and considering opposing opinions. They also discuss the value of multiple perspectives and avoiding narrow-mindedness.
- Technology, Informed Discussions, and Brain Fitness - Marcus and Arnold stress the importance of being informed and using technology wisely to engage in meaningful discussions and challenge arguments. They recommend listening to podcasts on various topics to broaden knowledge and suggest resources such as "The Founders" podcast and books on human nature, mental health, and conditioning.
- Recognise and overcome societal conditioning to live authentically.
- Develop critical thinking skills and ask critical questions to find solutions.
- Embrace self-awareness and take ownership of your life.
- Foster emotional intelligence to enable personal and organisational change.
- Address burnout and prioritise mental health in the workplace.
- Govern actions with structured thinking and consider opposing viewpoints.
- Utilize technology wisely for informed discussions and growth.
- Explore brain fitness to enhance performance and well-being.
Join Marcus and Arnold as they dive into these powerful lessons for personal and professional growth. Discover how to break free from societal constraints, think critically, and nurture a healthy mindset. Tune in to @TheInquisitor for insightful conversations and practical strategies to live a fulfilling life.
linkedin.com/in/arnoldbeekes Website: brainathletes.club (Company)
Phone: +31621274776 (Mobile)
Email: beekes@mac.com
Twitter: ArnoldBeekes
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Grab 15 minutes in my diary for a quick chat about the one question that you are burning to ask about your sales, career or dilemma. https://calendly.com/marcuscauchi
My guest is the maverick academic, neuroscientist, behavioural psychologist and polymath Jordan Bridger. If you don't know his work you are in for a treat and a few uncomfortable wriggles in your seat. We discuss the challenges of change and uncertainty in business and society.
We explore how self-limiting mindsets and internal chatter code individuals based on the past, rather than inherent human nature. Reimagining uncertainty as opportunity and reframing change activates positive potential within us. Emotions shape our reality more than inherent biases, so recognising how they limit us expands possibilities. True power lies within oneself and by distributing it through communities.
Technology should be seen as extending human capacities rather than threatening them. Social change emerges from the bottom-up through heterogeneous communities modelling alternatives from within.
Asking the right questions reveals growth potentials that shift mindsets and behaviours, harnessing internal resources for adaptive growth.
Listen 2 or 3 times if you want all the goodies from this episode. Contact Jordan via linkedin.com/in/jordanbridger58 Websites:
- bit.ly/3hny6Lq (Company)
- bit.ly/387BkwN (Company)
Email: thejourneyalive@gmail.com
Twitter: atravelersnote
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Am I the coach you need or the one you want?
I'm here to ask you the questions you've been avoiding. If you're prepared to face your own barriers, I'll be there, guiding you to step out of your own way.
Ask me your most pressing question about sales. It's free and no pressure to buy either now or in the future. https://calendly.com/marcuscauchi
Breaking Barriers: Reclaim Your Success in a Shifting MarketIn an era marked by volatility and mistrust, trust and empathy play a critical role in building mark.stouse@proofanalytics.ai
Twitter: markstouse
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If you're looking for clear direction navigating the changing market, build a consistent pipeline of quality leads, close more profitable deals, more often, let's talk.
Let's find 15 minutes, we can see if there's a fit. Click the link https://calendly.com/marcuscauchi.
Jake Rosenberg, founder of Krete joins me on this episode to discuss the joys of starting up, product development, team building, saving money, getting shit done
Join us for an insightful interview as Jay Allen, the visionary entrepreneur behind My True North, takes the spotlight. In this captivating episode, Jay fearlessly shares his remarkable journey, revealing invaluable insights and hard-earned lessons that will propel your business forward.
Discover the four key questions that will revolutionise your business strategy. Jay's expertise will empower you to make strategic decisions that drive growth while avoiding common pitfalls.
Gain a deeper understanding of the real impact of business failures on employees and suppliers, and the importance of purpose and values in building ethical and thriving enterprises.
Jay's research uncovers hidden causes of business failure, providing you with the knowledge to safeguard your business, align stakeholders, and build a talented team.
Explore the realm of people-centric leadership as Jay and Marcus discuss the pitfalls of overemphasising finance, technology, and data. Learn how to foster collaboration and ensure customer satisfaction throughout your organisation.
Avoid hitting a glass ceiling by mastering the art of identifying and hiring top talent. Jay shares valuable insights and the four key questions that will help shape the future of your business.
Discover the power of purpose-driven leadership, diversity, and adaptability in building sustainable enterprises. Prioritise customer interests and navigate change for long-term success.
Gain inspiration from captivating books and concepts as Jay explores history, financial cycles, and societal dynamics. Learn from his experiences to avoid prioritising commercial success over customer-centricity.
Uncover the secrets of business success with Jay Allen. Tune in to this unforgettable episode and propel your business to new heights of growth and fulfillment.
My guest is Brent Keltner, CEO of Winalytics. We dig deep into the impacts of self centred selling, we delve into the need to ask yourself better questions and reflect on the ripple effects of our decisions, our actions and how we think about our customer. This is not going to be a pretty episode as there are several moments where we hold up the ugly mirror. Buckle up. So much value packed into one show. Bring a means to make notes.
Book recommendations:
- Brent Keltner - "The Revenue Acceleration Playbook"
- Todd Capone - "The Transparency Sale"
- Marcus Sheridan - "They Ask, You Answer"
- Carol Mahoney - "Buyer First"
- Charles H Green - "Trust-Based Selling"
- Andy Paul - "Sell without Selling Out"
- Bob Moesta - "Demand-Side Sales"
- Smibert, Maloney, Clulow - "The Wentworth Prospect"
Connect with Brent Keltner via email at bekeltner@winnalytics.com
Contact Brent via linkedin.com/in/bkeltnerWebsite: winalytics.com/ (Company)
Email: bkeltner@winalytics.com
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Book 15 minutes to explore if coaching with me is a good fit for you or if you're familiar with my work and you prefer to dive straight in, we will help you develop your plan for making sure you succeed and enjoy life in the process - https://calendly.com/marcuscauchi
Work to live, don't live to work!
Unleashing Sales Success: Key Insights from Evan Kelsay
Show Notes:
Evan Kelsay, an experienced sales leader, shares his valuable insights on sales strategies, team dynamics, and organizational success in this episode of TheInquisitor podcast.
Key Points:
- The importance of understanding customers: Gain deep insights into customers' language, pain points, and desired outcomes to create timely and relevant solutions.
- Orchestrating internal collaboration: Foster cooperation across departments, remove egos, and align teams towards shared objectives for effective execution.
- Embracing dissent as a virtue: Encourage diverse viewpoints and open discussions in critical decision-making processes to avoid blind spots and improve outcomes.
- The significance of financial literacy: Develop financial acumen to understand how professionals think, interpret financial statements, and navigate business conversations effectively.
- The value of long-term thinking: Focus on the long-term success of your company, considering governance, change management, and resource allocation beyond immediate results.
In conclusion, Evan Kelsay's extensive experience and insights shed light on crucial aspects of successful sales strategies, team collaboration, and financial literacy, offering valuable guidance for sales professionals and business leaders aiming to drive revenue growth and create lasting impact.
linkedin.com/in/evankelsayPhone: +1 347-849-7284 (Mobile)
Email: evankelsay@gmail.com
Twitter: EvanKelsay
Are you ready to embark on a transformative journey? The latest episode is an absolute must-listen for those brave enough to venture down "The Road Less Stupid." In this riveting discussion with Matthew Dashpher Hughes of Gunner Cooke, you'll explore the profound significance of Values and how they shape our organisations and our lives.
🔑 Unlocking the Power of Values
One of the central themes of this conversation is the paramount importance of defining values. You’ll understand the value of diversity in many aspects of your organisation. However, when it comes to Values, Matthew stresses that diversity must take a backseat:"Hire for diversity in everything but Values". Hiring individuals who align with your organisation's values is crucial to prevent toxicity from seeping into your team and tarnishing customer relationships.
💡 Illuminate the Concept of Values
It's remarkable how often we overlook the profound significance of values. Matthew skillfully illuminates this blind spot, urging us to delve deep into our own understanding and interpretations. He emphasizes the importance of ensuring clarity and alignment when communicating with others about values, so that everyone is on the same page.
🌐 The 6C's: Building a Community Based on Values
Matthew introduces his captivating concept of the 5Cs, which magically evolve into the 6Cs during their conversation. Their discussion revolves around building a community founded on values, trust, and honesty. Together, they explore the significance of communication, coordination, cooperation, collaboration, community, and common purpose. And they offer invaluable insights on striving for both the minimum and world-class levels in each area.
The challenges of cultural dissonance and the dangers of incentivising the wrong behaviours with compensation plans are touched upon. The duo also explore the elusive concept of trust and share practical ways to demonstrate it.
As always, the podcast combines personal experiences with wisdom from renowned authors. Matthew draws inspiration from Peter Drucker's letters and Benjamin Franklin's 13 virtues, offering a wealth of knowledge for those seeking to unlock their leadership potential. He unravels the intriguing concept of "meatware," shedding light on why People often play a central role in failures. And a reason for excellent interview performance which we might overlook.
📚 Unlock a World of Knowledge
As always, this episode offers a plethora of book recommendations that will leave you hungry for more. Discover thought-provoking works such as:
"The Road Less Stupid" by Keith J. Cunningham
"The Solution"
“Loonshots” by Safi Bahcall,
"The Brand Bucket" by Barnaby Wynter
"Demand Side Sales" by Bob Moesta
"Trust based selling" by Charles Green
"The Trusted Advisor" by David H Maister
"Selling transformed by Philip Squire
Matthew also recommends listening to TheInquisitor episodes with Darryl Stickle and David Allison
Contact Matthew via linkedin.com/in/matthewdashper-hughes
Phone: 07715 269724 (Mobile)
Email: matthew.dashper-hughes@gunnercooke.com
Twitter: mdh_matthew
Talk to me about coaching and training https://calendly.com/marcuscauchi
Book me for your podcast https://calendly.com/marcuscauchi/bookme
Ultimate transparency nerd, sales historian, collector, author, teacher of many of the world's most successful sales producers, Todd Caponi is my guest on this week's episode #481.
We dive deep into the history of sales, exploring its cyclical nature from being trusted and respected to being terrible and back again. We shed light on the striking similarities between the current economic situation and that of 1921-23, emphasising the need for salespeople to adapt and embrace new strategies in a rapidly changing world.
- A Mirror to the Past: Comparing the current economic situation to 1919-1922, with high salesperson turnover rates and the need to be prepared for upcoming changes.
- Arthur Sheldon's Timeless Wisdom: "True salesmanship is the science of service" - how this principle still holds true today.
- The Evolution of Sales Processes: From the AIDA model to the shift towards seller activity-based approaches and recognising buyer behaviour.
- The Modern Buying Journey: Understanding the needs of today's well-informed buyers and questioning outdated sales techniques.
- Honesty, Service, and AI: How technology can enhance sales by predicting objections and providing valuable information.
- The Pitfalls of Metrics Obsession: Avoiding a decline in win rates and an influx of wrong prospects by focusing on quality over quantity.
- IKEA's Lesson: The importance of expectation setting and branding to improve customer satisfaction.
- Building a Customer-Focused Team: Hiring and compensating individuals who prioritise long-term relationships and customer satisfaction.
- Intrinsic Motivation in Hiring: Identifying candidates driven by a thirst for learning to reduce turnover.
- Sales Management & Leadership: The crucial role of skilled managers in a tight economy.
- Creating a Positive Work Environment: The benefits of transparency, ethical selling, and a supportive atmosphere on performance and creativity.
Sales have come a long way, and it's time for businesses to embrace change by understanding their customers' needs, adopting modern approaches, and fostering a positive work environment. Let's learn from history and build a future of ethical, transparent, and service-oriented sales. (ROFLMFAO!)
Enjoyed this episode? Don't forget to subscribe to The Inquisitor Podcast and share it with your friends and colleagues. Help us transform the world of sales one conversation at a time!
Contact Todd via linkedin.com/in/toddcaponiWebsites:
- toddcaponi.com (Company)
- toddcaponi.com/blog/ (Blog)
Phone: +1 847-999-0420 (Work)
Email: tacaponi@gmail.com
Twitter: tcaponi
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I'm auditioning 3 new clients. If you'd like to be considered to be invited to join my exclusive Successful Selling programme, book 15 minutes to discuss what's involved and what you can expect to gain from participating - https://calendly.com/marcuscauchi
Rebecca Murtagh is founder of the Human AI Institute.
Get ready for an insightful episode of the Inquisitor Podcast 🎧! Marcus Cauchi and Rebecca Murtagh explore the compelling world of AI, technology, and human growth 💡. Join them as they face challenges and opportunities in a rapidly changing world 🌎.
Discover the secrets to asking better questions, prioritising profitability over revenue, and using AI to boost your creativity and critical thinking 🧠. Feel the excitement as they discuss cognitive diversity and AI's potential to hep us tackle complex problems 🤖!
Embrace collaboration and community to future-proof your career and business 🤝. Marcus and Rebecca dive into AI ethics, leadership, and untapped investment opportunities in emerging markets 🌍.
Don't miss this engaging episode that blends the future of AI, technology, and human innovation 🚀
Contact Rebecca on linkedin.com/in/rebeccamurtagh
Websites
- karnerbluemarketing.com (Company)
- rebeccamurtagh.com (Blog)
- milliondollarwebsite.tv (My Book)
- https://successwithrebecca.com
Twitter: VirtualMarketer
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To talk to me about coaching, mentoring or training - https://calendly.com/marcuscauchi
DM to learn how you can use ChatGPT to get your next job without going through the advertised job market or use recruiters.
Tim J Smith of Wiglaf pricing shares my view that discounting is a sin. Giving away margin because your reps have a bad money concept is unforgivable.
How often does a founder or leadership team encourage discounting? Do you ever calculate what the true, full hidden cost of an initial discount will be over a customer's lifetime? It'll make your FD or CFO weep.
Tim and I don't pull any punches. This will be an uncomfortable listen for many of you.
Contact Tim linkedin.com/in/drwiglafWebsites:
- wiglafpricing.com (Wiglaf Pricing)
- wiglafjournal.com (Wiglaf Journal)
- depaul.edu (DePaul)
Phone: +1 8728292495 (Work)
Email: tsmith@wiglafpricing.comTwitter: timo437
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Contact me to chat about coaching and training https://calendly.com/marcuscauchi
Kieran Krohn - Individual Contributor, Partner Manager and Mid-Market Sales Manager discuss the qualities of great salespeople and effective managers. We explore Price's Law and it's value as a manager of salespeople and partners.
We discuss the dangers of playbook blindness
Jamie Snow tells a great story.1. The importance of storytelling in sales and the need for salespeople to be able to tell a compelling story that resonates with their audience. 2. The significance of brand positioning and how it can help sales teams differentiate themselves from the competition and better target their ideal customers. 3. The value of building strategic relationships with clients and partners, as these relationships can help to foster trust, credibility, and loyalty. 4. The need for sales leaders to have strong coaching and mentoring skills, particularly when working with younger generations who may have different values and expectations. 5. The importance of choosing the right business partner and understanding the size of the organization that one wants to be a part of.
Contact Jamie via linkedin.com/in/jamie-snowEmail: jamie.h.snow@gmail.com
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If you want your career in sales to give you more in life, let's talk about training and coaching: https://calendly.com/marcuscauchi
Tommy McNulty, investor, scale-nut, second time founder of Rhythm, to explore the power of financial metrics and their impact on sales growth. Learn how Tommy transformed his own sales journey, and how his 2nd baby, Rhythm, is revolutionising the way sales leaders and teams approach financial planning and analysis.
- The game-changing power of understanding and maximising contribution margin
- Leveraging internal experts and resources to supercharge sales growth
- Practical advice, tips, and resources to boost your financial acumen in sales
- Discover Rhythm: The cutting-edge platform empowering sales teams with financial insights
Book Recommendations:
- Thinking in Numbers by Daniel Tammet - Unlock the power of quantitative thinking in your decision-making process
- Thinking in Systems by Donella H Meadows - Master the art of systemic thinking for sustainable success
Get ready to transform your sales strategy and skyrocket your growth with this unmissable episode filled with invaluable financial insights and expert advice!
Contact Tommy via linkedin.com/in/tommcnulty1Website: onrhythm.io (Company)
Excellent Resource Library: https://www.onrhythm.io/resource-library
- -Contact me about Learning, training and coaching - https://calendly.com/marcuscauchi
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If this episode really resonated with you, go ahead and like, comment, and share it with your friends and colleagues. Don't forget to leave an honest review on your favourite podcast platform, and check out the coaching opportunities with me by clicking the link. Want to learn more about AI in sales? Reach out to Dustin or me on LinkedIn. Join me and Moeed Amin on ChatGPT for Sellers 21 April 1600-1730 UK.
Book time to talk about coaching or training https://calendly.com/marcuscauchi
Martin Ellis is not your average recruiter. He came t the industry late in life after having built businesses, led teams and seen what doesn't work. Grizzled, no frills but plenty of finesse. Martin is sharp minded, humane, empathetic and someone his clients trust to always tell them the truth whether they want to hear it or not.
Listen if you are keen to improve as a leader, a manager or a candidate seeking a new role where you can flourish, have a listen. We explore how to headhunt your next boss, improve the quality of your relationships, advance your questioning and focus on creating #buyersafety.
We explore how to walk the tightrope between doing what is right for your customer, meeting quota, keeping your bosses happy and fitting in with the culture of the company.
And we look at the critical role managers play in the success or failure of a team and the individuals within it. Managers can be the single most powerful catalyst for driving positive change and rapid, sustainable growth, but only if they let go, give up trying to control things and trust their people. Listen to learn more.
Contact Martin on linkedin.com/in/martinellisheadhunter
Website: rsegroup.agency/ (UK Company Website)
Phone: +44 (0)7823 887982 (Mobile)
Email: therealmartinellis@gmail.com
Twitter: RSEHeadhunter
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To grab 15 minutes with me to talk about any sales related challenge - https://calendly.com/marcuscauchi
For more information and previous episodes of #TheInquisitorPodcast go to https://www.laughs-last.com/theinquisitor/
To accelerate your career: https://www.laughs-last.com/successful-selling/
Gal Aga, CEO of Aligned, a collaboration platform that puts buyers, sellers and partners in a single place and saves all records of every touch in one place
We dive deep into the world of sales cycles and discuss the importance of understanding the buyer's journey. They highlight the dangers of following outdated methodologies and copy-pasting them from company to company. Gal and Marcus also emphasise the need to listen to buyers and align the sales journey with the buyer's journey.
We discuss the evolution of sales from inside sales to remote sales and the complexity of navigating remote sales. We also explore the over-emphasis on data and technology at the top of the funnel and how this can lead to a glut in the middle of the funnel that is often forgotten.
Gal and Marcus offer quality questions that leaders and management should ask to prove that a different approach should be taken. We also discuss the potential of using technology to help with training and activation in the HubSpot ecosystem.
Don't miss out on this informative and insightful episode that will revolutionise the way you approach sales cycles.
Contact Gal on linkedin.com/in/galaga
Website: teamaligned.com/ (Company)
Phone: +972 542 080 422
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Book a call with me to explore the choices ahead of you in life, in work, and for your sanity.
https://calendly.com/marcuscauchi/
Robin Singhvi, founder of SmartCue joins me to talk about his experience with founding and fundraising. He reveals he secured 15 investor conversations, and shared his tips on how to create a personalised product demos that are relevant to buyers and prospects.
He advises founders to find 20 people who fit their persona and send them a cold email to validate their venture before seeking funding. He also suggested that they should start with smaller investors and work their way up, avoiding bad or dumb money. Robin recommended reading "The Mom's Test" to get meaningful responses in interview and emphasised the importance of understanding the emotional and social needs of product marketers to refine interview questions.
We cover several important topics related to entrepreneurship, including the challenges of fundraising, the importance of really understanding your customer, and how to create a successful business without raising a lot of money.
The interview also covered the challenges that solo founders face, and the importance of understanding the problem before attempting to solve it, while avoiding attachment to the outcome. Regarding fundraising, Robin discussed the dangers of accepting any money, and advised founders to think about the "right money," which includes not only the funding but also what else the VC can offer in terms of introductions, avoiding mistakes, and help with hiring, compliance, and legal. He discusses why to start with smaller investors and work your way up, rather than going straight to big funds.
Other topics discussed in the podcast included the importance of referrals, reducing CAC to LTV ratios, and how VCs can dictate salary and other terms when investing in a company. Robin and Marcus also discussed the importance of validating a venture before seeking funding, and how to tell the difference between good, bad, and dumb money. Overall, the interview provided valuable insights into the world of entrepreneurship and fundraising, and offered practical advice for those seeking to create successful businesses.
Contact Robin via linkedin.com/in/robinsinghvi
Websites
- getsmartcue.com (Company)
- SmartCue.substack.com (Other)
Email: robinsinghvi@gmail.com
Twitter: robinsinghvi
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Book time with me to discuss what's not working in your career and your life> Let's see if some unconventional coaching might be what the doctor ordered for you - no risk, no charge, just an honest conversation and no bullshit - https://calendly.com/marcuscauchi/
Drew Sechrist, founder of Connect the Dots was Salesforce's 36th employee. Drew shares his experiences and insights about the power of relationships and how they can be leveraged in sales and management. Drew discusses the importance of warm relationships in sales efforts, the blind spots salespeople have when it comes to referrals, and the need for a management apprenticeship. He also talks about the culture of collaboration and equity in Salesforce.com that enabled its success, and shares his own personal journey transitioning from individual contributor to manager. Drew's message is that relationships between two people form the atomic unit of larger groups, and unlocking the power of these relationships can lead to success. Take notes, and apply. Contact Drew via linkedin.com/in/drewsechristEmail: drew.sechrist@gmail.com
Twitter: drewsechrist
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Looking for a coach who can help you up your sales game, deliver exceptional results and won't ever be bland, boring or baffle you with bullshit - https://calendly.com/marcuscauchi/ - plain speaking, no faff, no fluff. Let's chat
dr carolina billings
Carolina Billings can be contacted through her LinkedIn (linkedin.com/in/carolinabillings), her company website (powerfulwomentoday.com), or email (info@powerfulwomentoday.com). She is also on Twitter (carolina_CHRP).
Thank you for listening to TheInquisitor Podcast.
summarise the show notes, add a powerful headline, and adda complelling call to action to engage me as their coach Carolina Billings discuss entrepreneurship and building successful ecosystems. We explore the power of leveraging ecosystems, the importance of self-care and emotional independence, the need for diversity of thought and experience, and dig deep into these topics.. Carolina also shares insights into her membership-based business model, which offers different tiers of investment and trust, and explores how to create momentum for a community with a common purpose.
Whether you're an entrepreneur or someone looking to build a successful ecosystem, this episode offers valuable insights and actionable tips for achieving success.
Contact Caroline on linkedin.com/in/carolinabillings
Website;powerfulwomentoday.com (Company)
Email: info@powerfulwomentoday.com
Twitter; carolina_CHRP
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Are you considering how to take your career up several notches? Let's chat about coaching and training. No pressure, just an honest conversation about what you want from life and how you can accomplish it all without selling your soul or selling out - book a free 15 minute call to establish is I'm what you're looking for to help you - https://calendly.com/marcuscauchi/
Harris Kenny is a sales mercenary. He chats to me about the changing landscape of smart outbound, the clamp downs by Google, warming tools and email jail.
We delve into best practices worst practices and practices that will get you blocked. Lively and fast paced, clear practical tips.
linkedin.com/in/harriskenny Websites
- introcrm.com/ (Company)
- harriskenny.com/ (Personal)
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Contact Marcus to book a free 15 minute coaching call - https://calendly.com/marcuscauchi
If you want to be a guest on #TheInquisitorPodcast email marcus@laughs-last.com
Peter Wheeler
Ep 467: Dive deep into the world of entrepreneurship with this captivating episode! Join host Marcus Cauchi as he sits down with accomplished entrepreneur Peter Wheeler to discuss the highs and lows of building a successful business. From the importance of setting boundaries and asserting oneself, to the dangers of isolation and burnout, this conversation covers it all. Get ready to be inspired by their candid and personal stories of failure and growth, and learn valuable lessons from their experiences in the world of self-employment. This podcast is a must-listen for anyone looking to start their own business, or for those simply looking for inspiration and guidance on their entrepreneurial journey. Don't miss out on this engaging and informative episode!
Contact Peter via
linkedin.com/in/jpeterwheelerWebsites:
- portfolio.mirthfulpolymath.com (Portfolio)
- calendly.com/auth0peter/30min (Other)
- jpeterwheeler.com (Personal)
Phone: +1 (314) 651-3245 (Mobile)
Book Time with Peter: https://calendly.com/auth0peter/30min
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Book time with me to discuss your career, life and how you want sales to make the choices you want in life, possible - https://calendly.com/marcuscauchi/
In this episode 466 of The Inquisitor podcast, I chat with Andrew Mallia, a former naval officer and expert on the maritime industry, about the industry's underbelly. Andrew shares his experiences with maritime piracy, human trafficking, and the dangers of the open sea, and discusses the legal frameworks that underpin the industry. The conversation also touches on the future of the industry, including the impact of space exploration on maritime conflicts. If you're interested in learning more about the maritime industry and the hidden issues that underpin it, this episode is a must-listen.
Contact Andrew via linkedin.com/in/andrew-mallia-53443441
Email: marsecmalta@outlook.com
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If you are looking for an unconventional coach then book a time for a chat with me and let's explore your options - https://calendly.com/marcuscauchi/
Gal Aga chats to me about working in cooperation and in alignment with your customers and prospects. Aligned provide a shares space for sellers, partners and customers to meet, share ideas and assets, advancing the relationship and understanding of the problem together. The genius of this approach is that it removes friction and barriers to communication, enables you to keep track of all account related activity in one place - for you, your partners and your customers.
The potential for this to amplify and speed up ramp up times has yet be explored but I will definitely be researching how even more value can be squeezed out of this goldmine of insight into your buyer.
Anyway, have a listen. Check out Alignedup.com to try the product yourself and see how your customers love being looked after and ambiguity form the buying process removed.
Contact Gal on linkedin.com/in/galaga
Website: teamaligned.com/ (Company)
Phone: +972542080422 (Mobile)
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wannacatchwhales? I coach salespeople, not in a very conventional way, but the results are what you're buying. I've messed up, failed and shot myself in the foot in all the ways you're likely to. Think of my history as your future. You can learn from my mistakes and stupidity, or you can repeat them same mistakes and be just as dumb and lose just as much or more. My clients get incomparable results, stress less, get promoted, make more money, have more fun
https://calendly.com/marcuscauchi/
Tamara McMillen is a sales leader with successful operational and private equity experience. Gifted at both, Tamara helps you glimpse past the emotional fog that the topics of diversity, equity and inclusion evoke. We seek to explain why diversity of thought is critical in a healthy, and sustainably profitable organisation, and the impact investors, leaders, managers and down to the individual choices that salespeople and managers might have on customers, on employees and the areas to pay attention to as signs that a course correction might be needed.
Tamara is a strident advocate for her people, for giving them permission to fail, to dissent, to think for themselves. Her style of leadership develops leaders not followers and swallowers of dogma. This creates a very different type of salesperson and sales experience for buyers.
You'll like Tamara because she brooks no bullshit and calls me out a couple of times (as she always does and why I value and trust her counsel even when we disagree). And that brings me to our key point. You learn by rubbing against people and opinions you disagree with. Great diversity creates intersectional moments where people with different histories, perspectives, competencies, relevant or opposed views all come together to understand a problem and solve it. That is tapping into Humanity's 5 superpowers - cooperation - communication - codevelop understanding & solutions - choreograph who does what, when and to what level, standard or force - co-elevate everyone involved by finding what we share in common. Working towards a unifying, common purpose means we will be OK waiting to get our needs met in pursuit of the higher purpose.
Tamara discusses how you build, empower, equip and lead a truly diverse team. It's not easy but the rewards are massive and leaders require the humility to be vulnerable, to encourage dissent, and leave their egos behind.
Contact Tamara via linkedin.com/in/tamaramcmillen
Email: tamara.mcmillen@me.comTwitter: Tamara_McMillen
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If you want to talk to me about coaching you grab a time https://calendly.com/marcuscauchi/. You can get 15 minutes with me for free, or book a paid for 45 minute initial coaching call to help you develop a personalised plan for your career in sales to give you everything you want in life. Now doesn't that feel like a light at the end of the tunnel?
Gin Lalli chats to me about solutions focused therapy. If you're in sales, management, leadership or customer success, you really want to pay attention to both content and form in this interview.
We listened deeply a few episodes back with Beshlie Donaldson. In this episode with Gin we learn how to uncover someone's real motivation to change and work past resistance without resistance. Seriously folks this is a gem of an episode.
Contact Gin via linkedin.com/in/ginlalli
Website: ginlalli.com (Solution Focused Therapy)
Phone: +44 (0) 7590 317 318 (Mobile)
Email: gin@ginlalli.com
Twitter: GinLalli
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To chat to Marcus about what you want your career in sales to give you in life and how you plan to make that your reality - https://calendly.com/marcuscauchi/
Use this link to register for #ChatGPT4Sellers - Saturday 1 April 1600-1730
Konrad Sanders and I talk about the power of your words on episode 461 of #TheInquisitorPodcast with Marcus Cauchi. If you want to raise your performance in sales, https://calendly.com/marcuscauchi Konrad opens your eyes to exciting possibilities with 7 stages of the funnel: 1. Unaware2. Problem Aware3. Solution aware 4. Product/Brand aware 5. Most Aware 6. Seal the deal 7. Truth aware - after funnel awareSo much good material you can use and apply. Contact Konrad on linkedin.com/in/konradsandersWebsites
- creative-copywriter.net (The Creative Copywriter)
- creative-copywriter.net/about-us/ (6 Reasons Why to Pick Us)
- creative-copywriter.net/copywriter-portfolio/ (Case Studies)
Phone: +44 7951515921 (Mobile)
Email: konrad@creative-copywriter.net
Twitter: konradsanders
********Explore coaching and training with Marcus Cauchi: https://calendly.com/marcuscauchi/let-s-explore-coaching-training Let's jump on a call to audition each other. Let's see if we like and trust each other to believe that if we work together you will get the outcomes you want in life and in your career. Sell Hot Not Cold: Audition to join my Rapid Results programme:https://calendly.com/marcuscauchi/rapid-results-audition Audition to join my Successful Selling programme:https://calendly.com/marcuscauchi/successful-selling-audition
"10% of series A make it to series B, and 13% of series B make it to a liquidity event." says AJ BrunoCEO of Quota Path." That means 1.3% make it to series C or a trade sale at that point! Playing the lottery
AJ Bruno exited his previous business for $225m. Today he is in series B with his second, QuotaPath. We discuss the impact of the unicorn narrative on founder's thinking and the toxic distraction that happens when founders forget why they started in business - to help someone (a person) solve a problem - and their focus turns to the first or next raise, and satisfying the valuation metrics of short term thinkers with money.
Pragmatic, humble, and humane AJ talks candidly as a second time founder in series-B, an investor with Stage 2 Capital, and a sales professional. This is worth bringing along a notepad and pen. We cover a lot. We dig into compensation which is AJ's passion, customer acquisition, retention and service. Aj's views on sales dogma and playbooks align with mine but won't be popular. Listen to learn why.
You will find particular value if you a manager people because his insights and advice are golden
Contact AJ on https://www.linkedin.com/in/ajbruno3/
Twitter: @TrendKite
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Contact me on to discuss what you want your career in sales to give you in life and how you believe coaching may help you, or go right ahead and book a coaching call - https://calendly.com/marcuscauchi
linkedin.com/in/jaymeloneWebsites
- newhaircut.com (Company)
- newhaircut.com (Company)
Phone
- +1 (732) 339-3864 (Work)
- newhaircutco
- jaymelone
15:19:03 From Marcus Cauchi to Everyone:Antonio Garrido, CEO of My Daily Leadership - a powerful roadmap for leadership success15:19:31 From Marcus Cauchi to Everyone:If you aspire to leadership start journalling15:19:46 From Marcus Cauchi to Everyone:Blindspots:15:19:57 From Marcus Cauchi to Everyone:1. don't know what ot write15:20:05 From Marcus Cauchi to Everyone:2. don't know how much to invest int it15:20:09 From Marcus Cauchi to Everyone:Don't know ROI15:20:16 From Marcus Cauchi to Everyone:Don't know if it will hel them?15:20:22 From Marcus Cauchi to Everyone:FUQs15:20:44 From Marcus Cauchi to Everyone:Am I future-proofing myself, my people and my business?15:21:02 From Marcus Cauchi to Everyone:How close to my full to our full potential are we -w me and my tema?15:21:12 From Marcus Cauchi to Everyone:How do I know I am learning what I mneed to learn?15:23:00 From Marcus Cauchi to Everyone:Leadership model15:23:11 From Marcus Cauchi to Everyone:PeopleBest??15:23:53 From Marcus Cauchi to Everyone:Design assessment15:25:09 From Marcus Cauchi to Everyone:4 components of people, company, self, strategy15:25:51 From Marcus Cauchi to Everyone:The fire triangle15:29:45 From Marcus Cauchi to Everyone:26:0015:42:08 From Marcus Cauchi to Everyone:what kind of a leader do you want to be?15:42:17 From Marcus Cauchi to Everyone:What are you doing about that?15:42:26 From Marcus Cauchi to Everyone:Motivation?15:42:45 From Marcus Cauchi to Everyone:very high level of Self-awareness15:42:56 From Marcus Cauchi to Everyone:How do we help leaders build their level of self-awareness?15:45:36 From Marcus Cauchi to Everyone:Where can I avoid getting in my own way by holding on to bad beleifs?15:46:56 From Marcus Cauchi to Everyone:Who doesn't have any leadership blindspots?15:47:29 From Marcus Cauchi to Everyone:Write down your leadership blindspots15:47:58 From Marcus Cauchi to Everyone:What blindspots do you see your colleagues express?15:48:09 From Marcus Cauchi to Everyone:Don't know what their blindspots are15:48:45 From Marcus Cauchi to Everyone:3rd key is exceptional hiring15:49:17 From Marcus Cauchi to Everyone:wisdom does not come from time served it comes form evaluated experience15:49:27 From Marcus Cauchi to Everyone:Self awareness, EQ, blindspot awareness15:49:35 From Marcus Cauchi to Everyone:Has to be abetter leadership model15:49:55 From Marcus Cauchi to Everyone:Model are the comon traits of truly world class leaders15:50:07 From Marcus Cauchi to Everyone:20 traits15:50:12 From Marcus Cauchi to Everyone:best of the best15:50:23 From Marcus Cauchi to Everyone:qualify th elanguage15:50:38 From Marcus Cauchi to Everyone:committed to peopel development15:50:45 From Marcus Cauchi to Everyone:improve self, people and busines15:50:53 From Marcus Cauchi to Everyone:team =s make shit happen15:51:03 From Marcus Cauchi to Everyone:peolpe who haev a genune drive for epole development15:51:17 From Marcus Cauchi to Everyone:what commitment are you making to developing your people?15:51:57 From Marcus Cauchi to Everyone:company developemnt15:53:28 From Marcus Cauchi to Everyone:3rd - self development15:54:07 From Marcus Cauchi to Everyone:personal develop path - is it linked to your diary??15:55:17 From Marcus Cauchi to Everyone:4th strategy development15:55:41 From Marcus Cauchi to Everyone:leaders know how they solve problems with tools and mental models15:55:43 From Marcus Cauchi to Everyone:Open mind15:58:10 From Marcus Cauchi to Everyone:Napoleon and NASA15:58:52 From Marcus Cauchi to Everyone:Idiot general (kept completely in the dark) had to pick holes in the plan15:59:46 From Marcus Cauchi to Everyone:Leadership development - produce more leaders16:00:14 From Marcus Cauchi to Everyone:World class leadership -proprietary lederhsip assessment16:01:09 From Marcus Cauchi to Everyone:recovery16:03:02 From Marcus Cauchi to Everyone:Where do motvation and morale fit in the model?16:04:44 From Marcus Cauchi to Everyone:What happens when leaders pay lip service to values?16:05:13 From Marcus Cauchi to Everyone:Lowest level - Communication16:05:27 From Marcus Cauchi to Everyone:Coordination16:05:58 From Marcus Cauchi to Everyone:(management - tasks goals congruence)16:06:05 From Marcus Cauchi to Everyone:Cooperation - you work with them16:06:20 From Marcus Cauchi to Everyone:multidepartmental temas - shared objectives16:06:33 From Marcus Cauchi to Everyone:collaboration start to say how can I help?16:06:48 From Marcus Cauchi to Everyone:share reosurces, time, plee, effort, people, money16:08:36 From Marcus Cauchi to Everyone:here’swhat will get you fired16:08:52 From Marcus Cauchi to Everyone:won't get fired for failing, failiing in your tasks is OK16:09:26 From Marcus Cauchi to Everyone:fear kills cooperation/collaboration,16:09:34 From Marcus Cauchi to Everyone:you will get fired for failing and not asking for help16:09:55 From Marcus Cauchi to Everyone:see someone struggling and don't offer to help16:14:15 From Marcus Cauchi to Everyone:7/10 permission16:14:43 From Marcus Cauchi to Everyone:Are any of you better than all of you?16:14:55 From Marcus Cauchi to Everyone:Does every decision have to involve you personally?16:15:25 From Marcus Cauchi to Everyone:Do peopoe trust you?16:15:31 From Marcus Cauchi to Everyone:Shall we measure it?16:17:42 From Marcus Cauchi to Everyone:Do your peole trust you - check your policies16:17:52 From Marcus Cauchi to Everyone:What is your strategy for truth?16:18:02 From Marcus Cauchi to Everyone:What % of time do your peopel tell you nothing but the truth?16:18:24 From Marcus Cauchi to Everyone:30% - where the value lies16:18:42 From Marcus Cauchi to Everyone:Your strategy starts with you telling the truth first?16:20:01 From Marcus Cauchi to Everyone:Unholy trinty - defend, justify and rationalise!16:21:02 From Marcus Cauchi to Everyone:Principle of self-awareness, self deve etc16:24:18 From Marcus Cauchi to Everyone:Make your journal part of your development plan16:24:27 From Marcus Cauchi to Everyone:measurable16:24:34 From Marcus Cauchi to Everyone:based on what is this ideal model16:24:45 From Marcus Cauchi to Everyone:relfect the frameworl of the mdoel16:26:26 From Marcus Cauchi to Everyone:5 mins am, 5 mins pm16:26:59 From Marcus Cauchi to Everyone:Did you earn your money today?16:27:03 From Marcus Cauchi to Everyone:Did you try your best?16:27:32 From Marcus Cauchi to Everyone:commitment vs work ethic16:28:06 From Marcus Cauchi to Everyone:commitment is doing the things they don't want to do, willingly16:28:18 From Marcus Cauchi to Everyone:was I prepared to do the difficult things?16:29:38 From Marcus Cauchi to Everyone:Did you do your best? not “try” to do your best16:29:54 From Marcus Cauchi to Everyone:What would your leadership report card look like? A*'s across the baord?16:30:14 From Marcus Cauchi to Everyone:What was my ledership report card today?16:30:23 From Marcus Cauchi to Everyone:Where coudl I ahve said or done better?16:33:25 From Marcus Cauchi to Everyone:insight leads to innovation16:33:48 From Marcus Cauchi to Everyone:we need to wrap the recoridn up next 5 mins16:38:00 From Marcus Cauchi to Everyone:how do we industrialise insight?16:39:16 From Marcus Cauchi to Everyone:data - information - knowledge - insight (from X to Y byw when and how)?16:40:15 From Marcus Cauchi to Everyone:insight comes from wisdom - path to get there - Impact last stage16:55:30 From Marcus Cauchi to Everyone:https://join.slack.com/t/thenobleredthread/s
Ricky Pearl, founder of Pointer, #SalesAsAService and I discuss how to use outbound most effectively. It's not what you think and it's not what you are doing at the moment.
Most of you are going through the motions of outbound but your haste is getting in the way of your success.
Patience is lacking. Deep thinking and joint attention on the real problems and true intended, shared outcome is needed because at the moment the VAST majority (97-99% of the effort, money and time is WASTED TRYING TO CUT THROUGH THE NOISE marketers and salespeople have created.
Think about it for a moment.
Playing the "numbers game" works for a very few.
Playing the "long game" works for everyone except those who get churned through the machine and spat out the other side.
Ricky and I explore a much better way, a more thoughtful way and a way that gets more of you to the intended destination with substantially fewer casualties, significantly lower costs, eliminate the majority of your unwanted staff turnover, provide a steady stream of quality meetings with the right people who are already warm and receptive to you and how you can help.
Selling warm beats selling cold 6:1. Selling HOT outsells selling cold 18:1. But most of you will say, "It sounds like a lot of work, I can't be bothered", to which I ask, "Is it 18x more work, because that is the cost of inaction?"
Have a listen. Disagree if you have a strong case. Tell us why we are wrong. If you agree, tell us how we can improve our thinking. This is a topic we all need to consider because as times get tougher and the economy continues to throw uncertainty our way, we need to find ways to create #PipelineCertainty, #CRMhygiene and #BuyerSafety.
Lots more besides in this episode. Watch Ricky. He is one of the leaders of the future and you will do well to understand how he is building his sales operation and culture.
Contact Ricky via linkedin.com/in/rickypearl
Website: pointerstrategy.com.au (Sales as a service)
Phone: +61361847175 (Work)
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Would you like to be a guest on #TheInquisitorPodcast? Have you got a topic you believe will help salespeople perform better AND act with integrity. Let's plan out a show:
https://calendly.com/marcuscauchi/podcast-planning-call
Want to Work With Me?
I help principled sales professionals operating in unprincipled environments who are being asked to do things they know are not in their customers’ best interests, but they are expected to do them anyway.
They count on me, firstly, to help them navigate the narrow, and sometimes obscured path between doing what is expected, and doing what's right, and ultimately, to help them develop and execute a viable, sustainable plan to control their future on their own terms.
If you want to to find more meaning, more satisfaction and more certainty in your career, talk me about your personal vision and goals, or what you want for your team:
https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Dr Darryl Stickel is a specialist in building trust in high conflict environments. Darryl talks to me about how perceived risk is created by multiplying uncertainty by vulnerability. Vulnerability is putting yourself in harms way, knowing you might be hurt. The problem is when someone is uncertain enough and their risk threshold is breached, they stop thinking rationally, and they go into self-preservation mode.
If you go back and listen to my interview with Matt Dixon on the JOLT effect, my interviews with Moeed Amin, Mark Herbert, Mark Goulston, TRUST is at the heart of all of them. Some things that separates great salespeople and leaders from average and weak performers are their empathy and compassion.
Darryl's online course is excellent BTW. Just going through it now and I have learned SO much.
Contact Darryl on https://linkedin.com/darryl-stickel-phd-b544b
Website: https://www.trustunlimited.com/
Trust Building Online Course: https://courses.trustunlimited.com/
* 5-Star programme, highly recommended
email: darryl@trustunlimited.com
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Contact me to discuss training and coaching: https://calendly.com/marcuscauchi/let-s-explore-coaching-training
If you wish to be considered for the next Successful Selling intake, please audition here: https://calendly.com/marcuscauchi/successful-selling-audition
If you'd like to audition be a guest on #TheInquisitorPodcast: https://calendly.com/marcuscauchi/podcast-planning-call
Kate Laine-Toner is #neurodivergent. She spent 30 years hiding in plain sight as a marketing professional rising to the level of Marketing Director. Inside she was having to be who she wasn't on the outside to hide her condition, her gift. In part it made her good at what she did.
But she didn't much like to socialise and party with the troops. It's not that she's antisocial but noisy places and lots of people are not how she relaxes or does her best thinking. Be clear about what you need and leave her get on with it.
Odds are you know many neurodivergent people, perhaps you write them off because they lack the verve of their more dynamic, socially lubricated, extraverted colleagues. Perhaps you don't hear their suggestions because they haven't found their voice. What a waste of perfectly good talent. Listening to those who make the most noise over those who say the thing you need to hear.
Contact Kate via linkedin.com/in/katelainetoner
Websites
- theautismtrainingcompany.com/ (Company)
- wdiscourse.com/the-masterclass-intro/ (Company)
Email: kate@theautismtrainingcompany.com
Twitter: Kate_LT
Carole Mahoney of Unbound Growth and author of Buyer First chats to me about why buyers really buy and how salespeople
Amal Ismail is a functional medicine practitioner. What is #functionalmedicine?
Functional Medicine is a systems biology–based approach that focuses on identifying and addressing the root cause of disease. Each symptom or differential diagnosis may be one of many contributing to an individual’s illness.
Can you see the link between FM and functional selling? We only help the customer solve their problem by treating the causes. By uncovering the root causes of stress and inflammation FM practitioners get to solve "wicked problems" - multiple causes, multiple influence(r)s, changing context and priorities, timing, motivation, commitment, (in)consistency . The parallels between healthy living and healthy business become clear very quickly in this conversation.
Prescription before diagnosis is malpractice.When you listen to Amal's process she seeks to understand the interplay between complex physiological, psychological and environmental factors to understand the problems at their cause. These have been formed and compounded over many years. Her process starts by listening forensically to her patient.
It takes a lot of time and effort to form a diagnosis, but instead of shifting the symptoms to another part of the body or stressing another system, you remove the source of the problem and the downstream symptoms stop happening.
If you've worked with me you'll know this is my philosophy towards selling and working with customers. I want to produce elegant, sustainable solutions without the negative unintended consequences.
In sales, if you start by looking for what you have in common, what is working, and looking for balance, working with your partners/customer/peers to find solutions instead of trying to gain dominance and control for you own personal advantage.
Contact Amal on Linkedin via linkedin.com/in/amalismail
Email: hello@amalismail.com
She runs free masterclasses: https://us02web.zoom.us/meeting/register/tZElcuyvrT4sH90ZrMHehI91EZ4uVnQu36ct
- Amal's Instagram: https://www.instagram.com/amalismail_ifmcp/ The Masterclass registration link: https://us02web.zoom.us/meeting/register/tZElcuyvrT4sH90ZrMHehI91EZ4uVnQu36ct
- This is the payment link for the group programme: https://amalismailfmp.practicebetter.io/#/60d054562a832607202cbe31/bookings?c=637be3c01f0684a93b9c08af&step=course
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Contact me to be a guest on the show https://calendly.com/marcuscauchi/podcast-planning-call
If you want to explore how I may be able to help you personally or your team, https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Happy selling!
Before you sign another contract for a major purchase, get a loan or seek investment, listen to this episode with THE REAL Chris Martin from #OriginFinance, who turns the world of commercial finance on its head. The range of options open to many businesses who instead eat into personal finances, make personal guarantees, give away equity, is vast. It can be confusing. Chris clears the fog with jargon or fluff.
Chris discusses a range of commercial finance options that don't involve giving away equity or control of your business, offer flexibility and help you to manage your cash flow.
I had my eyes opened to so many useful options I'd previously not considered before. Chris's refreshing approach to advising about finance turns the whole experience of being a buyer into a valuable education.
Chris has invited anyone who wants to discuss their finances and commercial alternatives to funding without any pressure, drop him a DM on linkedin.com/in/chris-martin-originWebsite: originfinance.co.uk (Company)
Phone: 07935 220 402 (Mobile)
Email: chris@originfinance.co.uk
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Amazon/Audible: https://lnkd.in/eMsPcgT2Podcast Addict: https://lnkd.in/e34gpqQWApple: https://lnkd.in/ePuQkWChSpotify: https://lnkd.in/eGBQp8AY
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If you have ideas for a show and would like to be my guest on #TheInquisitorPodcast ping me - https://calendly.com/marcuscauchi/podcast-planning-call
Put your nightmares to bed and explore if I'm the right balance of experience, grumpy old curmudgeon and Yoda-like wisdom to help you in your sales career and building your team - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Daniel Hulme, CEO @ SATALIA, Chief AI Officer @ WPP, Investor, Speaker @ TEDx & SingularityU, EIR @ UCL, Lecturer @ LSE, Co-founder @ Faculty, Advisor @ CogX & Syntropy - phew. After that build up, once you listen, I think you'll agree, Daniel doesn't disappoint.
Pragmatic, realistic, experienced and humane, this snappy interview covers more ground in 40 minutes than you'll get in a week in English politics (maybe not quite that much but close!). We cover:
-
Rethinking what AI is actually useful for
-
Challenging the noise around AI ethics
-
Macro problems
Contact Daniel via linkedin.com/in/danielhulme
Websites:
- satalia.com (Company)
- hulme.ai (Personal)
Phone: +447773765097 (Mobile)
Email: daniel@satalia.com
Twitter: TheSolveEngine
IM: daniel@satalia.com (Skype)
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If you'd like to be a guest on #TheInquisitorPodcast let's explore producing an episode together - https://calendly.com/marcuscauchi/theinquisitor-podcast-2023
To explore training and coaching for you and your team, https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Tash Cleeve is an old school headhunter who takes care of her candidate's careers by matching them with the right company, in the right role in the right team to do the right job at the right time, where they can succeed and stay. This means investing time in her relationships with candidates, hiring managers, Boards, investors, potential reports. She's not afraid to get down into the weeds, because she knows that no one wants to make a hire.
People want to hire someone who is a good fit with the team, succeeds, improves over time as they grow into the role, and stays. When they leave they want to leave a strong and positive legacy having done the job for which they were hired and successors who will surpass their achievements. And they will delight in their being eclipsed.
We discuss how to make that possible. Great chat with someone who is totally sincere and committed to excellence. No wonder Tash and the ineffable @Martin Ellis are like peas in a pod.
Contact Tash via linkedin.com/in/natasha-cleeve-a151b34
Website: cleevepartnership.com (Company)
Phone: 07702 133097 (Mobile)
Email: nc@cleevepartnership.com
Twitter: TashCleeve
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If you like the sound of how I approach sales, management and leadership and want to explore if I can help through coaching, training, consulting or my network let's chat over Zoom. https://calendly.com/marcuscauchi/let-s-explore-coaching-training
To explore if we can make a good episode together with you as my guest, please find a time to jump on a planning call - https://calendly.com/marcuscauchi/podcast-planning-call
Chris Bogue is a former stand up comedian and salesman who eats his own dog food (I reckon he would for a laugh!) Chris says that you must be clear about your answers to these questions: "What do you say?""How do you get people to respond?""Can you explain to me, how is what you promise possible?" "When you're addressing the camera, are you treating it as if it's another person? Do you realise that the voice you use on stage is different to the voice you use on camera?" We spend time exploring the difference between #digitalnatives and #analoguenatives use of the technology. Funny, practical and something you might want to spend some time over Christmas putting into action while you have some down time. Check out his video course below. I'm going to be learning how myself so you can see how stupid and inept I am when I release my new video channel in 2023. Contact Chris via linkedin.com/in/chris-bogueWebsites:
- christopherbogue.com (Company)
- tiktok.com/@chrissellshissoul (Personal)
- twitter.com/ChrisSellsSoul (Personal)
Online Video Course: (chrisbogue.io): https://chris-bogue.thrivecart.com/complete-guide-to-selling-on-video/partner/
Phone: +1 708-712-3972 (Home)
Email: chris@christopherbogue.com
Twitter: octavarius
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To audition to join me as a guest on the show please book some time here - https://calendly.com/marcuscauchi/podcast-planning-call
To recommend a guest email marcus@laughs-last.com with "Inquisitor Guest Suggestion" in the subject line
To explore working with me to help you meet your full potential let's find some time to learn more about what you want and if I'm the right person to help you: https://calendly.com/marcuscauchi/let-s-explore-coaching-training
"Take action in December before you close the books for the year", says Dan Goodman, founder of #TruCommish. Dan's a man on a mission - to make salespeople's pay transparent and fair and help employers attract and retain their top sales talent.
Imagine a brand that could say that all commissions are subject to independent verification that they are complete, paid on time and fair. What effect would that have on attracting and keeping top talent?
Dan offers this for free for now for salespeople so if you want to be certain you are being paid what you are owed, and if you feel you aren't ... to be able to evidence your case unequivocally and irrefutably. He's built an algorithm he claims can decipher any compensation plan and push out accurate commission statements
If you earned it, you should be paid. If you didn't it helps to know why so you don't make the same mistakes again.
If your contract is 36 pages long or you have a 12 page dress code, odds are you compensation plan looks like a PhD thesis in astrophysics ... call Dan! If you believe you've been stiffed, or you landed a mega deal and now you think your CFO is going to reduce what you're owed through clawbacks, moving the goal posts or other shenanigans, have a listen. Dan points you towards some great big fat clues that you might have a problem with #nonpayment #underpayment #wrongpayment of #commissions.
Contact Dan via linkedin.com/in/daniel-goodman2001
Website: trucommish.com (Company)
Email: dgoodman@trucommish.com
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Contact marcus@laughs-last.com if you'd like to be a guest or if you want to explore how working with me could propel your career and your team to predictably better results https://calendly.com/marcuscauchi/let-s-explore-coaching-training
"If you’re nice to someone’s detriment you are a manipulator", says Eloise Leeson, founder of #OlimComms and a world leading linguistic strategic consultant. Eloise advises global institutions, NGOs, global advertising agencies and technology companies on their communication to improve performance and results.
Poor communication can at best slow things down, at worst, sow confusion, division and create unhelpful and preventable friction and conflict. Eloise and I discuss how to make your communication accomplish what you intended. We dig into the critical nature of your internal communication and the ripple effect poorly chosen language can create.
"Self awareness is your beginning to understand of the other person", says Eloise. We dig into the effects of entitlement in your communication. "Unless you think about the other person twice as much as yourself, then you probably aren’t self aware at all."
She warns us of the dangers of "ASSUMING YOU KNOW!" Have you done your research? When was the last time you checked back to make sure everything was going well and nothing has changed? Go back and do it again. Rinse and repeat at least twice a year
Do these behaviours and you will help them identify unidentified needs, unmet demand, shine a light on the dark corners into which you can help.
Contact Eloise via linkedin.com/in/eloiseleeson
Websites
- olimcomms.com (Company)
- clippings.me/eloiseleeson (Portfolio)
Twitter: EloiseLeeson
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Email me with "Inquisitor podcast guest" via marcus@laughs-last.com if you'd like to come on the show or have someone specific you'd like me to interview.
If you want to propel your career to new heights by improving your sales or management performance join me on Zoom - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Stacey Hall, author of Selling From Your Comfort Zone
Stacey Hall, Selling From your comfort Zone17:02:05 From Marcus Cauchi to Everyone: Stop getting out of comfort zone, back into their powerzone17:02:13 From Marcus Cauchi to Everyone: What’s the power zone17:02:17 From Marcus Cauchi to Everyone: What ’s the pay off17:02:43 From Marcus Cauchi to Everyone: Blindspots? Borrowed beliefs from success experts17:03:16 From Marcus Cauchi to Everyone: Lack of confidence in self to find own way to make sales17:03:27 From Marcus Cauchi to Everyone: Over reliance on gurus17:05:05 From Marcus Cauchi to Everyone: Not a match for experience, values,17:05:22 From Marcus Cauchi to Everyone: 3% make a real living, the rest are frozen in palce17:05:44 From Marcus Cauchi to Everyone: Choosing companies to represent - choose to follow those techniques, inconsistent17:06:44 From Marcus Cauchi to Everyone: Blame self not system17:09:17 From Marcus Cauchi to Everyone: Overcoming objections - give it a rest17:25:39 From Marcus Cauchi to Everyone: 4 pillars17:25:43 From Marcus Cauchi to Everyone: questions17:25:45 From Marcus Cauchi to Everyone: answwers17:25:49 From Marcus Cauchi to Everyone: lsitening17:25:53 From Marcus Cauchi to Everyone: Contextual awareness17:27:06 From Marcus Cauchi to Everyone: Personal interest in you17:33:33 From Marcus Cauchi to Everyone: The buyer doesn’t have a script!17:34:03 From Marcus Cauchi to Everyone: Why are you fascinated by your product?17:34:10 From Marcus Cauchi to Everyone: Tell us stories17:34:13 From Marcus Cauchi to Everyone: Personal experience es17:34:27 From Marcus Cauchi to Everyone: Buyer envy17:34:34 From Marcus Cauchi to Everyone: Buyer curiosity17:38:40 From Marcus Cauchi to Everyone: Winning babysitter!17:53:09 From Marcus Cauchi to Everyone: How much expansion business came from those relationships17:58:04 From Marcus Cauchi to Everyone: Stceyannhall.com17:58:11 From Marcus Cauchi to Everyone: stacey17:58:22 From Marcus Cauchi to Everyone: Alignment proces17:59:03 From Stacey Hall to Everyone: staceyannhall.com
David Heinemeier Hansson has achieved something seemingly rare in tech - a stable, highly profitable tech software company with a huge customer footprint and no VC or PE money. He and his co-founder, Jason Fried escaped corporate careers with a view that taking money from investors would be bad for building a profitable, sustainable business. Three times in the past 20 years, they've been proven right. With just 80 people on the team they produce the same revenues as companies with hundreds even thousands of employees.
An uncompromising and pragmatic conversation that will challenge the status quo with the question, "What if growth is not the goal?"
Contact David via linkedin.com/in/david-heinemeier-hansson-374b18221
Email: david@basecamp.com
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Contact me on marcus@laughs-last.com or DM on me on LinkedIm to discus:
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Coaching and training
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Predictive hiring
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Selling hot not cold
Roaul Monks of Flume Sales Training and I discuss the Peter Principle at work. It is alive and well in too many sales operations. What are the common acts of idiocy and self-sabotage so many salespeople, managers and leaders exhibit that cost them sales, lose them customers and drive them into the arms of your competition? Are you performing them? They say making the same mistake twice is a decision ...
We have a laugh, often at our own expense, sometimes you'll see yourself reflected in the stupidity. Take heed. It's all fixable. See the link at the bottom if you want to talk about how
Raoul Monks linkedin.com/in/raoulmonks
Website: flumetraining.com (Other)
Phone: +44 (0)7523 951558 (Mobile)
Email: raoul@flumetraining.com
Twitter:
RaoulMonks1
Flumetraining
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To be a guest on the show send me an email at marcus@laughs-last.com.
To explore how we might work together to help you achieve what you want in life by finding success, happiness and balance in all areas of your life - you, business & career, family & personal, whilst smashing your targets - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Alex Levin, founder of Regal.ai
17:04:27 From Marcus Cauchi to Everyone: Alex Levin, Regal.io 17:05:03 From Marcus Cauchi to Everyone: Sales process from mid to enterprise 17:05:23 From Marcus Cauchi to Everyone: unsophisticated B2B vs B2C 17:05:37 From Marcus Cauchi to Everyone: WOrse for the customer 17:05:40 From Marcus Cauchi to Everyone: bets for the customer 17:06:26 From Marcus Cauchi to Everyone: Who is the intended buyer and what are they REALLY tyring to get out of this? 17:07:16 From Marcus Cauchi to Everyone: What is the sales process for this particular buyer? 17:07:31 From Marcus Cauchi to Everyone: Where are you in the complexity vs cost 2 x2 17:07:49 From Marcus Cauchi to Everyone: What salespoeple need toknow to be successful 17:08:18 From Marcus Cauchi to Everyone: What happened?? Is what we think is happening is true? 17:08:53 From Marcus Cauchi to Everyone: Blindspots: Bad hires based on mistaken hiring 17:09:10 From Marcus Cauchi to Everyone: what makes a great salesperson? 17:09:17 From Marcus Cauchi to Everyone: Why the salesbro blindspot? 17:09:20 From Marcus Cauchi to Everyone: PLG!! 17:16:22 From Marcus Cauchi to Everyone: What's right for customer? 17:16:25 From Marcus Cauchi to Everyone: Ted Box 17:29:42 From Marcus Cauchi to Everyone: Gated 17:32:38 From Marcus Cauchi to Everyone: Make your first 500 customers succeed 17:33:05 From Marcus Cauchi to Everyone: Listen to what your customers 18:16:05 From Marcus Cauchi to Everyone: top 20 retailers
WARNING: Deeply personal episode delving into topics many of you will find familiar and very uncomfortable to discuss. A bit of a look into the ugly mirror around success, ambition, and painful personal growth.
“When we don’t put the brakes on our self-absorption, we have nothing stopping us from total self-destruction. We become the fruits of our actions.” ~ Zeena Schreck
Ian Koniak has the t-shirt - $100m in sales at Salesforce, at the time, their highest ever performing salesperson ... and he was miserable and on a path to self-destruction. Fortunately, Ian caught himself at rock bottom when everything looked perfect on the surface. But underneath, he was going through a personal crisis that had him behaving in ways he hated, and that ate into his self-concept.
“Self destroyer, wreck your health, destroy friends, destroy yourself. The time device of self-destruction, lies, confusion, start eruption.” ~ Ray Davies
We explore mental health and top performers, the danger of becoming complicit in creating the destructive conditions because of culture, peer pressure and competitive short-term thinking driven by greed and fear. We explore how the money behind an organisation permeates the culture and affects its people.
A frank, highly charged conversation that talks in depth about success and the personal toll the wrong mental state can lead to when you achieve success. We talk values, faith, love and friendship, responsibility and locus of control. Buckle up. It's a goodie.
Contact Ian via linkedin.com/in/iankoniak
Websites
- iankoniak.com (Company)
- untapyoursalespotential.com (Company)
Email: ian@iankoniak.com
Twitter: DriveSalesNow
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Email me on marcus@laughs-last.com with "Inquisitor Guest" if you'd like to come on the show or wish me to interview someone specific. Please tee up an introduction if you think you or they'd make a good guest. And please leave an honest review of the podcast on your favourite platform (and tag me or send me the link please).
If you want to talk about advancing your career or the performance of your salespeople and your middle management, book some time for us to chat and explore what you're hoping to be able to accomplish.
https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Happy selling folks!
Mark Choueke, CMO and author of #Boring2Brave says, "You need to be braver about decision making as we head into recession. If your share of voice larger than share of market. You will grow. If your share of voice is less than share of market you will shrink."
We dig into the process of developing a customer centric marketing strategy. What is the job to be done by marketing? We explore how clever companies become stupid overnight. And we investigate the chains of stupidity that include over measurement, measuring the wrong things, doubling down on stuff that doesn't work, playing the numbers game
Are you using marketing in the right ways and when you need it?
Contact Mark via linkedin.com/in/markchoueke
Website: boring2brave.com/ (Personal)
Phone: +44 7832 139827 (Mobile)
Email: mark.choueke@mention-me.com
Twitter: MarkChoueke
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Contact me if you want to come on the show via marcus@laughs-last.com with "Inquisitor Guest" in the subject line
If you want to talk about accelerating or revitalising your sales, management or leadership career, let's have an initial call to see if what you want is what I do well. If not, I can probably refer you to someone who can help. No pressure. https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Mark Raffan, the negotiation ninja discusses negotiation, and some of the really stupid things folks like you and I do when "negotiating". We explore what negotiation is and what it isn't. We argue over whether you can produce a true win-win, and when to pick your ground and when to walk away from a negotiation.
We talk blindspots, strategy, the role of emotions, planning, rehearsal, pre- and post-mortems and learning.
Robust and frank talk about an area of sales most of us are bad at and end up leaving a lot of money and goodwill on the table through lack of knowhow, lack of preparation and lack of thinking.
Mark’s LI Profile: linkedin.com/in/markraffan
Websites:
- contentcallout.com (Company)
- negotiations.ninja (Company)
Phone: +1 403-993-1468 (Mobile)
Email: mark@negotiations.ninja
Twitter: MarkRaffan
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Contact me on marcus@laughs-last.com if you'd like to be a guest on the show.
If you want to explore personal coaching or training for you and your team let's talk https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Mitch Sullivan, creator of Copywriting For Recruiters, talks to me about the importance of selling your job if you want to attract the right candidates. "Job adverts have an audience of one", says Mitch. "Why should a successful candidate who has no need to move, leave a job they are successful and happy in to join your business?"
If you make your advert like everyone else's, and you focus on you, your company and what you think is important, you might attract applicants but you will find the experience disappointing. Recruiting well is every managers' number 1 responsibility.
Contact Mitch on linkedin.com/in/mitchsullivan
Websites
- copywritingforrecruiters.com (Company)
- fasttrackrecruitment.com (Company)
Phone: 07725 185395 (Mobile)
Email: mitch@fasttrackrecruitment.com
Twitter: mitchsullivan
Company LinkedIn: https://www.linkedin.com/company/copywriting-for-recruiters/
Company Website:
https://www.copywritingforrecruiters.com/
Matthew Dixon, co-author of The JOLT Effect and The Challenger Sale shares the findings of his latest research in partnership with Gong and Salesforce looking at the data on over 2,500,000 recorded sales calls during the pandemic. It is a treasure trove.
Buckle up and be ready to kick yourself. One of Matt's insights could help you uncover and rekindle up to 1/3 of all the pipeline that ended up in and bring a number of them over the line before the end of the Quarter!
CFO's pay heed!
Contact Matt via linkedin.com/in/matthewxdixon
Websites:
- Dcminsights.com (Company)
- dixonspeaks.com (Personal)
The JOLT Effect: https://www.amazon.co.uk/JOLT-Effect-Performers-Overcome-Indecision-ebook/dp/B09NX3G2WX/ref=sr_1_1?crid=OTN11D4D8DYK&keywords=the+jolt+effect&qid=1668100273&s=digital-text&sprefix=the+jolt+effect%2Cdigital-text%2C87&sr=1-1
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Considering a coach or taking control of your learning - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Want to be a guest on #TheInquisitorPodcast? https://calendly.com/marcuscauchi/podcast-planning-call
Without a clear proposition, any business will struggle to attract the right type of customers consistently. Their salespeople will stumble and their marketing will fall flat. "So few companies have a clear proposition," says Kieron Bain co-founder of #Sold, "they confuse potential buyers and leave a fortune on the table".
Ambiguity in your proposition will drive good customers into the arms of your competition and attract the wrong type of customers. You know what the costs and pain of taking on the wrong customers, so stop, take moment and ask yourself, "What do my customers think I do for them?"
Is that what you want to do for them?
Could you be doing more?
Are you playing to your strengths or taking what's given to you?
Kieron and I have a lively conversation about your message, how to make it tight and precise so it fascinates your idea buyers.
Contact Kieron on linkedin.com/in/kieron-bain
Website: https://soldbrands.com/
Phone: +44 (0) 7816 529 508
Email: kieron@soldbrands.com
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Contact me to discuss training or coaching you and your team - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
If you want to be a guest on the show book a planning call https://calendly.com/marcuscauchi/podcast-planning-call
James Buckley and I chew the fat about sales, management, metrics and investors. It gets meaty pretty, fast and the gems come thick and quick.
Contact James via linkedin.com/in/jamessaywhatsalesbuckley
Websites
- joinjbsales.com/ (Company)
- instagram.com/james_saywhatsales_buckley/https://twitter.com/saywhatsales (Personal)
- twitter.com/saywhatsales (Personal)
Phone: +1 305-632-6005 (Mobile)
Email: james@jbarrows.com
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Contact me if you want to be a guest on the show - marcus@laughs-last.com
Click here to book time in my calendar to discuss inviting me to help you and your team - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Dr Jim Kanichirayil helps build elite teams. We have a very robust conversation about the lies and biases that are costing investors their returns, sellers their dignity and customers their outcomes. We explore the power of having a range of diverse thinkers looking deeply at a problem.
If you listened to our earlier episode with Bob Moesta on innovation there is a beautiful tie in there too.
Jim can be contacted on Linkedin via linkedin.com/in/drjimk
Websites:
- cascadingleadership.com (Company)
- cascadingleadership.buzzsprout.com (Company)
- circaworks.com (Company)
Email: jim@cascadingleadership.com
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Let's explore training or coaching together.
https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Fancy Being A Guest?
If you've got strong opinions about how we can improve the sales profession, customers' experience, or improve the potential to help make the future of sales do important, meaningful work that engages and satisfies ... marcus@laughs-last.com
Udi Ledergor, CMO at #Gong chats to me in the 430th episode of #TheInquisitorPodcast about sales and marketing alignment to create the best conditions for salespeople to thrive in their roles. We also discuss what the data tells us about many of the qualities of the best salespeople. We dig into how culture impacts performance.
Practical as always, Udi's insights are based on the actual behavioural data of millions of real salespeople. Listen up folks
Contact Udi via linkedin.com/in/udiledergor
Websites
- bit.ly/showsecrets (My Book on Amazon)
- udiledergor.com (Personal)
Twitter: ledergor
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Let's explore coaching and training together - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
If you have a good idea for a show or want to introduce a potential guest, email marcus@laughs-last.com with "INQUISITOR" in the subject line
Thanks for listening and happy selling ...
Allan Adler is the creator of #GoToEcosystems #Community and the #EcoOps Method. He is founder of Digital Bridge Partners, tech investor and in my opinion, Allan is one of the 3 freshest minds alive in sales today - ask me who the other 2 are by DM
What is an ecosystem?
What makes ecosystems work?
On average why are partner assisted 70% larger than cold prospected deals?
Allan explores 21st century#ERP
- Ecosystems
- Relationships
- Partnerships
If you can MAKE THE TIME to the #PLXSummit in November. You can register FREE here. 5 days of #Ecosystem action leaders sharing their real world experience.
https://www.plxsummit.com/ 7th-11th November Contact Allan via linkedin.com/in/allanadler Website: digitalbridgepartners.com (Company)
Phone: +1 425-239-8774 (Mobile) Email: allan@digitalbridgepartners.com Twitter: digitalbridgep --
What do you want your career to give you in life?
How certain are you that where you're headed is where you want to take your life and career?
What's your plan to make that happen?
If you want to hop on a call to explore coaching and training with me https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Ask me about FATT Club - the best way the cut the fat from your sales and revenue function
marcus@laughs-last.com
Bob Moesta is one of the 2 freshest minds in sales today. He apprenticed under Drs W. Edwards Demming, Genichi Taguchi, Willie Hobbs Moore and Clayton Christensen.
We explore what #innovation is, and isn't. Bob then unpacks the 5 key skills great innovators demonstrate. He will unlock new ways of looking at your problems, understanding them, and producing solutions to real problems that people want to buy.
Get Learning to Build here - https://tinyurl.com/2cw38ubz
If you want to contact Bob (and I strongly suggest you do), the catch him on via linkedin.com/in/bobmoesta
Websites:
- therewiredgroup.com/ (Company)
- bobmoesta.com (Personal)
- jobstobedone.org (Blog)
Phone: +1 586-531-9745 (Mobile)
Email: bmoesta@rewiredinc.com
Twitter: bmoesta
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You can book a time in my calendar here - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Rob Morley, co-founder The Fountain Partnership. Our topic of conversation is #neurodiversity. His condition is #ADHD. We identify a few of the more commonly known #neurodiverse conditions are #Aspergers, #Autism, #Dyslexia with the lens of how do turn these conditions into gifts.
We begin by defining what neurodiversity is and isn't, and how the labels and words we use make all the difference in how we perceive a situation and judge people.
We explore the economic and human arguments for building diverse teams of people - a range of histories, demographics, ethnic, religious, age are great - but unless the team is neurodiverse, there is a grave danger of groupthink and parochialism taking root. Rob and I dig into intentionally hiring for neurodiversity
Rob can be contacted on linkedin.com/in/robmorley2
Website: fountainpartnership.co.uk
Email: rob@fountainpartnership.co.uk
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Contact me on marcus@laughs-last.com or book a time to talk about how you can achieve your full potential - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Klisman Murati is founder and CEO of Pareto Economics, the creators of The Global Power Index, GPI™ which is used by governments, investors, family offices to have a lens 30 years into the future. THE GPI™ shows how capable a country is of achieving what it sets out to and it is measured in relation to other countries globally and locally.
Unless you start looking above the clouds, you run the serious risk of being caught out through lack of preparedness and acting upon poor and incomplete information.
Klisman is a fascinating character. I met him when he gatecrashed one of my classes and became a key contributor to the entrepreneurship programme back in 2012 when I was teaching at Roehampton University. His story is very impressive especially when you consider the impact the GPI™ Index will have on global investments. Definitely one to watch in the future.
Contact Klisman via linkedin.com/in/klisman-murati especially if you want to be invited to the GPI™ Conference in 2024.
Websites
- pareto-economics.com (Company)
- klismanmurati.com (Personal)
Twitter: KlisEmm
Klisman Murati Shownotes:
Pareto Resources
Pareto Economics Website: https://pareto-economics.com/
Global Power Index 2022 Rankings: https://pareto-economics.com/global-power-index/
Pareto Economics YouTube: https://www.youtube.com/channel/UCByNVk6Z4YRTLMKNyhu3bBw
Klisman Murati’s Linkedin: https://www.linkedin.com/in/klisman-murati/
Global Power Index 2022 Core Report: https://pareto-economics.com/product/global-power-index-core-report/
Klisman’s book recommendations:
Globalisation and its discontents by Joseph Stiglitz
FREE by Lea Ypi
Zero to One by Peter Thiel
The New Paradigm for Financial Markets by George Soros
Blood Oil by Leif Wenar
Millennium by Felipe Fernandez - Armesto
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Contact me via marcus@laughs-last.com
If you want to talk to me about training and coaching for you or your people https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Successful Selling: https://www.laughs-last.com/successful-selling/ Ask me for a guest ticket
Fergus Connolly and Johan Taft are both extraordinary high performance coaches helping successful people grow to meet their full potential ... and then stretch some more.
We discuss the importance of regular attention on fundamentals, on purpose, discipline and commitment. We dig into mindset, beliefs, attitudes, values and needs. We dig into the habits of success and the barriers.
Make sure you also check out the episode coming up in a couple of weeks with former SBS Sergeant Major, Garry Bamford. He was head of recruitment for UK Special Forces and knows a thing or two about selection and recruitment of highly talented interdependent team players who understand that they serve the mission and their teammates before they serve themselves.
Contact Johan via linkedin.com/in/magnifyyourgreatness
Websites
- magnifyyourgreatness.com (Company Website)
- sportingmindmastery.com/ (Company Website)
Fergus can be found at linkedin.com/in/fergusconnolly
Websites
- fergusconnolly.com (Company)
- fergusconnolly.com/lessons-from-sport (Company)
- fergusconnolly.com/blog (Blog)
Twitter: Fergus_Connolly
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Want to hire winners, who succeed, improve over time and stay? https://www.laughs-last.com/hiring-winners/
Want to sell build an unstoppable sales career? https://www.laughs-last.com/successful-selling/
Email: marcus@laughs-last.com
"Lead with answers that create questions in your buyer", says Dr Brian Glibkowski, creator of Answer Intelligence (AQ)™. We are often taught that "our credibility comes from the questions we ask, not the information that we give" and to a point that is true. Ask great, thought provoking, insightful questions and you clearly demonstrate your competence and credibility. But do we really pay anywhere near enough attention on the answers you give?
In the same way that you are unlikely to ever hear an original objection or be asked an original question, ALL of these communication moments can be planned, prepared and rehearsed until they are a natural part of every salesperson's and manager's repertoire.
individuals overemphasise on questions and minimise importance of answers
Brian continues, "Sellers have no typology of answers. We have the 6WH typology for questions but we don't pay critical attention and focus on becoming better at providing answers. There is often a mismatch between their questions and our answers resulting in disconnected conversation, a lack of listening and the quality of answers is shallow."
You can't sell shallow and sell deep at the same time. The lack of intentionality is projected out from sellers to buyers, who reflect back the high self-orientation of sellers who too often aren't present because they are listening for a gap to speak or ask their next manipulative, self-serving question. Some really juicy material in this episode.
Contact Brian via linkedin.com/in/glibkowski
Website: RaiseYourAQ.com (Company)
Email: briang@semplarscience.com Twitter: sixQSoftware
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Contact me via https://calendly.com/marcuscauchi/let-s-explore-coaching-training to book some time to explore coaching or training for you and your sales, management and leadership teams
To Hire Winners in sales, channels, CS, RevOps, management or leadership click here: https://www.laughs-last.com/hiring-winners/
To design the career you want, to give you the life you want and learn how to write your own paycheque click here: https://www.laughs-last.com/successful-selling/
Pasha Irshad, founder of Shape & Scale chats to me about the rise of the tech stack, performance decline, marketing waste and the entrenched idiocy of old thinking in the current environment.
Pasha advises companies on their marketing and their tech stack to ensure it is delivering the intended results and fit to scale. A value packed show that needs plenty of note taking
Contact Pasha via linkedin.com/in/pashairshad
Websites:
shapeandscale.co (Company)
https://www.pashairshad.com/
Michael Vincent is a world renowned close up magician, the most senior non-white member of the Magic Circle, a powerful keynote speaker on #leadership, #management, #DEI #Diversity, #Equity and #Inclusion, #performanceexcellence and #sales. His story of struggle over many years, and how rising to excellence has so many parallels with success in sales and management. How did his mentors affect his trajectory and velocity? Listen and learn. How did losing his hearing in 2013 affect him? How did he react and eventually apply his training to adapt?
Here's his Tedx Talk: https://www.ted.com/talks/michael_vincent_the_magic_of_perception_mine_yours_and_ours
Mike explains how growing up, in 1970's London as the Afro-Caribbean only child of a single mother he was largely isolated by circumstances. His mother taught him to read very early and he lived in books. When he saw his first magic show, his wonder and astonishment led him to the library and 6 years of practice in isolation.
A happy meeting with his first mentor, Alan Allan, introduced Mike to a world that was previously beyond his awareness, taking him to perform across the world. A master of his craft technically, Mike explains the importance of the performance, understanding your audience and above all, understanding and acceptance of yourself. His investment in his mind, his stage performance, his communication goes well beyond mere technical performance. His stage presence is flawless, seemingly effortless and the product of a relentless pursuit of mastery of the fundamentals.
Over the past 3 years Mike had to give up work to look after his mother. This chapter in his life carries so many lessons for our humanity and prioritising what really matters even at a personal price.
Some of you will find this a tough episode because it holds up the mirror to who we really are and who we could be. A smörgesbord for thought in episode 421 of #TheInquisitorPodcast
Contact Mike via linkedin.com/in/michael-vincent-665a01
Email: michaelvincent64@mac.com
Websites:
- michael@michaelvincentmagic.com
- www.michaelvincentmagic.com
- www.fujiwarrior.com
YouTube: www.youtube.com/michaelvincentmagic
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Contact me on marcus@laughs-last.com. If you want to improve your personal performance and you want a coach who will tell you the truth even when you'd rather I lied, https://calendly.com/marcuscauchi/let-s-explore-coaching-training
If you want to sell more, more profitably, quicker without manipulation or pressuring customers, https://www.laughs-last.com/successful-selling-programme/
Sick of hiring James Bean instead of the James Bond you thought you had in front of you at interview?
https://www.laughs-last.com/hiring-winners/
Sam Robinson says, "It's your buyers choice to buy, not yours to sell". He's a Red to Blue Coach, director of Greenock FC and his day job is sales enablement leader for the media giant, Dentsu.
"Enablement is a business function not a training function," says Sam. We delve into the most effective working relationship between enablement, the Board and the business. How well does enablement support the Board's responsibility to drive results? Why isn't enablement a profit centre? How does enablement's focus on the wrong end of the problem undermine trust and respect? Who is asking the hard questions? How do you make engagement engaging?
Listen, take notes, tag a friend
Contact Sam via linkedin.com/in/sam-robinson-4a29326
Phone: +44 (0)7480 656 266 (Mobile)
Sam Robinson says, "It's your buyers choice to buy, not yours to sell". He's a Red to Blue Coach, director of Greenock FC and his day job is sales enablement leader for the media giant, Dentsu.
"Enablement is a business function not a training function," says Sam. We delve into the most effective working relationship between enablement, the Board and the business. How well does enablement support the Board's responsibility to drive results? Why isn't enablement a profit centre? How does enablement's focus on the wrong end of the problem undermine trust and respect? Who is asking the hard questions? How do you make engagement engaging?
Listen, take notes, tag a friend
Contact Sam via linkedin.com/in/sam-robinson-4a29326
Phone: +44 (0)7480 656 266 (Mobile)
Jason Hubbard, Founder and CEO of The Demand Magic and Adjunct Professor at University of Tennessee with a special interest in #ethics. We dig into why the outbound function is generally so badly broken and what needs to be done to fix it.
We dig into the topic of #SalesEthics, #ManagementEthics and the effect leadership and investors have on culture.
We take a scalpel to the rotten parts and explore options for a better future for #OutboundSales #outbound2point0
Contact Jason on linkedin.com/in/hubbardjason
Websites * teknovation.biz/2012/07/16/jason-hubbard-groomed-entrepreneur/ (Teknovation Article) * knoxnews.com/news/2010/sep/09/energy-saving-gets-simpler-simple-control/ (Energy Savings Gets Simpler) * knoxnews.com/news/2011/jun/06/software-firms-created-solutions-challenges/ (Software Firms Create Solution)
Email: jason@demandmagic.ai
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Contact me on marcus@laughs-last.com or book a time for us to chat about developing you and your people - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Secure your place on my Successful Selling programme for salespeople who want to be certain of improved results and less wasted effort.
https://www.laughs-last.com/successful-selling-programme/
Jason Hubbard, Founder and CEO of The Demand Magic and Adjunct Professor at University of Tennessee with a special interest in #ethics. We dig into why the outbound function is generally so badly broken and what needs to be done to fix it.
We dig into the topic of #SalesEthics, #ManagementEthics and the effect leadership and investors have on culture.
We take a scalpel to the rotten parts and explore options for a better future for #OutboundSales #outbound2point0
Contact Jason on linkedin.com/in/hubbardjason
Websites * teknovation.biz/2012/07/16/jason-hubbard-groomed-entrepreneur/ (Teknovation Article) * knoxnews.com/news/2010/sep/09/energy-saving-gets-simpler-simple-control/ (Energy Savings Gets Simpler) * knoxnews.com/news/2011/jun/06/software-firms-created-solutions-challenges/ (Software Firms Create Solution)
Email: jason@demandmagic.ai
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Contact me on marcus@laughs-last.com or book a time for us to chat about developing you and your people - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Secure your place on my Successful Selling programme for salespeople who want to be certain of improved results and less wasted effort.
https://www.laughs-last.com/successful-selling-programme/
"How often is culture talked about in your business? Is it a standing agenda item?", challenges Steve Simpson, creator of the concept of Unwritten Ground Rules, UGR®'s. We explore how to develop and deliver an #aspirationalculture to make you attractive as an #destinationemployer.
UGRs are answers to great questions like, "How do we treat people when ...?" Complete that sentence around real life situations and you start to uncover some blindspots, prejudices and unconscious biases that are disadvantaging you, your business, your customers, your suppliers and/or your own people.
Of course biases exist. No point denying they do if your intent is really to help fix them. Our job is not to shy away from identifying biases but to do so and address them. If you ever needed a better argument for diversity and inclusion, it is the creative power of diverse teams all looking at the same problem. Where you have multi-aged, multi-ethnic, multiple socio-economic backgrounds, differing faiths, politics, technical and professional experience who share the same values and purpose, the benefits are several magnitudes greater than fighting for processes and beliefs that are no longer fit for purpose tied around a homogeneous group of like thinking people.
A strong indicator of the unwritten and unspoken priorities, which may include building political power frequently shows alignment below the surface radar around cultural discrimination, intentional or unintentional, deliberate or through ignorance is the response to this deceptively provocative question - "If I asked your people what your leadership team's priorities are they'd say ...?"
Steve explains how we respond to members of our teams putting forward their ideas, is indicative of your underlying culture and shared values system. The response to this kind of situation witnessed by others, quickly determines who and how discretionary effort may be offered or withheld, the temperature of relations between leadership and their workforce.
A very provocative interview with plenty of practical and meaty material you can implement yourself
Contact Steve via linkedin.com/in/workplaceculture
Websites
- ugrs.net (UGRs Company Page)
- steve-simpson.com (Steve Simpson Personal Site)
- safeminingcultures.com/ (Safe Mining Cultures)
Phone: +61419901391 (Mobile)
Email: steve@ugrs.net
Twitter: steveugrs
Episode 418: Steve Simpson #SteveSimpson #UGR #UnwrittenGroundRules #employeesafety #managementethics #leadershipethics #businessethics
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If you want to explore coaching or training for you or your team book a call with me here - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
And if you want to learn from me, my fresh courses and programmes designed to help you sell how buyers really buy without manipulation or pressure can be found here -
Successful Selling - https://www.laughs-last.com/successful-selling-programme/
Hiring Winners - https://www.laughs-last.com/hiring-winners/
"How often is culture talked about in your business? Is it a standing agenda item?", challenges Steve Simpson, creator of the concept of Unwritten Ground Rules, UGR®'s. We explore how to develop and deliver an #aspirationalculture to make you attractive as an #destinationemployer.
UGRs are answers to great questions like, "How do we treat people when ...?" Complete that sentence around real life situations and you start to uncover some blindspots, prejudices and unconscious biases that are disadvantaging you, your business, your customers, your suppliers and/or your own people.
Of course biases exist. No point denying they do if your intent is really to help fix them. Our job is not to shy away from identifying biases but to do so and address them. If you ever needed a better argument for diversity and inclusion, it is the creative power of diverse teams all looking at the same problem. Where you have multi-aged, multi-ethnic, multiple socio-economic backgrounds, differing faiths, politics, technical and professional experience who share the same values and purpose, the benefits are several magnitudes greater than fighting for processes and beliefs that are no longer fit for purpose tied around a homogeneous group of like thinking people.
A strong indicator of the unwritten and unspoken priorities, which may include building political power frequently shows alignment below the surface radar around cultural discrimination, intentional or unintentional, deliberate or through ignorance is the response to this deceptively provocative question - "If I asked your people what your leadership team's priorities are they'd say ...?"
Steve explains how we respond to members of our teams putting forward their ideas, is indicative of your underlying culture and shared values system. The response to this kind of situation witnessed by others, quickly determines who and how discretionary effort may be offered or withheld, the temperature of relations between leadership and their workforce.
A very provocative interview with plenty of practical and meaty material you can implement yourself
Contact Steve via linkedin.com/in/workplaceculture
Websites
- ugrs.net (UGRs Company Page)
- steve-simpson.com (Steve Simpson Personal Site)
- safeminingcultures.com/ (Safe Mining Cultures)
Phone: +61419901391 (Mobile)
Email: steve@ugrs.net
Twitter: steveugrs
Episode 418: Steve Simpson #SteveSimpson #UGR #UnwrittenGroundRules #employeesafety #managementethics #leadershipethics #businessethics
--
If you want to explore coaching or training for you or your team book a call with me here - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
And if you want to learn from me, my fresh courses and programmes designed to help you sell how buyers really buy without manipulation or pressure can be found here -
Successful Selling - https://www.laughs-last.com/successful-selling-programme/
Hiring Winners - https://www.laughs-last.com/hiring-winners/
Paul Morton, Founder of The Practical Leadership Academy, chats to me about leadership that is fit for the 21st Century. We argue the case for dragging yourself out of the Industrial Age and to think deeply about how you need to adapt to the rapidly changing environment. When you graduate to leadership, Paul says, "Your job is to build your business with your peers"
We agree that consistent focus on, and intentional practice of the fundamentals is critical, but those fundamentals cover more than the balance sheet. We explore some interesting phenomena - how managers who are struggling tend to default to doing the job they had before, and then we start unpicking the consequences.
Lively intelligent, highly provocative debate. Definitely one to take notes from.
Contact Paul on linkedin.com/in/paulwmorton
Website: https://www.practical-leadership.academy/
Email: paul@practical-leadership.academy
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Contact me on marcus@laughs-last.com if you want to be a guest or want me to interview someone specific.
Hire right, first time.
Stop hiring people who interview like James Bond and perform like Mr Bean. Join my unique predictive #HiringWinners programme for senior leadership, executives and managers. Starts Oct 4th 2022.
https://www.laughs-last.com/hiring-winners/
Learn to hire winners who succeed in the role, improve over time and stay for many years.
Reserve your place now
Paul Morton, Founder of The Practical Leadership Academy, chats to me about leadership that is fit for the 21st Century. We argue the case for dragging yourself out of the Industrial Age and to think deeply about how you need to adapt to the rapidly changing environment. When you graduate to leadership, Paul says, "Your job is to build your business with your peers"
We agree that consistent focus on, and intentional practice of the fundamentals is critical, but those fundamentals cover more than the balance sheet. We explore some interesting phenomena - how managers who are struggling tend to default to doing the job they had before, and then we start unpicking the consequences.
Lively intelligent, highly provocative debate. Definitely one to take notes from.
Contact Paul on linkedin.com/in/paulwmorton
Website: https://www.practical-leadership.academy/
Email: paul@practical-leadership.academy
--
Contact me on marcus@laughs-last.com if you want to be a guest or want me to interview someone specific.
Hire right, first time.
Stop hiring people who interview like James Bond and perform like Mr Bean. Join my unique predictive #HiringWinners programme for senior leadership, executives and managers. Starts Oct 4th 2022.
https://www.laughs-last.com/hiring-winners/
Learn to hire winners who succeed in the role, improve over time and stay for many years.
Reserve your place now
Varun Anand is Head of Operations at Clay.com
Contact Varun via linkedin.com/in/vaanand Twitter: varunanand48
The world of computer gaming continues to grow at breakneck speed with over $196bn being spent on games in 2020. 45% of gamers are women. And the age range is not where you might expect.
Moritz Aemisegger is an expert in the gaming field, serving customers in #eSports and #Gaming. His fascination with the #ComputerGaming market is justified. Fast paced, rapidly changing, massively innovative, if you are an innovative marketer, this is an episode you won't want to miss.
We delve deep into the business of gaming, the allure, the marketing potential and of course we have a dig into sales, selling, and management.
An outstanding episode. Bring a pen and paper. And tag someone who needs to hear this please
Contact Moritz via linkedin.com/in/moritzaemisegger
Phone: +41 79 824 43 45 (Mobile)
Email: moritz@aemisegger.com
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Are you considering hiring? Have you made bad hires and lived to regret it? https://www.laughs-last.com/hiring-winners/
Want to up your sales game? - Join Successful Selling - https://www.laughs-last.com/
If you want to get hold of me, DM on LinkedIn or marcus@laughs-last.com
Fergus Connolly has led an extraordinary career coaching some of the world's elite - in business, in sport and in special forces. His clients have been his best teachers. His excellent book, 58 Lessons, is crammed with insights from the real world of top performers exploring their rarified view of the world.
"I don't fear the man who has learned 10,000 kicks; I fear the man who has practiced the same kick 10,000 times" - Bruce Lee
A key lesson is these people never forget the need to keep practicing their foundational skills whilst also extending their range. Slow is smooth; smooth is fast - a lesson from special forces, martial arts, music schools like Suzuki. They do the ordinary, extraordinarily well.
We discuss mindset, psychopathy and genius, talent and graft, determination and motivation, conditioning and intuition. Genuinely one of the most fun, engaging, challenging, and remarkable interviews I've done in a long stream of very satisfying and insightful conversations.
I absolutely understand why the world's very best seek him out as their coach. You will too. Have a listen. Follow him on linkedin.com/in/fergusconnolly
Websites
- fergusconnolly.com (Company)
- fergusconnolly.com/lessons-from-sport (Company)
- fergusconnolly.com/blog (Blog)
Twitter: Fergus_Connolly
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Apply to join my #SuccessfulSelling programme starting October 4th, 0930-1130.
Zero technique taught. You will learn how to build a system that fits you, your values, and your communication style. This means you sell naturally, authentically and adapt to how your buyer needs you be. You're buying better results, not flashy techniques.
https://www.laughs-last.com/contact-marcus-cauchi/
If you're a veteran salesperson we'll build on what you already know, and you'll develop tools, tactics and strategies to accelerate your career. If your new to sales, you'll save decades in getting it wrong and having to unlearn a load of stuff, and you'll get noticed for the right reasons building early cumulative advantage.
"The need for connection and community is primal, as fundamental as the need for air, water, and food." - Dean Omish
Do you derive the greatest satisfaction from receiving a great gift, or giving a great gift that makes the person you care about spontaneously light up with delight. We are social primates. Think about it. Our superpower, the one that put us to the top of the food chain, is cooperation.
Rebecca Tasetano, cofounder of Project Kick Ass, started her career as a children's entertainers age 5. Today she delivers #CommunityAsAService. How did 10 years being a clown prepare her for building, growing and galvanising communities?
You hear that the future of marketing is in community, and it makes sense. Word of mouth, personal introductions, testimonials and other forms of social proof go a long way to removing barriers to buying because if others from your tribe are doing it, it's probably safe to our brains which have evolved slower than the environment we have created and now occupy.
Sales generated by WOM convert between 3x-18x more often than cold generated opportunities. If someone you trust recommends a course of action, a film, a restaurant, a book or a provider, odds are, you will lower your resistance because the mutually trusted introducer lends their credibility to your cause.
The most productive, engaged and thriving communities are high challenge and high support. You know if you've said or done something stupid, and if you ask for help people give willingly and without expectation of ANYTHING in return.
Is this naive? Utopian?
Maybe, but what if? What if you had a community that wants you to succeed, cheers you on, introduces you at every opportunity to people who fit the profile of your hero customer? What if your partners play to keep the game going instead of to win or not to lose? What if all of you play to make the pie bigger for everyone?
These #communities and #ecosystems do exist already. We explore the challenges of building a community, managing expectations, creating engagement. And we explore the challenges and where people go wrong when building a community.
Contact Rebecca on LinkedIn at https://www.linkedin.com/in/rebeccatasetano/
Email: Rebecca@pkasolves.com
Website: PKASolves.com
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If you're curious how early stage, moderately funded business can achieve sustainable scale and accelerate past their more established competition, contact me via marcus@laughs-last.com or DM me on LI.
Let's explore training or coaching - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Hiring Winners - Predictive Hiring For Managers - https://calendly.com/marcuscauchi/hiring-winners
Justin Zimmerman, founder of Partner Playbooks. Justin helps companies scale their predictable, profitable partnership revenues through partner playbooks. We dig into what it takes to be an effective partner. We delve into #ecosystems and customer centric models that solve for customer value which then translates into revenue value and compare that with channel sales.
We look into the crystal ball to try and understand what is going to change, how we are going to have to adapt and the future of sales and partnerships because of advances in marketing, integrations/APIs. If you're a direct salesperson, maybe it's time to consider how your future will be affected?
Contact Justin linkedin.com/in/justinzim
Website: eepurl.com/cOtYCv (Blog)
Email: social@justinzim.com
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If you want to a coach who is more than a coach, maybe we should talk. https://calendly.com/marcuscauchi/let-s-explore-coaching-training
"The number one result from working with Marcus was consistent over performance. I was an average performer when we started and after a short period of working together and implementing his coaching, results took a steep incline and stayed there for good.
It is difficult to narrow down to only a couple of things that I implemented after Marcus' coaching. But one of the biggest changes was confidence - Marcus does a great job of instilling confidence in his clients and ensuring they are aware they are of equal business stature to everyone they cross paths with. On top of that, working with Marcus consistently will see your overall business acumen take a big lift. This has been really impactful when it comes to adding value and asking great questions of executives." - Stephen Donohoe, Account Executive, Clari
Danny Wareham is CEO of Firgun. Firgun is slang in Hebrew for taking delight in the joy of others. It is the opposite of schadenfreude. Danny's approach to life and business is how do always set others up to succeed. And it is a remarkably effective strategy that help you make friends, build bridges and find common ground.
In the 411th episode of #TheInquisitorPodcast, Danny provokes you to think deeply. An insightful, demanding and substantial conversation packed with practical questions, challenging answers and unvarnished truths.
I had a blast! You will too.
Contact Danny via linkedin.com/in/danny-wareham
Email: danny@datamouse.biz
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Contact me on marcus@laughs-last.com to explore whether we can work together to help you achieve your goals in life and work. If you're looking to develop the vital behaviours you need succeed, perhaps coaching can help
Michael F Schein says, "Hype can be used for good or evil. I got curious to understand how great influencers, historical demagogues, cult leaders, Rap promoters and band managers can influence so many people to do what they want them to do, because I figured if you could harness that ...!"
Mike is CEO of MicroFameMedia, an agency delivering hype strategies for fast growth companies with ambitious founders who want to bootstrap fast so they can fund the next phase of their business. MicroFameMedia's research has identified 12 hype strategies that have proven themselves to work repeatedly and any business can apply if they are willing to get uncomfortable, put in the hard work and be courageous enough to handle the polarising effect some of the strategies might have.
And before you throw hype away as destructive, consider the value to you of your hype marketing self-disqualifying non-buyers and non-prospects without you ever wasting a moment's effort on them. Better still, how about have your rivals and detractors become your best marketing channels.
Buckle up. This is one helluva ride.
Contact Mike linkedin.com/in/michaelfrancisschein
Website: MicroFameMedia.com (Company)
Email: mfs@microfamemedia.com
Twitter: MichaelSchein1
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If you want to discover the vital selling behaviours of the most successful salespeople in your industry and learn to apply them in your sales, DM me on LinkedIn or email marcus@laughs-last.com
"What do you do when the referrals from your network dry up?", asks Christian Banach. One option is outbound, but this is a very different proposition to working ones warm market. You have to modify your expectations. These deals usually take longer, have much lower conversion rates and the thinking behind such campaigns is usually fatally flawed, short term and selfish.
Christian and I discuss the importance of establishing realistic expectations between the agency and the client. Cold campaigns as frequently a knee jerk reaction to a weak pipeline and looming failure to hit quota. We explore how the best results come NOT form focusing on short term pipeline, but using cold to develop coverage and warm relationships, so that when they move from passive to active looking you are the only show in town.
Lively, challenging and insightful, you can contact Christian via https://www.linkedin.com/in/christianbanach/
Website: christianbanach.com (Company)
Phone: +1 630-215-8275 (Mobile)
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If you want the last laugh, get someone to coach and support you through this coming recession so you thrive and get promoted without the usual stress. If not me, maybe someone I know. Either way, email marcus@laughs-last.com to chat or book a time over Zoom on https://calendly.com/marcuscauchi/discovery-call-15-mins
Lauren Cartigny is a transformational coach. 15 successful years in sales and management in the Tech industry, today she supports CEOs, sales leaders, and founders to deliver sustainable results from position of wellbeing.
- How do you know that you are stressed?
- What level of stress is healthy?
- In a relationship what are you responsible for, and what is the other person responsible for?
- What conditions do you need to access your confidence?
Contact Lauren via linkedin.com/in/laurencartigny
Websites:
- laurencartigny.com (Company)
- instagram.com/lauren.cartigny/ (Personal)
Twitter: lcartigny
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Contact me on marcus@laughs-last.com or via DM on LinkedIn.
If you are an ambitious salesperson or a manager who wants to take your team to new heights, let's have a quick no strings, no pressure chat.
https://calendly.com/marcuscauchi/discovery-call-15-mins
Today, Eric Steeves is a RevOps specialist but before he took the easy route, he was head bouncer in places you wiped your feet on the way out, he built two 7-figure businesses in the competitive world of junk removal, became a firefighter and then joined Salesforce where he thrived in sales.
With the spectre of recession over the horizon, Eric and I put 2 and 2 together and figured it'd be interesting to see how his crisis management training in the fire service can be applied to managing tough times where things change fast, unexpectedly and in surprising ways.
You be the judge. Have a listen with a pen and notepad.
Contact Eric via DM linkedin.com/in/eric-steeves
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Contact me on marcus@laughs-last.com if you are looking for a coach who will never lie to you, never feed the harmful part of your ego, and will always have your back, even when you are doing stupid things. No fluff. No faff.
"3 billion years of evolutionary testing proves it works!", says Sam Tatam, author of Evolutionary Ideas, the fascinating book about creating intersectional moments between jobs to be done and nature's clever solutions. Sam heads up the behavioural sciences team at Ogilvy's.
You are in for a treat. What do a penguin, the Medici's and Japanese bullet trains have in common? More than you think. Much more.
Explore another way of seeing the world on the 406th episode of #TheInquisitor Podcast
Contact Sam via linkedin.com/in/sam-tatam-psychologist Websites
- ogilvy.com (Company)
- linktr.ee/evolutionaryideas (Personal)
Twitter: s_tatam
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Contact me on marcus@laughs-last.com if you are looking for a coach who gives neither quarter or bullshit, or you fancy being a guest on the podcast
"Dysfunction is often a product of how you treat your people", says Chris Blackwell. We talk #Ethics #Values and #Purpose. We ask what are the causes of high performance? And what are the fundamental attribution errors that lead to blindspots and unintended consequences?
Growing slowly is OK, stagnating isn't. If you treat your people like children they'll act like children. Treat adults like adults. Create the conditions so they think for themselves, take responsibility, cooperate and share.
The deep dive on ethics in sales and management is the first of many we will be exploring on the topic.
Please can you refer me to possible guests ...
If you rate any authors, academics or commentators on the subject of #SalesEthics #BusinessEthics #ManagementEthics #HiringEthics please can you put us together
Contact Chris on linkedin.com/in/chrismblackwell Website: plpconsult.co.uk (Company)
Email: chris@plpconsult.co.uk
Twitter: ChrisPLP1
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Contact me on marcus@laughs-last.com
If you are looking for a coach who will not let you get away with excuses, backsliding or blaming, and will focus on helping you meet then exceed what you consider possible. I am taking on 2-3 new coaching clients. If you want to explore what you can expect to accomplish with help book a call with me for a no pressure, no obligation chat - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching
Todd Caponi, releases The Transparent Sales Leader on 5th July 2022. After the success of his best seller The Transparency Sale, Todd realised the depth of the problem in management when none of the 40 strong management team of a tech firm going through hypergrowth had any management training, including the CRO.
We discuss the challenges associated with scaling up, becoming a manager, being successful in the role and having the framework to ensure you always know for certain where you are, your team is, the health of everyone's pipeline. Funny, poignant and informative, this interview is one you will want to take notes and share.
Contact Todd on
linkedin.com/in/toddcaponi Websites
- toddcaponi.com (Company)
- toddcaponi.com/blog/ (Blog)
Phone: +1 847-999-0420 (Work)
Twitter: tcaponi
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Contact me on marcus@laughs-last.com
https://www.amazon.co.uk/Transparent-Sales-Leader-Sincerity-Structure-ebook/dp/B0B23DZHFR/ref=sr_1_2?crid=3A7GNRCR7WXGR&keywords=todd+caponi&qid=1656841120&sprefix=todd+caponi%2Caps%2C60&sr=8-2
https://www.amazon.com/Transparent-Sales-Leader-Sincerity-Structure-ebook/dp/B0B23DZHFR/ref=sr_1_2?crid=3A7GNRCR7WXGR&keywords=todd+caponi&qid=1656841120&sprefix=todd+caponi%2Caps%2C60&sr=8-2
2 previous guests who are always worth a listen are Patrick Lindqvist and Gary Mitchell. They have extensive experience bringing diverse groups of people together around common purpose and the job to be done.
Lively, unfluffy, pragmatic, we share ideas, join the dots and improve what we can each bring to the debate individually.
Contact Patrick: linkedin.com/in/patricklindqvist
Website: youtube.com/watch?v=rHF4hARZn38&feature=youtu.be (Talk on Change)
Email: patrick.lindqvist@cgi.com
Twitter: patlindqvist
Contact Gary: linkedin.com/in/garymitchellgmc
Websites:
- gary-mitchell.com/blog (Blog)
- gary-mitchell.com (Company)
- hqi-connect.com (Company)
Phone: +44 7939 587 532 (Mobile)
Email: gary@gary-mitchell.com
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Contact me on marcus@laughs-last.com. Better still book a short call to share ideas with each other - https://calendly.com/marcuscauchi/quick-idea-share
I'm taking on 2 new coaching clients. If you want help to double your impact for half the work, https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching
Happy selling
Sebastien van Heyningen, founder of Central Metric, is a new breed of sales leader. He thinks beyond the revenue. We discuss the importance of taking a more rounded approach than simply focusing on the numbers. Numbers don't generate themselves.
We explore his thoughts on management, hiring, developing people, team building AND achieving targets.
Contact Sebatien via linkedin.com/in/sebastienvanheyningen Email: sebastien@centralmetric.tech
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Contact me marcus@laughs-last.com
Each quarter I take on 2-3 new personal coaching clients. Go ahead and check out my 200+ DETAILED testimonials over on my LinkedIn profile. There's a reason ambitious top performers seek out my help.
If you want to explore coaching with me book some time here - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching
Stay safe and happy selling!
One thing I know for sure, when nuclear winter descends upon us, two things will survive, coackroaches, and Simon Leslie. Simon is CEO of Ink.
Imagine it's 2019, $150m in profitable revenues, 36 exclusive inflight magazine publishing contracts. Covid hits. Almost all those revenues dried up overnight, and they had to refund customers, so the slap in the head cost him more than $150m.
Our intrepid leader refused to die. In 2 and half years he has gone from the world falling out from under him to Ink having their BEST EVER quarter in Q1 2022/23. Ink now owns a closed TV network serving 12m customers a day with hyper targeted advertising. We talk data, decision making and disasters.
What will surprise you is just how much of Simon's recovery has been down to the application of soft skills, and building up his people from scratch. And it is a delight to see Simon thriving. His story is a lesson in leadership, leaning into his problems and an indomitable spirit of enterprise.
Contact Simon on
inkedin.com/in/simon-leslie-b252b92 Websites * luckyleslie.com (Personal) * ink-global.com (Work)
Email: simon.leslie@ink-global.com
Twitter: Closerx
Contact me on marcus@laughs-last.com
Neil Bhuiyan, founder of Happy Selling, and I discuss mindset, attitudes, beliefs and values. We dig into the responsibilities of the seller and management for creating the conditions for sellers to thrive. What does it take to be happy in your sales role? Why is it important? Does your happiness affect your performance?
Contact Neil via
linkedin.com/in/neilbhuiyan
Websites:
- happyselling.io (Company)
- linktr.ee/happyselling (Blog)
Twitter: HappySelling_io
e: neil@happyselling.io
Podcast: https://www.happyselling.io/podcast
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Contact me on marcus@laughs-last.com to explore how you can thrive through the coming recession.
Tom Parker is CMO of Atomley. He and his team eliminate the uncertainty out of marketing one-to-many. We discuss the mechanics, objectives, beliefs and results of putting together a series of webinars intended to build medium to long term pipeline and deep levels of credibility, engagement and intimacy with your audience.
We discuss how well targeted, executed and choreographed webinars coupled with telephone, content and email reinforcement can yield ROIs in thousands of per cent with predictable certainty.
Contact Tom via linkedin.com/in/thesalesarchitect
Websites:
- thesalesarchitect.co.uk (Company)
- atomley.com
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Contact me on marcus@laughs-last.com if you are looking for smart, innovative ways to compete in a tough, crowded marketplace where you struggle differentiate or command premium prices.
Sarah Archer is an extraordinary speaking coach. Listen to what she has to say about the power of public speaking and how you can bring value to your audience that drives your sales pipeline, builds awareness and gives you reach.
Hints and tips abound. Speaker marketing (#Sparketing!!) can catapult your career.
Contact Sarah on LinkedIn linkedin.com/in/saraharcher15
Websites
- saraharcher.co.uk (Company Website)
- facebook.com/saraharcherspeak (Personal Website)
- bit.ly/2qgab9N (Company Website)
Twitter: SarahArcher15
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Contact me on marcus@laughs-last.com
"If you look after your customers you can almost eliminate unintended churn, win customers for life and drive net revenue retention", says Markus Rentsch, founder of Remark-able and a lonely voice of sanity, advocating relentlessly for the customer. Cost of customer acquisition has risen by 60-75% in the past few years. Investors are focusing on profitable companies. Profit from expansion is 1150% compared with new accounts generating 18% and upsells 170%. The economics of putting your customer at the heart of everything you do is multiples more profitable than the way 3 generations of leaders have led!
If you don't follow Markus's LinkedIn content, make sure you do. Every post I've read from him is intelligent, well crafted and real world practical. No fluff, no faff and no lies to peddle a book or a methodology. Just down to earth, human, compassionate content that is instantly relatable.
We discuss good #CustomerSuccess & #CustomerExperience and the positive impact in will have on top and bottom line, retention, customer churn, employee engagement ... I could go on, but instead just listen to what he has to say.
linkedin.com/in/markus-rentsch-customer-value-led-growth-for-saas
Websites:
- remark-able.at/ (Company)
- saaselerate.com/ (Company)
Email: markus.rentsch@remark-able.at
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DM me to get a copy of Markus' excellent Customer Value Led Growth primer, or email marcus@laughs-last.com if you are the owner or CEO of a technology company with a goal of generating annual recurring revenue in excess of $20M.
Right now, I’m helping companies just like yours achieve real, sustainable hypergrowth with highly engaged and productive employees…and clients who stick with them year after year.
If you’re up for a brief conversation, I’m happy to share with you some ideas and strategies that can help you achieve the same.
"The economics of cold prospecting is insane. Keep in mind that the data shows the biggest deals come from a salesperson's 3rd generation network. Why make thousands of cold calls to strangers? The outcome you want is a strong book of loyal, profitable customers for life. The bank doesn't care how you get there. Building your pipeline through referrals and hot personal introductions delivers you an outcome is between 3x and 18x better than if you went in cold. On your deathbed I doubt you'll be complaining you spent too little time on voicemail, being told to f*** off or getting dead and wrong numbers. Fair?"
Marcus Cauchi is interviewed by John Robinson about his blended approach to generating hot, personal introductions. How can you build referrals systematically and predictably? How do you ask for referrals so you receive them and no one feels icky?
Contact Marcus on marcus@laughs-last.com or book a call with me https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching
LinkedIn: https://www.linkedin.com/in/fractionalcrotechscaleups/
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Are you the owner or CEO of a technology company with a goal of generating annual recurring revenue in excess of $20M? Right now, I’m helping companies just like yours achieve real, sustainable hypergrowth with highly engaged and productive employees…and clients who stick with them year after year. If you’re up for a brief conversation, I’m happy to share with you some ideas and strategies that can help you achieve the same.
Ian Cartwright, author of The 6 Fundamentals of Sales Know how, chats to me about doing the basics, well, consistently, over time and meaning it. Lively discussion that serves to remind you of what probably got you going on the road to success, before you learned to get in your own way
"In a country well governed, poverty is something to be ashamed of. In a country badly governed, wealth is something to be ashamed of." Confucius
If the short, medium and long term economic trends are to be believed, the USA's empire and economic hegemony are on the decline, whilst simultaneously China's stars are on the rise. That terrifies many in the West.
But China needs strong global markets to continue its remarkable economic achievement. 60 years ago 96% of China was below the poverty line; today, fewer than 2% are below the poverty line. Whatever your views on their human rights and politics, there is no denying that is a breathtaking accomplishment.
My feeling is we can fight the trend and lose a costly uphill battle. or we can accept the change and embrace the possibilities. I'd love to hear what you think and how you see ways we can take advantage of this change rather than fearing it and letting it consume our time and energy in a lost cause.
Contact Kathryn if you are planning to export to Eastern Europe, Middle East or China.
Her LinkedIn profile is at linkedin.com/in/kathrynread
WeChat: KathrynRead
Website: https://kathrynread.com/blog
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Contact me if you are looking for innovative, proven ways to 10x your sales revenues without losing control or the wheels coming off via marcus@laughs-last.com
If you are the bees knees in your field and you want a steady stream of new business and established , stable accounts, and ask me how you can be part of our RevOps ecosystem
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And remember, "Before you embark on a journey of revenge, dig two graves."
Red Stafstrom teaches introverts how to sell without compromising their core values or who they are. Introverts aren't naturally hardwired as transactional hunter types, but they can be massive billers and keep profitable customers for life.
We dig into how introverts and extroverts differs and what they have in common. Red compares how introverts feel when extroverts use leading questions with #kettling, the police tactic used to contain crowds. Often it is the introverts in those crowds who crack under the pressure and lose control. Under those conditions their lower brain function triggers freeze fright or flight, which explains why hard sell tactics so often shut buyers down.
An intelligent and very instructive episode. Contact Red if you are an introvert and struggling to thrive in a world dominated by extroverts.
LinkedIn: linkedin.com/in/red-stafstrom-🦁-161b0921 Website: brokensalespeople.com (Company Website)
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Contact me if you see your success in the future will be determined by your ability to cooperate. I have some tried and tested ideas which i'm happy to share with you. Contact me on marcus@laughs-last.com or book some time in my diary for a chat about working together https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching
"Before you consider using an outsourced agency like ours, have you exhausted all the free avenues available to reach your customers. If you haven't go away and try them first. We're expensive and you may not need us", says Zac Thompson, CEO of We Have A Meeting.
Zac Thompson and Jack Frimston are cofounders of #WeHaveAMeeting. They are an old fashioned lead generation outsourcing agency on the surface, but dig a little deeper and they bring something fresh and dynamic to the party.
"Simplicity is the key to brilliance", Zac continues, "And the fight is outside". He and Jack are building a supportive, highly competitive culture focused on creating an environment where their people want to come to work, give their best effort, and they can grow into their full potential.
Contact Zac Thomson linkedin.com/in/zac-thompson-33a9a39b
Twitter: ZacThompson12
Contact Jack Frimston: linkedin.com/in/jack-frimston-5010177b
Website: https://www.wehaveameeting.com/
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Contact me on marcus@laughs-last.com if you want to scale fast and you know you can't get away with hiring and throwing lots of bodies at the problem, I have some ideas I'm happy to share as to how you can achieve rapid and sustainable growth. Get in touch or book a quick call to discuss heling you and your team - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching
Sunil Kumar is CEO of TrainYo. TrainYo takes non-SaaS salespeople from disadvantaged backgrounds or who people would probably never have the opportunity to break into tech sales (46 year old operations manager), they train them at TrainYo's expense. They charge a flat rate for placing these outliers SDRs. The business grew out of purpose, because Sunil and his partner were frustrated at talented people not being given a chance because they lacked experience.
You can't easily train improved attitude, motivation and self concept. These people have it by the truckload. Their motivation is high, their drive unparalleled in the companies they find themselves.
7 months trading and 57 placements made with ... just 1 candidate who has not worked out. Their candidates often outperform seasoned, veteran SDRs. Why?
Listen and find out.
1 clue - the C-word.
Sunil can be contacted on linkedin.com/in/sunil-kumar-🏳️🌈-247574112
Phone: 07852209460 (Mobile)
Email: Sunil@trainyo.com
Marcus@laughs-last.com to get hold of me.
I'm looking for great salespeople to join one or other of my teams in the UK, Americas (NC&S), Australia and Europe. Treat me like a prospect. Woo me. Research me. Get me to invite you in for an initial interview. If you know what to do, do it. I'm an easy sell!
"Are you considering the natural consequences for every responsibility on a job description?", asks Aaron Schmookler, #CultureEngineer and co-founder of #TheYesWorks. We dig into what it happen when you take your business to the point where your people are working together towards the shared outcomes.
Aaron helps founders and CEOs turn dysfunctional companies into high functioning, intimate, high trust/low self-orientation teams committed to clear collective outcomes whilst getting their individual needs met.
Contact Aaron on linkedin.com/in/schmookler
Website: TheYesWorks.com (Company Website)Phone: +1 253-301-8004 (Mobile)
Email: aaron@theyesworks.com
Twitter: TheYesWorks--Contact me on marcus@laughs-last.com and if you want to discuss your own or your team's development grab some time in my calendar for a call - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching
Chris Prangley has risen through the ranks from a territory development rep (TDR/BDR/SDR) to Regional VP for Sales. His journey has exposed him to every stage of a fast growth business achieving pace and results, not without their challenges. Author of #TechSalesWarrior, he shares his experience rising through the ranks.
We have a very candid conversation about the highs and lows of a modern sales career, the path into management and leadership, how you need to prepare your people for what is coming so they can thrive in a VUCA world.
If his face is familiar, you may well wonder why? Go find out, making his story all the more remarkable.
Contact Chris via linkedin.com/in/chrisprangley
Website: https://www.varonis.com/ (Company)
Amazon: https://www.amazon.com/Chris-Prangley/e/B09S5K373D%3Fref=dbs_a_mng_rwt_scns_share
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To get me marcus@laughs-last.com. I'm hiring. 2 Enterprise sales execs. UK, hybrid working, reporting to me, poor people. Or DM me on LinkedIn
Amelia Taylor is one of the new generation of fast, paced, bright, ambitious sales leaders of the future. By day she sells RevOps-as-a-Service, and by night she helps other salespeople who are struggling to find their rhythm in sales.
We discuss why cooperation is an undervalued and mostly untapped resource that salespeople fail to tap into at their personal cost.
Humanity's superpower as a species is cooperating to solve problems by putting lots of our big brains together to understand the problem deeply, work out an elegant, sustainable solution and communicate what we learned to others so they can build on what we have already created whilst continuously working towards a better future.
We also discuss what happens when management and sales take the opposite approach.
Contact Amelia via linkedin.com/in/amelia-taylor1
Website: https://carabinergroup.com/services
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Book time to talk about training or coaching you and your teams - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching
Alex McNaughten and his partner Scott Freeman founded #Apprento.io to help salespeople enter the #SalesProfession, get trained well, and placed in good companies with good bosses. Alex and I explore a range of topics from good and bad management, technology, culture, better questioning to developing your people.
Alex's approach is refreshing, inclusive and highly effective because people get to think, grow, be highly engaged. Make sure you follow Alex on LinkedIn. His content is great.
Contact Alex via linkedin.com/in/alexmcnaughten
Websites:
- salesleaders.tech (Company Website)
- apprento.io (Company Website)
Phone: +6421955570 (Mobile)
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Contact me on marcus@laughs-last.com
"Maybe 3% of your market is in the market to buy what you have to offer today. There's 40% that have problems you can fix that have no idea you exist or that they have the problems you fix. Your job is to get to speak to them"
Pat Joyce is back. We unpick how he penetrates accounts and builds big pipeline, fast. It's messy and requires you to put in a LOT of HARD WORK. And it pays massive dividends. And it's predictable and reliable. Pat has repeated his success multiple times applying what we discuss in this episode.
Oh, and what he does is ugly too. If you like pretty, formal, perfect, this is scrappy, short, has typos, and more importantly, it works. If you are OK with response rates below 12% off your marketing campaigns, carry on doing what you are doing. If you want to deliver results, listen with a notepad and pen.
After all, the outcomes we're after are additional sales revenue growth and a fat, overstocked pipeline brimming with prospects in our ideal persona who are receptive to a conversation with us now or scheduled for when the conditions are clearly right to engage again.
Why do marketing and sales exist? To help customers make the best decision they can for their business now and for the future. To do that quickly you need to speak to many people, deep and wide, across the organisation in quick succession. Learn how Pat does this and helps his clients build solid pipeline quickly.
Contact Pat via linkedin.com/in/pwilliamjoyce
Website: thejoyce.net (Blog)
Phone: +1-206-591-3367 (Mobile)
Other platforms:
Spotify: https://lnkd.in/eFeZUAwk
Podbean: https://lnkd.in/eJQRRPCa
Apple: https://lnkd.in/eQQvvA8B
ListenNotes: https://lnkd.in/ef3k9eex
Amazon: https://lnkd.in/e24iH7-f
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Contact marcus@laughs-last.com to talk about your plans for expansion, turnaround or recovery.
Simon Severino talks to me about building velocity and resilience to thrive in times of high inflation and high uncertainty. Simon says "Never correlate goals with metrics and incentives". He is a design thinker applying the scientific method to his business, his systems and sprints.
Simon shares how he's mitigating his exposure and maximising his potential upside in his personal investment portfolio. We dig into how he's refocusing his costs in preparation for what's to come. We are in for a tough ride. We are also being presented with a number of rare or unique opportunities as we come out of Covid and head into what looks like a very deep recession. Digitisation has been advanced 10 years in the first year of lockdown.
Simon is a master of cooperation and collaboration through strategic alliances allowing him immense reach and revenues for a tiny core operational team.
Contact Simon on linkedin.com/in/simonseverino
Website: strategysprints.com (Company Website)
Twitter: simonseverino
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Contact me on marcus@laughs-last.com. Ask me how you can increase your close rate to 8:10 or higher
"You must go looking for bad news. That's how you eliminate surprises."
Steve Barnhurst is Enterprise Sales Director at Ebsta. "My job has always been to create the conditions where other people can be successful." Steve brings his wide range of experience as a sales leader through start ups to major PE backed corporates to bear as we explore why tracking engagement is such a critical indicator or deal and pipeline health.
"More time, more fun, enjoy work more, get more done, do better work. We're trying to maximise collaboration. We must get rid of the Lone Wolf syndrome in sales. Enterprise sales are won by teams not individuals. Lack of predictability and consistency leads to a loss of trust. You know something is awry when your salespeople are having to sell their deals as hard internally as they are to their prospects." How many management blindspots come from salespeople seeing through rose tinted spectacles? (or plain lying to cover their backs - my words )
Uncertainty in the pipeline leads to an erosion of trust in the Sales Director, who passes the bad news up the chain of command to the CEO and the Board who get a nasty awakening from the investors if it was a surprise. The consequences of that conversation can be painful.
Steve offers suggestions for building certainty and predictabliity, creating the conditions where discretionary effort is everyone's best effort.
Contact Steve via linkedin.com/in/stevebarnhurst. He's hiring as of 19 April 2022.
Website: ebsta.com (Company Website)
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Contact me on marcus@laughs-last.com
Eric Steeves is someone who has really impressed me. In the past 2 weeks he has opened my eyes to the future of #SalesManagement and #RevenueOperations. His approach is one I find deeply refreshing. Listen and you'll understand why. He is measured, humble and committed to helping others succeed. Hear how differently he approaches sales, how he involves others, his diagnosis of the true problems his customers need to addess. Listen to his approach towards competition, cooperation and partnering.
Eric is a deep thinker who spends time patiently understanding the problem and the intended outcome to create elegant solutions that deliver the intended result, are widely adopted with minimal friction, and sustain the ravages of time and use.
And if you ever wondered how to create a fair compensation plan that rewards all those who contributed to the successful execution of the sale all the way through to the customer reporting they have accomplished their intended outcome, bring a pen and notepad. We may just have cracked the compensation problem!
Contact Eric via linkedin.com/in/eric-steeves
Websites
- trailblazer.me/id/esteeves (Salesforce Trailblazer Profile)
- trailblazers.salesforce.com/_ui/core/userprofile/UserProfilePage?u=0053A00000FVGyK&tab=sfdc.ProfilePlatformFeed (Salesforce Community Profile)
Spotify: https://lnkd.in/dW6kPwaQ Apple: https://lnkd.in/dXxF5vBB ListenNotes: https://lnkd.in/dTsbprp6 Amazon: https://lnkd.in/dwniAAbB
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We'd love your thoughts. Please comment and tag someone who needs to hear this episode. Get in touch with either of us with questions. Share and please do subscribe to #TheInquisitor podcast
If you want to get hold of me marcus@laughs-last.com
Johan Taft is half Swedish-English-Belgian. He left school at 16, and after a couple of years in the navy, he left and worked his way up the fast food industry. At the age of 19 was managing the world's busiest restaurant. In this high pressure, fast, paced environment he developed his management approach. Deeply spiritual and a martial artist, Johan's thinking is disciplined, humane and is focused on building people up, helping them meet their true potential.
Contact Johan linkedin.com/in/magnifyyourgreatness
Websites
- magnifyyourgreatness.com (Company Website)
- sportingmindmastery.com/ (Company Website)
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Contact me on marcus@laughs-last.com
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Get in touch if you are looking want to talk about how sales is going to evolve in the future, you think you'd be a good guest or you've read a really good book you think our audience would like to learn about
Patrick Boucousis is a veteran salesman, sales manager and sales leader. He's been in the trenches and managed from the front. And he has led from behind creating the conditions for many moving parts to work in unison, and many people to thrive, grow and do their best work towards common purpose.
We explore his mistakes and lessons learned selling locally, nationally and internationally from selling farm equipment to farmers through to complex strategic investments by global multinationals. And we dig into the importance of building a well developed, emotionally evolved management layer operating an inquiry led management style.
This is a robust and frank discussion that points to so many of the most common blindspots and frequently unasked questions that are holding back the vast majority of salespeople from meeting their full potential.
Contact Pat via linkedin.com/in/value-selling-coach
Websites
- salesroad.com (SalesRoad B2B CRM)
- thesalesnatural.com (Sales Training)
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Contact me on marcus@laughs-last.com
Rahul Chauhan says you have to, "Only 1 in 200 start ups become scale up. Start by defining your market fit. Who is the customer you are intending to serve? How do you know whether you have uncovered your true market fit? Do what you do better. Innovate with purpose"
Rahul is Group MD at Foresight Digital, a digital consultancy for scale ups and challenger brands. He explains why you need to be thinking Now - New - Next
- Is your product fit for now? (70%)
- Is your product able to innovate with purpose? (20)
- Are you testing entirely new products? (10)
Rahul warns, if you don't keep one eye on the horizon you quickly become irrelevant. He reminds founders on the need to keep their feet on the ground and remember the price of vanity and ego. Knowing what you shouldn't do is more than half the battle.
What is your value exchange with your customer - 1. price, 2. social currency, education (smarter), 3. speed (core problem relates to lack of time), 4. Do you fit within an ecosystem or package (sticky, easy to connect, complement)
Have you iterated your product? Is it future proof? What's its shelf life?
Rahul says, "Focus on scale. Turn funds into actionable growth. Structure your people and roles for growth. Make sure your team is ready to support scale because when you scale, customers expect delivery at speed - if your services are not delivered at the pace they want, you're creating the conditions for churn."
Contact Rahul on linkedin.com/in/rahulchauhan1
Websites * foresightdigital.com.au (Company Website) * open.spotify.com/playlist/03zw5ciFZN36QlwXCE21DA?si=91c9029ba8cc486d (Portfolio)
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Contact me on marcus@aughs-last.com.
Ever wondered if there is a better way to sell than selling cold? Imagine a 14-18x higher close ratio. Contact me via email or DM me on Linkedin
"Prospecting is an opportunity to have a profound engagement on both sides", says Denis Champagne, former multidisciplinary international sportsman, practicing Buddhist and founder of #LotusCommunications. Having made hundreds of thousands of #coldcalls, Denis is more qualified than most to talk on the subject. Prospecting by phone is alive and well.
Companies buy sales training to improve results. Mostly, they're disappointed. The needle might jump for a couple of weeks and then almost everything reverts back to how it was before, almost as if the training never happened. Denis discusses his TEAMMS sales framework and the critical importance of #reinforcement, #PRACTICE and #COACHING.
Kindred spirit, Denis is frustrated with the training industry for considering such an outcome as acceptable. He's been prospecting on behalf of clients on the phones since 2006. He works with individuals and teams in Spanish, French and English to help them become competent and consistent prospectors.
We dig into the psychology of refusal vs rejection, leaderships' inability to see a perspective that is not their own, challenges with retention and recruitment, management blindspots, the misguided reliance on the wrong metrics, selling tactics, and what good training and coaching should be. A fun, irreverent interview with one of the greats. No fluff, no faff, just straight talking.
Contact Denis on linkedin.com/in/denis-champagne
Websites:
- lotuscomm.com (Company Website)
- theculturemaker.com/ (Company Website)
Twitter: Sprinter14
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Contact Marcus@Laughs-Last.com or DM me on LinkedIn if you want to talk about how to grow your sales by selling through #Ecosystems, #StrategicAlliances, #OperationalCoaching, #MicroCoaching, #PredictiveHiring, #ManagementEnablement, #MicroPractice #EmployeeEngagement, #ScaleUp, #Marketing and #Sales #ForceMultipliers.
You are in for a treat. My guest is Majid Zafer. He's one of the next generation of business leaders that is ambitious, competitive and love to win but without the sting in the tail.
Listen to how he has created an ecosystem of trusted partners which produces a steady flow of hot, inbound customers for his business and his partners' businesses. There is a healthy volume of reciprocation which means that a good proportion of everyone's business comes from within the ecosystem.
This creates intimacy and high performance standards between partner; clients value the relationship for the steady stream of disruptive thinking, innovative ideas and insightful discussion. They feel safer having Majid on their buying journey than they do without him. And he is OK whether they buy from him or not. His philosophy is that his role is to help the customer reach the best decision for themselves, for now and the future, whether they buy from him or not. When you learn about the volume of sales generated you might start questioning whether if makes sense to worry so much about the competition, and start wondering "What if we work together?"
Majid's selflessness gives him the right to engage in high support/high challenge relationships with customers and partners alike. They know he only has their best interests at heart and every senior buyer wants someone as a reliable sanity and vanity check. That is a beautiful place to earn for yourself, as your customer's ally, and a true partner.
An inspiring and uplifting episode because the formula is simple. Executing it is harder because you have to overcome your fundamental greed, selfishness, entitlement, attachment and fragile ego. But as my pal Keith says, "Ee-by-gum, but it's worth it!.
Contact Majid on LinkedIn via linkedin.com/in/majidzafer
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Get in touch with me on marcus@laughs-last.com if you reckon you'd be a great guest, or you want me to guest on your podcast (did that hit you between the eyes like a diamond bullet with its subtlety?)
Ian Meharg delivers impact by focusing on what is real and controllable. He challenges you to focus on the how you get things done. We dig into how buyers really buy, why buyers really buy, and why you're missing more than hitting your prospective customers' buying triggers. Are you exploring what happens if …
It does/doesn’t go ahead? Who…? Can trip you up? Has another agenda? What kind of drama can you expect? How do you prevent it?
Who can help you? Who will fan the flames? Who cares enough to put name to it and will make it happen? Where can you uncover untapped potential for your customers?
So many excellent questions, make sure you bring a notepad and a pen. Listen more than once. A class act.
Contact Ian via LinkedIn on linkedin.com/in/ian-meharg-5574631
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Drop me a note. Say hi. If you want to improve your sales results predictably and with certainty, email marcus@laughs-last.com
John Smibert, co-author of bestselling #TheWentworthProspect, silver medal winner at the #TopSalesAwards 2021, #TSA21, and more than 30 year veteran selling complex, high value, multi-decision maker, strategically important technology enterprise sales. He's seen and perpetrated the good, the bad and the ugly. We chart his journey, the impact having a coach and mentor early in his career has had on his personal performance and his approach to management.
We offer insights into the causes of failure in enterprise selling and how to prevent them, work around them and eventually turn them into strengths. A frank, pragmatic approach to leading and building competent, reliable, consistent high performance enterprise sales teams.
If you want a synopsis of The Wentworth Prospect by John Smibert, Wayne Moloney and Jeff Clulow, type "Synopsis" in the comments
Contact John via linkedin.com/in/smibert
Websites:
- salesleaderforums.com (Company Website)
- edvance.com/the-book (B2B Sales Novel)
- salesleaderforums.com/resources/blog-articles/john-smibert/ (John's Blog)
Twitter: johnsmibert
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Get in touch if you want to be my guest on #TheInquisitorPodcast via marcus@laughs-last.com
Curious to understand how being part of the right ecosystems can help accelerate complex, high ticket, multi-stakeholder enterprise sales and increase the certainty of winning by more than 10x email me with "BP/Smibert" in the subject line
Nadja Komnenic head up sales for bootstrapped scale up, LEMlist. She is an elite sales leader who has helped LEMlist grow from $0 to $10m in ARR in 4 years. We discuss her approach to hiring, developing and listening to her people.
She is competitive, driven, ambitious and truly collaborative. She discusses the importance of demonstrating vulnerability as a manager to encourage individuals in her team to have a voice, and reach their full potential. In a time when 15% of salespeople are reported to be hitting quota, Nadja's team are ALL achieving or exceeding quota consistently. Her people innovate once they have some basic skills. Her onboarding and training is practical, their process is developed through guided questioning, experimentation, intentionally allowing people to fail and learn. She ensures they have permission to speak freely, innovate, experiment because she recognises failure as her best teacher. She lets them fail in role in the moment, and is there to support them if they ask for help. She's ready to step in if the business is at risk of failing, and then when they have enough to work out their own solution, she steps back and hands them the pen.
She also breaks down taboos and walls. It's got her into trouble in the past but is serving her well in her current role. And what is exciting to see is Nadja is a shining example of just how far, how fast and how much can be accomplished by one person with the correct support, challenge and investment by leadership, in talent. Nadja beat the odds given her likely career path growing up when she did in Serbia. Yet in 6 years has made a speedy rise into management and sales leadership.
A rare quality is how she is passing on her depth of understanding of why people behave the way they do to her team. Her coaching on the job, in the moment, at the point of need is a quality you see in only around 2-6% of managers
This interview is a beacon of hope for the future. Nadja represents the best of the future of sales leadership and management. If you are new to management or aspire to rise to such a position, you would do well to listen to his episode. If you are an old school command and control style manager, listen to the difference in how Nadja manages, and the environment in which she and her team work.
CAREER OPPORTUNITIES: Nadja is growing her team so, if you want to work for a great boss in a fast growing company where you can develop your career and never be pressured to hard sell or pressurise a prospect so your investors can make a worthless valuation target, drop her a line. Remember, she gets strangers to engage every day, so be creative, memorable and relevant in your approach to her.
Contact Nadja via linkedin.com/in/nadjakomnenic
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I am looking for more interesting guests. Could you be one? Do you have someone you're itching for me to interview? Let me know and send me details at marcus@laughs-last.com
Shelley O'Donovan gives a deep dive on building the soft skills that give leaders resilience and their team confidence. She shares several leadership triage approaches. We dig into psychology, values, and beliefs. As always, Shelley is great value for your time.
Contact Shelley via linkedin.com/in/shellyodonovan
Website: authenticinfluencegroup.com (Company Website)
Twitter: ShellyOdonovan
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Contact me via DM or marcus@laughs-last.com
"Buying is difficult. It's a salesperson's job to help their buyers navigate complexity," Kevin Dixon spent 20 years at Ericsson and achieved the status of top salesman so many times he got to keep the trophy. One year he hit 1012% of his profit target and was the highest paid person in Ericsson, worldwide.
Founder and CEO of Boxxstep, he's a grizzled old sales veteran with an axe to grind against the insanity of current sales, sales management and sales leadership thinking. We got on like a house on fire!
Kevin says, "Discovery is contrived and biased to get the answers you want". Instead, he advocates in depth buyer discovery, tracking:
- Who else is involved?
- What do they care about?
- What are the dynamics between them?
- How are you tracking the prospect’s business problems?
- How are you tracking needs and criteria?
This stuff is obvious, but too often overlooked, ignored or rushed. Failure in these areas means you don't show up when you need to be, you aren't informed, so you don't bring value. 3 big no-no's that will cut your close rates by as much as 87% are:
- Lack of coverage
- Lack of engagement
- Don’t learn from every engagement
Contact Kevin via linkedin.com/in/kevindixonuk
Website: boxxstep.com (Company Website)
Twitter: boxxstep
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Drop me a line on marcus@laughs-last.com if you are committed to delivering #businesscertainty #buyersafety #salesnobility, you might want to explore joining our #strategicalliance.
Wayne Moloney is the co-author of #TheWentworthProspect, a business novel tracking the seller's journey through her largest opportunity. Her mentor dies and is replaced by a terrible manager. Luckily her mentor left her a playbook on how to do it well.
Wayne and I unpack what's wrong with enterprise selling and what works in the real world. Bristling with usable content including the EDVANCE system.
Contact Wayne via linkedin.com/in/waynemoloney
Websites:
- edvance.sale/ (The Wentworth Prospect)
- waynemoloney.com (Company Website)
- businessroadmap.com.au (
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Contact me on marcus@laughs-last.com
Andy Champion is a breath of fresh air in tech sales leadership. Have a listen to understand why. He's not alone. I have been fortunate enough to meet several through #TheInquisitorPodcast. Andy, and leaders like Tom Schodorf, Tom Castley, Gerry Hill, Andy Shaw, Mark Herbert, all carry an air of calm. They exude an air of steady,, reasoned intelligence. You know that their decisions won't be rash or rushed. Neither do they dither. And they are always fair. They love their people. And their people love them because they feel safe and that their backs are covered.
In this episode, Andy explores some common sales leadership blindspots that are creating obscene amounts of unnecessary work, duplication of effort and wasted spend. We focus your attention on the right end of 3 very serious, widespread and persistent problems that you are probably familiar with.
We dig deep into the impacts of underinvestment in management, short term thinking in leadership and investors, lack of focus on moving performance of the mediocre middle, why failing to identify your mobiliser is probably losing you deals. We dive into how quota over-assignment is fuelling #TheGreatResignation. According to a study by TalentLMS, as many at 72 % of employees in the Tech sector will be looking to change roles in 2022 and many looking to leave corporate life and even leave the industry.
We are in for a tumultuous few years ahead. How are we preparing our managers for what's to come?
So much to consider in this episode. Bring a pen and paper and listen a couple of times. Please @tag a friend who would benefit from this.
Join us at Sales A Force For Good #SAFFG -
Identify YOUR Blindspots
Which widely help beliefs do we as salespeople and management hold that aren't true, and do us harm?
1700-1800 UK - 24th February. Learn more here - https://www.linkedin.com/groups/12530021/
Andy is growing his team so if you are looking for a kick start to your career in a great company with a fantastic team and leadership that actually has your back, drop Andy a line over Linkedin on linkedin.com/in/andychampion
Website: highspot.com (Company Website)
Twitter: andrewchampion
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Contact me at marcus@laughs-last.com.
Check out my articles on Medium (here's an understated example that fits nicely with the theme of this episode - https://procustomer.medium.com/is-your-leadership-a-bunch-of-horses-arses-7f2c9e1ae0ab)
What is #HybridSelling? Why should you care? How should we be defining hybrid selling?
How does the E.V.O.L.V.E. framework help you to focus on your highest value activities?
Fred Copestake, founder of Brindis, a growth consultancy, has made his #HybridSellingHealthCheck available for free here https://hybridselling.scoreapp.com/ . How do you stack up?
Fred's new book, "Hybrid Selling" is out now - https://tinyurl.com/HybridSelling
He's also author of "Selling With Partnering Skills"
Contact Fred on linkedin.com/in/fredcopestake
Website: linktr.ee/fredcopestake (Links)
Twitter: FredCopestake
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Contact me on marcus@laughs-last.com if you fancy getting jiggy on your sales operation
"I'm a product of the Rainbow Revolution. Nelson Mandela spoke to me. He told me I was responsible to make a difference. He inspired me, ... he inspired a nation to see what was possible in an inclusive culture in this great country", says Richard Doherty, founder of ScaleUp Consulting. Caught up in the optimism immediately following the end of apartheid it framed Richard's career.
He helps founders drive predictable scale. We explore some interesting questions that lead to blindspots and missed opportunities.
- Who are your people?
- Who is really on your team?
- What are the crucial conversations your people need to be having?
- Are you leading the people in your ecosystem?
- What is the impact you have on those you lead when you're ambiguous about your purpose?
Contact Richard via linkedin.com/in/rhdoherty
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Get in touch with me on marcus@laughs-last.com
Are you hiring badly, repeatedly? Are you finding hiring reliable, consistent sales producers, tough? Join me and my guest Alan Fendrich, founder of AHS, Advanced Hiring Systems. We both take a robust approach to attraction of candidates, their rigorous qualification building around core values and beliefs. Discover why experience is almost never a real obstacle to whether someone will succeed in a role.
We debate and define a highly developed recruitment process designed to test the real world capability of an individual to do the job for which you are hiring.
If reducing attrition is a priority, start at the source of the problem - how and who you think you want to hire.
To bring Alan and his team in to help you eliminate the single highest hidden cost in any business, wrong hires contact him via linkedin.com/in/alanfendrich
Websites
- advancedhiring.com (Company Website)
- blog.advancedhiring.com (Blog)
- feeds.feedburner.com/SalesHiringSecrets (RSS Feed)
Twitter: alanfendrich
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And if you're repeatedly making bad hires, or you're finding hiring and developing genuine top producers, tough, drop me a line on marcus@laughs-last.com for an alternative approach that delivers rocket fuel to your business
Patrick Joyce is one of a tiny breed of top of the funnel super-producers who think and behave differently to the average. Pat recently booked 30 individual meetings within one critical target account, surrounding the key decision makers, gathering and connecting insights, so that they were well informed and fully prepared when it counted most. From a standing start he grew a pipeline worth $6m in 3 months. He produces more than most teams by breaking every rule, outplanning, out strategising and out-executing his competitors.
Contact Pat via linkedin.com/in/pwilliamjoyce
Website: thejoyce.net (Blog)
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Contact me on marcus@laughs-last.com
Andy Mutton was an accidental salesman who learned to qualify after spending a fortune of his employers' resources on non-opportunities and pipe-dreams.
We discuss solutions to management attachment to outdated practices and beliefs, which lead to blindspots, chasing fictions, disengagement and high levels of turnover, chronic underperformance and ambiguity.
Contact Andy via linkedin.com/in/andy-mutton Website: essentialsalesprocess.com
And be sure to ask Andy about the #ESPcards
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Contact me on marcus@laughs-last.com
Pop over to the Podbean or Apple podcast apps and leave an honest review please
"How can you produce a plan when you have no vision?", asks Lenwood M. Ross. We explore why training fails repeatedly and predictably.
We identify where leadership's attention is focused and why it often results in damaging unintended consequences. We ask the question why L&D isn't the right hand of the Board, spearheading the execution of their strategy.
"The behaviour change is what's important", says Lenwood. By enabling to become operational coaches, your middle management layer, particularly in sales, will release the full creativity of every employee simultaneously. By enabling managers to offer Operational Coaching(TM), you free upwards of 40-60% of an average manager's working day to spend on high value management activities.
Lenwood's core business is delivering digital transformation. The difference is he starts with the people. #Change, #Transformation and #OrganisationalDevelopment programmes are GUARANTEED to fail unless you bring your people on board and help them understand why the better future is worth the upheaval of changing.
Contact Lenwood via linkedin.com/in/lenwoodmross Website: accelery.com/ (Business Transformation Firm)
Twitter: lenwood_ross
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Are you looking to create a better future for yourself, your family and your business, and you want to achieve profitable, sustainable scale, email me marcus@laughs-last.com or better, find me on LinkedIn
"How does the monthly forecast update cycle distract you from the real job of management?", asks Mark Boundy. Mark, Mikey Maynard and Marcus Cauchi explore why coaching is dead and managers are fooling themselves into thinking that sales can be reduced to a series of CRM reports.
What is "pipeline blindness"?
Why is MRR worship such a danger?
This is a very robust conversation that delves deep into some of the most critical obstacles to sales success and business growth.
Contact Mikey Maynard on linkedin.com/in/mikey-maynard-93b7791
Email: mmaynard@keyser.com
Contact Mark Boundy on https://www.linkedin.com/in/markboundy/
Websites * boundyconsulting.com/blog/ (My Blog) * boundyconsulting.com (boundyconsulting.com)
Email: mark@boundyconsulting.com
Twitter: BoundyMark
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Contact me on marcus@laughs-last.com if you found this episode thought provoking. Please tag someone who needs to hear it
"Develop a clear, micro-targeted definition of your ICP - very narrowly focused. Develop your messaging by using the language your prospects use to describe what you do for them. Leave no good reason for a qualified prospect to say no", says Wendy Weiss, who has been cold calling longer than most of you have been alive.
She's the founder of the #Salesology prospecting method. She helps sellers grow their pipeline with quality appointments that lead to closed sales
We explore how salespeople are largely left to their own devices when prospecting and why it is so ineffective. Wendy explains what works and why. It has nothing to do with you, your company or your products and services.
What do your prospects want and need? How do they talk about it?
Unless you understand that you may as well be speaking Babylonian! You will never be relevant. We explore these and other critical blindspots such as management by abdication, lip service training etc.
Consider the crushing waste of this fact. 83% of newly hired salespeople are gone inside of 3 years. What questions does that raise about the management layer and their responsibility or capability to do the job?
We dispel the myth that sellers are born. They are made. We make ourselves
Contact Wendy via linkedin.com/in/wendyweiss Websites * coldcallingresults.com (Personal Website) * feeds.feedburner.com/wendyweiss (RSS Feed) * coldcallingresults.com/blog/ (Blog)
Email wendy@wendyweiss.com Twitter * wendyweiss
-- Contact me on marcus@laughs-last.com if you want to talk about ways to do less but better on purpose.
Dominic Ashley-Timms is CEO of Notion. Notion is a lovely business. Scaling up, experiencing the first taste of exponential growth, they are punching well above their weight. In December 2021, they won the Personnel Today L&D supplier of the year having been competing with MetLife (among others) for this prestigious award. All other contenders for these awards were publicly listed with tens of thousands of staff> Notion had 35 people at the time.
What makes Notion so special?
Notion enables enterprises to train thousands of managers to deliver in the moment, practical, #OperationalCoaching (TM) at scale, simultaneously.
Imagine the impact of having hundreds or thousands of managers coaching 16-20 times a day. Clients report managers recovering as much as 50 days a year, each. ROIs in the region of 74-426x. Managers focusing on high value activity are released from doing the work they pay others to do so they can focus on design, leadership and coaching.
Attempting to solve a problem by tackling the symptoms misses the point. Unless you address your problems at their cause, and enable your people to learn how to solve their own problems, managers become a bottleneck, stifling creativity and risk taking.
Suppose even half of your managers stopped each time they were interrupted with a request for help, and instead of offering a solution or giving an answer, they asked a provocative, insightful or generative question? What could happen?
Contact Dominic via linkedin.com/in/dominic-ashley-timms
Website: https://starmanager.global/
-- Contact me on marcus@laughs-last.com if you want help scaling up or fancy being a guest on #TheInquisitorPodcast
9x award winner, Jamie Martin joins me to discuss selling, hiring, managing and buying through the tough times. Pragmatic, no fluff
Contact Jamie on linkedin.com/in/jamiemartin111
Websites
- facebook.com/theanomalycrystal (Personal Website)
- facebook.com/correctcareerscoaching (Company Website)
- linktr.ee/correctcareers (Portfolio)
Twitter: CorrectCareers
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Email marcus@laughs-last.com if you fancy a grown up chat about enabling your managers to get the best from every single salesperson on your payroll
Dr Alan Watkins is working to solve the world's toughest wicked problems. He and his team coach the Boards and Executives of the Fortune 500/FTSE350 to expand their thinking and speed of thought by factors of 10x, delivering ROIs as high as 6,000x.
We dig into what wicked problems are, and how to get to their root causes, and how to develop equally wicked solutions. Alan is a polymath, so we get to explore problems through several interrelated lenses to see how wicked problems are interdependent. Alan shows the importance of looking at these complex, sophisticated problems from multiple perspectives, and shows why truly diverse teams are vital to prepare you what's to come.
Contact Alan via linkedin.com/in/dralanwatkins
Websites:
- complete-coherence.com (Complete Coherence Ltd)
- complete-coherence.com/who-we-are/our-approach/ (Our unique leadership approach)
- complete-coherence.com/what-we-do/books/ (Alan's books)
Twitter: AlanDWatkins
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If you enjoyed this, please tag someone who'd find it helpful. Spread the love. And if you feel the urge, leave a review of #TheinquisitorPodcast on Apple please. Contact me via marcus@laughs-last.com
Farhad Eftekhari is founder of TechClass, a learning platform based on the Finnish education system. It caught my attention because the "gold standard" for completion of online learning is ... wait for it ... 3%! TechClass can boast 50% completion rates.
We discuss the intent behind training and why so much training fails to move the needle in performance. A fascinating journey into what works and why.
Contact Farhad on linkedin.com/in/farhade
Website: techclass.com (Company Website) Twitter: farhadDev
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To get hold of me email marcus@laughs-last.com
ManagementEnablement #PartnerEnablement #LeadershipEnablement #StrategicAlliances #MastermindGroup
Carey Smith built Big Ass Fans from a small base to exit for $500m. He now runs a private investment fund. We talk investors vs speculators & gamblers. We explore why looking after your people leads to happy customers FOR LIFE.
Carey pulls no punches. Nor do I. Lively, informative and packed with value, this is a not to be missed episode.
Contact Carey via linkedin.com/in/jcareysmith
Website: jcareysmith.com/
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Contact marcus@laughs-last.com if you want to scale up fast without losing control or burning out
Asa Hochhauser and his team build effective technology stacks for marketers to help drive pipeline, and sales sell more, more often, for more money. This episode is packed with practical advice, built on expertise and currency. Asa is direct, frank and pragmatic.
Stop buying shiny objects in the hope that you will fix your sales and marketing problems until you've given the requisite thought and investigation into your real problems. Technology alone will not solve the problem, and poorly considered tech implementations often result in unintended consequences. Salespeople spending less time in front of customers. Longer sales cycles. More activity and less effective action.
Contact Asa via linkedin.com/in/asahoc
Website: https://mcgaw.io/
Twitter: asahoch
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Contact me on marcus@laughs-last.com if you want to learn how to #AlwaysSellHOT
David Allison and I discuss how values drive purchase behaviour and why understanding your prospects' values is a fast track to dramatically improving the efficacy and results from your marketing and sales activity. A lively conversation teeming with pragmatic insights, fresh and better ways of understanding your customers, maximising the ROI from your data, your marketing and your sales efforts. Contact David via linkedin.com/in/valuegraphicsfounder Website: valuegraphics.com (Company Website)
Twitter: valuegraphics_
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Contact me on marcus@laughs-last.com. Leave an honest review at Apple Podcasts please. And tag your head of marketing so they listen to this episode too.
Arjuna Ishaya is a former extreme sports coach turned Buddhist monk. We discuss balance, mindfulness, breathing, meditation, success and satisfaction.
An hour packed with uncommon sense, laughs and ways to clarify your thinking, find your purpose and build the life you want.
Contact Arjuna via linkedin.com/in/arjuna-ishaya-a0831056
Websites
- arjunaishaya.com (Personal Website)
- instagram.com/arjunaishaya/ (Instagram)
- business.facebook.com/MrArjunaIshaya (Facebook)
Twitter: arjunaishaya
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Contact me on marcus@laughs-last.com
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Is there someone you'd like me to interview for #TheInquisitorPodcast? Connect us via LinkedIn or email and I will do my best to get them on the show
"Sales is simple" says Ben Hulme. "I don't know why people are making it so complicated". And I believe he's right. Have a listen to a dozen practical ways you can reduce your workload whilst improving your performance. Contact Ben via linkedin.com/in/benphulme Website: hulmeredwood.co.uk (Company Website)
Twitter: hulmeredwood
Contact me via marcus@laughs-last.com
"We don't see things as they are; we see them as we are" - Anaïs Nin
"On average across your workforce, your average employee spend 2.5 hours a day in drama". Cy Wakeman is a drama researcher. You know, mountains out of molehills, judgement, prejudices, catastrophising; the kind of shit we create for ourselves. It happens in families, organisations and companies. Then we filter the world through that haze of bile, imagined sleights, misinterpretation and of course our old friends judgement and attachment.
Cy and I get deep and dirty on the detritus of our minds and explore ways to respond more effectively, cut away the emotional fog and get to the Truth. Buckle up!
@Tag a friend
Contact Cy via linkedin.com/in/cywakeman
Website: realitybasedleadership.com
Phone: +1(402) 763-8960 Twitter: CyWakeman
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Piracy – especially in the 1600s – was an explosive response to conflicts in trade and the greed of behemoth institutions, governments, and nations.
Today in sales I see something very similar.
The massive organisations that dominate so much of the business landscape are getting to be too big to defend themselves.
What does that make them vulnerable to?
A small, elite, laser-focused group of people who are united on a single goal.
Email me on marcus@laughs-last.com to learn more. #TheBlackPearl
Calling All Managers! You are crucial to driving recovery when only 9% of UK employees are actively engaged in their role. Only 14% of European employees are actively engaged in their work. 44% of employees in western companies are actively participating in the great resignation, moving to pastures new and leaving behind a loss of knowledge deficit.
There are 2.4m accidental managers in the UK. Mostly, you're overstretched, undertrained and often in a precarious position; burnout is common, set up to fail against impossible odds and a culture that undermines your sincere efforts to help other and make progress yourself. Long days, evenings and weekends. Frequently undertrained, under pressure to commit to a number, short of a miracle and burning through all your close personal connections, you have little hope of hitting, let alone repeating.
Apparently only 3% of sales teams world wide are tracking to hit quota this year, fewer than 25% of AE are achieving more than 85% of their personal quota. So those team scores seem depressingly credible.
I brought 2 of my favourite people on the planet together, Silke Ahrens and Shaun Doherty to explore good mental health from the perspective of practitioner and manager.
Contact Shaun via linkedin.com/in/shaun-doherty-92981552
Website: the555club.co.uk (Company Website)
Silke via linkedin.com/in/silke-ahrens-5845a58
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Contact me at marcus@laughs-last.com
It was never Diane Halfman’s dad's plan for her to walk the streets and become a prostitute, let alone get involved with violent gangs and narcotics, but her life choices put her in grave circumstances. Danger became a way of life for Diane.
As an undercover cop in San Diego PD her job was to infiltrate the gangs and prostitutes, bust the John’s, bring ’em down and clean up the streets. Diane explains the effects of fear, how to develop survival habits to respond intentionally in moments of pressure or stress. We discuss how to improve your decision making under pressure, where you find inner strength and flow states. Lively, engaging and challenging throughout.
Contact Diane via linkedin.com/in/dianehalfman Websites: * MyLifestyleOrganizer.com * TheUltimateGameofLife.com
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Contact me if you want to meet up or be a guest via DM or marcus@laughs-last.com
Matthew Pohl explains what ReWilding is in business. His clients get extraordinary results. Learn why you're inadvertently letting entropy and inertia become dominant forces in your business.
Contact Matthew via linkedin.com/in/matthewepohl Website: rewildgroup.com
-- Contact marcus@laughs-last.com to explore the power of #ManagementEnablement, #SellingHot and The #BlackPearl #StrategicAlliancesMastermind
Another vanity experiment?
Regular listener and commentator on #TheInquisitorPodcast John Robinson turns the tables on me and asks the burning questions that have been keeping him up at night. It was fun having the tables turned and John made me think.
We cover a range of practical topics around sales, management, leadership and funding. I bring a locked and loaded shotgun and a very sturdy soap box to stand on. As I hope you'd expect, I do pull the trigger on both barrels.
If you'd like to interview me on anything to do with the wicked problems in sales, selling, sales management, sales leadership, sales recruitment, the future of sales, collaboration, channel sales, pre-competitive alliances, channel partnerships and strategic alliances drop me an email on marcus@laughs-last.com
Thanks John. Great job
Matt Neal and his team deliver better ways of doing business to their clients. Being at the forefront of change, innovation and disruption gives him a coalface perspective on why change and transformation succeed or fail. He shares practical tips and real world observations on what works in the real world, and what doesn't.
Contact Matt via linkedin.com/in/mattneal10
Website: https://www.ciklum.com
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Contact me on marcus@laughs-last.com
Imagine your organisation was committed to the success of employees, customers, community and owners. How good could that get? Kelly Stewart helps companies design and execute better strategy. She puts much of the cause behind 70% failure to execute down to lack of input from those who have to implement, and live with the consequences.
Eye-opening, challenging, pragmatic, Kelly Stewart pokes and prods at our pink underbellies, our deep rooted fears with a featherlight touch and masterful questions. Grab a warm, comforting drink, a note pad and pen and explore the art of finding what other people really want so you can find the best path to what you share in common. Kelly's approach beautifully illustrates the power of #AppreciativeInquiry and #GenerativeQuestions.
We dig into a diverse range of interdependent topics around creating collaborative work environments, built upon finding what we all have in common. It's more likely to deliver an outcome all can be happy with, with the minimum of compromise needed on important issues or early discovery of something else to lean into; others would see them as road blocks instead of objects of curiosity.
Discover what a pre-competitive alliance is, and why you might want to find one or two yourself.
Contact Kelly via linkedin.com/in/kellystewart2
Websites
- ThePositiveBusiness.com (The Positive Business)
- attractivate.net (Attractivate )
Email: kelly@thepositivebusiness.com
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Contact me on marcus@laughs-last.com
Peter Simoons guides vendor organisations into partnerships, alliances and profitable collaborative engagements. We explore why you can get so much more accomplished through collaboration. Peter explains the importance of having an effective operating rhythm and regular cadence of communication when developing #ResellerChannels and #StrategicAlliances.
We discuss the cadences that #ChannelManagers and #AllianceManagers need with the customer's decision making units and their executive sponsors. We explore why it's imperative to develop sales capabilities across both vendor and partner, and the vital importance of planning and strategising and adaptability.
And we dig into elements of the #PartnerSafety model that lead to loyalty and trust
Contact Peter via linkedin.com/in/petersimoons
Websites
- petersimoons.com (Company Website)
- petersimoons.com/virtual-coffee/ (Schedule an introduction call)
- alliancemasterclass.com (Alliance Masterclass)
Twitter: PeterSimoons
Alliances Online Masterclass: https://www.linkedin.com/events/6727892854095548416/
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Contact me on marcus@laughs-last.com
Matt McDarby's new book The Divine Comedy of Sales is his latest book for sales managers, building on the brilliant insights in The Cadence of Excellence and The Ultimate Differentiator. We explore the 7 deadly sins of sales management and establish the 7 divine virtues great sales managers and leaders bring to deliver their A-game.
Pragmatic, built in the crucible of real world sales environments, Matt shares his observations, and hard won lessons based on serving hundreds of companies and thousands of managers responsible for $billions in annual revenues.
Worth a couple of listens with a notepad.
Contact Matt on linkedin.com/in/mattmcdarby
Websites
- amazon.com/-/e/B08JKY3RF4 (Portfolio)
- mcdarby.net (Personal Website)
Twitter: mmcdarby
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Contact me on marcus@laughs-last.com or DM on LinkedIn via https://www.linkedin.com/in/fractionalcrotechscaleups/
Lee Nightingale has range. He's worked at the top of the funnel, direct sales, channel, management and leadership. Today he helps businesses implement CRM systems that deliver value to the entire business, and especially to help salespeople to help them sell more, more predictably.
CRM is more than merely about manging the relationship with the customer and it is not a tool for the audit or finance function. CRM is a central intelligence system for the entire business.
We explore several acts of management idiocy that sabotage salespeople, tying them up in destructive distractions that prevent them from being able to do their job excellently. If you are considering a CRM implementation listen to this episode. If you have a CRM system that is full of the usual shit (80%+ of data in most CRMs is wrong, worthless or incomplete), listen to this episode.
We shine a harsh and unforgiving spotlight on why as many as 88% of CRM implementations fail to deliver the intended outcomes and a failure to create alignment across marketing, lead generation, sales, customer success, account growth that create friction for the customer.
Contact Lee on linkedin.com/in/leenightingale ----more----Website: bertsbytes.blogspot.com (Blog)
Twitter: Nightingale_Lee
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Contact me via marcus@laughs-last.com or DM on LinkedIn
Tibor Shanto discusses the importance of measuring what really matters and understanding the metrics that drive your personal and team's success. Ever the pragmatist, he differentiates clearly between leading and lagging indicators and sheds light on how you can deliver consistent, predictable outcomes by adopting a more scientific approach to the top of your pipeline. We explore why sales cycles drag on or fail to close, how management can contribute or hinder sales performance.
Contact Tibor via linkedin.com/in/tibor-shanto-b2b-prospecting-specialist
Websites
- tiborshanto.com (Company Website)
- tibortshanto.com/blog (Blog)
- youtube.com/sellbetter (http://youtube.com/sellbetter)
Twitter: TiborShanto
Podcast: The Breakfast Podcast - TiborShanto.com
https://www.tiborshanto.com › the-breakfast-podcast
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Contact marcus@laughs-last.com
"I don't teach my salespeople how to sell. I teach my salespeople how customers buy. If they're smart enough, they'll figure out the how to sell part for themselves"
Jason Jordan is best known for writing CrackIng The Sales Management Code, but my favourite book of his is #SalesInsanity.
We explore a range of sales and sales management insanities. We challenge the received wisdom that sellers exist to serve shareholder value. THAT IS A MASSIVE LIE. It poisons the sales culture and breaks the bond of trust necessary between seller and buyer.
- When does the hunter-farmer model work?
- What is the true purpose of sales management?
- What are the metrics managers SHOULD be measuring?
- What's the difference between trying to manage the #pipeline vs the #forecast?
- What are the milestones that matter?
Packed with practical, instantly applicable insights, this conversation is oozing with value. Take notes. Put the lessons into action immediately. Question everything you are doing as a manager.
Contact Jason via linkedin.com/in/jasonjordansalesmanagement
Twitter: jasonrjordan
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Contact me on marcus@laughs-last.com
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If you believe your success in the future will depend on your ability to collaborate, then please drop me a line to explore whether you qualify to join the #BlackPearl #StrategicAlliances #MastermindGroup
We are an elite affiliation of strategic alliances professionals who are committed to always selling into hot prospects, and never sell cold. With 14-18x higher close rates than cold sellers and #customer retention rates in the high 90-percentile, we believe in seeking out and serving profitable customers for life. Do you?
TheSalesHunter, Mark Hunter discusses the future of sales and selling with me. We explore prospecting mindset and behaviours, why management is pivotal and how it affects team and individual performance.
“If I know I can help you, I have an obligation to reach out to you”
Mark says, "When prospecting focus on outcomes not product or service." Otherwise you are just an unwelcome interruption and deliver no value. "Downloading a white paper is just activity, they aren’t customers or prospects."
He explains why the disconnect between marketing and sales is a trap. And he urges management not to become a hostage to their tech stack. "Your brain is your greatest app. Stop being controlled by your tech. Have your tech work for you."
A lively, practical conversation with one of the most respected action leaders in the sales world, Mark delivers great ROI for the time you invest listening (and making notes) to action immediately.
WARNING: If you are listening to this episode with any sense of entitlement as a seller you are in for a very rude awakening!
Contact Mark via linkedin.com/in/markhunter
Websites:
- thesaleshunter.com (Company Website)
- learn.thesaleshunter.com/ (Company Website)
- thesaleshunter.com/blog/ (Blog)
Twitter: TheSalesHunter
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Contact me via marcus@laughs-last.com or DM me.
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Do you believe your success in sales will be determined by your ability to collaborate? Apply now to join the #BlackPearl #strategicalliances #mastermind
I was blissfully unprepared for this conversation with author of #RadicalVale, Mark Boundy. You are in for a real treat
Grab your pen and paper. You're going to want to make notes. If you're a regular listener (thank you so much BTW), you know cores theme are #customercentricity and #buyersafety.
No lip service in this episode. This is up to your neck in radical self-reflection and radical authenticity. 5-star episode
Contact Mark via linkedin.com/in/markboundy
Websites
- boundyconsulting.com/blog/ (My Blog)
- boundyconsulting.com (boundyconsulting.com)
- BoundyMark
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Drop me a line on Marcus@laughs-last.com
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And if you believe (as I do) that success in the future will be determined by your ability to collaborate, consider joining the #BlackPearl #StrategicAlliances #Mastermind group. Only 12 people per group. We go live 9th November 2021
There's no fluff with Belal Batrawy. Belal helps attract, build and grow highly effective SDR teams. We explore marketing, lead generation, sales, recruitment and hiring, management and leadership. We explore what works and what doesn't, and the attraction to the status quo.
Belal is widely recognised as an #ActionLeader:
- Top1 FM LinkedIn Sales Star
- TAG Sales Leadership Honoree
- Salesforce Top Sales Influencer
- Slintel Top 15 Leaders to Follow
- Salesloft REVstar Award Winner
- Crunchbase 25 Leaders to Follow
- Sweet Fish Media Top B2B Influencer
- AngelList A-lister (Top 1% of Startup Talent)
Contact Belal on https://www.linkedin.com/in/belbatrawy/
Website: https://deathtofluff.substack.com/p/coming-soon?showWelcome=true
Definitely register for Belal's mailing list for tips & tools
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Contact me vi LI DM or email marcus@laughs-last.com
Mark Boundy explains the power behind discovery of demonstrable, plausible, #RadicalValue. He describes the #MediocrityCycle the majority slip into, the consequences and how to prevent it.
Mark is a passionate advocate for #BuyerSafety
Isn't that a fantastic lockdown profile pic? James Bishop gives me a thorough beating about the shitty production values of #TheInquisitorPodcast. I invited him on the show to explain why my total lack of production values are losing me valuable audience numbers and an affront to my lovely loyal listeners.
Before anyone picks on James, I invited him and he's absolutely correct. I've been lazy for 3 reasons:
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I'm intrinsically lazy
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I want to hear from you before I make any changes
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Refer to 1
Contact James via linkedin.com/in/onefineplay
Website
- onefineplay.com (OneFinePlay)
Twitter: PlayByPlayLDN
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Contact me on marcus@laughs-last.com
Paul Fifield, CEO and founder of the Sales Impact Academy chats with me about deficiencies and gaps in global education systems. We explore what you really need to build a successful modern revenue operation.
We delve deep into the challenges sales managers face every day, where they have gaps in their knowledge and the role of the CRO in establishing how fast you're going and what speed you should be going at.
- What are the leading indicators of customer success?
- Do we need to put the brakes on?
- Are your leading indicators still true and relevant?
- Is your talent pipeline continuously populated with quality candidates?
Contact Paul on linkedin.com/in/paulfifield75 Websites
- salesimpactacademy.co.uk (Company Website)
- soundcloud.com/user-601989869 (Personal Website)
Twitter: PaulFifield
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Contact me via marcus@laughs-last.com
"When the average SDR is productive for only 3 minutes per day", says Chris Beall, founder of #ConnectAndSell, "You have to ask, "Is there a better way?"
Chris chats with me about where sales is today and where it's heading. Looking at an old problem through the same eyes that probably created it, isn't going to bring fresh perspective. We delve into strategic alliances, the mathematics of sales waste and we expose why you ignore either at your peril.
Chris can be contacted via LinkedIn at linkedin.com/in/chris-beall-7859a4
Websites
- connectandsell.com (Company Website)
- blog.connectandsell.com (Blog)
- marketdominanceguys.com (Podcast)
Twitter: chris8649
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Contact me via DM or marcus@laughs-last.com
Shelley O'Donovan started her career in politics, became a lobbyist driving policy change. Her work required her to understand what was not being said as much as what was. She trained intensively to understand the rich underlying communication that comes from body language.
We discuss why clear communication, that is easily digestible by your audience is essential if you're to have the impact you want in influencing people. The conversation evolves to cover body language, social engineering, authentic communication, persuasion vs influence vs manipulation.
A wide ranging conversation. Well worth a listen
Contact Shelley via linkedin.com/in/shellyodonovan
Website: authenticinfluencegroup.com (Company Website)
Twitter: ShellyOdonovan
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Contact me via DM or marcus@laughs-last.com
"If you have to ask what budget do you have, you have no right to be in that conversation" says Angelique Rewers, CEO of BoldHaus.
We discuss how to position yourself at the top of the pile in the minds of your prospects and customers. We challenge the received wisdom that blows traditional BANT qualification out of the water.
She explains how to make yourself the ally of CXOs by delivering genuine relevance and value. "I don't understand why sellers and business owners are so thick when it comes to understanding their prospects ... they're going to destroy the relationship. Sales should be part of the customer team"
This is packed with controversial but well considered, field tested and proven and heard earned lessons learned. You are in for a treat.
Contact Angelique on linkedin.com/in/angeliquerewers
Websites:
- thecorporateagent.com (Company Website)
- thecorporateagent.com/media (Portfolio)
- realdealconference.com/ (Company Website)
Twitter: CorporateAgent
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If you want to eliminate 95% of the waste in your marketing and sales operation, win only ideal clients and scale at 200%+ by only selling into your HOT MARKET instead of flogging your salespeople to death, DM me or email marcus@laughs-last.com
Ben Elijah is an angry man on a mission. I like Ben, a lot. Both of us are furious tat the noble profession of selling has been derailed by finance and misdirected leadership. We explore the waste, the human costs of bad #SalesLeadership and bad #SalesEnablement.
Then we dig into what good and great look like. We postulate on the future of sales and how we think companies and sales professionals need to adapt if they wish to thrive in the future.
Contact Ben via linkedin.com/in/benelijah
Website: inkandben.com (Company Website)
Twitter: inkandben
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Contact me via LI DM or marcus@laughs-last.com
Anthony Coundouris, author of #RunFrictionless, and I explore his excellent perspectives on how to evaluate and understand your customer? Where are you and your business in relation to where your customer is? We delve into the interplay between the various moving parts?
Q1: Who we serve?
Q2; What we serve?
Q3: Who we are?
Q4: How we serve?
We identify why you can get so much more done when you focus on eliminating the causes of friction for the customer, for the people in your own organisation. And how the pay off is a strong, organic business where you are no longer affecting the day to day smooth running of your operation. You have the right people in place and you trust them to do the right thing. That is an achievement few ever attain.
Contact Anthony via linkedin.com/in/anthonycoundouris
Websites * runfrictionless.com (Company Website) * twitter.com/runfrictionless (Twitter) * youtube.com/watch?v=ePwAXI-8eP0&t=1s (Personal Website)
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As always DM me on LinkedIn or email marcus@laughs-last.com
Scot MacTaggart and I discuss the challenge of understanding the "how do we do what we do?" and "why do we do what we do?" The answers may be terrifying. When you're too close to a thing it makes it difficult to see where you can apply the least damaging force to get the outcome you need and want.
"This is a job about the data ... in the sense that there is a definite right and a definite wrong ... we're living in a period of shamelessness ... reluctant to open the door to vulnerability ... "
It's a pair of grizzled old lags discussing what's wrong with sales, about living in the real world which is a rough place, and where real feedback is hard on you.
We dig into the importance of the qualification steps. "It acts as a get out of jail free card when you come up against a wrong customer. You have the right to say no"
Lively, entertaining and packed with clear questions that will stretch your thinking.
Contact Scot via linkedin.com/in/mactaggart
Websites:
- pitchwerks.com (Founder)
- krnls.co (Cofounder)
Twitter:
- krnlsco
- Pitchwerks
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I'm on marcus@laughs-last.com or DM me on LinkedIn
Mr. Alfie Kohn is an author and champion of evidence over attachment. We explore the ideas and evidence from his excellent book, Punished By Rewards. He explores what the evidence is repeatedly telling us, but we are ignoring it or remain defiantly, wilfully ignorant.
A short episode but of extreme value none the less.
This is the evidence from research against commission plans and raises so many difficult questions which sales leadership needs to tackle if we are to be prepared for the imminent future.
Contact Mr Kohn at https://www.alfiekohn.org/
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If you want to contact me marcus@laughs-last.com
Eloise Leeson explore content optimization - taking what you've got and making it so much better. We don't have to always reinvent the wheel when it comes to some of the messaging in the way we talk to our customers and our clients. And there's always room for improvement. How often do we intend one message but another one entirely is received? Have we considered the unintended consequences of what, when and how we communicate, and to whom?
We explore using communication to align and smooth the transitions between marketing to lead generation, to sales and on to customer success. And from success to account growth, and back into product development. All whilst being the champion for your customer.
You'll discover how much knowledge is being lost with each handover and what this represents in opportunities wasted. And how you can capture it using some readily available tools.
We dig into how the right copy used at the right time can help nurture middle of the funnel opportunities. Another fascinating conversation that will make you think
Contact Eloise via linkedin.com/in/eloiseleeson
Websites
- olimcomms.com (Company Website)
- clippings.me/eloiseleeson (Portfolio)
Twitter: EloiseLeeson
Contact me on marcus@laughs-last.com
Kristel Beilby helps leaders fix antiquated sales and marketing systems that are no longer fit for purpose. We explore the underlying complexities that impact pipeline, the downward spiral when you are reacting to a missed quota today by exaggerating the problem through cannibalising next quarter's pipeline, the effect on the quality of your people.
We explore the role of sales managers and how that needs to change. We dig deep into culture, and the unholy alliance between investors and leadership. We look into the ripple effects of making isolated decisions with linear solutions about #wickedproblems.
Buckle up. You're in for a treat. And once you've listened, if you're feeling feisty, @tag a former boss! Or a future manager.
Contact Kristel via linkedin.com/in/beilby
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Catch me on marcus@laughs-last.com
Who do you reckon would be a great guest? Let me know. Or get their permission to connect us via a joint LI message or email if you think we'd be a great fit
This one is a belter. Prepare to open your mind to #WickedProblems.
What's a wicked problem? A wicked problem is a problem that's difficult or impossible to solve—normally because of its complex and interconnected nature. Wicked problems lack clarity in both their aims and solutions, and are subject to real-world constraints which hinder risk-free attempts to find a solution.
Alexander Knapp has been helping solve wicked problems around the world since the mid-1990s in places like The Balkans, Darfur and Somalia on behalf of the UN. Usually first feet on the ground at the breakout of peace, Alexander and his incredible team live by 4 rules:
- The first solution will fail, gather data, learn, try again. Repeat.
- Stakeholders differ
- Rules change as you play
- No perfect answer - only imperfect options
Sound familiar?
Bring a notepad and pen. Listen multiple times. And please share with your team, your leaders, your partners. And tag someone specific who needs to hear Alexander's message
Contact Alexander via linkedin.com/in/atknapp or email her at aknapp@akc.global
Also download AKC's culture deck here: https://www.akc.global/opportunities/ It is nothing short of brilliant
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If you recognise your problems with sales, marketing, customer success, account management, churn, compensation, hiring, recruitment, leadership, management, partnerships and alliances, measurement won't be solved by doing what you're doing, email me marcus@laughs-last.com
Me and my merry band of partners who are the BEST IN THE WORLD at what they do, come together when you need them, where you need them to tackle the complexity. Book a preliminary call with me - https://calendly.com/marcuscauchi/discovery-call-15-mins
No pressure. No guarantees. But I do promise you will never see your business in the same way after we speak
Rikki Arundel is a story telling expert and high profile speaker on gender inclusion. She also happens to be trans.
We discuss DE&I, bias, the journey she went through from successful salesperson and manager in the financial services world to a stalwart advocate for the rights of minority groups. We celebrate difference. We discuss the challenges, the hardships, the discrimination and the courage required to be different.
We have a grown up, un-PC, un-woke discussion without treading on egg-shells. It was a wonderfully refreshing exploration of a sensitive and difficult topic which usually has white middle aged men like me fleeing for the hills. I hope it's opened your eyes and your heart to acceptance and seeing the value of hiring for difference and making it safe and possible for those who are different to fit in and contribute fully.
I'm sure there will be a few of you who will allow your prejudices to get the better of you. Please don't behave like a twat in your comments. You know who you are that I'm speaking to. There's no need for it. Ask intelligent questions, challenge but play respectfully. It's the grown up thing to do.
Please listen. Rikki makes immense sense and I feel richer for having met her.
linkedin.com/in/rikkiarundel Websites
- rikkiarundel.com (Company Website)
- genderspeaker.com (Company Website)
- calendly.com/rikkiarundel/speaking-discovery-call (Book a 30 Min Discovery Call)
- GenderSpeaker
- gendershift
- RikkiArundel
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Contact me on marcus@laughs-last.com
Meghann Misiak helps early career salespeople develop the right habits, mindset and skills to get on the fast track in their sales career. When you're as long in the tooth as me, it's good to be reminded how tough it is starting out in sales. I was always grateful for a helping hand especially when you have doubts, you face obstacles or you feel out of your depth.
A lively, practical guide for young salespeople looking to accelerate your path to Presidents' Club
Contact Meghann on linkedin.com/in/meghannmisiak Twitter: megmisiak
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Contact me on marcus@laughs-last.com
Stewart Townsend offers Channel Sales as a service #CaaS. We discuss why channel sales is a more efficient way of achieving scale without loss of control. We explore what makes channel sales work and what causes your partners to fail to perform and why that is usually on you.
Channel is the hardest and most challenging way to go to market, but it also offers the highest rewards without the expense and headache of trying to build an army. A #ChannelManager is closer to a General Manager than it is to a Sales Manager. A #ChannelChief is closer to a Chief Executive than they are to a VP of Sales. If you doubt this, check out Jay McBain's excellent infographic.
Contact Stewart via LinkedIn: linkedin.com/in/stewarttownsend
Websites
- stewarttownsend.com (Personal Website)
- channelasservice.com (Company Website)
Twitter: stewarttownsend
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Contact me at marcus@laughs-last.com if you want to join me on the podcast or can recommend a great guest
David Mullins is a sports psychologist who develops world champions in mixed martial arts, football, rugby and other sports. Hr explains the importance of learning to accept what you can and can't control, be clear about the objective when you show, which is to be present and perform at your best, in the moment. Distractions like a winning a contract or promotion, the hope for the trappings of success in the future, can get your mind out of the fight where it needs to be, resulting in a losing performance,
David explores the importance of concentrating on the fundamentals, the boring basics. We dig into the power of fair, relevant and accurate self-talk. He spotlights how we often lower our goals in the face of adversity instead of giving yourself the advice you need to hear to rise above it, and why we need to keep fighting from every angle even when we're down.
We draw some important parallels with selling. Improvement is a process. You have to let your ego suffer, to have the patience to start out bad, refine your skills, and grow over time. Putting the hours in is not enough. Without deliberate, intentional practice you will stay stuck and never meet your full potential.
Teach once, learn twice is a powerful way to learn. Study your competition. Read around your discipline. Reflect regularly. And accept that your plan may not survive contact with your prospect. If you've put the intentional effort in, you'll be more ready to adapt. The best fighters practice counters to their rivals counter moves. Sellers must do the same.
Contact David by hunting him down!
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Contact me at marcus@laughs-last.com
Jackie Handy and I discuss #DEandI, #Diversity #Equity and #Inclusion. We tackle some delicate and uncomfortable topics without tiptoeing around them. Hard hitting, no compromise discussion about an area that too many people are afraid to take on.
Enough with the wokeness of it all. Stop paying lip service. Stop virtue signalling that you are an equal opportunities employer when you hire for difference and fire for not fitting in. Stop lying to your market, to your employees and yourselves. DE&I is not some snowflake, liberal issue. Diverse teams produce significantly more creative solutions to difficult problems than teams living in an echo chamber with their limited view of the world colouring their thinking.
Yes, it's bloody hard work. Yes, it's difficult. And yes, it is going to be uncomfortable. But the pay off is well worth the effort.
It's not about pandering to a few. Marginalising and discriminating against those who are different speaks to the culture and leadership in your business. It is the right and decent thing to do. And it is significantly more profitable. It's positively impactful on your business, your people grow and develop, you serve your customers more effectively and it increases the value of your business for shareholders if you actually put in the heavy lifting instead of making it an exercise in box ticking.
Jackie is eloquent, insightful and raises some of the most interesting and toughest questions. It was a genuine joy to interview her and learn about this vitally important topic.
Contact Jackie at Runway Global via linkedin.com/in/jackiehandy
Website: jackiehandy.com (Company Website)
Twitter: Runwayglobal
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Contact me on marcus@laughs-last.com
Please tag someone who needs to hear this message. And an honest review of #TheInquisitorPodcast will be very welcome
Becc Holland, CEO of Flip The Script explains why best practice isn't working. Banging her head against fixed mindset leadership she discovered
- 76% SDR not hitting quota
- 85% AE not hitting 75% of quota
Seriously folks. How the hell is this even remotely acceptable. It is unsustainable and creates dreadful conditions
EVERY KPI is wrong!
KPI correlation does not point to causation. We are misdefining MQLs, SQLs and making the conflict between marketing and sales.
Open your eyes, your ears and your mind. Ask better questions. Start with "Why are we doing things this way?", "Does it serve us today?", "How are we creating completely preventable problems?"
"This is how it's done!" is a completely unacceptable and toxic response.
Becc and I discuss what is objectively true. You probably won't enjoy this episode because you'll learn how you are double paying to slow down your buyer's journey.
Contact Becc via linkedin.com/in/beccholland-flipthescript
Website: https://www.flipthescript.co/
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Contact me on marcus@laughs-last.com
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Tag a founder, CRO, CMO, VP of Sales, VP of Marketing who is screwing the pooch with their metrics, how they compensate to drive away customers, churn salespeople and burn through managers
Dr Terri Levine has helped hundreds of business create authentic relationships with their customers without manipulation or deceptive marketing that build barriers between you and your prospective clients. Terri explains why marketing funnels get in the way of trust, and why you should be rigorously authentic in your marketing.
This was a genuinely enjoyable conversation with someone who has mastered marketing and communication at a visceral level. I hope you enjoy the episode as much as I did making it
Contact Terri via linkedin.com/in/terrilevine Websites
- go.heartrepreneur.com/training-conveyorbelt ( https://linktr.ee/drterri)
- facebook.com/groups/heartrepreneurswithterrilevine/ (Company Website)
- promisingprofits.com (Text me: 808-DrTerri)
Twitter: MentorTerri
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Please like, comment, tag someone and share this episode. If you feel #TheInquisitorPodcast deserves wider recognition or you hate me, the style or the episode, please go and give us an honest review. We love feedback and learn from it
To get in touch with me at marcus@laughs-last.com
Jason Bay /JBay is Chief Prospecting Officer at #BlissfulProspecting. He trains B2B sales teams to sell efficiently, effectively and ethically. In this refreshing interview we challenge the status quo in sales - shitty metrics, bad management thinking, compensation that drives terrible sales behaviour, burnout and the incredible waste that most B2B organisations are guilty of inflicting on their own and their customers.
We discuss subtracting not adding to our prospecting process. How do we find ways to be more effective? How do we simplify? How do we enter the conversations that executives are having that make us a strategic provider? How do we educate our market in a way that differentiates? How do you remove first person (I/we) messaging and replace it with second person (you/your).
Bring a pen and notepad to this episode if you are involved in outbound sales. You won't regret it.
Contact JBay via linkedin.com/in/jasondbay Websites
- blissfulprospecting.com/ (Company Website)
- pod.link/blissfulprospecting (Listen to our podcast)
- blissfulprospecting.com/bite-sized (My best bite-sized content)
Twitter: jasondbay
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Contact me on marcus@laughs-last.com
Please leave an honest review at Apple or Google podcasts. Share or tag this episode with someone who needs to hear the message JBay brings
Sean Weafer helps individuals and teams develop trust through leadership. He is author of 3 books, his latest being 'The Highly Trusted Advisor: How to Lead Teams and Win Clients in the Hybrid Age'. We explore why leaders and salespeople need to move from being an expert who relies on specialist knowledge and technical competence, to being a highly trusted advisor to your colleagues, team members and clients.
Sean is funny, engaging and speaks a lot of sense that aligns neatly with the core philosophy of #BuyerSafety.
Contact Sean via LinkedIn at https://www.linkedin.com/in/seanweafer/
Websites:
- SeanWeafer.com (Coaching, training & speaking)
- G2SCoachingSchool.com ({:category})
Twitter: SeanWeafer
Charles H Green is a giant in the professional services world. He has a profound impact on those he works with with his central message around trust.
Almost everyone in business will have been affected indirectly by Charlie's work. He is author of #TheTrustedAdvisor, #TheTrustedAdvisorFieldbook and #TrustBasedSelling. He is the creator of the #TrustEquation
Trust = Credibility + Reliability + Intimacy / Low Self Orientation
This is a masterclass from one of my mentors. Listen with a notepad and pen Charlie is winding down to a life of golf in Florida but you can follow him via his LinkedIn profile here - linkedin.com/in/charleshgreen Websites
- trustedadvisor.com (Company Website)
- trustedadvisor.com/trustmatters (Blog)
- vizibility.com/CharlesHGreen (My Google Hits)
Email; cgreen@trustedadvisor.com
Twitter: CharlesHGreen
Contact me via marcus@laughs-last.com
AND ...
Please leave an honest review of #TheInquisitorPodcast at Apple or Google podcasts
TheInquisitorPodcast brings you the first of many conversations between buyers, sellers, deliverers and users of sales training on behalf of Sales: A ForceFor Good #SAFFG. Our first international panel comes from L&D, Enablement, Procurement, Sales Leadership and Delivery.
This discussion pulls back the curtain and shows training organisations what buyers in enterprise really prize. You'll uncover several glaring gaps in diagnosis, discovery, execution, follow through on both sides. You'll discover ways to stand apart in the crowded training space. And you'll learn something new about the future of sales, and how providers need to prepare if they are to be relevant.
Karen Young - linkedin.com/in/karenyo
Marco Mullers - linkedin.com/in/marcomullers
Jill Robbins - linkedin.com/in/jillerobbins
Website * businessfierce.com (Company Website) * matchbookinc.com (Company Website)
Angelique Rewers - linkedin.com/in/angeliquerewers
Websites * thecorporateagent.com (Company Website) * thecorporateagent.com/media (Portfolio) * realdealconference.com/ (Company Website)
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Sales: A ForceFor Good #SAFFG is a global community committed to fixing what's broken in sales. We are taking on the toughest challenges in sales, asking the hardest, most uncomfortable unasked questions. And we're developing solutions which we're making freely available forever for members.
If you want to learn more DM on LinkedIn or email marcus@laughs-last.com
... And talk to your unhappy customers. They'll teach you how to get better. Nigel Davey says, "There's a cost to learning what worked and didn't work. The biggest cost is time".
Stop selling transactions. Focus on lifetime customer value. That's "how much they spend before they tell you to go away!" What's it cost you to acquire a lifetime customer and what's it worth investing to attract the right customers.
Nigel reminds you to beware becoming too heavily locked into one or two customers. Spread your risk.
He warns against cutting your marketing when times are hard. Feeding your pipeline is a daily requirement. Communicating, raising awareness, building association and familiarity with your brand is non-negotiable if you want to thrive through hard times. Keep nurturing your pipeline, even when your prospect says no.
Contact Nigel via linkedin.com/in/nigeldavey
Website * smeneeds.co.uk/evidence/ (SME Needs' Testimonials page ) * smeneeds.co.uk/how-we-help/ (SME Needs - how we help you)
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Contact me at marcus@laughs-last.com
Please tag someone who will value listening to this episode. If you've not yet done so, please leave an honest review for #TheInquisitorPodcast at Apple or Google podcasts
How do great leaders become really great leaders?
Leaders are hired to deliver results but when you get complacent, or let your ego trap you into architecting problems down the road. Andrea Petrone helps great leaders become great leaders. We discuss the dangers of being trapped by our familiar ways and traditions.
We explore leadership in all it's glory. What does great leadership do that average doesn't? How does that affect the behaviour of those they serve? Why do great leaders get the best out of people and what does that do for performance and results?
"Great leaders are lifetime learners" says Andrea. Learning is the responsibility of the individual learner. They have the humility to ask for help and never feel like they are the finished article. They show others it is safe to ask for help. They create a learning culture. They create the conditions for others to excel. They create the conditions for people to willingly collaborate, to have each other's backs. This frees up time for management to do their main job and reduce the need to be the supervisor. Great leaders empower, give voice to and credit others.
Are you equipped to handle the pace of change? Are you taking calculated risks or playing not to lose? How do you simplify your strategic priorities? Why is there so much trouble with execution? Are you developing your people for the right reasons? How are you driving collaboration? What is your future worth?
Contact Andrea via linkedin.com/in/andreapetrone Websites * andreapetrone.com (Personal Website)
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Have you reviewed #TheInquisitorPodcast on Apple or Google yet?
Please make 5 minutes to give an honest review. 1 star or 5 stars or anything in between.
Who are you? What's your job? What do you actually do? Why do you listen to TheInquisitor? Has it helped you in your life or work? How often do you listen? What value do you derive to keep you coming back?
What would you like me to change about it?
Do you ever share episodes?
Who do you really want me to interview?
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If you want to get in touch with me, marcus@laughs-last.com or DM me on LinkedIn
Laura DiBenedetto retired at 37 after what appeared to many as a glittering fast track career when she sold her business. Inside she was a wreck. She was burned out, suffering from internal bleeding and not made for retirement. Author of The Six Habits, she helps people turn their dreams and ambitions to life, without paying the negative price for unbalanced success.
She is fast paced, uncompromising and controversial. I thoroughly enjoyed this conversation and you will too. She tells her own story, explains how success is misunderstood and can harm you if you don't go about achieving it in the right way for you.
Laura continues to run her businesses but this time round she is applying the lessons she learned when success almost killed her.
Contact Laura linkedin.com/in/lldibenedetto
Websites * lauradibenedetto.com (Company Website) * vision-advertising.com (Company Website) * vision-advertising.com (Company Website)
Karin McKercher, helps sales teams make the red tape shorter and compliance easier. Contracting with legal can be easy or hard, fast or slow. This episode is about making it easy and fast. We discuss the kinds of things you can control and get ahead of, to make this less of a nail biter, limbo space in your relationship with buyers.
The legal side is an area so far out of most salespeople's daily experience that when contract negotiations do occur, they can fumble or paralyse, give away authority or squander leverage, say or do things that do harm to both sides mutual interests.
Karin is CEO fo Twenty2. Their bread and butter is doing this on behalf of software companies or teaching them how.
Contact Karin via: linkedin.com/in/karinmckercher
Website: twenty.group
Twitter: KarinMcKercher
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TheInquisitor podcast attempts to turn every stone. Ask the questions your itching to have answered. Confront what everyone is pretending doesn't matter or doesn't exist. Explore what's ahead in the future of sales. We'd love you to give an honest review on your favourite podcast player. Please write one today. And tell us what can be improved? What you get value from? What we haven't covered but should?
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Contact me marcus@laughs-last.com or DM me
Melissa Curran focus on what really matters in a business. She ties the principles of a trusting leadership, a trusting culture with clarity of true alignment. In order to deliver the outcomes the customer is buying depends on engaging your people. To engage them, you must first understand them. What drives them? Why do they come to work? For whom? Learning who they are not just seeing them for what they do is a lesson too few managers or leaders ever learn.
This episode will make for uncomfortable listening when Melissa poses some simple questions. See how you fair in answering them if you are a manager. I'd love to hear how you got on!
Contact Melissa via linkedin.com/in/melissa-curran-learningandperformance
Website: modernmindgroup.co.uk
Tag someone who could do with learning the most important lesson in life about doing the right thing, building mutual trust and driving discretionary effort.
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To contact me email marcus@laughs-last.com
Please let me know if you know someone I should interview
Dr K, Fern Kazlow, helps high performers perform at their peak. A clinical psychotherapist and super-performance coach, we explore what it takes to go from high to super performance. We dig into mindset, beliefs, behaviour and something Dr K calls the #ResistanceParadox which she believes the real gold of super performance lies.
Dr K is one of the world's leading super connectors. She is funny, quick witted and sharp as a pin. Grab a pen and notebook. And please share this with someone who has unmet potential
Contact Fern via LinkedIn linkedin.com/in/drfernkazlow
Websites * drkazlow.com/ (Dr. Fern Kazlow) * facebook.com/drkazlow (Connect with me on Facebook) * twitter.com/DrFernKazlow (Connect with me on Twitter)
Twitter: DrFernKazlow
Contact me via marcus@laughs-last.com
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Please like, comment and share this episode with someone who will benefit from the lessons within it
Peter Edge, former policeman, is The Knowledge Detective. Peter and I discuss the importance of preserving knowledge, the impact of losing it and the often ignored or overlooked ways to save it.
Peter spends his time helping organisations understand where the hidden value is in their people, capturing it and making it available long after someone leaves.
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Please tag someone who might not realise how much value there is in their business that could leave when they lose someone
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Contact Peter via linkedin.com/in/peteredgespeaking
Website: peteredge.net (Book me to speak at your event)
Twitter: PeterEdge12
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Contact me via marcus@laughs-last.com if you'd like to recommend a great guest
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Please share this episode with someone who risks losing valuable knowledge
Steve D Sims left school at 15. An East London bricky now makes the dreams of billionaires come true. His concierge business Bluefish has a worldwide reputation for making impossible dreams a reality. Steve is a keen observer of the human condition. An introvert without a wealth of qualifications or schooling, Steve has learned from the world's most successful entrepreneurs, artists, entertainers.
He's funny, irreverent and fast paced. He defines the art of the possible. If there is a way to make something happen, Steve is the man to do it. He is always looking for solutions, for ways to help his clients and have blast along the way. This episode is an adventure through the looking glass and down the rabbit hole.
A masterclass in approaching, engaging and helping the ultra high net worth community and a litany of essential lessons in what not to do. I get schooled by him. You'll enjoy that part. He is a consummate story teller who will have you in awe and stitches in equal measure. One of my favourite episodes so far. This interview was a genuine delight to facilitate.
Make sure you read his excellent book #Bluefishing. Must read!! A learn from him in his Facebook group
Contact Steve via linkedin.com/in/stevedsims Websites * stevedsims.com (Personal Website) * thebluefish.com (Company Website) * facebook.com/SteveDSims/ (Facebook)
Twitter: UglySims
Simon Severino promises to double your revenue in 90 days. How? By working in smart sprints. Identify the areas where you can make rapid, meaningful changes to who does what and how they do it. Simon helps founders and their leaders ask the tough, obvious questions most are too busy or too entrenched in old ways, to ask themselves. He provides them with the tools to be able to prioritise, systematise and optimise people, processes and outcomes.
Talking to Simon you get the sense he is always looking for ways to refine, improve, automate or delegate. It's infectious.
When you realise how inefficient most businesses and most employees are through observation, challenging attachments and getting away from the "that's not how we do things around here" mentality, business becomes even more fun, more profitable, more certain.
All businesses are attempting to manage the deployment of scarce and finite resources in the time available, maximise the money coming into and remaining within the business and minimise the wasted expenditure, and mitigating risks to deliver certainty. We dig into how to do this using smart sprints.
Simon has successfully added AND delivered the intended outcomes they paid for to over 5000 new customers in the past 12 months with a supremely lean organisation. His use of strategic alliances and partners makes him the poster boy for the way smart businesses will operate in the future. Success in the future will depend largely on your skill and willingness to collaborate.
Contact Simon via LinkedIn at linkedin.com/in/simonseverino
Website: strategysprints.com (Company Website) Email: severino@strategysprints.com Twitter: simonseverino --
If you know an owner or CEO who is struggling with resource constraints, upward delegation, finding themselves or other key company officers being bottlenecks, please share this episode and tag them on LinkedIn
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To contact me email marcus@laughs-last.com
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Subscribe on Podbean or on:
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast-with-marcus-cauchi/id1341867086
Spotify: https://open.spotify.com/show/4NiHTnEEg7LlDyWqyyw22J?si=kQF5onfBQWGordIw7ZRjuA&dl_branch=1
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"The big mistake leaders make is expecting people to earn trust instead of giving trust", says Aaron Schmookler. "People will live up to, or down to the expectations you set for them."
Aaron nearly killed his business partner. That was how they started their business.
He is a #CultureEngineer. They fight a lot but they fight fair and fight about ideas to improve the work lives and improving the businesses they serve.
- How do you manage your response to change and how you treat people?
- How do we shape structures inside the company so people will give us their best?
- What does it take to breed loyalty in and among the team?
- How do you get past short-termism and transactionalism?
- What if people abuse your trust?
We explore Aaron's 8 steps for teamification. They will surprise you.
A seriously interesting and vital episode for any manager or leader. And if you aspire to manage or lead, this is a great springboard to advance yourself in these roles.
Contact Aaron via LinkedIn at linkedin.com/in/schmookler
Website: TheYesWorks.com (Company Website) Email: aaron@theyesworks.com Twitter: TheYesWorks --
Please be sure to share this with at least 3 people who will benefit from listening to Aaron's recommendations and experience
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Contact me via marcus@laughs-last.com if you want to have a chat about leadership in your business
3x times best selling author, trainer, coach and action leader Tony J Hughes discusses his new book #TechPoweredSales. We explore why technology is a game changer when well designed and intelligently implemented throughout the sales lifecycle. Tony and his co-author Justin Michael have written what is probably the most important sales and revenue operations book to hit the shelves in 20 years.
Ignore their message at your peril. We explore the human-technology partnership that the world's most successful salespeople are adopting. Based on in-depth, real world research and field experience Tony shares exclusive insights into what the best of the best are doing, their habits, the impact they are having on their companies.
We dig around the best and the worst practices, how salespeople, management and leadership need to adapt, or die. A must listen episode with one of the greatest minds in modern sales anywhere in the world today. And we predict the future of the sales profession. If you want to remain in professional selling and thrive instead of eke out a meagre living before being replaced by robots, bring a note pad and take copious notes. Take the lessons to your management. And if they aren't willing to adapt, find another job with a company and management that is ready to join the tidal wave that will crush the luddites and dinosaurs.
The future is already here and it is #TechPoweredSales
Contact Tony on LinkedIn via linkedin.com/in/hughestony
Websites * tonyhughes.com.au (Personal Website) * rsvpselling.com/ (Company Website)
Email: tony@rsvpselling.com Twitter: TonyHughesAU --
Make certain to share this episode with someone who wants to advance their sales career or has a team of salespeople who have stretch targets to hit and are struggling to make their quota consistently
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To contact me email marcus@laughs-last.com
Curt Friedel is the Director, at the Center for Cooperative Problem Solving at Virginia Tech. We discuss adaptation and innovation in people, in business and in teams. We explore the implications of people who operate at each end of the spectrum, and the power of having a team who can offer both qualities.
We use my profile as a baseline to explain the implications of being a strong innovator (139/160!!) and why I got into so much trouble throughout my career.
Curt can be contacted via linkedin.com/in/curtfriedel
Websites
- alce.vt.edu/people/faculty-staff/friedel/friedel-bio.html (Personal Website)
- alce.vt.edu/signature-programs/problem-solving/problem-solving.html (Company Website)
- aggregate.info (RSS Feed)
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If you found this helpful then please think of at least one person who would benefit from listening and share it with them directly
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To contact me email marcus@laughs-last.com and if you know someone, perhaps you, who would make an interesting guest for #TheInquisitorPodcast, please connect us via LinkedIn or over email
Bradley Paster helps his clients understand and mitigate risk throughout your entire supply chain. He makes the important distinction between suppliers and vendors. We dig into the levels of exposure even marquee organisations like Apple face because their sub-tier supply chain is vast and opaque.
Problems with a tiny specialist supplier of a commodity that is vital to enable you to ship your product. Loss of such a supplier can prevent you going to market. or bring our economy to a grinding halt. Careless, broad sweep cuts by finance may put your business at risk.
Bradley and I explore the crucial importance to understanding and managing risk. As sellers, understanding your prospects' risk, arms you with powerful leverage and the raw material to develop pain by numbers which can be personalised for the person you are selling to today. We uncover why the levels of complexity in the supply chain require technology to understand it because you cannot hire enough qualified people to do the job.
Contact Bradley via LinkedIn linkedin.com/in/bradleypaster
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Please share this episode with someone who really needs to understand the risks of their prospects where supply chain risk and understanding is key to solving their customers' problems and deliver heroic outcomes
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Contact me via marcus@laughs-last.com
A very experienced panel of trainers, sales leaders and consultants made up of Bob Moesta, Ian Moyse, Tom Williams, Fred Copestake, Zach Selch, Ken Pearson, David Masover, Ian Hillyard, Simon Bowen and Marcus Cauchi.
We explored:
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When sales training works ...
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Factors that contribute to successful engagement and implementation
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Common mistakes when commissioning training
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Common mistakes when delivering training
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Common mistake when evaluating training
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Common mistakes post-training
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Current trends for assessment for learning in the lesson
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How to fix these mistakes?
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Who needs to be on side for training to succeed?
The conclusions around commissioning and planning mistakes were very telling, as were the observations about management, coaching, measurement, reinforcement. This is the first of several panels Sales: A Force For Good #SAFFG will be hosting to tackle the endemic problems that exist in sales, sales management & leadership, sales recruitment, sales compensation, sales culture.
Your input, suggestions, criticism and feedback are very welcome. We are committed to making sales the noble profession it should be, and your views are valued even if we don't agree with them. We get better not by listening to ourselves but by inviting a range of opinions and experience.
If you want to get in touch with me marcus@laughs-last.com
Please share this episode with your sales leadership, L&D, HR, your trainers and your coaches. We'd love to hear from them
You can learn a lot from working on a trauma unit in a hospital. A thriving sales operation requires many of the same skills. Identifying the real problem quickly, prioritising and triaging where attention is required and administering treatment where and when it is needed most. All whilst remaining calm and overriding the temptation to focus on who is shouting the loudest, and all with limited resources.
Sarah Downs, former trauma nurse, has transitioned from A&E to sales leadership. She shares her insights on sales, and the parallels between the sales environment and the transferable skills she picked dealing with emergencies and traumas.
A refreshingly fresh perspective offering some valuable insights sales leaders and salespeople can implement quickly and simply.
Contact Sarah via linkedin.com/in/sarahdowns-doqaru Websites* doqaru.com (Company Website) * linktr.ee/SarahDowns (Portfolio)
-- If you know someone who'd benefit from listening to this episode please share it with them or tag then on LinkedIn -- Contact me via marcus@laughs-last.com or via DM on LinkedIn. WOuld you be an interesting guest? Do know someone else who would? Is there an author or revenue leader you'd like me to interview?
Graham Botwright is CEO of The Gap Partnership. He specialises in the commercial psychology of #negotiation.
We start by exploring the importance of internal alignment when #negotiating. Winging it is lethal. We dig into what makes for good negotiation, why price is almost never the real issue, what drives good deals, builds long term strategic relationships and value.
Graham explains the power of intangible value. We delve into the importance of understanding the implications and moving parts behind the decision. Buyers RENT outcomes, they NEVER buy products or services.
We point the spotlight at what buyers actually care about and what drives buyer's drivers.How do you get inside their heads?
Contact Graham via linkedin.com/in/graham-botwright-0374561 Website: thegappartnership.com (Company Website)Email: graham.botwright@thegappartnership.comTwitter: g_botwright
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Please share this with someone you know who needs help with their negotiations or needs to improve their discovery and qualification
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If you want to get in touch with me marcus@laughs-last.com. Perhaps you'd be an interesting guest or can recommend someone who would be
"Strategy should be simple", says Gary Mitchell. He has never had a transformation programme fail to meet its desired goals in 35 years. Gary explains why starting with your customer journey is the foundation of great, #executablestrategy. He explains why failing to start with your customer sends you off target from the start.
We break this down in a blow by blow approach to developing customer insights, mapping the customer journey, extracting the knowhow and real world experience from your people to define the 3-8 bets you are going to make that will get you 80% of your intended end point.
We discuss who should be involved? When? Their roles? What will cause this process to fail? The role of leadership? And the importance of hitting the 6 month milestones to cement the credibility of your strategy across your entire organisation.
Gary helps #PrivateEquity backed companies build strategies that deliver the growth and exit ambitions of their shareholders, their leaders and their employees by putting the customer at the heart of everything you do.
Contact Gary via linkedin.com/in/garymitchellgmc
Websites* gary-mitchell.com/blog (Blog) * gary-mitchell.com (Company Website) * hqi-connect.com (Company Website)
Email: gary@gary-mitchell.comTwitter: Gary_Mitch--Please share this episode with someone you know who is struggling with their strategy, of a contact in Private Equity who has investments that are underperforming--To contact me marcus@laughs-last.com or DM if you would like to be a guest, or you want to scale your technology business without losing control or giving away ownership to investors
"Why Is Most Digital Marketing Total Horse Shit?" Marcus Hemsley is co-founder at The Fountain Partnership. Marcus and I met 14 years ago when I advised him to get some experience of life and business before becoming a coach. Thankfully he listened and spared the world another NLP coach and established a fantastic agency which to date is the only ever winner of Google’s Global Award for Growing Businesses Online.
Marcus and I discuss why so much money is squandered on bad digital marketing, and what causes businesses to keep throwing good money after bad. We explore why you need to think as your customer and put in the hard miles of research, planning, testing, speaking to and listening to customers to make your marketing timely, relevant and valuable enough to drive buyer desirable behaviour at each stage of the funnel.
We question why vanity metrics are prioritised over outcomes for clients, and discuss how Digital Marketing can work exceptionally well for some businesses when they go back to the first principles of business growth. We also explore the interplay between marketing and sales, leadership and management culture, the power of collaboration and the critical importance of building your business around your customer's success and delivering their outcomes.
Marcus is also a committed environmentalist and we discuss his initiative to encourage individuals and businesses to plant 1 million trees each. Having only launched in April they already have 23 million trees pledged with 2.5million already planted.
Contact Marcus via LinkedIn at https://www.linkedin.com/in/marcushemsley/ or marcus@fountainpartnership.co.uk Websites fountainpartnership.co.uk/ (Fountain Partnership ) milliontreepledge.org/ (Million Tree Pledge Site)
If you found this episode helpful then please think of one person who would also benefit from it and share it with them
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Contact me via DM or email marcus@laughs-last.com
The big question is why should retail marketing professionals care about #OpenBanking? With the removal of 3rd party cookies, many brands and retailers are scrambling to find workarounds to replace them.
Andries Smit is CEO and co-founder of Upside. Upside provide consumers with instant #cashback paid straight into their savings account. Apart from the obvious benefits to consumers of not having to wait weeks or jump through hoops to get their cashback, consumers get to take advantage of highly targeted and personalised offers from brands and retailers.
Andries explains how open banking enables retailers to grow spend from existing customers, map exactly how much their customers are spending with competitors, and use those insights to target offers to grow #walletshare, attract competitors' customers and build brand loyalty.
This represents the start of a renaissance in marketing and is possibly the biggest evolution in data driven marketing we've seen in our lifetime.
If you know a finance director or CFO in a brand or retailer, or brand or retail CMO, please make sure you share this episode with them.
I've seen the detailed insights Upside can offer them through open banking and they really do deliver #MarketingCertainty. This puts true precision into consumer marketing based on real world buying behaviour, not intent data which is unreliable in comparison.
Andries can be contacted via LinkedIn at linkedin.com/in/andriessmit
Twitter: DriesSmit
If you want to contact me, marcus@laughs-last.com
Kevin Beales is CEO of Refract. Kevin has taken refract from start up to being acquired by Allego. Kevin eats his own dog food. He and all his team use their conversational AI to analyse every call, improving incrementally on a daily basis. Everyone one of their salespeople listens to at least one of their own calls every day so they can experience what is like to be a buyer buying from them.
Refract helps salespeople understand exactly how they're performing, and compare their performance on every call with millions of other calls. Ambitious, growth minded salespeople love this kind of technology. Closed minded and brittle salespeople complain its "Big Brother" gone mad. Great salespeople practice on purpose. The rest practice in front of the customer.
We discuss the power of incremental learning, self reflection and self assessment of performance. We explore the many challenges of building a fast growing technology business in a new category. We discuss the joys of dealing with staff, investors, being acquired. A frank, funny and honest conversation with a genuinely decent leader. Well worth a listen.
Contact Kevin linkedin.com/in/kevinbeales
Website: refract.ai (Company Website)Email: kevin@refract.aiTwitter: kevinbealesKevin is always on the look out for top sales talent and potential. Drop him a line with a message that makes him want to call you back!--Think of someone who'd find this episode useful. Share it with them. And if you feel the urge to leave an honest review on Apple or Google podcasts, please do--If you want to be a guest on the show or can recommend someone you feel I should interview email me at marcus@laughs-last.com
There is both Art and Science in procurement. Phil Ideson helps purchasers and sellers form more effective partnerships. Phil says, "Procurement doesn't make decisions. Procurement does have any money. They influence decisions."
The number one problem 600 procurement leaders said they have "is the perception of procurement". Their capability is misunderstood internally as simply providing cost savings, and by sellers as blockers and adversaries. We explore how procurement is measured and compensated, the mistakes made when tactical procurement treats low spend as low importance.
Phil appeals for greater communication and collaboration to avoid the breakdown in human relationships which ultimately hurt the business.
Contact Phill via LInkedIn linkedin.com/in/philipideson
Website: artofprocurement.com (Company Website)Email: philip@artofprocurement.comTwitter: pideson--Make sure you share this with your own procurement team if you have one, with your entire sales team and your senior management. Think of one person you can share this with immediately.--Contact me at marcus@laughs-last.com
Max Cates discusses the power of servant leadership. We explore leadership's role in developing their executive team, their management team and building the culture and operations. We discuss the good, the bad and the ugly of ethics, compensation, measurement.
Contact Max via LinkedIn https://www.linkedin.com/in/max-cates-0a8b4175/
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Please share this with a friend who'd find it helpful
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Contact me on marcus@laughs-last.com
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If you found this episode useful, please think of someone who ill benefit and share it with them
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To contact me marcus@laughs-last.com
Zafer Karaca is Vice President, Services & Cloud, Enterprise at IBM.
We discuss the complexity of selling complex enterprise solutions to large corporations. The challenges of getting all the moving parts working in concert internally, within the customer, with partners and even with competitors.
We discuss how the ability to collaborate, even with your rivals is essential when selling to large enterprise customers is key to your customer's success and your own success. We explore how an infinite / growth mindset is essential and why a closed / finite mindset is harmful to you, your company and your customer.
We dig deep into #strategicalliances where you sell WITH not just through partners.
Contact Zafer via LinkedIn on linkedin.com/in/karacazafer
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Please share this episode with someone who could benefit from thinking differently about collaborative selling
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Contact me via marcus@laughs-last.com
Join Sales: A Force For Good here - https://www.linkedin.com/groups/12530021/
SAFFG #ProCustomer #BuyerSafety
Dan Morris is founder and managing partner of Mindracer Consulting, who offer experienced, outsourced VPs of Sales to small and early stage scale up technology businesses.
We explore what makes for an effective VP of Sales in a start up to scale, work effectively with the founder, stay focused, generate sales, build a team, create alignment, maintain motivation and drive behaviour.
Contact Dan via linkedin.com/in/danmorrisprofile Website: mindracerconsulting.com (Company Website)Phone: +1 347 509 4565 (Mobile)Email: dan@mindracerconsulting.comTwitter* MindracerNYC * worldofmorris
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If you found this useful, think of one other person who'd find it useful too and please share it. If you aren't already subscribed, please subscribe
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Contact me at marcus@laughs-last.com if you want to be a guest on the podcast or you run a tech scale up in the £10-50m range and want to grow 200% per annum over the next 5-8 years
Anna Parker-Naples is a former actress turned podcaster and podcast consultant. If you aren't tapping into the potential of audio marketing, you are definitely missing a powerful resource. An audio audience can help you build your list, grow your sales & marketing funnel in a hyper-targeted way to drive predictable sales and account growth.
Anna and I explore several areas relating to setting up your own podcast, getting it widely heard and building your audience. She gives tips on technology, brand building, things to avoid
TheInquisitorPodcast fuels over 50% of my income today by bringing my work to my target audience without ever pushing or having to sell overtly. If you have something to say that others will value, consider setting up your own podcast. Globally there are only 2 million shows covering many aspects of human activity and interest. In my experience, a large proportion of my audience listen to 2 x 1 hour episodes each week. That is a lot of exposure and reinforcement.
If you find this episode helpful, can you think of one other person who will benefit from listening? Please share it with them today
Contact Anna via linkedin.com/in/annaparkernaples
Websites
- AnnaParkerNaples.com (Company Website)
- ThePodcastMembership.
Twitter: AnnaParkerNapleFacebook Group: https://www.facebook.com/groups/thepodcastcommunity/
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
Lorna Lawless, is coaching psychologist specialising in coaching mental toughness. She coaches MMA fighters, salespeople and business leaders. We explore what is mental toughness? Why do people lack it? How does one acquire it?
Unless you are aware of where you fit on the 4C-scale of mental toughness it is easy to self-sabotage or fall prey to your internal dialogue. It can diminish you power, eat into your self-concept or make you come across as rude, brash and insensitive.
Lorna makes the point that we all have it and are born with a propensity to mental toughness, and it can be developed and coached, but too few managers and leaders are asking is what can they do to develop mental toughness in their people
- Control
- Commitment
- Challenge
- Confidence
Contact Lorna via linkedin.com/in/lorna-lawless-b4729a40
Email: lorna@nextlevelcoaching.ie--
Who do you know who needs help with their #mentaltoughness, #resilience or #empathy? Please share this episode with them
For 30 years Zach Selch has identified, recruited, onboarded and grown over 1000 #ChannelSalesPartnerships across more than 130 countries
We explore how to identify potential partners, how to select the right #partner and how to help them produce #InternationalSales quickly and consistently.
This episode is teeming with decades of practical advice. Listen and learn.
Zach’s book #GlobalSales documents virtually every step a vendor needs to take their business global and build a profitable international #distributionnetwork
Contact Zach via linkedin.com/in/zselch-internationalsales
His Amazon page is https://www.amazon.com/Zach-Selch/e/B08JZ6GVYJ/ref=dp_byline_cont_pop_book_1
Website: https://www.globalsalesmentor.com/
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
Adam Lawrence shares his stories from his time as an investor. We explore how investors earn their scar tissue. We dig into how investors think and how to pick the right investors for your business.
This episode has been the inspiration for my article on Medium called, "Interview With A Vampire" about how to get to the truth and qualify investors to make sure they are right for you and your business.
A very frank and unvarnished conversation about one of the biggest mistakes many founders make selecting the wrong investor, at the wrong time, for the wrong reasons. Getting the right investor, for the right reasons, at the right time on the right terms can accelerate your growth but the failure rates of VC backed businesses are alarmingly high. I will say that in fairness to VCs, they are playing in the part of the market that is experimental - your product is new, your management may be untested, and your market may not be properly defined, so these factors carry high risk.
Contact Adam via linkedin.com/in/adamglawrence
Websites* independent.co.uk/student/postgraduate/mbas-guide/embarking-on-an-mba-give-yourself-a-head-start-8557848.html (Press) * siliconindia.com/news/usindians/Warwick-Students-Compete-to-Win-1-mn-to-Help-Slum-Dwellers-in-India-nid-146193-cid-49.html/1/2 (Press) * wbs.ac.uk/news/not-one-not-two-but-three-teams-of-warwick-mba-students-qualify-for-regional-finals-in-global-competition/
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
Evelyne Brink is a personal presence and video coach par excellénce. I've worked with Evelyne several time and can attest to how much better my results have been whenever I've had her directing and coaching my video shoots.
A mother, actress, Germany's third funniest comedian, singer, author, Madonna impersonator and coach, Evelyne is indomitable and a bundle of energy and joy. But above all, she is practical. Her advice is simple to implement and will help you transform your performance and build your confidence on screen.
You can find Evelyne on https://www.linkedin.com/in/evelynebrink/ and via her website https://brinkcoaching.com/
And if you were around in the 80's here's a nostalgic trip down memory lane https://www.youtube.com/watch?v=OsVplKh434g with Evelyne as Europe's number 1 Madonna impersonator
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
"Trust your gut feelings", says Andy Shaw, "We've forgotten to trust our intuition since we became the apex predator". Trust your gut especially if it's not critical. Even if you fail, learn from the scar tissue and calibrate your gut feelings to hone your decision making muscle.
If it's critical sense check your ideas with more experience. Ask "Who has already done what I'm trying to do?" It's the best shortcut to learning how to do stuff.
We discuss what great looks like in sales, and what doesn't. We dig into Andy's philosophy on great business and great selling by doing a little bit of good. We dig into hiring salespeople and highlight empathy and courage, equal business stature, listening and business empathy.
We explore collaboration, the need to slow down to speed up, selling past the surface level symptoms to get to the best solution for the customer, and we explore the power of scaling through strategic alliances.
You can contact Andy via https://www.linkedin.com/in/andrewdshaw/
Websites:
Personal Website
www.andrewshaw.blog
https://www.facebook.com/AndrewShaw.Blog
https://www.instagram.com/andrewshaw.blog/
Twitter: @andrewshaw_blog
Company Website
https://www.facebook.com/1Parallel
https://www.instagram.com/1parallelnorth
Twitter: @1parallelnorth
Email: marketing@1parallel.com
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
Ben Eddy is co-founder and CEO of Mobile Practice. As head of sales enablement for a large technology manufacturer he realised that most of the money and effort on training was wasted. 70% of learning happens in the field AFTER training is over.
74% of managers believe they are coaching their salespeople whilst only 17% of their salespeople believe they are being coached.
The most effective learning occurs when a salesperson becomes aware of the impact their behaviour is going to have on their prospect, recognises how they need to modify their approach and then practices the new behaviour until it becomes habit. When they own the new behaviour and put it into context of their real life experience, they improve results. And isn't that really the reason why any business is investing in training their people? Not to get good scores on the smile sheets or track retention.
Contact Ben via LinkedIn at linkedin.com/in/ben-eddy-7123b12
Website: mobilepractice.io Phone: +33 6 56 66 77 07 (Work)Email: ben@mobilepractice.ioTwitter: eddyben
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
Adam King is my kind of marketer. Author of "Conversational Relationship Marketing", founder of Think Like A Fish, he helps professional services firms make the most of the assets, resources and customers they have and squeeze every ounce of value from them without wasting money, opportunity or effort. His results flywheel concept is efficient, scalable and sophisticated without being complicated.
We explore 7 revenue multipliers that help you build and accelerate your sales pipeline. We delve deep into the value of referral marketing systems, the power of content with context and the multiplier effect of strategic alliances.
Get hold of Adam via linkedin.com/in/mradamking
Websites* thinklikeafish.co.uk (Company Website) * thinklikeafish.co.uk/podcast (The Client Catching Podcast) * thinklikeafish.co/talk-to-adam (Talk To Adam)
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
Jonathan Jewell is an academic who lives with one foot in academia and another in business. In a philosophical conversation about change, innovation, exnovation and sales, we dig deep into sales and management behaviour, leadership , investors and where this leaves the customer. A challenging conversation that will leave you with many more questions than it answers. Well worth a couple of listens to unpack the many ideas we discuss.
Commissioning academics to study sales can offer insights we can easily miss with our noses to the grindstone. If you doubt the value explore the great works of the likes of Neil Rackham, Dr Phill McGowan and the partnership between Corporate Visions and Stamford
Contact Jonathan via - linkedin.com/in/jonathan-jewell
Websites* hyperpolymath.myblog.arts.ac.uk/ (Art Criticism (myblog.arts)) * facebook.com/groups/ual.creativity (UAL Creative Communities (FB))
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
Mike Bosworth is one of the living legends in sales. Creator of #SolutionSelling, sales philosopher and founder of #StorySeekers shares his years of experience as a salesperson, manager, leader, trainer and story teller.
Mike identifies a major reason why 80% of recipients of sales training stop using training within 2 weeks after training ends. He shares a simple but highly effective solution that's proven in the field.
We discuss how to use story to secure C-level meetings via cold calls with minimal resistance, advance opportunities in your pipeline and build executive presence.
A lively, informative and insightful conversation with a giant in the sales profession.
Contact Mike via linkedin.com/in/mikebosworth
Websites* mikebosworthleadership.com (Company Website) * mikebosworth.com (Personal Website)
Phone: +1 858 350-5570 (Work)Twitter: mtbent--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
Cliff Simon is building a hypergrowth consulting firm in the Salesforce ecosystem. We discuss CRM in all it's glory. Why you need it, what makes it work, why most CRM implementation integrations fail to deliver what matters most - does it help your salespeople to sell more, more often to more customers?
In a frank and unvarnished conversation we explore how to buy and how to sell CRM. We dig into why it usually gets bought for the wrong reasons and is hijacked by the audit functions, overburdens salespeople and managers and is poorly configured so it lapses into not being used or gets swamped with meaningless information.
Contact Cliff via LinkedIn at linkedin.com/in/cliff-simon
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
Dave Abbott, Gary Mitchell and Jill Robbins join me to discuss the power of strategic pricing to maximise lifetime customer value. Jill brings 20 years corporate procurement experience, Dave Abbott is the author of How To Price Your Platypus 35 years executive leadership and marketing, and Gary Mitchell brings 35 years in transformation and turnaround programmes building value in PE owned companies.
Each one brings fresh insight into pricing strategies, building value for and with customers that lead to long term, sustained partnerships between vendors and buyers.
This is a challenging and stimulating conversation . I strongly suggest you take notes and a couple of listens to pull out all the ideas.
Contact Dave via linkedin.com/in/diabbott
Websites
- insight-bp.co.uk (Insight Best Practice)
- consultyorkshire.com (Consult Yorkshire)
- david-abbott-speaker.co.uk/ (David Abbott Speaker)
Email: david@dabbott.co.ukTwitter: davidatinsight
Contact Jill at linkedin.com/in/jillerobbins
Websites
- businessfierce.com (Company Website)
- matchbookinc.com (Company Website)
Contact Gary at linkedin.com/in/garymitchellgmc
Websites
- gary-mitchell.com/blog (Blog)
- gary-mitchell.com (Company Website)
- hqi-connect.com (Company Website)
Phone +44 7939 587 532 (Mobile)
Email gary@gary-mitchell.com
Twitter Gary_Mitch
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer
Justin Nassiri is CEO of Captivate.ai. He help content providers turn one piece of content into hundreds of pieces of content which can then be used to build personal brand and raise awareness.
No stranger to adventure, Justin has dined with Presidents, dived the depths of the world's oceans, is a former nuclear engineer and raised funding from the Chairman of Google, Eric Schmidt.
Justin and I explore how you can use podcasts and micro-content to build and grow your value to your audience. He shares interesting ways to splice and dice your content for maximum impact and return on effort.
Contact: linkedin.com/in/justinnassiri Email: justin@captivate.aiTwitter: Jnassiri1
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer
Gary Mitchell, Patrick Lindqvist and Marcus Cauchi develop their discussion on the future of work by exploring strategy, collaboration, the need to relinquish control, community and managing complexity in the evolving work environment.
Bring a pen, notepad and be ready for a couple of listens.
Gary helps leadership and organisations unite around a good strategy, in which it believes, develop the plans for delivery, and gain confidence in the outcomes. He has developed a reliable formula for success for transformation and strategy execution. For over 35 years Gary has lead and fixed some of the most difficult transformation programmes, helping leadership teams communicate strategy in one conversation. He helps them understand what actions you and your leadership team could take to put the building blocks for success in place, or to resolve painful strategy execution or transformation issues.
Patrick is joint chief advisor to The City of Helsingborg. Their leaders' goal is to become one of Europe's most innovative cities by 2022. Patrick and his co-chief, Lisa Olsson are helping the city to establish new forms of city governance to foster innovation in the short and long term. They coach and advise the leaders and Management teams of the city in their adoption of new organisational concepts and establishing a culture that encourages innovation. Their one explicit goal is to identify opportunities in the space between and behind the existing structures of the formal organisation.
Contact Gary:linkedin.com/in/garymitchellgmc
Websites
- gary-mitchell.com/blog (Blog)
- gary-mitchell.com (Company Website)
- hqi-connect.com (Company Website)
Phone: +44 7939 587 532 (Mobile)
Email: gary@gary-mitchell.com
Twitter: Gary_Mitch
Contact Patrick: linkedin.com/in/patricklindqvist
Website
- youtube.com/watch?v=rHF4hARZn38&feature=youtu.be (Talk on Change)
Email: patrick.lindqvist@gmail.comTwitter: patlindqvist--
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
We are #ProCustomer. Sales: A Force For Good is a global community committed to raising the bar in sales. We believe every customer deserves to feel safe whenever and however they engage with salespeople. #BuyerSafety is every salesperson's responsibility.
We believe that sales has taken a very wrong turn. Buyers have been educated to distrust salespeople. Selfish selling driven by selfish management, selfish leadership and selfish investors have forgotten that we exist because of the customer, not in spite of the customer. Our job is to help our customers to be successful and deliver the outcomes they want and need.
Salespeople must be reliable, relevant and responsive and focused on their customers' outcomes over their own selfish self-interest.
Listen to this exceptional discussion asking some of the essential questions that need to be asked and answered for us to make #SalesAForceForGood.
Join us if you believe sales is a service profession and you were put on the planet to help others be successful
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Mark Herbert is a transformational leader and aspiring cult builder. We discuss why FW Taylor, the father of modern industrial management thinking was an agent of Satan. We explore where HR has taken a wrong turn and why it should be the conscience of the organisation. And we dig into why technology has been sold to seduce lazy leadership into thinking it can solve problems, instead of it being an enabler that needs to support great people strategy.
We discuss sales and the wrong turn it took 40 or 50 years ago, the role of sales and salespeople, and how we as seller, managers and leaders must be prepared to be fired every day for doing the right thing.
We delve deep into the different aspects of trust, the crucial responsibility to hire hard so you can manage easy.
Mark pulls no punches. It is a genuine pleasure to chat to him about the good, the bad and the truly ugly aspects of leadership and management, developing CEOs and the next generation of leaders.
Contact Mark via linkedin.com/in/markherbert
Websites* newparadigmsllc.com (New Paradigms LLC) * newparadigmsllc.com/wordpress (Blog) * bestthinking.com (Best Thinking)
Twitter: NewParadigmer
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer
Gabrielle Blackwell is back! Gabby is the kind of leader I wish I had had early in my career ... young enough to remember what it is like starting out but so well practiced and having the range that you know you can ask her anything, If she doesn't have the answer she will find the way to help you.
Gabby has been on her own journey as the leader of an SDR team at #Gong. She speaks about her mentors, accountability partnerships, personal strategic alliances and brain trust. She talks about her journey, growing into her role and you quickly realise why she is so special.
Watch out for this future CEO. Track her progress. She is going places and is a great role model if you are early in your career and looking to understand how to accelerate the progress of your career
Contact Gabrielle on LinkedIn at linkedin.com/in/gabrielleblackwell
She co-hosts a fabulous Clubhouse room with #Alexine Mudawar every Saturday and makes a fantastic podcast guest.
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Jon Selig teaches salespeople how to be on point, funny and memorable. A veteran of IT sales, Jon embarked on a career in stand up comedy. We explore how humour can be used to differentiate you, to break through resistance and improve conversion rates, especially early in the buyer-seller relationship.
Contact Jon via LinkedIn on linkedin.com/in/jonselig Website: jonselig.com/ (Personal Website)--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Michael F Schein and I talk about the power of #hype to raise awareness, attract customers, communicate a powerful message and drive growth. He has written an extremely engaging book, #TheHypeHandbook, that demystifies how brand builders have used hype to get enormous traction with very limited resources delivering breathtaking results in lightening speed.
We explore how demagogues and publicists, businesses and champions of social good all use hype. Michael has distilled the 12 overarching strategies you can harness to build momentum that quickly grows without your involvement.
It is a controversial topic and hype can be used for good or bad. Michael accepts that your intent determines the use you put it to, but in a crowded market with limited resources, overlooking to power of hype is a costly and potentially fatal error to your business. Funny, engaging and witty, Michael brings the subject to life.
Contact Michael via linkedin.com/in/michaelfrancisschein
Website: MicroFameMedia.com (Company Website)Twitter: MichaelSchein1--f you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom
Paul Ward is a high performance coach. We discuss why coaching is critical, what good coaching looks like and how understanding the personal motivational drivers of individual people allows you to drive personal AND team performance.
If you aren't coaching you do yourself, your team and your business a serious disservice. Claiming you are too busy to coach is paradoxically a byproduct of ... not coaching! Coaching liberates managers and frees up their time, helps eliminate performance and management problems whilst demonstrating to your people how much you value them.
Coaching coupled with #MotivationalMapping identifies flight risks, overcomes the guesswork when trying to uncover the true motivations of your people and allows you to pinpoint how you need to adapt your approach as a manager to get the very best out of everyone on your team.
Contact Paul at linkedin.com/in/paul-ward-blacktopcoaching Website: solacecoaching.com/# (Company Website)Email: paul@solacecoaching.comTwitter: Paul_Ward17--
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things.
- How do we reframe executive culture to enable sales to put the customer at the heart of everything we do?
- Do we need to rethink what great looks like in sales?
- How do we stop salespeople doing drive by shootings and inflicting bad selling on customers?
- Should compensation reflect customer success instead of transactional targets being met?
- How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?
Eloise Leeson discusses the power of words. We explore linguistics, language, copy writing and what it takes to be an effective word smith.
Take a moment to visit your own website home page. Read it as a customer would read it. Do you communicate your relevance, your value quickly and powerfully?
Review your last 10 emails to prospects and customers. If you were on the receiving end of your communication, would you get past the first sentence? Make it to the end? Take the desired action you were hoping they would?
Do you write with deliberate intent of offering value to your reader, or do you word vomit poorly considered irrelevancies that might be important to you but have little or no intrinsic value to your customers?
Most business communication is excruciating and ends up in the bin before the intended reader gets past your headline or first paragraph. Have a listen to what Eloise says and take decisive action to improve all your written communication. People's inboxes are cluttered with noisy, selfish drivel. Corporate marketing is unbelievably boring and irrelevant.
Stand out through the quality and value of your written words
Contact Eloise: linkedin.com/in/eloiseleeson
Websites* olimcomms.com (Company Website) * clippings.me/eloiseleeson (Portfolio)
Twitter: EloiseLeeson--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #ProCustomer #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom
Aram. Melkoumov has failed, he's succeeded and he's trying again. We discuss the mistakes he's made and seen others make. We explore luck, judgement, hiring well, market fit, securing customers and the good, the bad and the ugly when it comes to investors.
A frank, unfiltered conversation with a serial founder who has one of the healthiest perspectives on people I've come across. He also gives a very insightful tip on founding partners. Smart, incisive and above all, pragmatic.
Aram is CEO and co-Founder of #Crowdlinker. You can contact Aram via LinkedIn at linkedin.com/in/melkoumov
Websites
- crowdlinker.com/ (Company Website)
- melkoumov.com (Blog)
Email:aram@crowdlinker.comTwitter: melkoumov--
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom
Cactus Raazi, author of Price joins me to talk about the leverage you can gain by better understanding the power of pricing strategically. His observations about pricing to encourage and reward loyalty are highly relevant in a world that treats customers as if they are an inconvenience.
Your pricing strategy can be a powerful differentiator to help you attract, win and keep customers, but he counsels against racing to the bottom on price because of the commoditising effect it will have.
Price is mainly focused on B2C environments but we discuss the many parallels that can be applied in a B2B context.
Contact Cactus on LinkedIn via linkedin.com/in/cactusraazi
Website: exosfinancial.com (Company Website)
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
If you are committed to the ethos of #ProCustomer and #BuyerSafety, you will want to listen to this interview with Taran Hughes. He is the author of #TheConsciousSale. Learn how to harness your state, your intent and your beliefs to best serve your customer and achieve stellar results in your sales.
Contact Taran: linkedin.com/in/taranhughes
Website: theconscioussale.com (Company Website)Email: taran@theconscioussale.comTwitter: iamtaranhughes--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom
Komal Shah is on a mission to bring consciousness to education. A successful teacher for many years, she got frustrated when she realised that children were being educated to meet targets and quotas and their learning was failing to equip them to make a positive conscious contribution to their communities and society.
In her new book, "Bringing Consciousness to Education" she explains how to develop curiosity, connection and engagement through heightened awareness, enablement and developing purpose
Not my usual area of conversation but well worth a listen
Contact Komal via linkedin.com/in/consultkomal
Website: https://thekomalshah.com
Pre-Launch Book Campaign: https://igg.me/at/consultkomal
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom
Richard Millington has been helping B2B, B2C and not for profit organisations build communities since 2010. We discuss how to get started, how to build a community instead of a following and why it is vital to let go of control.
We explore technology, personnel, the importance of clear boundaries, having good moderation and shared values. A highly practical introduction to one of, if not the fastest growth areas in modern marketing. If you are not considering community as part of your marketing strategy, wake up to the reality that people are always talking behind your back. They may not be saying what you want them to. But you had better learn to listen and act upon what your customers, your detractors and your employees are telling you.
Contact Richard via LinkedIn linkedin.com/in/richard-millington-5a32782 Website: feverbee.com (Blog)Email: richard@feverbee.comTwitter: FeverBee--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom
Allan Tsang, one half of Oblinger & Tsang, and co-founder of The Negotiation Tribe, helps sellers negotiate to achieve satisfying outcomes that both sides are happy to live with for the long term.
Trained by one of my personal heroes in business, Jim Camp, and mentored by Gary Noesner who transformed the way the FBI negotiate to release hostages, Allan brings enormous experience and wisdom to the negotiation process.
"Winning at negotiation is a fallacy. If you win, by default your counterpart loses. Then they'll want to get even", says Allan. A master of incrementally building, rock solid agreements, Allan explains the difference between #story and #narrative, and why understanding the narrative of all parties involved in a negotiation is critical.
We delve deep into negotiation psychology to ensure you recognise when you are in a negotiation and when youa re in a psychological game.
Contact Allan at linkedin.com/in/allantsang
Website: https://oblingertsand.com--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things.
- How do we reframe executive culture to enable sales to put the customer at the heart of everything we do?
- Do we need to rethink what great looks like in sales?
- How do we stop salespeople doing drive by shootings and inflicting bad selling on customers?
- Should compensation reflect customer success instead of transactional targets being met?
- How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?
Sales: A Force For Good is a a global community set up to ensure BUYER SAFETY and put the customer back at the heart of everything we do as salespeople:
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Make sales the powerhouse of the economy and lead the global recovery.
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Identify & drive success for customers, partners and sellers.
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Reward ALL who contribute to that success
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Raise standards of behaviour, ethics and skill in our profession
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Build future leaders. Give them the tools & skills to make sales a force for good
-
Make sales an aspirational career choice for future generations
If you want to be a part of the change and have your voice heard, please email marcusATlaughs-lastDOTcom with "SAFFG" in the subject line or DM me on LinkedIn
"Plan in a simple way. Prioritise and communicate better so you can deliver anything ... Clarity is the magic wand in high growth organisations", says Andrew Bartlow
Andrew helps scale ups achieve sustainable hypergrowth by focusing their effort and attention on the most effective levers available. His background is deeply rooted in hiring and developing people. Pre-order Andrew's new book Scaling For Success (July 2021, Published by @Columbia Business School Publishing).
We explore the common mistakes founders make:
- Are you the VP of Everything?
- Are you falling into the Know - Willing - Able trap?
- Are you asking "What's next?" and "What's needed to support that?"
- What's realistic?
- Are you letting perfect become the enemy of good?
- Is your plan simple, evolving and revisited frequently?
- Are you brilliant at the basics?
- Are you resisting the temptation to complicate?
- Are you treating people like an investment or a cost?
Pay special attention at 10:24 for a powerful summary
Contact Andrew via LinkedIn at linkedin.com/in/bartlow
Websites
- youtube.com/channel/UCoEmCpREG9LEqN-F_96zzyQ (Portfolio)
- seriesBconsulting.com (Company Website)
- wisegrowth.net (Company Website)
Phone: +1 312-342-4507 (Mobile)Email: andrew.bartlow@seriesbconsulting.com--
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things.
- How do we reframe executive culture to enable sales to put the customer at the heart of everything we do?
- Do we need to rethink what great looks like in sales?
- How do we stop salespeople doing drive by shootings and inflicting bad selling on customers?
- Should compensation reflect customer success instead of transactional targets being met?
- How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?
DM me on LinkedIn or email marcus@laughs-last.com
Mark Schaefer is one of the brightest minds in modern marketing. He shares his research on why some people seem to be born with a silver spoon in their mouths and others with similar talent never get off the ground.
He uncovers how you can tap into the compounding effect of #cumulativeadvantage. Mark's latest book, "Cumulative Advantage" shows how an early advantage can be leveraged even if the stars weren't favourabiy aligned at your birth. He shares numerous examples of how you can exploit your gifts, ideas and skills to build momentum.
Watch out for my later interview with Michael F Schein, author of The Hype Handbook, that complements this interview very well.
Contact Mark on linkedin.com/in/markwschaefer
Websites* businessesGROW.com (Company Website) * businessesGROW.com/blog (Blog) * youtu.be/gehWpd4AGyE (Speaking video)
Email: mark.schaefer@businessesgrow.comTwitter: markwschaefer--
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things.
- How do we reframe executive culture to enable sales to put the customer at the heart of everything we do?
- Do we need to rethink what great looks like in sales?
- How do we stop salespeople doing drive by shootings and inflicting bad selling on customers?
- Should compensation reflect customer success instead of transactional targets being met?
- How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?
"The secret to sales is to think like a buyer", says Mark Schenkius
Professional #procurement is only 20 years old as a discipline. Unlike sales, many #professionalbuyers are trained in the most modern tactics and strategies, and many have been trained in the sales training programmes sellers go on. The advantage lies with buyers in most cases because too few salespeople have evolved to keep up with #purchasing practices.
Too many salespeople continue to use what might have worked in the past, and savvy buyers know every move, every technique and every tactic. And they have the other major advantage in that they are probably having 5-12 buying conversations per day. Let's be honest, salespeople are lukcy to be having 2 a week let alone 2 a day
MarkSchenkius, author of "The Other Side Of Sales" spent the past 17 years in #professionalprocurement. In this episode Mark shares the reality behind what goes into putting out and running an RFP (request for proposal) / bid process. In shining the spotlight on the people and processes, he lifts the curtain for salespeople who have to sell to and through procurement.
Mark explains the dynamics between seller and buyer where one side wants to be strategic or tactical. He also explains the power dynamics when a buying organisation is managing financial impact vs supplier risk.
This is a MUST LISTEN episode brimming with practical operational tips you can implement immediately, and will probably help you understand live opportunities you are working on today.
Contact Mark via LinkedIn at linkedin.com/in/markschenkius
Website: roi-10.com (Company Website)Email: info@roi-10.com--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things.
- How do we reframe executive culture to enable sales to put the customer at the heart of everything we do?
- Do we need to rethink what great looks like in sales?
- How do we stop salespeople doing drive by shootings and inflicting bad selling on customers?
- Should compensation reflect customer success instead of transactional targets being met?
- How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?
Nick "Statler" Ayton & Marcus "Waldorf" Cauchi the grumpy old Muppets of sales, are two of the grizzliest old sales lags you will ever meet, do their best to hold up the ugly mirror for you.
We explore why women often outperform men in sales, #ThinkFeelKnow, planning, compensation, the operating model to do your research appropriately, the power of saying no and prioritising. We bemoan the lack of business acumen or awareness of the moving parts in customers' businesses, the lack of Board member or senior executive engagement with customers. We dig into the madness of growth at any price, the true purpose of the cosmetic fiction of the annual report.
Are you using a #LeanBusinessCanvas for planning your go to market and focusing your message? How do you scale fastest and furthest? The paradox is you need to relinquish control, split the pie, and tighten your focus from your total addressable market to a handful of opportunities. We dig deep into CEO, CFO and COO mindsets, the problems with tactical procurement and lack of strategic and emotional awareness on the part of salespeople.
We do a deep dive into recruitment and predictive hiring decisions. You will learn why selling needs you to play the person not the problem they bring you.
Contact Nick on linkedin.com/in/nickayton
Websites* nickayton.com (Personal Website) * 21milliontv.com (Company Website) * nickayton.brandyourself.com (Personal Website)
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things.
- How do we reframe executive culture to enable sales to put the customer at the heart of everything we do?
- Do we need to rethink what great looks like in sales?
- How do we stop salespeople doing drive by shootings and inflicting bad selling on customers?
- Should compensation reflect customer success instead of transactional targets being met?
- How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?
Erica Kuhl is a legend in the world of community building. She pioneered #community at #Salesforce despite being told innumerable times that it wouldn't work. Her perseverance paid off. She created something that smashed all expectations, and help push Salesforce forward faster than almost any other marketing initiative in history.
We explore the good, the bad and the downright ugly in community. Erica shares dozens of insights and pearls of wisdom about timings, technology, people and roles, the ups, the downs, the blindspots and the surprises you might encounter.
This is a masterclass from the mistress of community building. You are well advised to come with a pen and a notepad, an open mind and time to listen a couple of times to make sure you leave with a framework you can implement.
Contact Erica on linkedin.com/in/ericakuhl
Websites
- ericakuhl.com (Company Website)
- medium.com/@erica.kuhl (Blog)
- youtu.be/zacvZ8MWszY (Erica Kuhl Consulting)
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things.
- How do we reframe executive culture to enable sales to put the customer at the heart of everything we do?
- Do we need to rethink what great looks like in sales?
- How do we stop salespeople doing drive by shootings and inflicting bad selling on customers?
- Should compensation reflect customer success instead of transactional targets being met?
- How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?
Andy Shaw is a CEO. He spills the beans in what he loves, hates when salespeople try to sell to him. He explains what his role entails, his priorities, his pressures, the fires he's got to put out, the demands on his time. We explore what he is looking for when being sold to and what causes him to buy and what guarantees you get shunted or never get a second meeting.
If you sell to senior executives this series of interviews is vital listening. No fluff, no frills and no punches pulled.
You can contact Andy via https://www.linkedin.com/in/andrewdshaw/
Websites:
Personal Website
www.andrewshaw.blog
https://www.facebook.com/AndrewShaw.Blog
https://www.instagram.com/andrewshaw.blog/
Twitter: @andrewshaw_blog
Company Website
https://www.facebook.com/1Parallel
https://www.instagram.com/1parallelnorth
Twitter: @1parallelnorth
Email: marketing@1parallel.com
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Karen Mangia and Jill Robbins discuss how sales and selling need to adapt to to keep up with the shifting context in which customer and professional buyers have taken the buying journey.
This is a masterclass in understanding the customer. Karen is one of the world's leading experts in the #VoiceOfTheCustomer and Jill is one of the world's leading minds around seller-procurement partnering. They share priceless insights into understanding buyers, seeing the world through their eyes, thinking as the customer does to make yourself consistently timely, relevant and valuable, and thereby differentiate yourself and your company in every interaction or touch.
Contact Karen on LinkedIn at linkedin.com/in/karenmangia
Websites
- salesforce.com/ (Company Website)
- successwithless.net/ (Success With Less Book)
- twitter.com/karenmangia (Personal Website)
Contact Jill at linkedin.com/in/jillerobbins
Websites
- businessfierce.com (Company Website)
- matchbookinc.com (Company Website)
--
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Sales: A Force For Good is a a global community set up to:
-
Make sales the powerhouse of the economy and lead the global recovery.
-
Identify & drive success for customers, partners and sellers.
-
Reward ALL who contribute to that success
-
Raise standards of behaviour, ethics and skill in our profession
-
Build future leaders. Give them the tools & skills to make sales a force for good
-
Make sales an aspirational career choice for future generations
If you want to be a part of the change and have your voice heard, please email marcusATlaughs-lastDOTcom with "SAFFG" in the subject line or DM me on LinkedIn
Sean Coyle CEO of Peak Performance Management in Pittsburgh. We discuss accountability, and the transition from getting the result to not letting your team mates down as you mature. We explore tough love in accountability and need for a mutual agreement around what you are trying to accomplish. These accountability forums give you access to best practices.
Sean makes the point that you need to leave you ego at the door and take constructive criticism or praise gratefully, pay attention to the message. Filter out how the message is being delivered.
We explore vulnerability which is an act of courage. Sean's advice - make sure you are the weakest person in the accountability group, open up and admit what you are struggling with. Share the burden, stop your whining and get over it. Learn to ask for help. Ask a question and you are fool for 5 minutes; don't and you are fool for life.
Sean makes the point that the inability to ask for help is an absence of intellectual humility. Learning not to compare yourself with others is vital. These are some of the most obvious defining characteristics of people who perform below their potential.
Sean offers some gems to self-diagnose your own mental blocks in the form of questions you need to ask yourself and the power of self-reflection. Then we get down and dirty on practical ways to enhance your sales performance. Not to be missed!
Contact Sean via LinkedIn: linkedin.com/in/sandlersmcpitt
Email: sean.coyle@sandler.comTwitter: GO_4_NO--
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Joseph Skursky helps companies predict who will succeed and will not BEFORE you hire them in sales, sales management and leadership roles. We discuss the critical importance of hiring and why hiring well is so challenging.
I've experienced Joseph's work first hand which is why I wanted him on the show. His profiling of candidates is uncannily insightful and his nuanced interpretation of those results is pinpoint accurate. Listen as we explore what makes for great #SalesDNA.
Contact Joseph via linkedin.com/in/josephskursky Website: marketleadersolutions.com Phone: +1 412.626.7442 (Work)Twitter: josephskursky--
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Jill Robbins was at the top of the procurement function in corporate America for the past 25 years. Now she teaches salespeople how to sell to procurement and be effective.
In this episode Jill lifts the lid on the different roles and functions in procurement, how they are compensated and measured, and the differences between a truly strategic procurement function and a tactical reactive purchasing operation.
This is a MUST LISTEN episode if you are ever in bids, tenders, pitches or find yourself shunted to procurement after you have "won the deal".
Contact Jill via LinkedIn at linkedin.com/in/jillerobbins
Websites* dollyandjett.com (Personal Website) * businessfierce.com (Company Website) * matchbookinc.com (Company Website)
Email: jill@businessfierce.com
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Fred Copestake's book #SellingThroughPartneringSkills is essential reading if you are going to establish yourself as a viable long term supplier to your customers. Showing up as a talking catalogue in a suit or worse, doing a drive by shooting whenever a renewal conversation is due was never good but now makes you look and feel like a dinosaur. Your days are long gone and you deserve to be extinct.
Customers deserve better. They expect better. They expect salespeople to bring value, to co-develop products and services, to help solve problems and behave like true partners. If you are doing less than this you haven't even made it past the "I should bloody hope so" line that Simon Bowen talks about.
Partnering is the minimum level of expectation customers should be demanding from their vendors and is the baseline we as suppliers should be delivering to customers and prospects. Our job is to help them get the jobs that need to done completed effectively, efficiently and correctly. We have to help them through their struggling moments, to get ahead of problems and achieve their strategic objectives.
Contact Fred via linkedIn at linkedin.com/in/fredcopestake
Website: linktr.ee/fredcopestake Twitter: FredCopestake--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Cauri Jaye is CTO and CSO at #Sesh. Sesh is developing AI that recognises people's emotions, #EQOnDemand with a product called #Empath. It's heavily based on the research of #LisaFeldmanBarrett.
In this fascinating conversation we explore the future of AI-Human partnerships. We discuss the limits and pace of development, AI ethics and the applications of AI recognising emotions.
Today this is a controversial topic because there are so many unknowns, the ethics around AI need to be clearly defined, standards and values explored and codified but one thing is certain, machine learning is here to stay and true AI is a matter of when, not if.
Join us on this episode. Please share your thoughts, opinions, insights and concerns. We want to learn your views.
Cauri can be contacted via Linked in at linkedin.com/in/cauri
Website: cauri.org (Personal site)
and getempath.com (company site)
Twitter: cauri
or_rhubarbstudios
--
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Bevis Moynan helps CEOs take teams to peak performance levels. He uses #MotivationalMaps to understand the individual and group dynamics. His coaching drives cohesion and alignment with teams and across all functions of the business.
We dig deep into motivation. What it is and what it isn't? How to encourage it and how to kill it? If you are a #CEO, #CHRO, #CPO, lead or manage a team. department or #ExecutiveTeam this is essential listening. And if you operate in a fast moving, high pressure environment there are powerful lessons in this interview that can help eliminate management problems, reduce unwanted staff turnover rates and eliminate conflict, poor performance and excuses.
Bevis can be contacted on linkedin.com/in/bevis-moynan-b468681b
Websites* magentacs.co.uk (Company Website) * magentacs.co.uk (Blog)
Email" bevis@magentacs.co.ukTwitter: BMoynan--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Amy Rowlinson discusses the power of the "Why?" behind your business. A lively discussion that digs into motive, cause and intent as drivers behind your business. Your motivations for doing what you do are key to sustaining the energy and drive you need to sustain your effort in the tough times, raise the bar and be relevant to your customers.
We explore purpose, values, and fulfilment in this episode. We'd love to hear your thoughts ...
Contact Amy via LinkedIn at linkedin.com/in/amyrowlinson
Websites
- linktr.ee/AmyRowlinson (All Contact Links)
- amyrowlinson.com (Personal Website)
- calendly.com/amyrowlinson/enquirycall (Book a Coaching Call with me!)
Twitter: AmyRowlinson--
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Adam Gordon nurtures talent. Whether it's graduates or veterans, potential new hires or building the bench, companies waste an obscene amount of money and waste countless hours of people's time duplicating work they have already paid for in their recruitment process.
We explore what candidate nurturing is and how to build a rock solid pipeline of past, current and future candidates. Building relationships for the long term requires employers to shift their thinking and behaviour away from trying to fill a specific vacancy and seeing recruitment as THE most important function in their business.
By building and nurturing a live pipeline of talent and delivering value at each stage of the candidate's journey, employers can develop their brand so that they are see as a natural choice when candidates are looking or considering their next role. Becoming a destination employer is a crucial part of the marketing function and one which very few companies even consider.
You can contact Adam via LinkedIn: linkedin.com/in/adamwgordon Website: candidateid.com (Candidate.ID Talent Pipeline S)Phone: 07870 268288 (Work)Email: adam.gordon@candidateid.comTwitter: Adam_W_Gordon--
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Selling is a thinking profession. It's not about techniques and manipulation. Unless you understand people, you are going to find selling a tough occupation.
Moeed Amin is a neuroscientist and practitioner of good behavioural psychology. We get deep into the subject of why people buy, and why they don't. We explore the crimes against customers salespeople perpetrate and their managers encourage which run counter to what actually works in the real world.
An enjoyable listen packed with powerful insights.
Moeed can be contacted on LinkedIn: linkedin.com/in/moeedamin
Website: proverbialdoor.com Twitter: moeedamin--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
"Never put the financial cart before the building a better future horse", says Gary Mitchell, #TransformationExpert. On this episode of #TheInquisitorPodcast I have #Futurist and #Collaboration expert Professor Eddie Obeng and #Innovation chief for #Helsingborg Patrick Lindqvist.
A lively, rowdy and insightful conversation packed with some uncomfortable home truths about why innovation, change and transformation programmes fail and what you can do to make them successful.
Gary helps leadership and organisations unite around a good strategy, in which it believes, develop the plans for delivery, and gain confidence in the outcomes. He has developed a reliable formula for success for transformation and strategy execution. For over 35 years Gary has lead and fixed some of the most difficult transformation programmes, helping leadership teams communicate strategy in one conversation. He helps them understand what actions you and your leadership team could take to put the building blocks for success in place, or to resolve painful strategy execution or transformation issues.
Eddie is a pioneer in accelerated collaboration to drive lasting change and ensure adoption. What others are just now exploring, Eddie has been doing for the past 19 years. He works with diverse, globally distributed teams and enables them to get important work done in a fraction of the time by removing constraints, ego and location barriers. He shares his fantastic MetaMorph(TM) model to help you understand what makes change work.
Patrick is joint chief advisor to The City of Helsingborg. Their leaders' goal is to become one of Europe's most innovative cities by 2022. Patrick and his co-chief, Lisa Olsson are helping the city to establish new forms of city governance to foster innovation in the short and long term. They coach and advise the leaders and Management teams of the city in their adoption of new organisational concepts and establishing a culture that encourages innovation. Their one explicit goal is to identify opportunities in the space between and behind the existing structures of the formal organisation.
Contact Gary:linkedin.com/in/garymitchellgmc
Websites
- gary-mitchell.com/blog (Blog)
- gary-mitchell.com (Company Website)
- hqi-connect.com (Company Website)
Phone: +44 7939 587 532 (Mobile)Email: gary@gary-mitchell.comTwitter: Gary_Mitch
Contact Eddie: linkedin.com/in/prof-eddie-obeng
Websites
- PentacleTheVBS.com (Company Website)
- pentaclenewworldtimes.blogspot.com/ (Pentacle: New World Times Blog)
- imagineafish.blogspot.com/ (Blog)
Email: eddie_obeng@pentaclethevbs.comTwitter
- EddieObeng
- PentacleTheVBS
- QUBEcc
Contact Patrick: linkedin.com/in/patricklindqvist
Website
- youtube.com/watch?v=rHF4hARZn38&feature=youtu.be (Talk on Change)
Email: patrick.lindqvist@gmail.comTwitter: patlindqvist--
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Mat Sweezey says, "Using new technology with old thinking is worse than useless". The context changed in 2009 with the arrival of the internet in mainstream business. The problem is many marketing departments, CFOs and sales leaders are trying to apply old paradigms to new ways buyers are buying.
Mat's excellent book #TheContextMarketingRevolution is one of the top 3 marketing books available today in my opinion. When you consider the changes that are afoot with the pressure around personal data, and the already massive waste that interruptive and stalker digital advertising represent ($265,000,000,000 is wasted every year on digital ads that secure 0 or 1 click).
This episode is brimming with vital and valuable insights you can apply to develop conversations with your customers and prospects, and build a community around your brand. Powerful stuff and worth bringing a notepad and pen to the party.
Mat is a futurist and researcher who works at Salesforce. His study with Karen Mangia, #ExperienceTheShift outlines a number of critical trends that you risk putting your business in peril if you continue to ignore them. (You can listen to that interview here: https://marcuscauchi.podbean.com/e/customers-buy-outcomes-not-products-or-services/ and if you'd like a copy of that research email me marcus@laughs-last.com with "Experience the Shift Research" in the subject line)
Contact Mat via LinkedIn - https://www.linkedin.com/in/mathewsweezey/
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
"Never assume you are in relationship with someone", says Barnaby Wynter, author of #TheBrandBucket. "The power base has shifted to the buyer", he continues since the advent of the internet and the smart phone. 88% of buying journeys start online in consumer sales, but that is being mirrored in B2B.
The Brand Bucket process:
- Raise awareness
- Image match
- Define your value to them
- Give them a test drive and make the experience amazing
- Elicit a response
- Earn loyalty
The vast majority of the value in your business is intrinsically tied to looking after your paying prospects (Barnaby says talking about them as customers makes companies complacent, and I agree)
Contact Barnaby via LinkedIn - linkedin.com/in/barnabywynter
Websites* thebrandbucketcompany.com (Company Website) * barnabywynter.com (Personal Website)
Phone: +44 (0)7771 750 358 (Work)Email: barnaby@thebrandbucketcompany.comTwitter: thebrandbucket
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
David Perry has sold #enterprisesolutions for major corporations including Adobe, Amazon, Google and IBM. He is the author of #GameOfSales. We discuss the truths and myths about winning complex deals with major #enterprisecustomers.
A seasoned sales veteran, Dave has picked up a lot of scar tissue, earned a few stripes and has condensed 20 years experience into his book. Well worth a read and very practical.
We dig around the enterprise selling world, navigating the internal battles which are often harder than those you find in clients and prospects businesses. We explore how to foster discretionary effort, navigate politics and get senior management to play their part to grease the wheels.
Dave can be contacted on linkedin.com/in/david-perry-178969
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Workplace stress is the 5th highest cause of death globally. Mental health is a hot topic in the world of sales and selling, but many are blithely ignoring it, brushing it under the carpet or paying lip service to it. Chris Hatfield, CEO of Sales Pyche, believes it is too important to ignore. I agree.
We discuss the causes, effects and solutions to mental health problems in our great profession of sales. We explore it at producer and manager levels and discuss the challenges it creates in businesses.
If you are concerned about your own or the mental health of your people, Chris can be contacted via linkedin.com/in/chrishatfieldsalespsyche
Phone: 07807199696 (Mobile)Email: chris.hatfield@salespsyche.co.uk--.To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click herehttps://linkre.ee/marcuscauchi
Alex Moscow helps you tell captivating stories that make your customer the hero. He takes your genius as a business, and brings it to life through the experience and outcomes you deliver to your clients.
We explore why stories are so powerful, what makes them work and what makes so much corporate communication fall flat. Packed with usable insights, this episode will open your eyes to the power and possibilities of great business storytelling.
Alex can be contacted via linkedin.com/in/alexmoscow
Website: 9mmpr.com (9MM Public Relations Ltd)Phone: 07967 604 652 (Mobile)Email: alex@9mmpr.com--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Gary Mitchell transforms companies, government departments and complex organisations. In 25 years he's never had one of his complex change projects fail. Not one. Zero. Nul. Nada.
Why?
Because he starts with the story. He makes sure the right people are leading each element of the progamme. By following principles learned in the crucible of complex transformations, he eliminates the risk of technology deployments, preparing business for the future.
We discuss what strategy is and what it isn't. We explore why it's so important to focus on the 5 top things that will get the organisation 80% of where they want to get to quickly, building plausibility within the enterprise so everyone gets behind the outcomes or leaves. It isn't exactly pretty but it is effective, and leaves them with the internal capability to handle future challenges.
If you ever thought strategy was dull, buckle up. I think I met my match in this episode. We had so much fun picking apart each element, digging into the grimy parts. You are guaranteed to learn bucket loads from this discussion.
If you have a tough challenge and you don't know where to start, contact Gary. He is a breath of fresh air. No fluff. No artifice. Shoots straight fromt he hip and gets the job done.
You can get hold of him a linkedin.com/in/garymitchellgmc
Websites* gary-mitchell.com/blog (Blog) * gary-mitchell.com (Company Website) * hqi-connect.com (Company Website)
Phone +44 7939 587 532 (Mobile)Email gary@gary-mitchell.comTwitter Gary_Mitch--,To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Warren Zenna is founder of the #CROCollective. He trains, develops and helps hire #ChiefRevenueOfficers #CROs. A good CRO can make your business. The wrong one can kill it.
Hire in haste, repent at leisure! CROs should be a founder or CEOs closest ally. They bring your vision to life, building and aligning your marketing, sales and customer success operations to deliver your customers' outcomes. It's a tough role, and is so much more than a VP of Sales.
If you are a new CRO or aspire to become one, this is a must listen. If you are planning to hire one or they're not delivering what you expected, also listen and bring a pen and notepad to the party.
Contact Warren about #TheCROCollective or to have a chat about he can help you advance your career or performance as a a #CRO via linkedin.com/in/warrenz
Websites* zennaconsulting.com (Company Website) * thecrocollective.com (Company Website)
Twitter: warrenzenna--.If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Simon Bowen is one of top 3 freshest thinkers in modern selling today. His simple mental models enable you to communicate the most complex ideas in minutes to an audience who can then take your message and sell them internally on your behalf.
I'm one of Simon's students and cannot begin to tell you how positive the impact working with him is having on my own selling. If you can draw lines, circles, triangles and squares you have all the drawing ability you need to start on this powerful approach to communicating memorably and effectively.
Don't be fooled by the simplicity. To distil your message in such a way that you can explain your genius in a few minutes takes a huge amount of deep thinking, refinement and effort, but the outcome is worth the sweat and tears.
Imagine being able to take a new salesperson and have them able to communicate your message effectively in days. Picture eliminating weeks of product knowledge training and having your salespeople able to engage C-suite executives in meaningful conversations days after starting a new job on your team.
Simon helps you cut through the noise and technique, the manipulation and trying to convince people what makes you different. And best of all, everyone you shows these models to is able to replicate their essence and communicate what you want them to internally.
Sheer bloody genius!
Contact Simon at linkedin.com/in/simonbowen1
Website: modelsmethod.com (Consulting & Mentoring)Phone: +61 1300 785 464 (Work)Email: simon@modelsmethod.com--.To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Gerry Hill leads a team of battle hardened sales veterans who help your highly paid, valuable salespeople have 5-6 effective calls with named target prospects an hour.
His company makes about 40,000,000 cold calls per year for their clients. They've done the analysis and these are the stats on cold calling:
- On average, reps making manual dials achieve a dial rate of 15 dials per hour
- With 1 effective for every 33 dials unless ... you're calling senior IT Execs
- But only 1:46 dials to effectives for senior IT execs
- 41% of those have 2 or more layers to navigate. Each layer takes 2 minutes and 45 seconds to navigate on average
- This means your highly paid reps could take as long as 3 hours between effective calls
Gerry and I discuss why cold calling is still relevant and powerful. We explore ways to make your salespeople more effective. And we ask the question, why is it that the MOST important sales activity is placed in the hands of the most junior people in your sales operation?
Gerry can be contacted via linkedin.com/in/beaccurate
Websites* connectandsell.com * workfromhomesales.com/
Twitter: energygerry--.To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here
Understanding their partners' businesses is the foundation of #Westcoast's success. Since Alex Tatham took the helm as CEO 6 years ago he's led the business through 1000% growth. He is regularly found in conversation with customers and partners. In 2020, Alex led Westcoast through an £800m explosion in sales taking then to £3bn turnover.
We discuss why the channel is leading the way in supporting customers achieve their outcomes. We dig deep into what makes for success in sales, management, leadership and partnership. We discuss how the channel has helped customers take on the challenges of Brexit and fill the chasm that was left when China's supply dried up and adapt to Covid.
This is a masterclass in strategic sales leadership, customer centric selling and how to build a market leading sales culture.
Bring a pen and pad to this episode. Packed with practical advice, real world lessons and some entertaining stories along the way. Grab a coffee, a slice of cake and enjoy.
Alex can be contacted via LinkedIn at linkedin.com/in/alex-ch-tatham
Website: westcoast.co.uk And if you are looking for a job with a fantastic company email: alex.tatham@westcoast.co.uk--.To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Many #salesenablement practitioners have lost a lot of credibility in recent years. Now is the time to rethink the role and purpose of sales enablement.
Leadership and Tier 1 sales managers need to shift their attitude towards sales enablement, coaching and rehearsal/simulations. Working harder whilst remaining dumb and doing the wrong things when on a call with a prospect simply isn't effective.
AvnerBaruch discusses the importance of immersing sales enablement in some critical areas to deliver a series of multipliers:
- Skills
- Simulations
- Strategy
We explore what needs to happen in the #preonboarding, #onboarding, training and development phases. Avner gives examples of #salesbestpractices from the best sales teams in the world. In simulations and role plays, the salesperson MUST get to play both seller and buyer.
Avner shares 6 ways sales enablement needs to change.
You can contact Avner via linkedin.com/in/avner-baruch
Project Moneyball: https://www.projectmoneyball.com/ -- To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here
Leigh Ashton went from successful salesperson to befuddled and confused sales leader. After her early success, Leigh was promoted to sales manager where she discovered selling and managing salespeople require a massively different skillset.
Leigh has spent her career researching and applying sound psychological principles in her development of sales people and teams, as a manager, a trainer and as a coach. She understands the power of mindset, values and motivation over tactics and technique.
Technique without these principles has the finesse of a heavy stick. Understanding yourself, your buyer, their desired outcomes, their culture, environment, political landscape, how they are measured, scrutinised, promoted, rewarded, coupled with giving them a damned good listening to, is equipping your salespeople with a razor sharp sword that can cut a hair along its length.
Few salespeople attain that level of mastery of human understanding, so their tactics are used to bludgeon buyers into buying whether it's right for them or not ... just so long as the salesperson makes the sale and adds towards their quota.
Don't get us started on the poison of VC backed companies and the toxic infliction they bring to a sales floor!
Contact Leigh on linkedin.com/in/leighashton1
Websites* sales-consultancy.com (Company Website) * sasudi.com (Company Website)
Phone: 020 7993 2187 (Work)Email: leigh@sales-consultancy.comTwitter: LeighAshton247--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Dan Oblinger is a hostage negotiator by night and commercial negotiation coach by day. His partner Allan Tsang has been helping companies and individuals negotiate complex deals, secure promotions or get discretionary effort from colleagues for the past 25 years. Both have been mentored by the legend Gary Noesner who headed up the FBI's hostage negotiation unit. Allan was trained by the legendary #JimCamp. Their pedigree is impeccable and what they have to say will open your eyes to how often you are in a negotiation and probably not aware and worse, not prepared.
We cover the power of listening, empathy, preparation, mission and purpose. Listen intentionally, take notes, apply what you learn.
Allan and Dan run the #NegotiationTribe which is a free LinkedIn community, they run courses to help with commercial negotiations, negotiating your career, and together they offer negotiation coaching on a group and 1-on-1 basis.
Contact Allan via linkedin.com/in/allantsang
Website: 88owls.com (Company Website)Twitter: 88owls Contact Dan via linkedin.com/in/dan-oblinger-speaks
Website: masterlistener.com (Company Website)Twitter`; DanOSpeaks--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
StephenDenny is at the forefront of the new frontiers of marketing. He rips up the old ways of doing things in favour of adapting to how B2B buyers now expect to be treated and are behaving based on leading edge research on how customers actually behave in the real world.
He spends his life at the intersection between culture & technology:
- The future of the brand/consumer relationship
- The future of the digital footprint
- The future of work
Crowded digital markets mean buyers are filtering through the noise. Few brands really manage to differentiate and fewer still have humanised their relationships with customers.
We discuss his new book, #UnfilteredMarketing, co-authored with his business partner, #PaulLeinberger that uncovers the data and the insight to help drive bottom-line results.
Contact Stephen via inkedin.com/in/stephendenny
Websites* stephendenny.com (Personal Website) * dennyleinbergerstrategy.com (Company Website)
Twitter: Note_to_CMO
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To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Matthew Dashper-Hughes has rapidly built his personal brand and his business through effective social selling on LinkedIn. Both he and I have learned through trial and error, getting help and relentless experimentation , what works and what doesn't. We've had spectacular failures and huge successes on the platform.
We discuss the power of a well-crafted profile and the negative impact of a badly prepared one. We discuss outreach and prospecting, content, groups, personal messages, video and voice messages, introductions and much more.
Matthew is a rising star on LinkedIn and in the Sandler network. A master relationship builder with a wealth of commercial experience, having worked at enterprise C-level in his previous incarnations.
Contact Matthew via linkedin.com/in/matthewdashper-hughes
Website: m6.sandler.com/content_section/show/32443 Email: MDH@sandler.comTwitter: sandler_MDH--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
My guest, Martin Lucas is rocking the boat a lot in this episode. He believes that marketing today is a house of cards which is long overdue a shake up. Better still he is doing something about it.
His company, #GapInTheMatrix routinely saves client up to 26% on their advertising spend without any loss in performance. In fact, open rates on email campaigns average 150% higher than industry average and as high as 986% higher. Revenues for even $billion companies are up by 3-21%.
Precision marketing is possible when you understand why customers buy. Few marketers really understand this. Same goes for salespeople. We are creatures who behave irrationally when others observe our behaviour, but to us, our decisions are perfectly reasonable and rational. Martin and his team have unlocked this arcane knowledge using data, psychology, mathematics, economics and behavioural science.
We discuss the gaps in #BigData #EDP #CRM #Advertising #programmaticadvertising #creative #communication the #attributionmodel, the #sentimentgap and the #statisticalgap. We explore why sales and marketing thinking is so often flawed and incomplete.
If you are a traditional marketer this episode will hit you in one of two ways - either you'll see it as a denigration of all you believe and do today, or you'll have an epiphany and see things clearly for the first time in your career.
Contact Martin via linkedin.com/in/behavioral-sciences
Phone 07743482437 (Home)Email martin@gapinthematrix.com--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Alex Rawlings recruits top performing executives for fast growth, venture capital & private equity backed companies. To a great extent we disagree about the merits of the VC/PE but his approach to recruitment is exceptionally sound and reliable. Bad hires are the single highest hidden cost in any business. When you consider that 2 in 5 executive hires usually fail within the first year and Alex's model has a 100% success rate, it makes sense to listen to what he has to say. We discuss good and bad practices in recruitment, candidate design, onboarding. A good executive hire can deliver £millions to the value of your business. The right executive team usually means the difference between success and failure. linkedin.com/in/alexrawlings Website: raw-selection.com (Company Website)Email: Alex.Rawlings@Raw-Selection.comTwitter: ARawlingsRec
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To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
James Sale, founder of #MotivationalMaps discusses what motivation is and what it isn't. We explore the power of understanding your own and other people's motivation as a management tool, for leadership and to drive personal achievement.
Too many managers misunderstand how motivation works. This is a powerful deep dive into the reality of motivation. If you want to get the best from your people consider using Motivational Maps with your team
If you want to learn more about Motivational Maps drop me a line at marcus@laughs-last.com
Contact James via LinkedIn at linkedin.com/in/jamesmotivationsale
Websites* motivationalmaps.com (Motivational Maps) * jamessale.co.uk (James Sale) * profile.typepad.com/1215095820s15205 (Motivational Memos)
Email: james@motivationalmaps.comTwitter: jamessalemotiv8--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
@Mike Adams is author of #7StoriesEverySalespersonMustTell and heads up global partnerships at #Anecdote, Story Powered Sales
We revisit the subject of story telling by looking at the stories required by buyers at each step of the buying cycles. We focus on memorable story telling through channel partner sales and the use of story to help prospects diagnose their own problems. We dig into several story types that create trust
- Personal story
- Company creation story
- Insight story
- Success story
We also rip apart why company stories produced by marketing departments are not stories; they're just a series of often boring, unrelatable facts. Mike explains the anatomy of great stories
- sequence of related events
- start, time, date, place
- unpredictable turn of events
- a central character usually a successful client experiencing the hero's journey
- the reason behind the story makes a business point
We do a live story workshop to develop an effective success story using Mike's 6 steps
Contact Mike via LinkedIn: linkedin.com/in/m1keadams Websites* anecdote.com (Putting Stories to Work) * mysevenstories.com (Seven Stories Book Website)
Twitter: MikeAdamsSales--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Scott Ingram is a top sales producer who has carried a personal quota for the past 20 years. He's led sales teams and bridged the gap between sales and marketing. He is a massive proponent of customer advocacy and hosts 2 successful podcasts, #SalesSuccessStories and #InspiredMarketing.
We discuss what top performers do that the rest do not. We explore hiring, onboarding, training, management, accountability, career pathing and building a management runway to avoid the top performer to bad manager trap.
I'm disappointed we didn't fight more as we found a lot of common ground around what excellence looks like and and what bad looks like. Packed full of practical tips, this episode is a must listen. Scott has interviewed 100+ of the top 1% sales producers in technology. He is a wealth of insight and pragmatic ideas you can apply in your team.
Contact Scott via LinkedIn at linkedin.com/in/scottingram Websites
- relationshipone.com (Relationship One)
- top1.fm (Sales Success Stories)
Email: scott@top1.fm--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Susanne Jacobs spent 20 years at the top of professional services when she realised that her focus was out of kilter with her values and what really matters. Since then she has been researching and training leadership teams to understand their people, what matters to them, what makes them tick and how to get the best out of them.
Our conversation is frank, uncompromising and pragmatic. Every leader should pay heed to what Susanne is telling you. Her research is definitive, her experience vital.
What passes for the natural order of things is a perversion of what really drives performance. A 300 year decent into the mechanisation of human beings is patently ineffective and inefficient. The measurement of the wrong things has become a cultish obsession with measurement of lagging indicators, the dehumanisation of your people.
Buckle up for a dose of the cold, hard uncomfortable truth. And if you have investors, use this as a call for some tough conversations about their misguided priorities and your complicit actions.
Contact Susanne via LinkedIn at linkedin.com/in/susanne-jacobs-a896a312
Website: theseven.org.uk/ (Company Website)Email: susanne@theseven.org.ukTwitter: Jacobssusanne--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
"It is difficult to get a man to understand something when his salary depends on him not understanding it" Upton Sinclair
This roundtable is powerful, as you'd expect with Dr Mark Goulston, Todd Caponi and Michael Brody-Waite as my guests. We explore self-deception, self-limiting beliefs and self-sabotage. And we look at the remedies. We practice some radical honesty. And we dig deep into the power of transparency, authenticity and empathy.
Dr Mark Goulston is the world's foremost authority of empathic listening, teenage suicide prevention and author of #JustListen (the book I have most frequently recommended), #TalkingToCrazy and his latest book, #WhyCopeWhenYouCanHeal (about healing from the stress of being a frontline worker in the fight against Covid or any other trauma), Todd Caponi author of #TheTransparencySale and Michael Brody-Waite, author of #GreatLeadersLiveLikeDrugAddicts.
Contact Information:
Dr Mark Goulston linkedin.com/in/markgoulston
Website: markgoulston.com (Company Website)Twitter: MarkGoulston
Todd Caponi - linkedin.com/in/toddcaponi
Websites
- transparencysale.com (Company Website)
- transparencysale.com/the-posts (Blog)
Twitter: tcaponiMichael Brody-Waite linkedin.com/in/michaelbrodywaite Website michaelbrodywaite.com (Personal Website)Twitter mikebrodywaite--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Americans and Brits, Europe is NOT a country. Germany is made up of several different regions. the north is different to the south. Straight translations into German don't translate sentiment or what matters most to your various German speaking audiences. The Swiss are very different to the Austrians, and Austrians are different to Northern Germans.
DACH buyers don't do business in the same way that buyers from New York, California, Salt Lake City, London or Scunthorpe do. Localisation is critically important not only in your marketing and collateral but also adapting to local cultures and business preferences
A fast talking seller from Brooklyn will probably struggle to sell to a buyer from Louisiana or Georgia. Given that Europe is made up of 27 nation states and many hundreds of regional groups why do you think it might be any different in the DACH region.
My interview with Tobias Kopp is a full frontal exposure of what British and US companies get wrong culturally, in their communication and in trying to transcribe the culture to a region that needs and wants different things. Pay close attention and add up all the things you are doing in your failing DACH operations. Practical operational advice you can implement immediately.
Tobias can be contacted via LinkedIn linkedin.com/in/tobiaskopp
Website: collibra.com/ (Company Website)Email: tobias.kopp@collibra.com-- To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Imagine you are riding high, publishing 34 of the world's In-flight magazines, then covid hits. Your clients are on their knees, no one is flying and your revenues have dropped from well over $100m to nearly nothing overnight. What would you do when there are no f'ing sales?
Simon Leslie is the author of a fun and fabulous sales book called "There's No F In Sales". He also happens to be the founder at Ink, the company that actually published 34 in flight magazines who saw his revenues plummet because of the pandemic. Did he roll over and die? Not a bit of it.
Simon is a survivor, a fighter and indomitable. Just because he got served a lot of rather bitter lemons in quick succession, he seized the opportunity to minimise the impact, partner more closely with his customers, and despite all the grief and many setbacks, is finishing 2020 in profit.
It hasn't been easy, and hanging on to as many of his team as he could has proven nigh on impossible, but Simon is driven by his values and loyalty. We discuss the lows and the highs, how he adapted (are you happy I didn't use the P-word??) and we explore what he's done to come out of 2020 stronger, more resilient and well placed to take advantage of what's coming in 2021 and beyond.
Contact Simon via LinkedIn at linkedin.com/in/simon-leslie-b252b92
Websites
- nofinsales.com (Personal Website)
- ink-global.com (Personal Website)
Email: simon.leslie@ink-global.com
Twitter: Closerx
--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
"I was 12 when lego sued me, then they offered me a job", says Martin Lindstrom
Martin humanises marketing and product development like no one else on earth. He spends time in hundreds of homes, observing thousands of people interacting with products on behalf of his global clients. He is passionate about making the user experience the best it can possibly be. Renowned globally as the foremost authority on #CustomerExperience he is author of #Buyology, #Small Data, #BrandSense, #BrandWashed, #BrandChild and his forthcoming book, #TheMinistryOfCommonSense.
We dig into the human psyche, buyer behaviour, why products fail, why sellers and marketers fail, and what it takes to become a keen observer of the human condition by taking note of the small data.
Contact Martin via linkedin.com/in/lindstromcompany Websites
- MartinLindstrom.com (MartinLindstrom.com website)
- martinlindstrom.com/ministry-of-commonsense/ (Check out my latest book)
Twitter: MartinLindstrom
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To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Dave Abbott is the author of #HowToPriceYourPlatypus which is an outstanding book on how to price your products and services so you get to keep a decent profit. In this episode we explore how to understand different pricing models around:
- Inputs
- Outputs
- Outcomes
We explore why many businesses don't understand their pricing and end up making no profit or worse, paying to work for their customers. We delve into pricing with partner channels and explore strategies to help you make more and keep more money.
Contact Dave via linkedin.com/in/diabbott
Websites* insight-bp.co.uk (Insight Best Practice) * consultyorkshire.com (Consult Yorkshire) * david-abbott-speaker.co.uk/ (David Abbott Speaker)
Email: david@dabbott.co.ukTwitter: davidatinsight
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here https://linktr.ee/marcuscauchi
Hamish Knox is a man on a mission. The youngest ever David H Sandler award winner, a highly successful entrepreneur, business leader and trainer who is helping companies maximise their growth potential without sacrificing their heart or their values.
Hamish and I have been friends for a long time. What I like about him is he is someone who you know you can always depend on. His word is his bond. He lives what he teaches and his clients love him because he helps them meet their personal and business potential.
We discuss the ugly, the bad and the good around pipeline, sales, management, leadership and a raft of other practical, operational stuff that works in the real world. No fluff, no flannel and no fiction. We talk psychology, best practices, systems and tools. Bring a pen and a pad to this one.
Contact Hamish via LinkedIn on linkedin.com/in/hamishknox Websites* hamish.sandler.com/howtosandler (Company Website) * instagram.com/sandlerhinyyc/ (Instagram) * calendly.com/sandlerincalgary/discovery-call (Book a discovery call with me)
Phone: 587-747-0751 (Work)Email: hamish@sandler.com
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
"If you don't have time for coaching your reps that's bullshit. You want your reps making more bad calls? Management is hard and caring is hard."
KD, Kevin Dorsey is a force of nature. Nothing will hold him back. He doesn't whine and moan about how tough the economy is, or how he didn't have the chances others did. He's a man of decisive action and enormous compassion.
We discuss the role of the SDR. management and leadership. We discuss the importance of taking personal responsibility, of investing relentlessly in yourself, in study, mentorship, coaching and how there is no excuse for you not to get better in this profession of selling.
KD uses the BPS system to coach his people - behaviour, process and skill to help them become great. We kick the arse out of bad management, team building and culture.
This is a belter of a conversation. Buckle up.
Contact KD via LinkedIn: linkedin.com/in/kddorsey3 Website: patreon.com/insidesalesexcellence --To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Karen Mangia and Mathew Sweezey from Salesforce share their latest research which explains why many current beliefs that are driving decisions within vendor organisations are fundamentally flawed and encourage unintended consequences.
This research will hopefully put a nail in the coffin of the utterly irrelevant and meaningless #NPS #NetPromoterScore. For goodness sake, why do marketing people still waste their time and company resources stressing about something so completely preposterous?
We explore the shift from broad based, dated personas to narrow, deep narratives that influence buying decisions and redefine value. Experience Executives are creating new frameworks for executive thought leadership, customer feedback, customer engagement, customer advocacy and customer success in service of extracting more revenue from existing customers. Insights must move at the speed of relevance.
If you want a copy of the research outputs email marcus@laughs-last.com with "Experience The Shift" (sorry to the Irish for any offence!) in the subject line.
Contact Karen: https://www.linkedin.com/in/karenmangia/
Contact Matt: https://www.linkedin.com/in/mathewsweezey/
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To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
"Do not save what is left after spending; instead spend what is left after saving", said Warren Buffett. Ted Landgraf is co-founder of procurement and cost reduction giant, #ATS #AboveTheStandard who save their client $10's of billions every year.
We discuss why prudent buying is as essential as effective selling and great systems. Ted shares his insights of nearly 4 decades of working with thousands of clients to generate savings to reinvest in their business. We explore why it is essential for sellers to partner with procurement to deliver the executive vision and remain relevant.
Contact Ted via https://www.linkedin.com/company/above-the-standard-procurement-group/about/
Website: https://www.abovethestandard.net/
LinkedIn: https://www.linkedin.com/company/above-the-standard-procurement-group/about/
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To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
"The best companies are ones where we have an SDR-AE partnership", says Simon Gerstler.
We discuss (and argue a lot) about what makes for a great hiring process to build a rockstar #SalesDevelopmentRepresentative #SDR team. We explore who to hire and why, what to look for to identify an A-player.
We discuss training and coaching, when to demo or not to demo the product, how to qualify, how not to sell. Discussing compensation that drives desirable behaviours we uncover what bad #CompensationPlans do to drive undesirable outcomes.
When we recruit an SDR we should be looking at their potential to grow into an #AccountExecutive or #SalesManagement #CareerPath. And we explore why it makes sense to hire people with no sales experience looking to flip into a sales role, and why it's a good risk despite the resistance you might receive from your own leadership team.
Contact Simon via LinkedIn at linkedin.com/in/simon-gerstler-0236b57
Website: pipeglobal.co
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To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Why aren't you able to achieve accurate sales forecasts? Is that preventing you from setting accurate budgets?
Are you bothered because you feel your sales teams and/or salespeople should be prospecting more, selling more, and selling more profitably?
Do you feel that you could have a better recruiting process that consistently brings you top sales performers?
Do you want your organisation to sell larger clients with higher revenues - and today it's not selling enough?
Do you feel that you could have a better recruiting process that consistently brings you top sales performers?
Doug C Brown and I discuss your blindspots, hidden untapped revenues and profits in your business
Hold on to your hats folks. You are in for a whipping ...
Contact Doug via LinkedIn: linkedin.com/in/dougbrown123
Website: businesssuccessfactors.com Twitter: thedougbrown123
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To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
"There's always the opportunity for you to be able to speak truth and speak better when you listen better. I think that there are because people just group listening as one [or] there's listening to learn or what we call information on this thing where you kind of just gathering all that information. There is critical listening, where you're listening to evaluate and analyse stuff to help you towards your actual thinking [and] empathetic thinking or therapeutical empathetic listening that people need to have. You could add to that active listening and all different forms. Those three for me are really important that first one I listened to learn. We can just hear where people are coming from"
"I love to be able to let people loose. Even if, you've got a bit of a solution, let people loose and let them just work, just totally go and brainstorm and start thinking of different ways of approaching this. How do organisations have these really tough conversations? ... Let's be brave about that leadership ... I would always ask questions. I would always challenge people ... I always tried to give people the benefit of the doubt until they prove me wrong ... For me, it was about how do we use humour ... you're up against this wall of constant ignorance and wilful ignorance, I would give people the benefit of the doubt."
Provocateur, leadership coach, board advisor, David McQueen and I discuss leadership, the good, the bad and the ugly. True leadership is not about you. It's about your role in helping other get to the same destination. They create more leaders. Bad leaders make it all about them. Great leaders are trusted, have clarity of vision, are vulnerable, invite criticism, are resilient.
We discuss inclusivity, diversity and culture. Potent leaders create a space for other to feel safe to express themselves, to feel that they belong and have a place that is valued.
We explore Dave's experience of being black and British growing up in North London in the 1970s. He says his love of books and his wicked sense of humour helped him navigate wilful ignorance and racism. Dave challenges compliance based diversity which has come about in response to Race Equality legislation and makes the point that we operate in a global market, and suggests that you fail to hire people like your global customers, at your peril. Hire people like your customers in all the diverse markets you sell into.
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To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
String Nguyen builds communities. Communities are one of the most powerful marketing resource available but most companies balls them up or have no idea how to build them. For traditional marketers and fossilised old businesses they are scary because they are not controllable, they're terrifyingly democratic and if not taken care of, can turn on you in a blink.
String has built communities for some of the biggest names on LinkedIn and Facebook and is a formidable force of nature. She has wonderfully heretical ideas that will make many marketers toes curl. We have a wonderful conversation about what works, what doesn't and why communities matter.
Contact String on LinkedIn at linkedin.com/in/stringstory
Website - thetrustedvoice.co Twitter StringStory--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Todd Caponi, author of #TheTransparencySale believes you should always tell the truth to customers. I agree. The moment you are caught in a lie, the other person may be able to forgive you but they can never truly trust anything you say.
Todd and I discuss the principle of radical honesty and why it is a sales superpower. In a world where salespeople are stereotyped as untrustworthy, liars and empty suits with commission breath (thank you Larry Levine!!), if you are known by your honesty and your integrity, you have currency with your customers, you are infinitely referrable and you can look yourself in the mirror without cringing.
Sales truly is a #forceforgood when conducted well. Todd and I jump on our soapbox and give it to you with both barrels in this excellent episode. I'd love to hear your stories of how your honesty has stood you in good stead and the impact being transparent has had on individual sales outcomes.
Contact Todd via LinkedIn linkedin.com/in/toddcaponi
Websites* transparencysale.com (Company Website) * transparencysale.com/the-posts (Blog)
Twitter: tcaponi
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
David Hyner says, "SMART goals are bollocks. The goal needs to be something that sends shivers down your spine and makes the hairs on the back of your neck stand on end. The behaviours need to be SMART, not the goals. That's why goal setting usually falls on flat on its face."
Dave and I indulge ourselves in a detailed chat about mindset, beliefs, values and motivation. Well worth a listen. Again, bring a pen and notepad to the party, then bloody well apply what you learn!
Contact Dave via linkedin.com/in/davidhyner
Websites
- stretchdevelopment.com (Training)
- davidhyner.com (Company Website)
- davidhyner.com/blog/ (Blog)
Email: david@davidhyner.comTwitter: davidhynerTo book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Why do 70% of employees hide from difficult conversations?
Why in an age where we are hyperconnected in true connection at an all time low? (Did you know that when you lose wifi, the most common emotion we feel is ... isolation!)?
I'm in conversation with Michael Brody-Waite. Definitely one of my most insightful and valuable interviews. "The way we treat others is the way we treat ourselves", says Michael. We explore how we harm ourselves and those we serve by hiding behind one or several of 4 masks.
Do you:
- Hold back your unique perspective?
- Hide your weaknesses?
- Not know when to say no?
- Not surrendering to the outcome
Michael’s TEDx Nashville YouTube video “Great Leaders Do What Drug Addicts Do” is stunning. It's been seen by over one million people in over twenty-five countries and provides insight into his seventeen-year journey from addiction and near homelessness to CEO and co-founder of an Inc. 500 startup that he sold to a publicly-traded company.
https://www.ted.com/talks/michael_brody_waite_great_leaders_do_what_drug_addicts_do?language=en
This talk grabbed my attention. It sparked the #MaskFreeMovement and brought awareness to Michael’s Mask-Free Program, built on three principles inspired by his recovery, showing leaders how to achieve balance, reclaim energy, and thrive in work and life.
Michael is a recovering addict, acclaimed speaker, entrepreneur, award-winning three-time CEO, leadership coach, and author. His accomplishments include being named a Most Admired CEO, named to the Top 40 Under 40, and being recognised by the Nashville Chamber of Commerce as Healthcare Entrepreneur of the Year.
Today, Michael is on a mission to teach individuals, organisations, and communities how to lead themselves by living mask-free. In his personal time, he is focused on being the best husband, father, and recovering addict he can be.
- For more information, please visit www.MichaelBrodyWaite.com to learn how the Mask-Free Program can help you & your organisation thrive.
Contact Michael via LinkedIn - linkedin.com/in/michaelbrodywaite Website - michaelbrodywaite.com (Personal Website)
Twitter - mikebrodywaite To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Gilad Friedman shares his experience of driving manageable hypergrowth in technology scaleups. We really get stuck into the weeds around what works, what doesn't and how to prevent major FUBARs.
Great interview packed with operational insights you can apply immediately in your sales operation.
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Alignment
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Leadership
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Executive sponsorship
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Win-Win-Win partnerships
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Partner enablement
Contact Gilad via LinkedIn at linkedin.com/in/gilad-friedman-289a80
Website: walkme.com (Group Site)Email: gilad.f@walkme.com--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Anyone who knows me knows I am a HUGE fan of good training. But there are critically important questions need to be asked before enterprises make the investment in corporate training.
I chat with my performance coach, Howard Goldstein, who has spent 35 years in the training world as a sales and management trainer, as a highly effective coach of hundreds of sales and management trainers, as a designer of training programmes.
He is the one person who has made the most significant impact on my career and performance. The 6 hours of training I received from him when I first bought my training franchise was worth every penny I spent of royalties and fees over the next 17 years. Howard definitely knows how to help you move the needle to the right.
But both of us have lost our hair watching the sales and management training industry in despair. We see Learning & Development buying training to tick a box. We see management investing in training at the wrong time and for the wrong reasons. And we see salespeople being fed technique when they need so much more.
We ask the questions you should be asking before you make that investment so that you see lasting positive impact and lifetime behavioural change.
My fear is there will be some angry people in the training industry who think we've betrayed them by challenging the way they sell, deliver and hold themselves to account to their clients and delegates. Our goal is to raise the bar and make sure that if you are going to make this kind of investment, you do so having laid strong foundations so you derive the outcome you intended from that investment.
If you want to speak to Howard about having him coach you, DM me and I will make an introduction
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Hiring well is every manager's number 1 responsibility. Hire well, and 95% of your management problems disappear before they happen. Hire badly and you've just bought a series of management problems and the impact on your team, morale and effectiveness can be lethal.
Sophie Giles is a highly respected occupational psychologist who works with law firms and leadership teams to assess the suitability of potential new hires for roles you are trying to fill with successful candidates and fitness for purpose of existing hires.
Bad hires are THE single highest hidden cost in any business. Capability is only one element of the hiring process. Capacity and competence are also key. Just because someone has the requisite skills to do the tasks does NOT mean they wil succeed in that post.
Sophie is brought into firms to identify before you put James or Jane Bond on your payroll that s/he isn't Mr/s Bean in smart suit. We explore the use of psychometric assessment tools, interviews, evaluation and skills assessments.
Contact Sophie via LinkedIn: linkedin.com/in/sophie-giles-cpsychol-msc-bsc-63868b
Email: sophiegiles@mantisinsight.com--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
"It's not all about you. It's all about your customers" says Janice B Gordon, Customer Growth and Retention Expert.
We discuss the sales profession's myopic obsession with new business which is effectively operationalising failure over time. Yes! Yes! Yes! It is important to fill and maintain the top of the funnel but unless you are paying close attention to your existing customers you are not only leaving a shed load of money on the table, you are driving loyal, profitable business to your competition.
Buckle up folks. You are in for a treat if you give a damn about your customers, but if you see them as little more than organic ATM machines or as a resource to be exploited to hit your target this month, you will feel deeply uncomfortable with the content in this episode.
If your marketing, sales, customer success, account growth, product innovation, operations and finance teams aren't aligned AROUND the customer, then you are wasting opportunities, burning through your shareholders cash in ways that you deserve to be fired for.
It can't really be that obvious, can it? Yes! Yes! Yes! (think Meg Ryan!)
Contact Janice via LinkedIn at inkedin.com/in/janice-b-gordon-customer-growth-expert
Websites* scaleyoursales.co.uk (Company Website) * janicebgordon.com/ (Personal Website)
Phone: +442071750877 (Work)Email: janice@scaleyoursales.co.ukTwitter: JaniceBGordon--.To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here- https://linktr.ee/marcuscauchi
Travis Miller, VP Operations, Miller Resource Group builds powerful sales teams. He doesn't hire for skills, experience or historical sales results because they are NOT reliable predictors of success.
What are the qualities you cannot train? Integrity, won't cut corners, dedicated to being better, high gut level empathy, authentically themselves, thick skinned and resilient, desire to succeed without arrogance, assertive without aggression, they have an internal locus of control, they want the business to succeed as well as succeed themselves, they want it but don't need it, they think as the user and they understand that prospecting is essential and gives you choice.
We explore the psychology of sales and recruitment, the crucial importance of self-concept and perception of your own value.
Eye opening, uncompromising and a must listen if you are a hiring manager, a recruiter or a leader. We discuss how to get the best out of your recruiters and your hiring process, the competitive advantage of building a bench and prevent yourself from ever having to compromise on recruitment.
Contact Travis via LinkedIn - linkedin.com/in/travismillermri
Phone - 630-586-5374 (Work)Email - travism@millerresource.comTwitter - MRGFoodTeam--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Krish Thapa is one of the gentlest souls you will ever meet.
Which is surprising since he was the first Ghurka to be invited to join the SAS and has been on active service with them for 18 years. He has led 3 expeditions to the summit of Everest. He has faced his own mortality on many occasions, and has had to help others face theirs. As an expedition leader on Everest, Lhotse, Manaslu and K2, he has had to manage people with difficult egos, work with disabled veterans and protect the lives of those in his charge.
We discuss his childhood, how it shaped his approach to leadership and how his spirituality has seen him through times most of us would have crumbled under. We discuss his career, his charity work and his insights into a living a full and inspired life packed with adventure. We explore how he balanced the demands of serving in the Special Forces to family man, what drives him, his values and his views on life.
Not a typical Inquisitor Podcast but one that was too good an opportunity to pass up.
Contact Krish through Linkedin at linkedin.com/in/krish-tm-303377188
Website: https://hstadventure.com/home/
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To book a 1 to 1 with me and visit other episodes of #TheInquisitorPodcast and the #ScaleupsAndHypergrowthPodcast click here - https://linktr.ee/marcuscauchi
The Statler & Waldorf of sales, Paul Lloyd and Marcus Cauchi jump on their soapboxes and let fly. These grizzled old veterans go at sales, marketing, channel and management malpractices with both barrels:
- Dehumanised
- Untargeted
- Irrelevant
- Interruptive
- Unwelcome
If your marketing is exploiting best in class technologies but applied badly, youa re not only wasting that investment but royally pissing off thousands of potential buyers. If you are measuring activity levels at the expense of helping your sales team perform meaningful action, your are sacrificing effectiveness for efficiency. And if you are stripping out next quarter's pipeline to make your target this quarter, the problem isn't that you need to hit your target today, it's that you didn't do enough prospecting 3 months ago.
If you need to shout at your computer, let this be the catalyst!
Contact Paul if you want to get in an outsider who will tolerate no guff contact Paul on linkedin.com/in/plloyd
Website: sellerly.co.uk (Company Website)
Email: paul@sellerly.co.uk--If you want to book time in my diary for a quick 1 to 1 or you want to explore both my podcasts:#TheInquisitorPodcast or the #ScaleupsAndHypergrowthPodcast click this link:https://linktr.ee/marcuscauchi
"Nuance is uncomfortable ... Embrace discomfort" says Frank Garten. Frank helps executives and their people communicate with clarity, vulnerably, inclusively. Are you willing to deal with people not like you? Are you inviting challenge? Are you avoiding difficult conversations?
We explore the importance of recruitment of leadership who are open to genuine inclusion. Why is being willing to open up to people who bring perspectives you are unfamiliar with is so important and such a challenge?
We discuss the lethal impact of good intentions coupled with ambiguity, poor communication, lack of dialogue with employees and customers. we explore the effect of leaders with low EQ, low empathy and low self-awareness.
One of Frank's role models is the legendary physicist, #RichardFeynman. He explains why Feynman accomplished so much through his humanity.
Frank shares the one question you can ask at interview to uncover whether you have a candidate is open to change and willing to be vulnerable.
Check out #ChrisBailey's podcast #BecomingBetter
Contact Frank at linkedin.com/in/frankgarten
Website: frankgarten.com (Frank Garten BV)
Twitter: frankgarten
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If you want to book time with me or wish to explore #TheInquisitorPodcast or the #ScaleupsAndHypergrowthPodcast click here: https://calendly.com/marcuscauchi/discovery-call
David Priemer, author of #SellTheWayYouBuy, is a proper sales nerd. My kind of chap. Formerly a research scientist, he joined a start up in the naughties, where he transitioned from presales to sales. 3 scaleups under his belt, we have a lively and uncompromising conversation drawing on his extensive knowledge of academic research journals, historical sales and 2 decades of sales scar tissue.
David combines science, psychology, emotional intelligence and human dynamics. Bring a notepad and a pen to this episode. Packed with insights and gems about the human condition.
Contact David via LinkedIn - linkedin.com/in/dpriemer Websites
- cerebralselling.com (Company Website)
- youtube.com/c/CerebralSelling (YouTube Channel)
- dpriemer
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If you want to book time with me or wish to explore #TheInquisitorPodcast or the #ScaleupsAndHypergrowthPodcast click here: https://calendly.com/marcuscauchi/discovery-call
Rod Jefferson is a multiple return guest on #TheInquisitorPodcast and he is discussing Sales Enablement 3.0, the next generation of #salesenablement for modern sales teams.
Sales enablement practitioners have become the fixers of broken things. They are too frequently tied up measuring what doesn't make any difference to sales performance. Often they have not got the respect of the sales force. Too few have ever carried a target. I won't make many friends by saying this but many sales enablement practitioners are too often people desperately looking for a reason to justify their existence.
Rod pulls no punches in our discussion and explains how #SalesEnablement has evolved to stay ahead of where businesses and customers need enablement practitioners to be in the post-covid and modern sales arena.
Rod is offering £35 off his #Udemy course until 12th December 2020 by using the code "ENABLEMENT" https://www.udemy.com/course/applying-the-art-and-science-of-sales-enablement/
Contact Rod via linkedin.com/in/roderickjefferson
Websites* roderickjefferson.com (Company Website) * youtube.com/channel/UCShK1i36e1AY1yVHHPh93wQ (YouTube) * facebook.com/ThevoiceofRod/ (FaceBook)
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To book a confidential 1 to 1 with me
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TheInquisitorPodcast
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Mark Terrell is a performance coach who specialises in identifying and leveraging individual motivation. We explore the different types of motivation, what they imply for managers and individual performance, and how you can use the #MotivationalMap to uncover what drives an individual.
We explore the relationship between the different types of motivation, the impact of having the well or poorly met and why managers so often fail to understand what drives and individual's performance.
Contact Mark via LinkedIn at linkedin.com/in/markterrellreluctantleader
Website: thereluctantleader.academy/ (Company Website)--To book a confidential 1 to 1 with me
https://calendly.com/marcuscauchi/linkedin-discovery-call
Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1
TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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Amy Woodall measures her personal, professional and ultimately spiritual success by her level of #Consciousness.
Here is what Amy is constantly asking herself.
How aware am I? How present am I? How did I/can I take ownership? Where is my ego taking hold? How much love did I give to myself and others?
Amy teaches companies and individuals how to apply conscious habits to decrease stress, diminish drama, improve collaboration, and overall quality of work and life. A popular return guest, Amy specialises in helping individuals own their decisions and response to circumstances they face.
Contact Amy via LinkedIn at linkedin.com/in/amywoodall Website: thetrustpointe.com
Twitter: amywoodall
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To book a confidential 1 to 1 with me
https://calendly.com/marcuscauchi/linkedin-discovery-call
Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1
TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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Andy Culligan is CMO at #leadfeeder. A self-confessed salesperson trapped in a marketers body, Andy explores the importance of alignment and collaboration between marketing and sales. He is a rare beast because he is a marketer who actually speaks to customers.
We discuss how he and his VP of Sales collaborate, and how they get their teams to engage. Andy measures what matters and is always asking these questions:
- Is this relevant to the customer?
- Is this helping sales?
- What do we have to do to be more relevant?
In this frank, pragmatic conversation you will learn the power of alignment and the positive impact it has on results, relationships and rewards.
Contact Andy via LinkedIn at linkedin.com/in/andy-culligan
Website: leadfeeder.com Twitter: AndyCulligan1
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To book a confidential 1 to 1 with me
https://calendly.com/marcuscauchi/linkedin-discovery-call
Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1
TheInquisitorPodcast
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
What do you call a roundtable made up of Bob Moesta. Jill Robbins and Tom Williams?
Awesome!
In this roundtable we discuss customer centred selling, collaboration with partners, compensation schemes that drive discretionary effort. We argue about the bests ways to deliver alignment between marketing, sales, customer success, operations, professional services. We explore culture, leadership and management's role in building a buyer-centered operation. We delve into the importance of delighting customers and the unintended consequences of achieving delight.
Packed to the gunwales with practical insights, challenging questions and fantastic ideas.
Bob Moesta - linkedin.com/in/bobmoesta
Websites
- therewiredgroup.com/ (Company Website)
- bobmoesta.com (Personal Website)
- jobstobedone.org (Blog)
Twitter - bmoesta
Jill Robbins - linkedin.com/in/jillerobbins
Websites
- dollyandjett.com (Personal Website)
- matchbookinc.com (Company Website)
Tom Williams - linkedin.com/in/thomasjwilliams
Website
- StrategicDynamicsFirm.com (Company Website)
Twitter - SD_Firm--
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Bob Moesta builds products, thousands of successful products. In building products he had to learn to sell them. This is a bring a note pad and pen and listen several times episode. Get Bob's book #DemandSideSales today. Devour it.
He has one of THE MOST refreshing approaches to selling I have come across int he past 20 years. He sees things so clearly and his ideas are eminently practical, work in the real world (I have applied them myself) and his understanding of the customer buying journey is second to none.
Few people I have interviewed make as much sense as Bob. Seriously, download this and listen to it frequently. You will derive massive value each time and every time you will learn something new.
Bob Moesta - linkedin.com/in/bobmoesta
Websites
- therewiredgroup.com/ (Company Website)
- bobmoesta.com (Personal Website)
- jobstobedone.org (Blog)
Twitter - bmoesta
--
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Kura Dione-Warren is Strategic Development Director for #RareRecruitment, a firm dedicated to placing BAME talent in law firms and other high quality orgaanisations.
We explore why diversity and inclusion are a commercial imperative as well as a sign of the values and moral compass of your company, firm or organisation. We discuss intrinsic and unintended bias, we explore culture and how companies that hire for diversity might cause talented non-white, non-male employees to leave.
This interview tackles some potentially thorny issues and topics that many people will be uncomfortable facing, causing them to avoid them instead of dealing with them head on and getting ahead of the problem.
Kura argues that companies that are committed to D&I should sign up to the #RaceFairnessCommitment - http://racefairnesscommitment.com/
An enlightening and refreshing conversation about a topic so many of us will tiptoe around or only pay lip service to.
Kura can be contacted via LinkedIn - https://www.linkedin.com/in/kura-dione-warren-31833786/
--
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
I LOVE Carolaine Pino. By the time you listen to this, you will too. She is in a league of her own.
In January 2020 she started a new job at Splunk and was diagnosed with cancer a couple of weeks into her initial training. She spent much of the year in chemotherapy and recovering from the after effects of her treatment. Her bosses were totally supportive and gave her the time and space to recover. Brilliant bosses.
Carolaine had other ideas. Nothing was going to stop her. Part time she has crushed her quota. 10 months into the year she is at 300% and to quote her, "The year isn't over". With all the usual pressures of life, and high rest requirement she only has about 2 hours per day of being at full energy levels.
We explore how she has managed to come out of the starting gate and maintain her relentless pace with only 20-25% of the time available to healthy account executives. Her use of time blocking, prioritisation, her charm encourages massive discretionary effort from others, her massively high EQ and compassion, coordinating resources and drawing on Splunk's team have left her with a huge objective for next year ... 3x this year's quota.
Carolaine reminds me of mountaineers who when asked "Why do you climb mountains?" come back with "Because they're there!!"
I promise you her story gets better in the telling by her.
I am her number 1 fan.
Connect with Carolaine on LinkedIn via https://www.linkedin.com/in/carolainepino/
- -
To book a confidential 1 to 1 with me
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Listening is the unsung superpower of every great salesperson. Effective listening enables you to feed of your prospect's responses and ask contextually relevant, insightful and challenging questions. After all, it is your job to diagnose before you prescribe. You cannot learn anything when you are talking.
Dr Laura Janusik discuss the skills, ethos and mindset of great listeners, the quiet, gentle power of truly hearing another human being and the potency that builds trust and influence with buyers by listening well.
Contact Laura via linkedin.com/in/laurajanusikphd
Websites* ListeningtoChange.com (Personal Website) * listen.org (International Listening Assoc.)
Twitter: DrJListen
--
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
James Muir, author of #ThePerfectClose has been building, managing, developing and leading sales teams for the past 13 years. He has been a student of selling for the past 20 and is a keen observer of the human condition.
We explore what closing is and what it isn't. We delve into why most salespeople are leaving money behind, missing opportunities and leaving their prospective buyers cold.
This is going to be a painfully direct, honest and uncomfortable listen for many of you. We shove your face in the ugly mirror and show you every wart, blemish and carbuncle. Hell this was fun to do.
Bring a pen and notepad to this episode.
James can be contacted on LinkedIn via linkedin.com/in/puremuir
Websites* Essentialhub.com (Essentialhub) * puremuir.com/ (PureMuir.com) * facebook.com/james.muir.902266 (Connect with me on Facebook)
Twitter* thercmguy * B2B_SalesTips
--
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Justin Michael is a legend in the SDR space. He is radical, irreverent and creative, never dull and highly effective. His #salesborgs channel is a must for any aspiring SDRs who want to learn how to become great at their craft with less trial and error. Joining will cost you $1. Worth the price of admission, I promise you (link below)
Justin and I explore why so many companies have sacrificed effectiveness for efficiency by throwing money at marketing technology without putting in the foundational thinking and planning. We agree that great tech used badly is incredibly harmful. In the immortal words of Dan Kennedy, "The price of free marketing is all the people who will never do business with you".
Pipeline is the lifeblood of every business and for scaleups, it can make the all difference especially when you have investors putting pressure on founders and leaders to drive revenue growth. Done well, everyone wins - marketing, SDRs, sales, customer success, operations, the customer, partners, management, investors. Done badly, the battlefield is riddled with he corpses of burned out SDRs, AE's miss quota, management gets fired, investors squeeze founders and they lose more control and have to go back cap in hand for more funding, and your prospects suffer constant, awful interruptions that result in you getting lost in spam filters or Google penalising you.
Justin gives one tip that will literally SAVE you £MILLION$ in wasted opportunity costs.
Contact Justin - linkedin.com/in/michaeljustin
Website: https://salesborg.mykajabi.com Twitter: tonystark2020s--To book a confidential 1 to 1 with me
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Wendy van Gilst is a personal branding expert who also happens to work at #LinkedIn as a Client Solutions Manager. She shares a plethora of insights on how to build your personal brand on LinkedIn and why it is so important. Practical, no fluff and instantly applicable, Wendy and I discuss the practical side of personal brand building - what to do and what not to do.
Contact Wendy via linkedin.com/in/wendyvangilst Websites
- wendyvangilst.com (Personal Website)
- socialwendyvangilst.blogspot.ie (Blog)
Twitter: wendyvangilst
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Mark Ridley and his team have researched the qualities and behaviours consistently exhibited by the top 5% of salespeople and sales leaders. We discuss these qualities in detail and share our experiences.
Mark is the author of #TheSalesPersonsSecretCode and #TheLeadersSecretCode
We discuss fulfilment, control, resilience, influence and communication and the importance of reflective learning and readiness to adapt.
Mark can be contacted on
linkedin.com/in/markridley1
Websites* transformpeople.com (Company Website) * 100bigideas.co.uk (Company Website) * thesalesclub.co.uk (Company Website)
--
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
"Decid[ing] whether you should run your business to maximise the wellbeing of your people or to maximise the financial interest of the people who own and run it is a false dichotomy. The former results in the latter"
Today, Graham Keen is a positive psychologist, he has been an accountant, a CFO for multinationals and involved in mergers and acquisitions. He is a student of Ivy League Professor #MartinSeligman.
The goal of positive psychology is to improve human wellbeing. learn how you can break the management mould by focusing on positive psychology
Contact Graham via LinkedIn: linkedin.com/in/grahamkeennewimpetus
Websites* grahamkeen.com (Company Website) * grahamkeen.com/blog/ (Blog)
Twitter: GrahamKeenGKP
--
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Tom Williams has been a salesman, CEO, and trainer. He is the author of 2 best selling books Buyer Centered Selling and The Sellers' Challenge.
We explore what being buyer centred means in practice, and why partnering with your buyer speeds up the buying process and results in better outcomes for all concerned. In a robust conversation uncovering the practicalities of moving from a product centred to a buyer centred sales approach and mindset, Tom shares his 36 years of experience.
Deep, practical, operational insights at every stage of this conversation.
Contact Tom via LinkedIn linkedin.com/in/thomasjwilliams
Website: StrategicDynamicsFirm.com (Company Website)Twitter: SD_Firm--Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Erynn Bell of #Degreed and Michael Puck of #UKG #UltimateKronosGroup get stuck into the weeds as to why only 13% of employees are actively engaged. What qualifies for active engagement? What motivates people? Why do managers make misguided assumptions about the motivations of their people?
We share practical tips and tools that the best managers use to create a safe environment, to earn discretionary effort, to manage inclusively. We identify what the best and the worst managers do that impacts engagement. We define the qualities of teams that are managed in such a way as they bring out the best in you, challenge you and earn loyalty.
We explore what makes the best millennial and Gen-Z employees scrappy and the trend towards purpose led capitalism. Packed with usable insights every manager needs to know and apply.
Contact Michael: linkedin.com/in/erynn-bell
Contact Erynn: linkedin.com/in/pucknusa
--
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Unless you are thinking as the customer, you are probably leaving most of the potential in your markets and your accounts, untapped. Chris Germann is an expert in #Enterprise #InfluencerMarketing. He recommends you engage in conversation with:
- Analysts
- Customers
- Partners and Ecosystem Players
Why? Because those conversations have massive influence over your buyers, the kind of improvements you need to make to attract, win, keep and delight your customers over time. This conversation taps into the top and middle of the funnel, it opens possibilities to deepen and broaden your client relationships, and speaks volumes about your culture and how much you value your clients and the people you serve.
Contact Chris via LinkedIn: linkedin.com/in/chrisgermann2008
--
TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Michael Grinder is one of the earliest practitioners of NLP. His brother John co-developed NLP with Richard Bandler, and Michael learned at the same time as folks like Tony Robbins. Professionally he is foremost an educator, and has developed a fabulous tool called the #HouseOfCommunication to help learners, teachers and coaches be more effective in their communication
If you want to learn more about how to use the House of Communication, check out Michael's YouTube video here.
Contact Michael via LinkedIn at linkedin.com/in/michaelgrinder
or via his website https://michaelgrinder.com/
--
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
"You could put me in a room and train me on Excel for 2 weeks and at the end of it, I'd still be crap at it", says I, "but put me in a room and teach me about selling, behavioural psychology, non-verbal communication and I will lap it up and be applying it and teaching it within 24 hours".
A strength is something you do well, can't wait to do, when you do it, you get great feedback, time flies when you're doing it, and when it's over, you can't wait to do it again. A weakness is the opposite of that. Can you see why playing to your strengths might result in highly engaged employees who are doing their best work and giving you massive discretionary effort?
Keith Webster has been working with #Gallup's #Strengthsfinder profiling tool and coaching strengths for the past 20 years. We explore why your strengths are your best development areas and what happens when you surround yourself with people who are all playing to their strengths. Listen to his experience and the impact working with people's strengths has on companies, teams, individuals and clients.
Contact Keith on linkedin.com/in/keith-webster
Website: strengthshub.co.uk/#welcome
Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Ayman Husain shares example after example of how the smartest companies and best sales organisations are taking a #collaborative approach to #selling. We discuss the importance of being a true #partner with your #customers, operating like a general not a foot soldier. Have you considered the difference between playing the long game, spending enough time in research, creating relationships with people in the lines of business, investigating the risks they are trying to mitigate, their targets, taking the time, in advance, to understand what drives procurement, how they are measured, what they are focused on and the Board level strategies they're being asked to execute?
We delve into the counter-intuitive world of #coopetition, and having the foresight and courage to admit when they can do a better job than you, when to back away, when to take the lead and when to partner with even your fiercest rivals.
Ayman explains the challenges of oiling the wheels in your own organisation, making sure that the customer is put ahead of politics and empire building. We discuss how compensation of all those involved in winning, securing, growing, and keeping a client, turning them from a customer into a marketplace is critical to drive the correct behaviour, and in turn maximise utilisation and value for the customer.
Bring a pen and notepad to this episode. You will learn so much.
Contact Ayman: linkedin.com/in/aymanhusain
Website: microsoft.com
Twitter: aymanhusain
--
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
David Masover has been selling almost a long as I have and we both started out very, very badly. we talked about product and got no where, fast. Early in our careers we discovered we are responsible for our own development. No one else owes us a living and it is up to us to make ourselves better,
We discuss the critical importance of insatiable curiosity, the need to read widely, seek out help, have the humility to admit we don't know.
We look at hiring, management, coachability, character, grit and accountability.
Contact David on LinkedIn: linkedin.com/in/masover
Websites
- davidmasover.com
- DrivingB2BSalesRevenue.com
Twitter: DavidMasover
--
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Gabrielle Blackwell is an extraordinary young saleswoman. Over the past 5 years she has already carved out a meteoric sales career. Her story echoes so many I've heard. Being a young, black woman in technology sales presents challenges that many of us will never have to face.
Without malice or bitterness she tells her story which includes facing her own burnout and recovery and her extraordinary resolve to learn, improve, prioritise, take full personal responsibility and incredible organisation. We explore her values and purpose, her approach to dealing with difficult conversations, her beliefs and behaviours as a manager.
Gabrielle is one to watch for the future. A future CEO? I think so ...
Contact Gabrielle on LinkedIn at linkedin.com/in/gabrielleblackwell
--
Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Steve Hall and I are like the ghosts of Statler and Waldorf in this episode, scary and grumpy. Putting the human cost aside of Corona virus, we are both grateful for the blessing that Covid presents for the profession to clean house. Sales is in dire need to a blood letting. What passes for average is atrocious both in sales and in sales management.
Listen to us rant and rave about what is bad and what sales could be and should be. We'd love to hear your thoughts on the subject. let us know if you think we're being unfair. How do we need to change as a profession? If you had a blank sheet of paper, and you were redesigning your sales and marketing operation from scratch, what would that look like?
You can contact Steve via LinkedIn: linkedin.com/in/stevehallsydney
Website: executivesalescoaching.com.auEmail: steve@executivesalescoaching.com.auTwitter: stevehallsydney- - Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Ali Paterson has become one of the most influential voices in FinTech. An idea that blossomed started over the kitchen table has blossomed into a global publication. Ali is editor in chief of Fintech Finance, is a popular voice on podcasts and conferences.
He explains what Fintech is, who the payers are and why you need to be aware of it. We delve in to Cryptocurrency, the upstart banks and financial instruments that are going to become the mainstream of the financial world in the next few years.
A fascinating conversation about a world that for many is a mystery.
Contact Ali: linkedin.com/in/alipaterson1
Websites* imdb.com/name/nm2566383/ (IMDB link) * Fintech.Finance (Company Website)
Twitter: AliPaterson
Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Many of you will be familiar with Morgan J Ingram. He runs a popular podcast & YouTube channel called #TheSDRChronicles.
We explore his own journey and he shares his pin sharp observations over his career of the best and the worst in recruitment, onboarding, training, coaching and accountability for #SalesDevelopmentReps. He speaks with passion and sense about the world of #SDR's.
Great listening if you're an SDR, you manage SDRs, or you plan to hire an SDR team. Pay close attention to what he says about attitude and learning.
Morgan can be contacted on Twitter @morganjingram, LinkedIn at
linkedin.com/in/morganjingram Websites* jbarrows.com (Company Website)
The SDR Chronicles
- youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA
This is Morgan's story of his own journey https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA - -
Book a 1 to 1 with me
https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
In my interview with Alexine Mudawar, she charts her journey from green behind the gills rookie to sales superstar. We discuss her pathway, the lessons, mistakes, high points and grit required to go from a novice, to a high performing revenue engine.
We discuss good and bad management practices, the critical importance of coaching and mentors, the discipline of calendar blocking and saying no to distractions, her learning habits, reflection and the superpowers of vulnerability and humility.
Get ready to be blown away by this sales rockstar. Hire in her image and you will not go far wrong. Pay attention to her critical observations of management, culture and character.
Alexine can be contacted via LinkedIn:
linkedin.com/in/alexine-mudawar
--
Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
David Henzel discusses the imperative of coaching to maximise performance and eliminate repeated mistakes. David owns and runs several £multi-million businesses, and has scaled and sold tech and media scale ups in the past. His secret is hidden in plan sight.
Coaching.
David has created upcoach.com to enable him to offer group coaching to his teams and his clients. The impact is highly effective teams that constantly and consistently improve, hold themselves and their peers to account.
Coaching is the difference that really does make a difference. In sales, managers who coach reps for 3-3.5 hours per month have an AVERAGE quota attainment of 105%. Managers who don't have an average quota attainment of 40-60%. The main reason managers don't have time to coach is THEY AREN'T COACHING!! We share some excellent book suggestions too.
Contact David via LinkedIn at linkedin.com/in/davidhenzel
Websites* taskdrive.com (Company Website) * ltvplus.com (Company Website) * managinghappiness.com (Personal Website)
Twitter: davidhenzel
--
Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Marc Sumner runs one of the UK's most successful channel recruitment agencies, #RobertsonSumner which has been recognised by CRN as the UK's best in 2020. He also runs a successful podcast, #ChannelChat.
We rip the arse out of what passes for average in sales and channel sales recruitment. WAKE UP PEOPLE! The channel is not somewhere you send Tim Nice But Dim to chew the cud on his way to retirement. Nor is it somewhere you put your greenhorn salespeople to cut their teeth.
Channel sales is THE HARDEST JOB THERE IS IN SALES, bar none. Nothing comes close to being this difficult. You have over 90 hats to wear. In the morning you could be planning their territory with a partner, settling a dispute and forecasting for LATAM, over lunch you could be midwifing a deal or saving a critical opportunity, in the afternoon you may be having a strategy call with your distributor in Canada and by night you might be training your Australian partners. And that's just Monday.
Treat the channel with the respect and seriousness it deserves. Recruit seasoned channel managers, onboard them well, train them in sales, management, planning, strategy, communication, dispute resolution and emotional intelligence. Coach them, love them to death, teach them how to coach, make sure they are spending as much as 70% of their time in their partners' business, helping them achieve their goals, targets and objectives. That's what the best channel managers in the world are doing.
Why aren't your channel managers up to snuff?
Marc and I pull no punches in this episode. Bring a pen and take notes.
Contact Marc via LinkedIn - linkedin.com/in/marcsumner Website: robertson-sumner.com (Company Website)Twitter: MARCSUMNER76- -Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
EmilyLam is a bright, capable, young sales professional. She shares her experience of the first 5 years in professional selling. It's not a pretty story.
Lies, misinformation, lack of leadership, bad management, high turnover, sink or swim mentality, non-existent onboarding and only product training, learning to find her own way leading to significant waste, burnout and mental stress at the entry level of sales.
Happily, Emily has found her feet in a company that looks after her development, trains her and actually delivers what they promised at interview.
Unfortunately, junior salespeople are so often treated like a commodity, being churned and burned by greedy, unscrupulous and incompetent management and leadership.
Our young salespeople deserve better. They deserve the truth. they deserve managers who are competent. They deserve training and support, realistic targets and compensating fairly. They want to learn, grow, develop. They want careers and guidance, mentoring, training, coaching. They love to perform well. not to be left to drown.
Emily is a member of RevGenius on Slack and can be contacted on LinkedIn via: linkedin.com/in/emilyhlam
--
Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Humans don't understand humans. It's a fact. And we don't seem to be getting any better at it despite the advances in technology intended to help us communicate better, understand better, gain more insight. In fact, these technologies are a significant part of the problem. We've always been prone to misunderstanding each other and technology has created distance between us and our customers. We've become reliant on technology to drive efficiency instead of making us more effective.
3 of the sharpest people I know in the field of understanding human behaviour and communication, Amy Brown, Rob Turley and Martin Lucas chat to me about why we are so bloody stupid when it comes to human understanding and what we can do to improve it.
You can contact them via LinkedIn and their Websites:
Amy Brown: linkedin.com/in/amy-brown-84821210
- https://beauthenticx.com/
Rob Turley: linkedin.com/in/robert-turley
- whiterabbitintel.com
Martin Lucas: linkedin.com/in/behavioral-sciences
-
https://www.gapinthematrix.com/
-
-
Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Anita Nielsen and I discuss why you must customise and personalise your approach to selling. The days when the one size fits all approach to selling and marketing are long past, which might go a long way to explain why only 13% of sales teams hit quota in 2018/19 and only 44% of individual sales reps hit quota.
Customers are savvier than ever, have access to the sum total of human knowledge with a few clicks of the mouse, and have grown tired of the dehumanisation and distance created by marketing and sales automation. This also increases the pressure felt by salespeople who are suffering from burn out more than ever before. This leads to high turnover, multiple preventable hidden costs and inefficiency in your sales operation.
Listen and take notes. Anita knows her stuff and has been involved in helping thousands of salespeople meet their potential, hundreds of managers get the best from their people and companies smash expectations.
Contact Anita via LinkedIn at linkedin.com/in/anitanielsen
Twitter: ANielsenLDK Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call
TheInquisitorPodcast
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Jon Treanor explores why #EmotionalIntelligence #EI #EQ is so critical to the success of every salesperson and manager.
- What is emotional intelligence?
- How does it impact top and bottom line results?
- Why is NOT something hippy or bunny-hugging?
We discuss how to hire for and develop EI/EQ. We explore how culture in PE can destroy the value of EI in your business.
Listen to 2 of the grumpiest, most grizzled old veterans discuss their scar tissue.
Contact Jon via LinkedIn linkedin.com/in/jon-treanor-17a565149
Website: jontreanor.com --Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call
TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Who Will Help You Sell The Most? Your customers! If you apply the principles of #CustomerExperience / #UserExperience in your product development, in your selling and in your account management, your sales will inevitably go up.
CharlesLambdin has spent the past 25 years learning why people behave the way they do, and finding ways to better understand their motivations and behaviours. In a fascinating conversation about applied user experience, Charles discusses how we can bring the principles of design engineering best practice into sales. By listening to the clues in unfiltered, unbiased conversations with users and customers of our services, they will tell us what love and what they loathe, what works and what doesn't.
Charles draws from his very broad range of experience and eclectic study to share some practical insights you can use in your business immediately.
Charles can be contacted on LinkedIn at linkedin.com/in/charleslambdin and via his excellent blog Columbus' Egg - https://charleslambdin.wordpress.com/columbus-egg/
--
Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Good sales teams use playbooks to help them stay on course. The best sales teams use playbooks to help them adapt to each customer.
I interviewed #YuriVanDerSluis, founder of #salesplaybooks.pro. He helps his clients achieve rapid growth and controlled expansion within their accounts. He offers his clients "Playbooks-as-a-service"
We explore the good, the bad and the ugly of playbooks. We explore the customer journey and the importance of understanding it in the context of developing your playbooks.
A must listen episode packed with practical tips and advice you can apply in your business immediately.
You can contact Yuri on LinkedIn via linkedin.com/in/yurivandersluis
Websites* yurivander.com (International Sales Speaker) * vertrouwme.nl (Book Site in Dutch)
Twitter: yurivds-- Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
"Systems set you free"
DavidJenyns is author of SYSTEMology. He's taken what #MichaelGerber started in #TheEMythRevisited and pushed it to its logical conclusion. David understands the critical importance of systems to free up founders and leaders to do the most important work they can do, push high value activities down the chain of command and enable lower cost resources to complete them.
Systems allow leaders to focus on strategy, further system design, hiring and developing their top talent.
In this episode he shares what he has helped hundreds of other businesses to implement to make them genuine turnkey operations. Listen, take notes and apply what you learn
BTW, also check out his other excellent book #AuthorityContent to learn how to build your personal brand and have business come to you
Contact David via LinkedIn at linkedin.com/in/david-jenyns
Websites* systemHUB.com (Company Website) * davidjenyns.com (Personal Website) * SYSTEMology.com (Company Website)
--
Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
PattyHatter is SVP Global Customer Services at #PaloAltoNetworks. Learn how one simple idea driven by the desire to improve the experience for there customers enabled them to increase professional services revenues by 98% within 90 days.
Patty is an innovator, challenger and all round good egg. In this forthright, unrestrained conversation we explore the best and the worst of #customerservices, #userexperience, #sales, #salesmanagement, #partnerships and #channelsales. She is not afraid to turn things on their head if it is better for the customer. She faced enormous internal skepticism but powered through the nay sayers because she listened to her customers and gave them what they needed.
Yes it required some effort and it isn't easy, but it is the right thing to do for Palo Alto's customers, and for the business. It positioned them as different in the minds of their customers and helped them win new business away from their rivals.
Have a listen and decide, could you do something similar to better serve you clients.
Patty can be contacted via LinkedIn at linkedin.com/in/patricia-hatter-5473873
==
Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call
Subscribe to my newsletter, #TheGrumbler here: http://eepurl.com/gu2Yd1
TheInquisitorPodcast
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
The Morecombe and Wise of negotiation, Allan Tsang and Dan Oblinger share their thoughts on the science of negotiation. Packed with practical tips and insights you can apply in your business today
Listening is the number 1 skill ever salesperson and negotiator needs to master. Start by learning from the best
Contact Allan Tsang on LinkedIn: linkedin.com/in/allantsang
Website: 88owls.com (Company Website)Twitter: 88owlsContact Dan Oblinger on LinkedIn: linkedin.com/in/dan-oblinger-speaks Website: masterlistener.com (Company Website)--lliant content!!)--
Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
JoeMullings recruits for some of the biggest names in lifesciences but what makes him stand apart is his consultants out-bill their rivals by 3 to 5x. Joe eats his own dog food when it comes to recruiting and hiring.
We explore what it takes to hire well and the critical correlation between performance and trust. We pull no punches when it comes to bad hiring practices, delusional management malpractices, the existential threat the leader's ego can have on the success of a business and how that harms their clients.
If you own a recruitment business, this is a wake up call. You are going to cringe, a lot, when we talk about the recruitment industry and things you guys do that frankly, warrant being tarred and feathered.
We don't spare HR either. Don't get me wrong, good HR is worth its weight in gold. Just finding good HR is tricky because HR has been relegated to being a cheap substitute for legal services, and so many of the folks who do it, are little better than management's chihuahuas.
Hiring managers, you are in for a pasting. The shit you pull is unforgivable. Recruitment and hiring are your NUMBER 1 responsibility. If you hired well, 98% of your management problems would disappear and you'd actually have time to do your next most important job, getting the best out of your people.
Buckle up folks. This is not going to be a pleasant or easy listen.
Contact Joe via LinkedIn at: linkedin.com/in/joemullings Website: mullingsgroup.comTwitter: joemullingsYouTube: https://www.youtube.com/channel/UCc_b5JICFSehzRfO3-sWV2Q (Bloody brilliant content!!)--Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
"We don't run a holiday camp" is the stupidest and most self-defeating thing investors and business leaders say when confronted with the challenge of improving their #EmotionalIntelligence (#EI) to improve employee engagement. What they don't understand is highly engaged employees are 4.3x more profitable than average employees and share value grows 2.93x faster.
Emotional intelligence isn't some hippy, tree huggy excuse to avoid hard work. It enables leaders to drive performance without any increase in headcount. It is free! But once they get past their own ignorance, they fear what it means for them. They have to become vulnerable and many are too brittle to handle that change. They have to care, which many are too selfish to do. And they have to put in a shitload of hard work, and many would rather blame their staff than exercise the necessary compassion and self-awareness to make these changes.
If you are one of those investors, owners or managers, you need to listen to this episode. If you work for a company with investors or leaders who fit the description, tag them on your way out of the business as you go and work for a more enlightened competitor ... then eat their lunch.
David can be contacted on Linkedin via linkedin.com/in/david-berkeley-76a7a023
--
Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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JillRobbins has spent her career as a professional buyer. She's seen every trick, tactic and act of seller manipulation known to man. She has purchased $billions worth of products and services. Now she's turned from gamekeeper to poacher. She shares some vital insights on how #Procurement really operates, how they think, how they are compensated and what good and bad procurement look like.
If you want to scale, you are going to come across procurement and you can either push against them or make them your ally. I strongly suggest, you make them your ally.
I know, many of you will think I've gone soft but hear me out. Throughout the enterprise, pockets of dissatisfaction are sharing a collective experience of their pain manifesting as a range of symptoms. Each flashpoint will be turning to procurement to find solutions and seek out vendors. If you know your onions, and you get partner with procurement early, you can work with them to identify if and when an organisation needs your help and is ready to buy.
Have a listen and take notes. Let me know what you learn and apply.
Jill can be contacted linkedin.com/in/jillerobbins and via her website business fierce.com
--
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The #ScaleupsAndHypergrowthPodcast
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"I've never listened my way out of a sale. I've talked my way out of plenty", I explained to #IanMarsh. Ian teaches people how to listen. I mean, really listen. Not wait for gap in the conversation so you can fill it with the sound of your own voice kind of listening (you know, the way you do it now), but the kind of listening that allows you to make others feel felt, feel heard, feel understood.
Personally, I believe listening should be part of every school's core curriculum.
Listening is a whole body experience. You listen with your ears, your eyes, your heart and your gut. Listening is about picking up as much on what is not being said, as what is - non-verbals, silences, pauses, emphasis, hesitation, language structures, pace, volume, and what is missing. Listening requires patience, compassion, care. Listening requires self-awareness, stillness and curiosity. It's not a race to be heard. it's a journey to understand, another person, fully - their fears and hopes, desires and ambitions, limitations and flaws. To truly listen takes courage and it takes humility.
But it's greatest gift is what it teaches you. When your lips are moving you are probably losing because you are learning NOTHING. Listening is not a passive act. It requires attention and energy, directed in the service of another person. Imagine what you could learn from your team, your customers and your partners if only you took the advice of this chap?
In sales, in management, in leadership, in partnerships, giving someone a damn good listening to is powerful. Have a listen to Ian and learn.
You can contact Ian via LinkedIn at linkedin.com/in/iamarsh
Website: good2talk.online - -If you'd like to book a 1 to 1 with me and have a damn good listening to, use this link https://calendly.com/marcuscauchi/discovery-call-15-mins
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The #ScaleupsAndHypergrowthPodcast
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Keenan, author of #Gapselling and CEO of #ASalesGuy discuss what is Gap Selling, why salespeople fall short and disappoint themselves, their companies and their prospects by being too transactional, talking too much and not listening enough. Weak questions, poorly planned, poorly executed leave buyers cold. Keenan describes how to find the gap between a prospect’s pain and their desired outcome. We explore whether story telling has a part to play in the sale or if it is the seller’s job to coax the buyers’s story from them.
In a robust, no punches pulled interview we explore what managers and leaders are doing to perpetuate the worst behaviours in salespeople and why it is essential for salespeople to up their own game.
Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.
You can contact Keenan on LinkedIn at https://linkedin/in/jimkeenan
Via his website and blog
https://aalesguyconsulting.com Https://aalesguy
Via Twitter: @keenan
--
Book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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A roundtable conversation with Paul Alexandrou, Martin Lucas and Alex Moscow about how you earn the right and win permission to engage with your customers to land and expand your relationship.
Challenging the myths and misconceptions of human engagement that are losing you sales and wasting your time, money and resources in ineffective marketing
Contact Alex, Paul and Martin via LinkedIn:
Alex Moscow, 9mm PR: https://www.linkedin.com/in/alexmoscow/
Paul Alexandrou, Modern Equivalent: https://www.linkedin.com/in/paulalexandrou/
Martin Lucas, Gap In The Matrix: https://www.linkedin.com/in/behavioral-sciences/
--
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The #ScaleupsAndHypergrowthPodcast
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
JaneGunn is a corporate mediator who has been helping people resolve their differences for the past 37 years. As a lawyer she saw the damage of adopting an adversarial approach and has spent the past 20 years helping find common ground between parties in dispute
In this conversation we explore how conflict can be a powerful catalyst and how the skills of mediation can be applied in your business
Jane is currently the Chair of the Board of Management of Chartered Institute of Arbitrators and a past President of the Professional Speaking Association
Contact Jane linkedin.com/in/collaborativeculturespeaker
Website: janegunn.co.uk (Personal Website)Twitter: JaneGunn
--
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The #ScaleupsAndHypergrowthPodcast
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"Carl von Clauswicz used to hire Prussian officers for intelligence and laziness. You should hire salespeople for the same reasons. Minimum effort and minimum loss of life" - Marcus Cauchi
MikeSimmons believes sales is a thinking process. You need to apply your mind if you are to compete in today's fast moving marketplace, where your buyers have the sum total of all human knowledge available to them at the click of a mouse and a few keystrokes.
We discuss what top sales producers do that average and weak performers fail to do. We explore what management needs to do to help get the best out of their salespeople and why you need to stop thinking of sales as a dark art and treat it more like the science it is.
Consider these questions:
- When was the last time you hear a genuinely original objection?
- When was the last time a prospect came you with a truly unique problem?
- When was the last time you had to face a greater competitor than the status quo?
Odds are, your answers were either never or a very long time ago. So all of that can be planned for, prepared for, so if and when something truly unique hits you, you have the breathing space to think clearly
Contact Mike via linkedin.com/in/mikesimmons. Have a listen to Mike's excllent podcast on https://podcasts.apple.com/us/podcast/catalyst-sale-podcast/id1158596806 Websites* catalystsale.com (Company Website) * catalystsale.com/podcast/ (Blog) * catalystsale.mykajabi.com/ (Portfolio)
Twitter * simmons_m
--
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The #ScaleupsAndHypergrowthPodcast
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SteveHall helps salespeople perform at their peak when selling to the C-suite. We both started selling when Moses was in short trousers and have been involved in helping our clients sell $billions of new and expansion business.
We vent our spleens as we lament the lack of preparedness so many salespeople think is acceptable. We bemoan that half arsed or non-existent research, piss poor planning and failure to rehearse that seems all to common in many sales organsations today. There is no excuse for behaving in such a slapdash manner, so many managers tolerate or enable such behaviour by focusing on stuff that really doesn't matter.
Consider for a moment how much a CEO or CFOs time is worth. They are responsible for $hundreds or $billions each year. That means their time is worth between $50,000-$500,000 PER HOUR. How dare you allow your salespeople to turn up ill equipped and half cooked?
Steve can be contacted on linkedin.com/in/stevehallsydney
Website: executivesalescoaching.com.au (Company Website)Twitter: stevehallsydney
If you want to get a bit of an arse kicking and jump on a 1 to 1 with me you can do that via https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
MartinStevens, founder of the #PipelineDoctors, is a grizzled old veteran salesman with nearly 3 decades of telephone prospecting experience under his ample belt. We explore why the phone is still relevant, and often the fastest way into the hearts and minds of your prospect.
We discuss mindset, skillset, intent, tactics and techniques that work in the current environment. Martin makes his living prospecting by phone for himself and his clients, securing meetings with executives, founders, owners and CEOs. He builds sales pipeline in recession, despite all the hype you hear that the phone is no longer relevant.
We explore how you can optimise your telephone effectiveness and deliver value on your cold calls. Funny, uncompromising and forthright, Martin, a whingeing Pom based in Oz, lifts the lid on the myths and best practices to be an effective telephone warrior.
You can contact Martin via LinkedIn at linkedin.com/in/martin-stevens
Website: pipelinedoctors.com (Company Website) Twitter: martinedward1 Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call
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The #ScaleupsAndHypergrowthPodcast
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
"Imagine 3 impossible things before breakfast", says #RobTurley, cofounder of #WhiteRabbitIntel. His mission is to democratise Ai and put the technology in the hands of salespeople even in SMEs.
We discuss what is and what isn't Ai and why most of the stuff on the market is not Ai. He explains how marketing departments can stop blanket broadcasting with irrelevant, contextually inappropriate, interruptive marketing and replace that with marketing that offers pinpoint accuracy. We discuss how salespeople can save time and wasted effort by using Ai to pull together razor sharp prospect lists comprised of only suitable people for you to sell to, based on your psychographics, behavioural analytics and fit within your ideal customer profile.
We explore the future of Ai, it's application in hiring, team building, team selling and channel development.
You can contact Rob via LinkedIn on linkedin.com/in/robert-turley
Website: whiterabbitintel.com (Company Website)Twitter: WhiteRabbitIntl
--
If you are growing your business and want to speak to someone who will challenge your thinking, help you avoid the mistakes and horrors that were inflicted on you when you were a corporate wage slave, and you want to hire great talent and help them succeed, book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-call
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
TheInquisitorPodcast
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AmyBrown, founder and CEO of #AuthentiCx is a pioneer in the field of bidirectional conversational AI to improve:
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CustomerExperience #CX
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Sales
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Marketing
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MarketingStrategy
She help US Healthcare companies to understand what their customers truly want and need. She explains why #customersalisfactionsurveys and #netpromoterscores #NPS are fundamentally flawed and inaccurate. She identifies where to look for clues as to why otherwise loyal customers are prevented from buying from their providers, how call centres contain a rich, mostly untapped diamond mine of information and why executives are volitionally deaf if they aren't utilising this unfiltered, unbiased resource of rich customer insights.
A fascinating exploration into the power of AI if used well and the value of all the #smalldata that you already own
Amy can be contacted on linkedin.com/in/amy-brown-84821210
Website: https://beauthenticx.com/
--
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"A map tells you where you’ve been, where you are, and where you’re going — in a sense it’s three tenses in one.” - Peter Greenaway
AnthonyWilloughby is an adventurer. For the past 40 years he has been learning from indigenous people in Kenya, Mongolia and Papua New Guinea and applying those lessons in some of the world's most successful companies to build powerful teams, increase the success of sales and marketing operations and improve the clarity of senior executives to deliver a cohesive, unifying vision across their entire company.
Reluctantly educated at Harrow, Anthony scraped through until eventually escaping his self confessed "massive arrogance, minimum substance & effortless insincerity" instilled by privilege and entitlement of his education, being humbled and schooled by people with a rich tradition stretching back thousands of years.
Funny, poignant and eye opening, this interview is a must listen.
Contact Anthony via LinkedIn: linkedin.com/in/anthony-willoughby-a2757511 Email: anthony@nomadicschoolofbusiness.com
- -
Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call
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The #ScaleupsAndHypergrowthPodcast
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"Most salespeople aren't willing to make any changes at all because they are entirely self-serving", says #ChrisOrtolano, and I agree. Service is understanding both sides of an opinion to be able to reconcile both sides of an issue. You must be able to have a productive disagreement. Sadly, too many salespeople see the customer as their adversary and when things go wrong, they blame the customer.
Understanding who you are talking to creates an opening for them to want to understand you. A powerful opener for understanding is telling 2-way stories which inspire the other person to tell their story too. Setting the stage and understanding the back story is critical. 3 critical skills you have to develop to be effective in sales are:
- Learn to Facilitate
- Learn to Collaborate
- Learn how to Disagree
Abdicating the solving of our problems to technology has amplified our problems by masking them and letting them persist. So often, such decisions are made because no one unmasks the real problem at its cause.
In this lively discussion, Chris and I explore the power of #playbooks, #mapping the #customerjourney and much more.
Chris can be contacted via LinkedIn on https://www.linkedin.com/in/salesnerdo/
Twitter: salesnerdo
SalesStack.io #ShiftHappens on #Slack--
Book a 1 to 1 with me to explore how you can scaleup and achieve hypergrowth without hiring an army of mediocre salespeople or wasting a fortune on unproductive marketing or advertising - https://calendly.com/marcuscauchi/linkedin-discovery-call
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RinkuBanger is a new business founder. We discuss the journey from his early years, how he was forged into a top sales perfomer, the ups and downs, the good and the bad, and the hard lessons he's having to learn as he establishes his new business as the owner.
In a frank and vulnerable conversation we explore his early days in boiler room sales, what he\'s stopped doing, how he's recruiting and developing his team and the challenges he's still facing.
When you get to my age it's easy yo forget just how tough it is for new salespeople to get started and make it. It's tempting to blame them for their behaviour and results but it is on us as experienced sales leaders to take responsibility for hiring well, understanding personal motivations of our people, onboarding effectively, developing and growing talent to help them make progress and achieve their goals and ambitions. Far from creating a holiday camp, this is the hardest job of manager, hiring the best and getting the best out of them. There is nothing soft or fluffy about these soft metrics.
You can contact Rinku, who is the founder and CEO of #Excellen via LinkedIn at linkedin.com/in/rinku-banger-96122a65
If you are establishing your business and want to speak to someone who will challenge your thinking, help you avoid the mistakes and horrors that were inflicted on you when you were starting out in your career, want to hire great talent and help them succeed, book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-call
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
5 years ago Thycotic was an unknown start up. Today they are on the lips of virtually every Fortune 500 Boardroom conversation. #SilkeAhrens is their international #ChannelChief. She explains how they have built their international presence through a special forces unit of partners, not by being distracted into recruiting a land army of conscripts.
Achieving an average of 60-70% quarter on quarter growth internationally takes meticulous planning coupled with a high degree of adaptability and flexibility, a huge tolerance for change and a genuine understanding of what partners really want.
Silke Ahrens is the embodiment of the modern #channelsales leader who is committed to only authentic partnerships with the channel and their customers. Learn how she does it and the mistakes she's made along the way.
Silke can be contacted on LinkedIn via linkedin.com/in/silke-ahrens-5845a58
--
Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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"To be vulnerable is the be the most courageous", says #VictoriaBoxallHunt, Group Operations Director at the Private Equity group, MARCOL. We discuss work-life balance under lockdown and in the (post)Covid era. We explore why you must show up as the best version of yourself by having a healthy balance between work and home life, health, sleep, diet and family.
We argue over when to raise price in the sale, we agree vehemently that there is a need to raise the game when it comes to investing in women and non-white run businesses. We explore how the best managers are finding ways to ensure individuals feel part of their company culture and have a voice under these new working conditions we are having to which we are having to adapt.
A genuinely fascinating conversation with a powerful female leader who has risen to the top through merit and authenticity.
You can contact Victoria via LinkedIn linkedin.com/in/victoria-boxall-hunt-897669120
- -
Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
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The #ScaleupsAndHypergrowthPodcast
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
"Direct sales leaders are passing on the same bad genes to the kids. Learn this one thing. The channel can open doors that you don't even have the keys to the house", says #RodJefferson.
What most vendors do to decrease time to revenue, increase seller productivity, remove selling obstacles, and create customers for life is the antithesis of what is needed to achieve these goals.
We explore the significant differences between enabling a direct sales force and enabling a #SalesChannel. It is not a matter of putting "Channel" in front of your sales training programme.
Listening is the most important part of conversation and selling. When you're selling through and selling with partners, you must slow down, stop trying to be the smartest person in the room, demonstrate humility and recognise, as the vendor, youa re probably a bit player in the grand scheme of things that the partner and the customer are working towards.
By bringing in the right partners, you will accelerate achievement of all your fundamental goals. The problem is that most sales leaders and direct salespeople don't understand partners or the different types of partners (service, technical, implementation), when or how to bring them in. We explore how to sell channel programmes internally and how to hire effective channel managers.
--
Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
SuhailKhan says that where marketing is asking for budget, they should also agree what they are going to deliver to the functions they support and then be held accountable every quarter or half year for their contribution to the results of sales, account management, customer success and renewals.
What you measure happens, What you don't, doesn't.
Measuring marketing on the number of leads with no measure of quality means marketing will deliver "X" number of leads but if they're crap, they are worse than worthless. Bad marketing sucks the profits of your business dry and is symptomatic of the disconnect between marketing and the rest of the sales organisation. Not only that, the lack of alignment means sales resources are distracted by pursuing non-opportunities, speaking to the wrong people, and leads to internal conflict and a blame culture.
Without shared KPIs and common purpose sales and marketing will be at odds. Compensation that drives the wrong behaviours must be scrapped in favour of reward mechanisms that align purpose and intent across your organisation.
Good marketing spends time talking to customers. Why did we decide to invest in marketing? Marketing isn't cheap. If we're doing marketing because everyone else does it or because we intend to support sales AND deliver what our customers want and need.
Contact Suhail via LinkedIn at linkedin.com/in/suhail-khan-80bb25 Twitter: Suhail_K
- -
Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
How Do You Earn The Faith of Loyal Customers For Life?
"In the absence of value we will discuss price ... discuss the value of the experience of working with us that you cannot get anywhere else ... stop giving discounts right away ... discounting is for you and your company it's not for the customer ... once it's out there, you can't take it back"says #RoderickJefferson. Scared money doesn't sell.
Rod has run sales enablement at @Siebel, @NetworkAppliance, @BusinessObjects, @eBay, @HP, @PayPal, @Salesforce and @Marketo.
Sales Enablement 2.0 is about designing, building and deploying sales enablement differently to shift to how can we help our clients hold on to their clients, how do help increase profit, reduce cost, mitigate risk
Sales enablement should be true partners who align, connect and collaborate across all the lines of business. Stop trying to shoehorn prospects into your sales process. Sales enablement's job is to make sure the right salespeople are having the right conversations with the right people in the right way at the right time.
SalesEnablement #SalesTraining #SalesProductivity #SalesEnhancement
Contact Rod via:
LinkedIn - linkedin.com/in/roderickjefferson Websites
- roderickjefferson.com (Company Website)
- youtube.com/channel/UCShK1i36e1AY1yVHHPh93wQ (YouTube)
- facebook.com/ThevoiceofRod/ (FaceBook)
--
Book a 30 minute one to one conversation with me: https://calendly.com/marcuscauchi/book-a-free-30-minute-call
Order your paperback copy of #MakingChannelSalesWork: https://tinyurl.com/Making-Channel-Sales-Work
Making Channel Sales Work LinkedIn group: https://www.linkedin.com/groups/8553361/
Making Channel Sales Work Playlist on YouTube: https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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"If you live your life in balance sheet you are back to an account telling an entrepreneur telling them how to run their company". #CallumLaing lifts the lid on the broken and corrupt world of #venturecapital and #privateequity.
PE/VC had their heyday 20 years ago when they were able to pay much less to buy companies, but their success back then has led to massive inflation. In order to make money today, they have to force their investments to strip out costs, go into massive debt and pursue insatiable growth and the expense of longevity.
In this very frank interview we discuss toxic impact of the Silicon Valley boys club. We explore the damaging illusion that VC/PE are the smartest people in the room, the cartel like behaviour PE firms operate to give the illusion of success - in 2019 over 30% of PE sales were to other PE companies.
"I need to give my investors their money back with a return so I sell you my company on the promise I will buy 2 of yours next year. That way I can show how clever I am when I pay back my investors today, and you can do the same next year". Well over 70% of companies seduced by the promise of rapid growth and riches, lose everything. Often it's closer to the 95% mark.
We lift the lid on the facade of stock options as a way to get rich. Too often it's a honeytrap that leaves those who made the company exitable, nothing, or worse. In the dot.com boom, options saddled paper millionaires with a crippling tax liability and they were forced into bankruptcy.
We examine the myth of the great minds in many of the big management consulting and strategy firms and their broken business models.
Callum shares his philosophy that is allowing MBH Corporation PLC to achieve hypergrowth in the value of their stock by acquiring profitable, traditional, "boring" businesses like kitchen fitting companies, construction, caravan companies, leaving majority ownership and control in the hands of the business owner.
Callum gives a fantastic piece of advice as his best lesson from his years of scar tissue.
We discuss the potency of gender and ethnic diversityto add value and perspective and the idiocy of limiting your talent pool. We didn't intend to make many friends with this episode and I think we succeeded. Please share your thoughts.
LinkedIn: linkedin.com/in/callumlaing
Websites
- unity-group.com (Unity-Group)
- entrevo.com (Entrevo)
- callumlaing.com (CallumLaing.com)
Twitter: LaingCallum
--
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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"Engagement cannot be fixed; engagement is a symptom not a cause" says #MichaelPuck, Senior Partner HCM Advisory Group at #Kronos
Companies that deliver exceptional employee experience have shown annual ROI on their share price of 42.33% per annum compared with the S&P 500 annualised ROI of 14.46% during the same period of 56 months over 2010-2016
2/3rds of the working population is disengaged or actively disengaged. The knock on effects of disengagement are poor customer service, low productivity, poor profitability but attempting to fix these problems or fix engagement inevitably fails to deliver the result. Michael has uncovered 30 factors that help you pinpoint the causes of disengagement. We discuss them in this episode.
If you want to drive up profitability, efficiency, productivity and stop wasting time on change programmes that fail to deliver the intended results, stop the wrong type of talent turnover, listen and apply what you learn in this interview.
If you question why this is important, the highest performing organisations see on average:
- 20% higher productivity
- 40% lower turnover
- 430% profitability per employee compared with their peers
- 290% more revenue per employee
Michael can be contacted via LinkedIn at linkedin.com/in/pucknusa
- -
Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
ScottLeese is a 6x Startup Sales Leader, 3x Top 25 AA-ISP Inside Sales Leader, 2x Founder, 1x Author and strategic advisor to many scale up business founders.
Serious illness took away Scott's future, he became an opiate addict and when he recovered he was unqualified for anything but sales. It was tough, but he'd beaten death, so he wasn't going to let something trifling like the hardest, simple job in the world beat him. He had an epiphany by reflecting on his addiction which resulted in his philosophy and approach to selling.
Scott has built 6 x $200,000,000 companies. SIX! From scratch. Listen to his approach to hiring and recruitment, management and training. It will blow your mind. Yes, it's a lot of work up front, but it SAVES time, builds individuals' to meet their potential, earns loyalty and delivers extreme results. Pay attention to what he measures.
This interview is such a breath of fresh air. Scott hosts Thursday Night Sales to help ambitious salespeople develop themselves. https://thursdaynightsales.com
He's constantly hiring, so if you are looking for a place to grow and develop your sales career, get in touch. And if you want to sell and surf, there is no one better on the planet.
LinkedIn: linkedin.com/in/scottleese
Websites:
- scottleeseconsulting.com (Personal Website)
- surfandsales.com (Personal Website)
- patreon.com/thescottleese (Personal Website)
Twitter: sleese555
--
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The #ScaleupsAndHypergrowthPodcast
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
JamesFarmer has been a pioneer in the field of #B2BMarketing for the past 16 years. James had an epiphany after a long history in publishing and direct marketing - business to business marketing was operating out of the Dark Ages, and it needed modernising. He and a partner from university, #JoelHarrison, set up B2B Marketing and have worked with most of the major names in technology and other fields.
James and I have a robust conversation about the highs and lows of modern B2B marketing. We disagree on many aspects which makes for a lively conversation. Tell us what you think.
They publish the latest thinking in B2B marketing at https://www.b2bmarketing.net/en-gb/user/register, their blog is one of the most widely respected in the industry and their events are popular because they are packed with usable insights
James can be contacted on LinkedIn at linkedin.com/in/jamesfarmerb2b
Website* b2bmarketing.net (Company Website)
Twitter* Jamesthefarms
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
"Humans are bad at understanding other humans", says #MartinLucas, CEO of #GapInTheMatrix. Together with #PaulAlexandrou and #AlexMoscow, we explore how to get inside the minds of your customers to decide to buy or stick with the status quo.
Martin is a #MathematicalPsychologist, Alex is a consummate storyteller of his clients' customers' stories, and Paul has helped a $2m Norwegian business acquire over 1 billion unique users, 77m of whom use their product every day.
We explore the power of understanding and tailoring your story to the #archetypes who make up the majority of your customers. We discuss the pitfalls of getting this wrong and the power of targeting your message to maximise the success of your marketing investment.
If you enjoy this podcast, please like, comment and share. And if you want to get in touch with one of the fellows, drop me an email or ping me a LinkedIn message
--
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Listen to both my podcasts:
TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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JenFerguson discusses selling at the sharp end. Feeding the top of the funnel is one of the most essential functions in sales because it's the #RevenueEngine. It's tough, it's a grind and it's usually the responsibility of some of your most junior and mistakenly undervalued salespeople. Given its importance and its level of difficulty, why is there so little emphasis on high quality training for these frontline salespeople? On developing their broader business acumen? On coaching, lesson capture and collaboration?
Churning and burning junior sales staff has long been a problem in #SDR roles. Leadership of SDRs needs to focus on maximising their progress to increase their effectiveness. Too often it's seen as a temporary stepping stone to bigger and better things. Leadership focussing on volume of activity instead of call quality results in burnout, disappointing experiences with buyers who feel like they're being interrupted with little or no value received, and SDRs not understanding why they're doing to make their lives harder than they need to be. The pressure to rush to a premature demo without effective qualification to people who can only say no or maybe is madness.
Contact Jen via: linkedin.com/in/sales911
Website: sales-911.com (Company Website)Phone: +1 727-647-6695 (Mobile)Twitter: JFerg507- -Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
How do you argue with an idiot? Why don't people pay enough attention to the facts? Can the tense that you use kill your idea in the minds of others?
Do you want to know how to minimise destructive conflict, maximise your impact and achieve consensus even with the most recalcitrant opponent? Have you ever wondered how people with less talent or competence can get their way whilst you struggle to even be heard?
JayHeinrichs and I discuss applied #rhetoric. Rhetoric has been a significant influence on the formation of Western democracy and is at the heart of our identity. We discuss it in the context of life, business and family. In this interview we explore how the use of the right or wrong tense can help you win or lose an argument, have your idea taken up with enthusiasm or be shot down. We explore how to build and improve your personal brand through craft, caring and cause.
A fascinating conversation about something we all (mis)use inadvertently everyday. You can either make it you ally or your enemy.
Jay can be contacted on linkedin.com/in/jay-heinrichs-519b427
Websites:* jayheinrichs.com (Personal Website) * figarospeech.com (Personal Website) * arguelab.com (Personal Website)
Twitter: JayHeinrichs- -Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
"What's the worst that could happen? I'll have to live with my mum. Motivation is just energy. Procrastination is a decision where you value something else more than doing the thing that is required. A mistake made more than once is a decision!", says Paul Mort
Warning: Explicit language, no punches pulled
PaulMort is straight talking, uncompromising and direct. Bi-polar, formerly suicidal, Paul confronts topics most of us prefer to hide or ignore. Expect to have the scales ripped from your eyes and your ears burned in this interview. Paul has a following of millions, coaching men to reclaim their power, take control, find clarity, direction and inner peace while lighting a fire under their arse to pursue and realise their dreams.
"What are you knowingly doing that is preventing you from resolving this?"
We rip apart the motivational speaking industry for the con that it is. We explore why self-sabotage is not a thing, why we lie to ourselves to make ourselves feel better about choosing something else than what is required of us. We explore beliefs, scripting, excuse making, catastrophising.
Correction: Essentialism by Greg McKeown (whilst excellent) isn't the book I meant. I meant #HowToBeMiserable by Randy Paterson
Paul discussed the top narratives he used to run for not achieving your goals and how he fixed himself:
- I won't be able to handle it
- I have bi-polar (whatever your crutch condition is)
- I'm not very good with money
- I'm terrible on the phone
Any of these sound familiar? What evidence do you have that any of these excuses that you run in your head are true? Would you be willing to making such statements in front of a jury?
Expect to be offended, upset & shocked. I can't wait for the hate mail to flood in ...
Contact Paul via LinkedIn
linkedin.com/in/🔥paul-mort🔥-27823792 Website: paulmort.uk (Personal Website)- -
Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
"The key is curiosity. When we learn we better our thinking" says Dr #LyndaShaw is an applied neuroscientist who has travelled widely, and investigates how language and culture affects the brain, and how the brain affects language and behaviour.
We discuss how our environment can shape us. We explore how uncertainty and ambiguity stress our brains and why we seek out answers where they are missing, filling in the gaps though worry. Lynda shares her concerns for mental health and how forward thinking managers and leaders can get ahead of these problems. Listen to her advice on the power of routine to reduce stress and overcome the body's negative hormonal response to isolation, fear for your health or your job.
Lynda shares a wonderful story about how a Dr An Wang showed vulnerability to work through a major crisis to galvanise his entire workforce to support the business and each other. We share some ideas on how to develop creative ideas to overcome even the toughest of problems.
If you'd like a copy of #TeamStorm email mcauchi@sandler.com with "Team Storm" in the subject line. If you'd like to receive my monthly newsletter, #TheGrumbler newsletter: http://eepurl.com/gu2Yd1
Contact Lynda via LinkedIn: linkedin.com/in/lyndashaw
Websites:* drlyndashaw.com (Dr Lynda Shaw) * drlyndashaw.com/corporates/testimonials (For testimonials please read:)
Twitter: drlyndashaw--Making Channel Sales Work
https://tinyurl.com/Making-Channel-Sales-Work
Making Channel Sales Work LI group
https://www.linkedin.com/groups/8553361/
Making Channel Sales Work Playlist YT
https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq
DanielGraffRadford, CEO of #Allbound explains the critical importance of enabling your partners to succeed. We discuss how effective #PRM #PartnerRelationshipManagement can play a vital role in your channel programme, onboarding, training and developing your partners' teams.
If you don't understand what drives your partners, why they are in business, what they are trying to achieve, you run the risk of driving them to go silent inside 90 days of signing them up.
Contact Daniel on LinkedIn at: linkedin.com/in/daniel-graff-radford-93899
Check out the Allbound Podcast; available on iTunes, Google Play, or live stream from the web: https://itunes.apple.com/us/podcast/the-allbound-podcast/id1153309766
Twitter: http://twitter.com/allbound http://www.facebook.com/allbound
And to see the #AllStars lovable little friends: https://www.instagram.com/allboundcritters/
Website: http://www.allbound.com
--
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
We're in uncertain times. There's complexity and volatility with no clear end to the pandemic, governments printing money, zero interest rates, oil is through the floor, the dollar is looking precarious, unemployment is rising fast and Ray Dalio is predicting the stock market is looking at a "lost decade". Governments are looking at withdrawing support around the world at the same time at the end of July, which could trigger a stock market crash.
If you'd like to book a confidential call with me over Zoom use this link
JamesAbraham, regional developer for Sandler in Israel, discusses adapting to VUCA, volatility, uncertainty, complexity and ambiguity.
We explore how you need to think differently, behave differently and communicate differently in our sales and our marketing. A crisis is bad for most, but good for the few who are prepared, willing to take calculated risks and can deliver massive value when others focus on cutting back.
LinkedIn: linkedin.com/in/jamestrainer
Websites:
- sandler.com (Company Website)
- israel.sandler.com (Personal Website)
- calendly.com/james-abraham (Personal Website)
Skype IM: jamesdabraham--
Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
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TheInquisitorPodcast
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The #ScaleupsAndHypergrowthPodcast
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Apple: https://podcasts.ap
If your customers aren't driving your growth, then you are missing a massive trick. You'll pay a heavy price for ignoring Colin's advice in this episode. Marketing and sales leaders will discover some disturbing cracks in their reaction to Covid and the decisions they are making thinking they are protecting their business when instead, they are leaving the door open to the competition to steal their lunch.
ColinShaw is recognised by Linkedin as one of the ‘World's Top 150 Business Influencers’. He is Founder & CEO of Beyond Philosophy LLC who helps organisations grow by identifying hidden, unmet needs. And the Financial Times selected his company, Beyond Philosophy LLC, as one of the best management consultancies
Colin has written seven bestselling books on Customer-driven growth. He is the co-host of the highly successful Intuitive Customer podcast. https://beyondphilosophy.com/podcasts/
We explore how you can unlock growth by discovering customers' hidden, unmet needs that drive value and capitalise on this by improving your customer experience to meet these needs so as to retain and win new customers across your target market.
You can subscribe to his LinkedIn newsletter 'Why we buy'. And you can connect with Colin via his LinkedIn profile here:
https://www.linkedin.com/in/colinrjshaw/
Follow Colin on Twitter @ColinShaw_CX
Intuitive Customer Podcast - https://beyondphilosophy.com/podcasts
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The world's best salespeople come from Switzerland, according to OMG's research (2020). Why is that? #FredKermisch helps salespeople in #privatebanking establish and build trust, earn the loyalty and faith of their clients.. He explains why a history of hospitality has built a culture where sellers have learned to help customers trust them, feel cared for and feel safe.
Fred explains why the pressure managers put salespeople under to achieve quota, frequently backfires because high networths get very nervous when a bank applies pressure to serve their own selfish need to hit quota. We explore the ways salespeople devalue their brand and create the conditions for needless customer churn. The principles we discuss apply in all sales environments.
We take a dignified and gentlemanly foray into (mis)hiring, onboarding, training, accountability and forecasting. Fred is the embodiment of someone you want to do business with. He exudes reliability, a strong service mentality and personal commitment.
Contact Fred via:
LinkedIn - linkedin.com/in/frederickkermisch Website - frederickkermisch.com (Private Banker Sales)Twitter - KermischCoach
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OliverParker is an executive recruiter with a difference. He doesn't let his clients make bad hires. He challenges them. He does the ground work by interviewing the people a new hire will be working with. he interviews the Board. And he makes sure the job you say you want to hire is the job you need to hire for.
We have a very in depth, brutally frank conversation about the mistakes, mostly avoidable that result in 40% of executive hires failing within their first year. That is a massively costly mistake and usually down to the recruiter allowing their desire to secure the assignment rather than standing up to the CEO or Chair, having robust discussions about what the intended outcome from hiring will be and making sure that there is a suitable fit culturally, in terms of value, mission and purpose.
Contact Ollie on:
LinkedIn: linkedin.com/in/oliverparker Website: capability.consulting/ (Company Website)Phone : 0117 901 2277 (Work)Twitter: ollieparker
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PaulLloyd discussed how he increased his own effectiveness running his channel by 1800%. His approach is radical, you'll find it scary and you'll question whether you can pull off a similar approach.
I've been advocating such an approach because it exploits Price's Law which states that 50% of your production will come from the square root of the number of people or partners in your sales organisation.
Have a listen, take notes and get in touch with me to talk about how you can execute to deliver similar improvements in effectiveness, in efficiency and maximise the profitability of your partners.
Book a free, 15 minute discovery call with me to explore your options and establish if you can deliver similar results https://calendly.com/marcuscauchi/discovery-call-15-mins
You can get in touch with Paul at:
LinkedIn: linkedin.com/in/plloyd Website: sellerly.co.uk (Company Website)Phone: 07764 247444 (Mobile)Email: paul@sellerly.co.ukTwitter: paullloyd1--To get notified when I release a new podcast signup here: https://mailchi.mp/44c63bca3e92/podcasts-sh-lp
I write #TheGrumbler newsletter every month - packed with opinions and insights you will find uncomfortable and revelatory: http://eepurl.com/gu2Yd1
If you want to get Rapid Results in your sales I'm running a 8-week foundations programme to help you accelerate and improve your sales results: https://calendly.com/marcuscauchi/rapid-results-programme?month=2020-07
"My best example of service is my father. The man who was the CEO in that office didn't look at himself as a CEO. He looked at himself as an enabler, a protector, as a servant ... I watched my dad ... We teach people over products, and community over commission cheque ... There's a good way to sell and a bad way to sell, and there's a staunch difference in between. Both can lead to success and that's the problem with sales", says #DaleDupree. His father went to the market intentionally looking for someone he could give a chance to shine.
Curtis Dupree founded his copier business in 1984. Dale was born with toner flowing through his veins in 1985. He rebelled and vowed he wouldn't sell copiers, so he followed his dream of becoming a musician. After realising the music industry wasn't for him despite winning a recording contract with Warner Music, he went back to selling copiers. "I sucked, became better, I became the best, I became VP of sales. I had it all."
What do you do when the doors are closed and no one is looking? Dale is a breath of fresh air in a profession with a reputation that has been hard earned for being manipulative, inauthentic and self-serving.
Have a listen to my chat with Dale about how he serves the lost, the weary and the broken at one end and the self-aware, highly driven sales professional at the other, and everyone in between.
LinkedIn: linkedin.com/in/copierwarrior Websites* SalesRebellion.com (Company Website) * CopierWarrior.com (Personal Website)
Twitter: DaleCBS--Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
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How you retain clients as we go into the toughest economic conditions any of us have ever experienced is going to be critical.
VictorAntonio discusses the power of intrinsic motivation, the unintended effects of the wrong compensation plan, the critical importance of developing existing clients. We pull no punches in this conversation. We explore what you can do to improve your sales, management, recruitment and how technology can be brought to bear to enhance performance, protect your intellectual capital and ramp up new hires.
Author, speaker and business consultant, Victor started life as electrical engineer eventually moving into sales with 20 years as a top sales executive and then CEO of a high-tech company.
AMAZON Books: - Sales Ex Machina: How Artificial Intelligence (AI) is Changing the World of Selling (AI in Sales) - Sales Models: 50 Models for Effective Selling (Sales) - The Greatest Gift (Motivation)
You can contact Victor via:
LinkedIn: linkedin.com/in/victorantonioTwitter: VictorAntonio--
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DrMarkGoulston is the world's leading expert on #EmpathicListening. Author of #JustListen, a highly sought after international speaker and passionate protector of young people in the fight against #TeenageSuicide.
Mark has been a mentor of mine for a few years and has had a profound positive impact on my perception of myself, my role in the world and how I engage with others.
He shares several practical ways in which you as a parent can help your sons and daughters, whether they and children, teens or young adults best handle the stress of uncertainty created by the Covid crisis, lockdown and economic uncertainty - isolation, missing exams, being separated from friends and family, high unemployment entering into the workforce.
Have a listen. I hope this helps and get in touch with Mark
LinkedIn: linkedin.com/in/markgoulston
Website: markgoulston.com (Company Website)Twitter: MarkGoulston
"Expose the cracks, don't paper them over", says #TamaraMcMillen. She is a breath of fresh air in sales leadership. Until recently she was the EVP of Sales for Virgin Media, is a non-Exec with CSO UK and a relentless advocate for diversity and inclusion. Consistently helping her teams smash quota,We explore her journey as a woman in tech sales and leadership - the highs and lows, obstacles and prejudices, and the missed opportunity these biases represent. Her emphasis is on creating intentional, cognitive diversity to improve the quality and richness of thinking.
Tamara shares her insights and lessons to build, enable and develop high performing salespeople and teams.
We explore the challenges with the right and wrong pre-onboarding, onboarding, training, coaching, measurement and sales enablement of your team.
She observes that you must meet your new employee where they are in their life, and right from the starting gate have a transparent conversation about where their gaps are. She is passionate that you have a moral obligation as leaders and hiring managers to treat new employees as human beings. They join a company and hope to be successful. It is your responsibility to make sure you make no assumptions, you listen, you question and you understand the individual so you can tailor your approach to get the best out of them. If any one of your people fail in role, you are responsible for their failure. if your salespeople fail in role that is a teaching moment for the manager. How did you let your salesperson down?
We discuss why the Player/Manager/Coach hybrid role rarely works well for anyone. In start ups there is a brief window where that is a necessity but why you must quickly separate these functions to stop yourself from failing at all of them.
We discuss the shameful statistic that the average turnover in sales is 34%. Imagine if you recruited and hired well, did a good job of onboarding and developing your people, how much faster you would get the right people up to speed and how much more profit you will have to invest in developing them and recruiting more A-players. It takes at least 2 years for salesperson to hit their full stride, so if you are turning over salespeople at 12-18 month cycles, you never achieve optimal performance and then you reset from scratch. Crazy and wasteful.
Symptoms like 7/8 first meetings don't result in a second meeting because of lack of pre-call planning, rehearsal, post-call debriefing, lack of coaching and ride-along coaching. She explains the importance of the partnership between sales management and leadership, L&D, HR and sales enablement. Tamara also explains the danger of letting people from the bottom 80% of your sales team spend time with new hires.
She highlights the critical importance of leaders having a growth mindset, understanding that selling is a team sport, and having the courage to stand up to investors to ensure that you can implement a long term plan instead of sacrificing longevity in favour of rapid, uncontrolled growth.
LinkedIn linkedin.com/in/tamaramcmillen Twitter Tamara_McMillen--Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
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"The world doesn't respond to stepwise evolution or innovation any more. The world is moving so fast, they respond to disruption. Don't do little steps. Do big steps. Think the unthinkable".#PierreVanWeperen is a grizzled #pharma and #healthcare executive who started his career in sales, moved into management and leadership, and subsequently into investment in start ups and scale ups.
Today he leads #GrowPharma and #GrowBiotechUK, a #medicalmarijuana company.
He makes the important distinction between complexity and complicated, the focus on end user outcomes to deliver change and restructures that leave the team aligned, experience meaningful change that improves their business and their execution. We explore common purpose, the need to clear direction, a robust plan that looks far enough into the future to stay ahead of your sales growth.
Pierre says that fast growth coupled with a highly regulated market means he and his team must focus on the present whilst having a clear long term vision, and avoid getting overwhelmed by the glut of data. When his team come up with a solution he sends them away to come back with a better one until they can't come up with a better one.
He hires managers who are:
- Willing to make decisions with incomplete information
- Willing to fail and not punish failure
- Hire managers who are willing to take risks and doesn't play safe
"The failure to fail ... takes the people who could make the change and turn them into a reporting capacity. .. If you train them properly, if you coach them properly they should know what they have to do to make a change", Pierre believes that first line management is the weakest link in any organisation because they aren't involved in the decision to change and they don't allow their people to make mistakes.
Contact Pierre via LinkedIn: linkedin.com/in/pierrevanweperen
Websites
- get-ahead-of-the-game.blogspot.co.uk (Blog)
- grow-pharma.com (Company Website)
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"The evidence is there and the results aren't", says Mark Schaefer about the utter waste in global marketing. If you are a business leader, you are in for a good kicking. if you are a marketer or working agency side, you are probably going to hate this episode.
MarkSchaefer started his career in Fortune 100 corporates, he is an Adjunct Professor of Market at Rutgers and is author of the very excellent #MarketingRebellion. He is an outlier in the world of marketing.
Mark says that marketing has to own the answer to this question. "How do customers experience us in their environment?" Our customers are doing over 2/3rds of the job of marketing. Our customers are doing the marketing for us. HELP THEM TO DO THEIR JOB!
The job of marketing is to listen to the customer. You have got to be in the trenches. Whatever you think about your customer is probably wrong. Deafness to what matters to your customer means you are missing opportunities, alienating loyal customers and your reliance on #BigData that you don't understand means you are asking the wrong questions. The answers lie in #SmallData.
This is a blisteringly good episode. have all the leaders in your business complete this sentence ... "Only we ..." If you come up with several different responses, you don't have a marketing strategy!
LinkedIn - linkedin.com/in/markwschaefer Websites* businessesGROW.com (Company Website) * businessesGROW.com/blog (Blog) * youtu.be/gehWpd4AGyE (Speaking video)
Twitter markwschaefer--
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KateLewis is founder and CEO of #e4enable. She is a passionate advocate of coaching of developing your salespeople and equipping your managers to coach.
We discuss what coaching is and what it isn't, why it is so critical to the success of any business. especially ones looking to scale at speed or survive the imminent economic depression that will kick in around September 2020.
Kate has led many successful sales teams throughout her career and has seen first hand the impact good coaching can have on the lives and performance of individuals and teams. She has also seen the negative impact that a lack of coaching or bad coaching and management can have. Bad coaching or no coaching cost companies their future, depress morale, limit the potential of high flyers and encourage cultures that tolerate blame and excuses, avoidance and politics.
Kate can be contacted on
LinkedIn: linkedin.com/in/katellewisWebsite: e4enable.com (Company Website)Twitter: katellewis--
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The Queen probably thinks the world smells of fresh paint because whenever she shows up, they've spruced the place up for her. When you go out into the field on #ridealongs with your salespeople, do you ever get the sense something similar is happening? Do your salespeople line up friendly customers and everyone is on their best behaviour?
Ridealongs are NOT just for new salespeople to shadow an experienced salesperson. Nor are they a gotcha moment to try and catch out veteran salespeople. Veterans are NEVER the finished article. Every salesperson ALWAYS has room for improvement.
A sales manager has 4 functions:
- Hire the best salespeople
- Get the best out of them
- Make sure they have the tools and resources they need to do their best work every day
- Help by clearing the path of road blocks and protecting them from acts of idiocy from your own senior management
We discuss why ridealongs are important, what the roles of seller and manager are, and the importance of strong, clear, up front contracts and effective debriefings after each call.
You can buy #The21stCenturyRidealong from Amazon where you can learn about the tools of management. You cannot identify a salesperson's development needs from a monthly report. You need to understand whether they need help with behaviour, attitude or technique.
Antonio shares a template for an effective ridealong. Have a pen and paper to make notes
Contact Antonio on:
LinkedIn - linkedin.com/in/antoniogarrido
Website - absolute.sandler.comTwitter - SandlerASDMiami--Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
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JulianaVida is Chief Technical Advisor to #Splunk's #PublicSector sales team. 27 years in the US Navy, combat pilot, deputy CIO to the US Navy, 3 years at Gartner advising governments, and special advisor to Washington Cyber Roundtable, Juliana is the voice of the customer for sales. She's not technical by background and spends much of her time reminding salespeople that their buyers are human beings! She reminds them that to have an executive level conversation you have to invest time on the human level of discovery if you want to avoid being sent to Siberia, stuck in the IT department.
We have a very robust conversation about why buyers really buy and what salespeople do to prevent them from buying. Juliana is an advocate of thinking AS THE CUSTOMER instead of about the customer - if you think about the customer you are making assumptions and those assumptions are probably wrong. We discuss what managers need to do to recruit diverse teams who have breadth and perspective that transcends sales and engineering. Look outside for people who come with different experiences, who think differently, who ask questions your specialists would never think of. We discuss training managers and salespeople, the value of constructive conflict, the need for planning, rehearsal to get ahead of any problems that might occur in the sale.
Splunk has created a fun, creative, innovative culture in a mature business to drive the constant feeling that everyone has to be very creative, embrace different opinions, stand up for what they believe to best serve the customer, to offer a better solution. We explore how to identify top talent by how they present their personal brand on platforms like LinkedIn.
The best vendors make their customer the hero, help them become wildly successful. Juliana explains why salespeople must build relationships that matter, why they must act as if they have no fear, and the negative effects of ego.
A genuinely insightful conversation about #sales and #selling, #salesmanagement, #salesleadership.
Contact Juliana via LinkedIn - linkedin.com/in/julianavida
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Pinpointing why your customer buys is critical to eliminate waste, inefficiency and lost sales. Only by aligning with your customer and the context in which they exist will you be able sell consistently and predictably to your customers. Recognising the buyer archetypes you attract as a brand will drive systemic growth.
As salespeople, it's incumbent upon us to adapt to our customers and prospects. If you're hiring and onboarding new salespeople, expose them to buyers; have them listen to their story, listen to the language they use, learn their preference for detail or big picture, fast or slow pace, people or result orientation. Listening is a creative act. Speak to your customers to understand what it's like to be them, what matters to them, what pressure they are under, what they consider important. Make it mandatory for your CEO, your CFO, your COO, your CMO, your CRO, your CIO, you middle managers, your marketers and your salespeople speak to your customers to eliminate the errors that creep into your theories and assumptions.
Controversially, we discuss why most big data programmes operating on theory are a waste of time because they are built upon flawed thinking. Inadvertently, they lead to focus on the wrong end of the problem, then to a blame culture, misalignment away from service and frustrated customers who are unhappy and disappointed.
Hot tip: Look at what your end user customer is NOT doing rather than what they are doing. The strongest indicators for how you will grow will come from looking at those gaps
AlexMoscow (#9mmPR), #PaulAlexandrou (#ModernEquivalent) and #MartinLucas (#GapInTheMatrix) join me to discuss the duality of business to help you focus on what the best organisations are doing that the average vendor does not.
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Let's pretend it is possible to implement 100% of your change programmes successfully!
IanDodds has been a champion and practitioner of #inclusiveness and #diversity for the past 50 years. He started out life on a council estate in the North of England, and early on he realised he was different from others at school. He earned a place at Oxford University and quickly became inspired to create inclusive work environments as a manager within ICI. He was working in one of the worst performing factories in all of ICI. He realised that there was a void in communication between managers and employees. A branch of the Communist party had been established, industrial conflict, high staff turnover, low productivity were all symptoms of this symptomatic failure.
Ian started talking to workers without judgement or prejudice. The very fact they were being heard opened them up to trusting him. He did the same with management, eventually managing to get both sides to listen to each other. In under 5 years he turned the worst into the best performing factory in ICI and he rolled out his approach across the business.
The impact? Great working environments, with happy, loyal, fully engaged staff operating in multicultural, employing the best local talent and attracting top performer internationally, increased profitability, optimised efficiency and enhanced shareholder value and profitability.
Have a listen to my interview with Ian and let me know what you think.
You can contact Ian via LinkedIn
Website: iandoddsconsulting.com Twitter: IanDodds--If you would like to talk to me in confidence you can arrange a 15-30 minute call hereYou can get notified about my events and receive my newsletter by subscribing here
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Public sector innovation in Sweden is a shining example of what's possible with a small team of committed innovators, a modest budget and a mandate to make things better when government works in partnership with its citizenry. There are powerful lessons in this interview on #leadership, #management, #inclusiveness, #diversity, #hiringoutsiders, #accountability, #agilethinking, #agileteams, and #teambuilding every business leader and manager can learn from.
PatrickLinqvist is chief innovation advisor for the city of Helsingsborg in Sweden. He's been tasked to make his city a centre for innovation and I am very much looking forward to 2022 when they host their innovation expo. Patrick and his team are asking the questions any modern city should be asking but probably isn't. The city government is investing SKR250bn (£21m) in thinking differently.
They are tackling the toughest questions around education, transport and an ageing population. They have been given permission to experiment and they are allowed to fail so they aren't constrained into playing safe. They have engaged the population from primary school children to pensioners, commuters to critics to design a better future for Helsingborg's citizens. Patrick discusses the challenges they face every day, the brilliant idea of "gap managers" whose job it is to bridge the gaps between groups to eliminate silo mentality and group thinking.
I cannot begin to thank Patrick for opening up my eyes to what is possible with enlightened city leadership and a willingness to imagine a brighter future. What could our government learn from following Helsingborg's lead? Bubble bursts...!
Patrick can be found on LinkedIn at linkedin.com/in/patricklindqvist
Check out his views on driving #change onYouTube: youtube.com/watch?v=rHF4hARZn38&feature=youtu.be (Talk on Change)Twitter: patlindqvist--
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JodyWilliamson discusses the surprising aspects of #SalesEthics with me. We debate when you have no right not to sell, and it's not in a time of crisis.
Covid has made a lot of salespeople squeamish about selling and that is a HUGE mistake. There are people out there in your market who need help. Who the hell are you not to help them? We are seeing companies pull their foot off the pedal which is going to result in problems downstream if they aren't already killing companies.
Great managers will let you fail but will not let the business fail. There are a lot of managers who are in danger of doing precisely that, letting their businesses fail. They giving terrible direction and advice to their salespeople, they didn't use the lockdown to train and coach their salespeople, they encouraged stupid, damaging behaviours like premature, unnecessary discounting; they've let negative thinking take over and are moving the target instead of modifying their salespeople's behaviour.
Jody is one of the people I respect the most in sales and he shares nugget after nugget of sales and management genius in this episode.
Jody can be contacted:
LinkedIn Profile: linkedin.com/in/jodywilliamson
Website: jw.sandler.com (Company Website)Twitter: _JodyWilliamson--Sign up for my no punches pulled newsletter, #TheGrumbler & get notified about events: http://eepurl.com/gu2Yd1
Making Channel Sales Work: https://tinyurl.com/Making-Channel-Sales-Work
Making Channel Sales Work LI group: https://www.linkedin.com/groups/8553361/
Making Channel Sales Work Video Playlist YouTube: https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq
Join me at one of my live clinics: https://calendly.com/marcuscauchi
DavidDavies, the Cod Father, former #1 frozen fish salesman and international DJ has spent the past 35 years helping small technology businesses. Dave and I co-wrote #MakingChannelSalesWork #MCSW which has quickly become the go to bible for turning around and/or building successful #SalesChannels, #Alliances and #Partnerships.
Lack of Boardroom congruence, misalignment and an unhealthy focus only on empirical data, silos and empire building instead of focusing on having the biggest positive impact. Dave introduces the idea of developing a #ValueProvocation instead of a #valueproposition. This is only possible if you have a clear, singular vision. A failure to have that cohesive vision and aligned focus, means that teams you will suffer from organisational Chinese whispers.
People step as led. Executives often send unintended messages with how they behave and what they measure but these fly in the face of their stated intent. In the channel, this is amplified and the positive or negative impact is even greater.
We discuss what makes for successful channel development, the importance of being committed to developing and growing other people's businesses, the vital qualities of being able to train and coach how to sell to your end user. Developing channels is hard. Really, really hard. What are the mistakes vendors make when building their channels, hiring channel managers and channel chiefs, identifying the right kind of partners, the critical importance of understanding how to run a partner's business. Hiring channel managers who were big, swinging enterprise Richards at a megalithic vendor rarely work out.
How will Covid impact sales, and what is the opportunity this represents to capitalise by building your channel with cultural experts locally? We discuss the faux pas trap faced by non-local salespeople and culturally unaware leadership.
This episode is packed with warnings signs, real world advice that has been learned from our 70+ years combined scar tissue, great advice that works when building a partner-centric, customer-centric channel to deliver a win-win-win outcome. BRING A PEN AND PAPER to this episode. Listen more than once.
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Get hold of Dave on LinkedIn: linkedin.com/in/davidwdavies
Email: david.davies@sandler.comTwitter: SandlerTV--Book time with me for a 1 to 1 discovery call: https://calendly.com/marcuscauchi
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Watch my Making Channel Sales Work Playlist YouTube: https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq
GeoffBurch is back! Geoff's childhood was unorthodox. His parents escaped the Gestapo in Vienna in 1938. They were out with friends at the opera, and at the end of the performance one of his officer friends warned him not to go home as he was going to be arrested. A Viennese Jewish psychiatrist, Geoff's father taught him about the bizarre, self destructive, delusional nature of people with stories of his patients.
Geoff grew up to be a maladjusted, troubled youth who naturally fell into sales. His stories will make you howl with laughter whilst making the point about why people do what they do, even though it is rarely rational. We explore #TransactionalAnalysis in detail, discuss its application in sales and management, and generally have a rip roaring time.
If you ever have need to a belly laugh at your sales or management kick off, Geoff is your man for the job.
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Contact him via:
Geoff’s LinkedIn Profile: linkedin.com/in/geoff-burch-73754821Websites* geoffburch.com (Company Website) * geoffburch.com (Blog)
Email: geoff@geoffburch.com--
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JeffJHunter has a background in developing virtual teams, serving founders of tech start ups to develop their personal brand and become known as experts in their field.
Jeff describes branding as intentional transactions. He describes the 4 elements to your personal brand
- Connection - how are you really connecting with your target audience?
- Omnipresence - where are you and how do you show up?
- Relevance - why should people listen to you? How are you of value to the people you serve? What problems do you help solve?
- Engagement - what's the evidence that you are helping people? How are you helping them achieve their desires?
We discuss the importance of genuinely paying attention, listening to hear what another person is saying, understanding to the other person's satisfaction.
If you focus on making your clients the hero, there must be a villain. The villain is the problem your clients are trying to defeat. Be very careful not to make yourself the hero. Your job is to be your clients' guide.
Jeff makes the point that marketing is always about generating the right results. We explore where you start when developing your personal brand and the answer is obvious but will probably surprise you.
Why is there a disconnect between sales and marketing? Why must you have an ongoing conversation with your existing customers? How do you deliver valuable content? How do you identify villains in your prospects' world?
Jeff and I will upset you if you are looking for an easy life in your marketing and your sales.
Contact Jeff at:
Jeff LinkedIn Profile: linkedin.com/in/jeffjhunter
Websites* JeffJHunter.com (Company Website) * vastaffer.com/ (Company Website) * virtualassistantmarketing.com (Company Website)
Email: me@jeffjhunter.comTwitter: jhunter101--
Additional Resources
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Making Channel Sales Work Playlist On YouTube: https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq
Join me at one of my live Sales, Tech Hypergrowth and Leadership clinics: www.marcuscauchi.eventbrite.com
* This is a MUST LISTEN episode if you are on my sales training programme *
This is a masterclass in pricing genius. #DavidAbbott, author of #HowToPriceYourPlatypus, shares 4 simple psychological pricing strategies to help you get paid what you're worth. He spills the beans on how to get buyers to negotiate in £1's, £10's and £100's instead of £1000's, £10,000's and £100,000's.
Whether you are selling products or services, your house or your company these strategies work in the real world. We explore the power of pricing techniques by starting from a better position before you ever negotiate. The better your starting point, the better your ending point.
We discuss the importance of making the decision to proceed at the start of the sale, then make dozens of little agreements instead of making one big decision at the end.
David also explains how you can use your win-lose ratio as a trigger to raise your prices.
You'll find yourself slapping yourself on your head when you realise how simple getting pricing right is, and what a pig's ear you've made of discussing pricing in the past
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If you'd like to explore how you sell more, more often for more money to more people, you can book time with me via this Calendly link: https://calendly.com/marcuscauchi/book-a-free-30-minute-call
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Sign up for one of my live clinics: www.marcuscauchi.eventbrite.com
My podcasts can be be found on Podbean, Spotify and ApplePodcasts:
TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
CarynKopp has been opening doors by phone for her business clients for nearly 3 decades. She has built a team of experienced door openers, accumulating 300+ years of lessons from cold calling. We discuss why the phone is still relevant and an incredibly powerful route to market. We role play various common scenarios and offer up some better alternatives to traditional prospecting strategies.
The phone is an incredibly powerful sales tool which is underused and underestimated. Its power lies in the intimacy a phone call creates. The buyer is letting you right into their personal space, speaking directly into their ear.
Many salespeople have grown up with the myth that prospecting by phone doesn't work any more. This is a bullshit fabrication of social media "gurus" trying to peddle their programmes to suckers. Bad telephone prospecting doesn't work. It NEVER worked. A great prospecting mindset, with great technique and the right intent can be super effective. And as part of a mix of prospecting activities, it is even more powerful than just cold calling alone.
We discuss why so many sales managers are incapable of training and coaching their salespeople to use the phone and reach a depressing conclusion which offers great managers a fantastic chance to get even further ahead.
You can contact Caryn via:
Caryn’s LinkedIn Profile: linkedin.com/in/carynkoppWebsites* koppconsultingusa.com (Kopp Consulting USA) * koppconsultingusa.com (Company Website)
Phone: +1 908-781-7546 (Work)Email: ckopp@koppconsultingusa.comTwitter: ChiefDoorOpener--Subscribe to my newsletter, #TheGrumbler here: http://eepurl.com/gu2Yd1
Book a free, confidential consulting call with me:
https://calendly.com/marcuscauchi/book-a-free-30-minute-call
TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
PaulAlexandrou is a seriously effective storyteller. Founder and CEO of #ModernEquivalent, Paul helps fast growth companies adapt to moments of deep change. Pivots, strategic change, outrageous growth are often very uncomfortable. Managed well, those moments can deliver incredible competitive advantage. Mismanaged and they can sound the death knell for your business or a life of mediocrity swimming with all the other fish in your pond.
The danger of being feature obsessed is that you paint yourself into a box as a commodity provider. MinimumViableBrand (#MVB). Story and brand are misplaced in marketing departments. Founders are so close to the narrative and that informs decisions at a product and culture level. Paul believes it's imperative to position brand and story in the C-suite for them to use them as a lens, especially at moment of change.
Your story is the narrative of why you exist. It's the bridge that connects who you are as a business and what matters most to the people you serve. Story is too important for it to be merely a marketing output. Does your story tell how are you different or make you sound like everyone else?
CEOs are the chief story tellers. Companies that are winning are leaning into the challenge by pivoting around their purpose or their brand, often away from their old feature sets. CEOs need to embrace their responsibility. They need to author and co-author their story with their teams so they are at the centre of their story as it evolves. Paul introduces the concept of the Brand/OS (operating system) to keep the brand fluid and iterative so it evolves with real world market conditions.
If you are scaling up your business, this is essential listening. If you don't leverage your story and your brand effectively, you are going to make that growth heavy going and you will become an obstacle to your own growth. You will create confusion, conflict and silos, you may take on money that is divisive, leading to politics and turf wars due to misalignment.
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Check out my new #ScaleupsAndHypergrowthPodcast at:
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Get my newsletter #TheGrumbler: http://eepurl.com/gu2Yd1
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JohnRosso inspires me. He's been an inspiration to me for the past 17 years and is someone all Sandler trainers and clients have been influenced by. His impact cannot be overstated within our community.
John and I explore what's going on in the sales community under Covid-19. We investigate what's working and what isn't, what managers can do to help or hinder their salespeople. And what salespeople are doing to hinder themselves. He uses real world examples to show best practices and what the average salespeople and average managers are doing. If you are doing those things, take a hard look in the mirror and ask yourself why? Is it fear, apathy, ignorance, denial or ego that holds you back the most?
If you are fan of qualifying for BANT (budget, authority, need and time) you are going to hate this interview because we put that ugly baby to bed once and for all when we discuss the importance of qualifying conceptually. Average (BAD) salespeople try to qualify for BANT because they've been taught to do that by terrible managers (94% of managers are UNQUALIFIED for the job based on SRC's 2020 global research study, and frankly, I'm amazed it's that low a percentage!). John sheds light on a far more elegant way of engaging in the qualification process that true sales professionals will love.
I'm not going to give away any more. Have a listen. Pure gold throughout.
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Check out my new #ScaleupsAndHypergrowthPodcast at:
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Get my newsletter #TheGrumbler: http://eepurl.com/gu2Yd1
Buy #MakingChannelSalesWork here: https://tinyurl.com/Making-Channel-Sales-Work
At least 19 / 20 marketing attempts completely miss their mark if you lead with features and benefits or talk about the logical reasons why customers and prospects should buy from you. 95%+ of decisions are 100% emotional. Speak to your best customers. Your best customers will tell you what you need to know to sell to other people just like them. The most important player in your story is your audience.
Are you killing sales, alienating loyal customers and failing to identify gaps in your competitors' offering because you don't understand your customer?
Alex Moscow is CEO of 9mmPR and an expert at auditing the stories in your head and translating the voice of your customer into powerful stories that make them the hero. He gets you noticed by editors and has helped clients grow 13,000%
Martin Lucas, is a mathematical psychologist, CEO of Gap In The Matrix, and the world's foremost modeller of why human beings really make decision for consumer and high tech brands. Gap In The Matrix has a blue chip and tech scale up client base. One added £64m to their bottom line by changing 7 words in their copy!
Paul Alexandrou, is an expert is making your audience central to your story developing your brand and taking your story from marketing into the boardroom. Brand codifies the soul of a company and allows you to differentiate in a crowded market. Story enables you to communicate it to your audience.Paul has helped take Kahoot! from start up to 70m daily users and 700m unique users through brand and story
We explore the power of story to attract and keep top talent, the power of structure, word of mouth, build deliberately sharable narratives, creating #SocialArtefacts, how to use micro-nudges effectively and why they don't work when badly used. A veritable masterclass in the power of story, emotion and applied intelligence.
- Do your stories scream out for attention amongst all the noise?
- Are you preventing loyal customers from buying from you because you are letting ego get between you and their decision to buy?
- Are you forgetting the power of your internal story to have everyone in your business marching in lockstep?
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Useful resources you might want to check out
TheGrumbler newsletter: http://eepurl.com/gu2Yd1 Not for softies!
TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Did you know it takes 38 months to recover the sales you lose after you lose a salesperson?
Phill McGowan is a serial entrepreneur who has built 8 businesses and sold 5 of them. He left school at 15 and got a series of badly paid jobs until he eventually fell into sales. When his wife and business partner passed away, he decided to change his direction and chose to study sales as an academic. He gets his PhD in September.
We discuss the link between control and motivation - the more control managers have the lower salespeople's motivation. In this outstanding discussion, you will learn how to so much. Bring a pen and paper!
The best sales leaders are spending at least 40-60% of their time teaching? They are servant leaders in both directions - servant leaders internally and servant leaders on behalf of the customer.
Phill and I discuss the 3 critical themes that his research covers that limit your success
- Failure of sales strategy
- Failure of salespeople
- Failure of sales management
What is the price of winning a profitable order from the wrong type of customer?
Where do you really want to sell? If you aren't very clear about who your customer is and who your customer isn't, you're in danger of hurting your business in the long term. Are you asking your managers to enact your strategy through their rhythm of the right type of training, coaching and accountability? Or are your managers actually focusing your salespeople on the wrong customers?
Are your eyes open to what's coming from left field that will make your niche disappear from under your feet? Phill recommends that you invest in higher education to give yourself time and space to think about your market, your competition, trends in your market.
Tore Byström, Sales Director of #Celemi. He plays games for a living. Celemi is the world's leading experiential learning company and for the past 16 years Tore has been helping leaders, executives and manager in many of the world's biggest, most fast moving companies develop, retain and apply practical skills where people can see the consequences of their decisions in a low risk environment.
We discuss the power of play for adults. We explore how it creates constructive conflict, cohesion and commitment. Tore shares examples of the impact this approach can have to repairing fractured teams, eliminate political infighting, pull down walls and break down silos, bringing unity, respect and understanding.
A refreshing look at what is possible with great programme design coupled with the opportunity to fail repeatedly because these failures become teachable moments. What's most interesting is that the delegates teach each other, get to try out ideas, experiment and everybody, even your introverts get to be heard and make often stunning contributions.
Get in contact with Tore via:Tore’s LinkedIn Profile: linkedin.com/in/torebystrom Email: tore.bystrom@celemi.se
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
LisaMagnuson is author of #TheTopSalesLeaderPlaybook and #TheTopSellerAdvantage. Her expertise is helping tech companies chasing large, #complexenterprisesales win deals that are 5X their average deal size.
We discuss the importance of planning and strategising, rehearsal and role play to iron out problems, preempt obstacles and objections and reduce the probability of chasing deal you cannot or should not win. Have you ever worked out the cost of an enterprise pursuit, win or lose? It can run into the £tens or £hundreds of thousands. If you have a low #winrate or a low order value it can mean you don't see a profit for months, even years. The second highest hidden cost in any business is the hidden cost of sales and one that bites deep into your bottom line.
If you aren't clear about what's the intersection between what the customer wants and needs and your strengths you can find yourself wasting an eye-watering pile of cash, squandering scarce and costly resources and diverting them from high value, high return real business you can and will win.
- Do you know what your win themes need to be?
- Have you agreed clear roles, responsibilities and #accountability in your account teams?
- Do you have #executivesponsorship and involvement from both sides?
- Have you identified the winning plays to win 5X deals?
Lisa and I have a very honest, unvarnished conversation that will help you identify what your team can be doing to raise your enterprise sales game, drive growth and secure the future of your tech business.
Contact Lisa via:
Lisa’s Profile: linkedin.com/in/toplinesalesWebsites* toplinesales.com (Company Website) * toplinesales.com/blog/ (Blog)
Twitter: Lisa_magnuson--Register for our newsletter on sales, channel sales and scale ups here: http://eepurl.com/gu2Yd1Listen to my #ScaleupsAndHypergrowthPodcast on: Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Crises don't create weaknesses, they expose them.
The Covid-19 crisis exposed massive deficiencies in many businesses: in their sales approach, their pipeline, in sales management, a lack of vision, lack of preparation, and highlighted serious talent gaps across the global sales profession.
CarlosGarrido is co-CEO of #SandlerMiami. He is a keen student of the human condition and psychology. In this frank conversation he admits how he had become comfortable, deluding himself into thinking he was doing a great job. When the lockdown hit, he realised that he'd allowed himself to become complacent.
It was the shot in the arm he needed to get back to core principles. Unfazed by the noise, the doomsayers and the competitions' acceptance of their fate, Carlos went on a mission to thrive in the depressed, frightened economy. We discuss how we have both seized this, the BEST OPPORTUNITY almost every professional salesperson WILL EVER HAVE IN THEIR CAREER to get ahead.
He shares real world tactics that are working today. Many of you will find this uncomfortable because it was our intent to hold up the ugly mirror to you and shock you out of your excuses and torpor. Stop blaming the economy, the lockdown, the negative sentiment and grab the bull by the bollocks and wrench.
You are responsible for your results. You are responsible for making the best of this bad situation. Your families, your company, your team and your customers depend on you to provide leadership and a safe pair of hands to guide and help them out of this.
Nothing happens in the economy until salespeople sell something. We are the engine that will drive recovery.
"All will be well. We have, I believe, within us the life-strength and guiding light by which the tormented world around us may find the harbour of safety, after a storm-beaten voyage." - Winston Churchill
Carlos’ Profile: linkedin.com/in/carlosgarrido0Website: absolute.sandler.com (Company Website)Twitter: GarridoCsg
Prof #EddieObeng is CEO of #PentacleVirtualBusinessSchool and founder of #Qube. Eddie is the most famous business guru you've never heard of. An expert in facilitating lasting, effective change we tackle critical questions like:
- Should expensive CEOs be replaced by AI?
- Can virtual workplaces produce better results than physical office environments?
- Why do change programmes fail 75-80% of the time?
- How will others respond to the change you implement?
- How do you get your people to come up with the answers?
- How do you bed in new ways of working?
- What do most organisations overlook that lose them their intended competitive advantages?
- Why are your meetings boring and unproductive?
- How do you maximise effectiveness in a virtual business environment?
- Why benchmarking encourages terrible business practices & hides the truth about performance?
Change doesn't happen in isolation. If you change one moving part, it affects other parts of the business, people or your model. Eddie shares his 5 step E.D.D.I.E. model to prevent change programmes from being set up to fail from the start.
Eddie is a powerhouse of ideas, a serial business disruptor and a pioneer in the field of virtual business execution.
Join Eddie and me for an informative and highly engaging conversation about the future of work and how virtual workplaces will allow improved collaboration, greater diversity of thought and improved efficiency
To contact Eddie about #Qube, Pentacle Virtual Business School or have him guide you through a critical change programme that has buy in, beds in and delivers the results you were hoping for:
Eddie’s LinkedIn Profile: linkedin.com/in/prof-eddie-obengWebsites
- PentacleTheVBS.com (Company Website)
- pentaclenewworldtimes.blogspot.com/ (Pentacle: New World Times Blog)
- imagineafish.blogspot.com/ (Blog)
Phone
- +44 (0) 1494678555 (Work)
- EddieObeng
- PentacleTheVBS
- QUBEcc
AmyWoodall is back for the 3rd time discussing why you must own your 50% of every interaction. We explore how to stay out of psychological games is possible if you own your 50. If you let your ego get hooked you will be dragged kicking and screaming into the #Drama Triangle, which describes every f**ked up, broken, dysfunctional relationship you can or will ever have.
We explore what that means for leaders, managers, salespeople and customers.
We delve into the #Winners' Triangle and how being vulnerably assertive can give you power and strength in the face of bullies, victims and micromanagers.
This episode is a tour de force by a genuine master of #TransactionalAnalysis. Listen to Amy and then listen to the world's most famous #ChipDoyle in my interview with him about using #TA in the sale and how to stay unattached and egoless in the sale: https://www.podbean.com/media/share/pb-8wfhf-d90b64
Together these interviews delivers the fundamental principles of #authenticselling and #authenticmanagement and help you take and maintain control over your own response to adversity, conflict or disappointment.
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If you don't understand the principles and underlying psychology of human interactions, people appear unpredictable, sales will be misunderstood as an art and you will regularly be disappointed. This episode is full of eye popping surprises you can take and apply in your selling, in managing salespeople and in your client relationships. "Selling is a science. It's a process. Sales are predictable. It's predictable just like finance or manufacturing"
ChipDoyle explains how #TA #TransactionalAnalysis plays out in every sale. We discuss the importance of applied transactional analysis to understand what is happening at every moment in every sale. I learn how to recognise when my child ego state is coming out to play and why it is so important to keep the child under adult supervision to prevent derailing your sale.
Chip explains how to sell, manage expectations and win referrals by applying TA. It will surprise many of you that Chip says, "I have made more money in the post sell step than any other part of the Sandler submarine". Not the up front contract, not pain, not budget but the #postsell. Learn why?
Join me and Chip in a down and dirty conversation about the deepest recesses of your mind and your prospects' minds. A fascinating expose into human behaviour.
Please COMMENT and SUBSCRIBE. DOWNLOAD this episode to listen at your leisure.
To receive alerts about in-depth interviews with leaders of #Scaleups and #Hypergrowth technology disruptors you can visit my other podcast go to scaleupsandhypergrowth.podbean.com.
DrewDAgostino is CEO and founder of #Crystal. Crystal uses AI to give you insights into the preferred communication and behavioural style through their LinkedIn profile. It's between 80-85% accurate and the best $29 a month you can invest in your sales team.
Drew and I discuss how being better prepared for every conversation you have with prospects and clients can positively impact your results. Understanding people with
We also explore the challenges and lessons from building 2 scale up businesses. Drew talks about investors and consequences for founders of taking the different types of money:
- Good money
- Dumb money
- Bad money
I hope this interview upsets a lot of you. You need a kick up the arse if you are not coaching effectively. Telling is NOT coaching. Coaching is NOT OPTIONAL. NOT, NOT, NOT optional. And now you have no excuse under the corona lockdown because you can't hide behind being stuck in meetings or foreign travel
Coaching is a board level issue. Ignore this fact at your peril.
Visit https://www.linkedin.com/pulse/sales-coaching-board-level-discussion-richard-smith if you question this fact.
Dynamic coaching can deliver a 27.6% improvement in win rates for forecasted deals. Even a formal approach to coaching can deliver a 13.5% improvement in win rates. (CSO Insights)
Those sales people who aren’t coached are 27% MORE likely to miss quota than those who are coached.
RichardSmith is Sales Director at #Refract.ai. Refract record and analyse sales calls and coaching calls to help managers improve their coaching of their salespeople. Their AI analyses the call and helps managers pinpoint teachable moments drawing on the millions of calls from which they have captured.
What was the talk time balance? Use of verbs and adjectives? How silence was used (or more likely NOT used!)? Emphasis, nuance, when specific topics are brought up in the call e.g. price, competitors, specific objections and how they were handled or neutralised.
Coaching is NOT an option if you want to see performance of your salespeople rise. It is an act of gross negligence by you as the manager to fail to coach your people. It is an act of stupidity, ignorance and idiocy (am I making the point forcefully enough?) and should be seen as an act of gross misconduct.
Leaders, you are not free of blame. Stop over-burdening sales managers, who have the most precarious position in your business with utterly onanistic reporting to feed your bean counters with data that is frankly inaccurate and often potentially harmful to feed your bad decisions. Making investment decisions based on forecasts that a Voodoo soothsayer could do a better job of predicting than your salespeople is utter lunacy.
Have a listen and weep
You can get hold of Richard at:
Richard’s Profile: linkedin.com/in/richard-smith-refractWebsite: refract.ai (Company Website)Email: richard@refract.aiTwitter: richard_refractPlease COMMENT and SUBSCRIBE to receive more in-depth interviews with sales leaders. DOWNLOAD this episode to listen at your leisure.
Check out my new Podcast #ScaleupsAndHyperGrowth for intimate, in-depth interviews packed with real world lessons from disruptive technology #scaleups who have architected and navigated the turbulent and often terrifying waters of #hypergrowth and made it out the other side without the wheels coming off
ScaleupsAndHyperGrowth or on Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
MartinLucas, tells the brutal truth about human behaviour. Irrational is normal. Emotional is normal. We buy emotionally and we justify using reason and logic. His excellent blog on the subject https://www.gapinthematrix.com/blog/irrational is worth reading.
Martin is CEO of #GapInTheMatrix. He is a #MathematicalPsychologist who advises global brands on what they are doing to prevent customers from buying, staying loyal, and wasting profits on unnecessary and fruitless advertising, marketing or damaging sales conversations.
He has been a multi-award winning salesman, he's established and grown several businesses and today advises multi-$billion brands in consumer and B2B markets on how to stop self-sabotaging their efforts. He teaches sales teams how to stop projecting unconscious messages that hurt their efforts by projecting contradictory or harmful messages to customers that prevent them from buying.
This interview takes a sophisticated message and dissects it into simple to understand elements you can use and apply in your business, large or small. Fascinating to listen to, Martin's work helps companies win customers, rebuild loyalty once customers have lapsed, prevent them from losing faith in your brand in the first place and secure customers from your competition.
You can contact Martin through his LinkedIn profile at linkedin.com/in/behavioral-sciences
ToddLCamp is Founder of the Pareto Group and Co-Owner of Camp Negotiation Systems. His father, Jim Camp, wrote the BEST book about negotiation you will ever read, #StartWithNo. Jim was trained by David Sandler and evolved his negotiation system in line with core Sandler principles which is why I am so excited to bring you this interview.
Todd shares real world examples of negotiation that delivers to #mission and #purpose. Mission & purpose are all about the what matter to the customer and how they need us to deliver it. They have nothing to do with you, your company or your needs. If you fall into the trap of delivering your proposal too quickly you do yourself harm.
Great negotiators are willing to slow down to speed up. They usually get everything they want. Average negotiators give away their power, start from a position of fear or subservience and never get more than they are willing to ask for.
Manage each negotiation ONE conversation at a time. Don't take yourself hostage by jumping to conclusions or you will be leaving money on the table. Don't give away your power. Realise you have equal business stature with your counter party.
He crushes the myth of win-win in negotiation. Win-win is not compromise. He shares critical rules that prevent you from performing acts of idiocy and self-sabotage. He answers the question "What is a successful negotiation?"
You can't manage results. You can only manage your behaviour.
This interview is a MUST LISTEN for all CEOs, founders seeking funding, salespeople, channel managers.
You can contact Todd through:
Todd's LinkedIn Profile:linkedin.com/in/todd-l-camp-6903904Websites* negotiator-pro.com (Company Website) * campnegotiationinstitute.com (Company Website)
Email: tcamp@campnegotiations.com
JayMcBain is Lead Analyst with #Forrester for #Channel, #Alliances, #Partnerships.
He shares his research on how he sees 2020 panning out and the future of the channel during the #CovidCrisis and #postCovid19. The bad news if, of the 600,000 VARs and MSP partners out there in March/April 2020, up to 25% may not be here before the end of Q2. The channel is under extreme pressure because a quarter don't have the cashflow, savings or credit lines to survive, whilst those who may be in a position to survive don't feel they can furlough staff for fear of never getting them back.
He also shares some really important insights for #scaleups, #techhypergrowth companies and #investors. Did you realise that the right #ChannelChief can mean the difference between and IPO at $100m or $1.5m?
We explore Phases 1, 2 and 3 of this crisis, best, most likely and worst case scenarios, when channels can expect a boost to sales and recovery once the movement restrictions are lifted, why this is a perfect storm and what the new normal might look like.
The trifurcation of the channel into transactional, non-transactional and retention models also bears careful consideration whether you are a vendor or a potential partner.
I acknowledge the awful human cost but there is a good deal of hope, and personally, I feel this is the BEST opportunity professional salespeople and A-player channel managers and channel chiefs will EVER have in our working lives to shine, get ahead and establish our personal brands. Have a listen. Please like, comment and share and of course, subscribe
Get in touch with Jay via LinkedIn, his blog, Forrester and Twitter or ping me a DM on LI and I will make a personal introduction once we've spoken
Covid-19 has thrown us all into a state of unwelcome change. The economy has been kicked in the crotch but it's not dead. Now is NOT the time for you or your salespeople to sit back and whimper about the unfairness of the situation. It is the time to seize the good in this crisis.
Many of you will be going through a process identical to grief.
- Denial
- Anger
- Bargaining
- Depression
Your job as a sales manager or sales leader is to help your salespeople reach Acceptance. Managers who coach each salesperson in their team for 3-3.5 hours will help their people be STRONGER through this crisis and help their business THRIVE not just survive.
Business leaders, now is NOT the time to cut back on training. It is the time to double down on SALES training. Product training is NOT sales training. Develop a cadence of training and coaching because your salespeople are critical to the current and future survival of your business. Sales is the lifeblood of your business. EVERY role, your equity, shareholder value all depend on your salespeople performing during this period.
Buyers are easier to get hold of now than they ever have been or will be in your lifetime. We are seeing a 300% increase in access to decision makers. Of course you need to be sensitive to their current situation but if you can help them, you do them a massive disservice by waiting, by not prospecting, by not calling customers and engaging in discussions about their business, their people, their vision, their future.
No punches pulled and some very cold, hard truths in this episode. Last year 56% of salespeople worldwide FAILED to hit quota. That number will plummet this year. 13% of sales teams HIT quota last year. I believe that number will stay more or less the same. Why? Because those teams are being trained and coached by GOOD managers.
This is the time invest in your managers to become great managers.Most sales managers are tapped on the shoulder and told "Congratulations. You are one" without any training or onboarding into the role. Their bosses don't coach them either. That is a massive dereliction of duty as a leader. Get outside help if you don't know how to do this yourself effectively.
Now is the time to remove the salespeople who are not able or willing to change. You hired them so make sure you do everything you can to help them and if you have to cut heads, do it kindly and fairly. It is a kindness to them and good decision for the business.
You can get hold of Dylis and dylisguyan.com
My guest is #KurtShaver, Chief Sales Officer at #Vengresso. He is a tech sales veteran of 36 years who moved into digital B2B social selling.
Kurt explains the difference between social marketing and social selling. As a seller, your objective is to get engagement to generate a sales conversation. We explain how to use social selling to drive opportunities forward or out of the funnel, how to identify the players in the buying committee and deliver value to open them up to your offering.
Kurt raises the question about how do you track success in you digital selling? How else can social and digital platforms help your company? Where else can we take this social lark?
Digital technologies like LinkedIn can support your sales, your recruitment and your marketing. Kurt cites an example where a potential heavy hitting new hire that an MSP was hoping to hire, was concerned because their strategy on LinkedIn was weak and it was affecting his decision. We identify a serious gap which presents an important opportunity, which is the recruitment of partners.
We dig into why selfish vendor marketing leaves their partners cold and is a hangover of traditional marketing not adapting to the social era. Social has flattened and democratised content distribution but few vendors or marketers have adapted well. We investigate why too much IT marketing is focused too narrowly on IT, and is missing their real audience in the line of business.
Kurt gives you a beautifully elegant tip to tap into the expertise of your technical leads who suffer the curse of knowledge so they can position themselves as subject matter experts but keep them under control so they don’t sink your sale.
We investigate how to win mindshare in a crowded market with your customers and your partners. Kurt identifies the crucial importance of being timely, to localize your content by putting the power in the hands of the individual salesperson to ensure that the right conversations are coordinated and delivered correctly to the right people with the right buyers. I explain why failure to coordinate effectively will rack up unnecessary and eye-wateringly high, hidden costs of sale. The metrics that used to work in the past, no longer do, because of the current level of complexity, the number of buyers involved, and the increased difficulty.
Contact Kurt:
Kurt’s LinkedIn Profilelinkedin.com/in/kurtshaver Websites* vengreso.com (Digital Sales Transformation) * bit.ly/Social_Selling_Boot_Camp (Social Selling BootCamp) * vengreso.com/blog (Digital Sales Blog)
Phone+1 707 477-1043 (Mobile)Emailkurt@vengreso.com Twitter@kurtshaver
AlexMoscow, CEO of 9mmPR has been working with CEOs for the past 20 years helping them to tell their story through the voice of their customers.
Alex explains why you mustn't sell overtly using PR. You have to speak with the voice of your customer. Do you really know why they bought from you? Why they disqualified your competition? How far you have help them come? If you don't really know what problem you solve, it makes your sales a matter of luck rather than judgement. Understanding "Why?", "So what?", " Who cares?" This is incredibly powerful and missed by so many of your competitors.
Good stories don't make you the hero. Your customer is the hero. You are Sherpa Tensing or Obi Wan. You are not Sir Edmund Hillary or Luke Skywalker, your customer is.
Alex recommends you act out the story which lets them see themselves in your stories. He reminds us that we love to earwig a good conversation. We discuss why it's vital to enter the conversations that your prospects are already having using micro-narratives.
What makes you, your market's perfect partner? In a world where time is a scarce commodity, failing to have a clear answer to this question means you will routinely find yourself in competitive situations. Give a clear answer and you are the only one they speak to.
How do you position yourself as the aspirational choice? What makes people want to be part of the community that grows up around you? Are you using testimonials as powerful micro-narratives that make your clients the hero?
PR lets you borrow the credibility of your customer and the editorial team without blowing your own trumpet.
Alex elevates the why and the impact to help you tell stories that emotionally engage your target audience. If they are triggered emotionally, they will take action and contact you.
Check out the freakonomics podcast for a fresh view on stuff you think you know and the book "The Great Mental Models" by #ShaneParrish
Contact Alex if you want to raise your profile in the press:
Alex’s Profile:linkedin.com/in/alexmoscowWebsite: 9mmpr.com (9MM Public Relations Ltd)Phone: 07967 604 652 (Mobile)Email: alex@9mmpr.com
JohnBedwany is a seasoned sales veteran who is the the world's leading expert in #AuthenticRelationshipManagement. What is #ARM? The best salespeople are able to develop peer to peer benchmarks, developing and sharing intelligence about what other comparable decision makers are thinking and worrying about. Positioning yourself as a thought leader and source of valuable executive education and insight allows you to displace incumbents.
A-players stand apart from everyone else because of the authentic relationships they develop through transparent intent. Only very few salespeople do any genuine segmentation. The best identify those accounts they have a high probability of closing because you can improve their business position.
We discuss how to establish control over your sales without being authoritarian, how to stay relevant over the long term & maintain deal velocity by defining personalised roadmaps to yes. We also explore how the salesperson can marshal all the resources, people and milestones to ensure predictability in your pipeline and forecast. You'll understand why winging it is an act of criminal negligence on the part of both salesperson and their manager. We explain why scripts are harmful to the buying experience.
John helps his clients establish deep credibility with their prospects over time using a closed loop prospecting process but he bemoans the fact that lazy and incompetent salespeople blow up well qualified opportunities through lack of preparation. Having a mentoring system, coaching and regular investment in the individuals in the sales team with a personalised training budget will positively impact performance.
I make the point that true trickledown occurs when you train and coach your senior executive team and refer to what #JeffMagee suggested which is that the Chief Learning Officer spends their time coaching and developing the leadership team.
John makes some very interesting author recommendations
You can contact John via:
John’s LinkedIn Profile* linkedin.com/in/johnbedwany
Website* dbdept.com.au (Company Website)
Email* john.bedwany@dbdept.com.au
Twitter* BedwanyJohn
KevinBeales is CEO of #Refract.ai. Refract is a canny technology that uses #AI to help managers and salespeople slice and dice sales conversations with prospects and customers.
Imagine being able to break down every second of a call to understand talk time between seller and buyer, the kind of language used to persuade or dissuade a prospect, the verbs and adjectives, the use of silence or the propensity to fill silence with the sound of the seller's voice.
These technologies are potentially incredibly useful for managers who can use the data to coach and deliver predictable performance improvement of individual salespeople.
Kevin shares some of the frequently UNasked questions that CXOs should be asking but aren't. We dissect the gaps in management coaching capability that have led to the shocking statistic that in 2019 on 13% of sales teams worldwide hit quota and only 44% of individual, full time, "professional" salespeople hit their quota.
As we face another downturn, it is more important than ever that managers invest sufficient time, consistently, in helping their salespeople improve. In particular, skills like prospecting, qualification and heading of stalls and put offs are key. But these tools can also help senior executives identify gaps in their management layer.
Contact Kevin via LinkedIn: https://www.linkedin.com/in/kevinbeales/
IanMoyse is a veteran sales director of 25+ years experience with 13 years in #cloud #technologysales.
- What's impeding your sales team from achieving target?
- What are the obstacles the manager needs to help the salesperson overcome?
- How can the manager help the salesperson perform at their optimal level?
- Why aren't CEOs and CSOs getting out in the field with their salespeople to speak to customers and experience the challenges salespeople are facing day to day?
- How can you use executive bridging to help salespeople win business and make customers feel special and valued?
- What can CEOs do to uncover the reality of the sales role instead of perceptions and conjecture?
Senior leaders can learn significant lessons by getting their hands dirty by getting out in the field and in front of customers. That does NOT mean the senior manager takes over. The salesperson is the CAPTAIN, the senior executive is CREW. Both sides need to feel empowered to tell the truth, have the right to make mistakes and take risks without fear of being punished or diminished. This only works if you have planned the calls together, rehearsed the conversation and agreed clear demarkation of roles. Ian makes the important point that the salesperson needs to brief upwards and manage upwards.
We explore the power of the eye baton technique and the rules of any crew member being asked and answering a question so that the salesperson isn't undermined or loses power.
Ian explains the critical importance of simple dashboards that focus on the basics. What's in the pipeline? Is it stuck or moving forward? What information is being gathered as you advance? What is real and what isn't based on the quality of information being gathered?
He explores the importance of gathering quality information and documenting it so the salesperson and the manager know what needs to be learned or done
We touch on CRM hygiene and adoption. A huge mistake is investing in CRM to provide audit with better audit information instead of implementing CRM to help salespeople sell more, more often, for more money and do so more simply and efficiently. Building a sales playbook into the CRM will help raise the game of your middle 60% of your salesforce and assist managers with coaching their salespeople to raise their game. How is your CRM helping your managers understand what is happening, what's real, what isn't and how you're using technology to enable managers to get the best out of their salespeople?
Ian's coaching philosophy is built around his "Earning, Yearning and Learning" model which has helped him help his people perform to their potential. He has a strong track record of having salespeople work for him multiple times throughout their careers because he shows he cares, he helps them grow and develop, he invests in them and invests in external training and coaching.
Ian makes an interesting point that using external coaches and trainers brings fresh insights, objectivity and best practices from other markets and industries. He is refreshingly vulnerable in that he recognises he is not the finished article. He is always learning which is infectious to his team. Failure to adapt to current conditions make most salespeople a spent force because they are stuck in the past using approaches and tactics that no longer work.
Ian makes the crucial point that even if you are on target, you can be better. You are NEVER the finished article.
We wrap up by exploring the common mistakes with sales and sales management hiring. Recruitment is such a critical element of every manager's role and it is done so badly, so often. Hiring managers WANT the candidate in front of them to succeed, yet so many salespeople are unprepared. Hiring managers have a problem and the candidate is a potential solution.
Ian's response to my golden ticket question is profoundly simple but on the money.
You can get hold of Ian via #LinkedIn linkedin.com/in/ianmoyse
Website: ianmoyse.brandyourself.com/ (Personal Website)
GeoffBurch is like Marmite. He's wasp honey! We explore example after example of shit selling, fuelled by awful management and non-existent leadership. We dig into how broken compensation and measurement systems drive the wrong behaviours and self-delusion by senior management.
We uncover some depressing patterns of behaviour by salespeople driven to avoid punishment. In a world where customers are better informed than ever salespeople have to adjust to what works TODAY, not rely on what used to work yesterday.
We dig into how great salespeople build credibility by how they sell not what they sell. Geoff explains why you should always tell your customer when you're doing something good for your customer. He leaned how to up sell from his very canny mother. I share a fabulous tip to grow your profitable revenues and reduce my prospecting burden by 95%.
Geoff is a consummate storyteller. We had such a laugh on this episode. Listen for the shooting story to learn why so many managers are so ineffective after having been successful in sales. The conversation evolves into the importance of focus, clarity and common purpose.
He introduces the concept of the #talkingbottom. It is depressingly funny as it descends into how broken culture spirals into disappointing customer experience and a culture of blame and excuses.
Geoff makes 2 brilliant book suggestions for your reading list.
Contact Geoff via LinkedIn
Websites
- geoffburch.com (Company Website)
- geoffburch.com (Blog)
- geoff@geoffburch.com
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The plan never survives contact with the enemy.
DrJeffreyMagee explains why most of us only hit our peak revenue building years in our 50s, unless you're smart. Either you're a cost centre or you're a profit centre. Either you are part of your own plan or you become part of someone else's plan.
He builds and develops peak performance in individuals and businesses. We explore why leaders focus on the wrong end of the problem because they are so stuck in the weeds. The questions CEOs should be asking about what works today not what used to work; what assets your competition don't have today that you can leverage; what is the 360 capability of your #humancapital; can you objectively remove the noise out of your head and look at your people as assets; what is the #trajectory you need to pursue
Jeff shares his formula for growing your people to maximise their potential:
- Aptitude
- Application
- Attitude
We delve into why sales recruitment is done so poorly. Jeff questions whether hiring managers know what they are looking for, or how to onboard them effectively, raise the bar through hiring and ongoing training and skills development.
Listen to find out how to maximise successful hires. Jeff has a formula to help you manage optimal performance.
We explore why modern sellers need to adapt to modern buyers' changing patterns of behaviour. We dig into the potency of a strong money concept and self concept for moving sales from transactional to value based. Jeff and I get tough around the lowering of the bar and the trend towards compromising on work standards in sales.
We cut through the crap, and identify exactly why weak, ineffective, lazy sales management are passing the buck, instead of taking responsibility for the team's number. They are creating the rod of underperformance for their own back by failing to understand what will make a sales hire succeed in role and they are afraid to hold people to account.
We map out the runway for sales management success. The gaping chasm between sales management excellence and what passes for average is massive. 94% (NINETY FOUR PERCENT) of sales managers are NOT QUALIFIED for the role.
Player managers are like multitasking - doing twice as much as you should half as well as you could - because they are distracted from their real job by carrying a personal target. their job is to hire the best people and get the best out of them. Give them a personal target and that is where you focus their attention. Bloody idiotic and a false economy.
Jeff explains why the emphasis on tactical (compliance, standard operating procedures, compliance, product knowledge etc) instead of operational (management, leadership, supervisory) and strategic (where senior leaders live) training is at the heart of why many organisations get into trouble. He explains the true value of Chief Learning Officers spending their time delivering strategic elegation (elevating & delegating) to the senior bench of the company.
We draw an important parallel between how a few, wealthy, committed influencers have been able to hijack the global political narrative by playing the long game, and shift the narrative to the right and towards populism causing the average voter to fail to question what they are seeing and hearing in the media. Successful leaders need to satisfy the day to day but they also need to be courageous enough to play the long game, driving towards their long term vision. The best spread their risk, encourage diversity.
The annual business report tells you how to compete with or sell to every public enterprise; they tell you about their past, present, future. Can you tap into their trends? Are you playing the future game or stuck in a rut in the past? Get our of the short term trap. Fail to learn and train yourself and your leaders, your people to think at your peril.
Salesmanship is about selling only one thing, change. Unless you get your salespeople to do the basics well, consistently over time and meaning it, you are toast. Stop getting distracted by the next shiny object that is sales enablement until you have got the basics right. Once you have the basics right, then use technology to make yourself more efficient and more effective.
Jeff advises you to read and listen to people who have the scar tissue from failure in the real world and their lessons learned, but find content produced by people who are BETTER than you, not at the same level or lesser.
Jeff can be contacted on LinkedIn.
- ProfessionalPerformanceMagazine.com (Company Website)
- JeffreyMagee.com (Company Website)
Subscribe to #ProfessionalPerformanceMagazine. It just deals with success and is packed with fantastic content every issue.
ZachSelch has helped build sales channels across 130+ countries. As a good Jewish boy he's built successful and sustained channels in Saudi Arabia, throughout Africa, Asia, the Americas and Europe. He's a true internationalist. Zach has recruited over 1000 partners for his employers and clients but he doesn't build a land army; he builds a special forces unit.
In each market he generally only works with one partner, whether they are distributors, resellers or agents. He builds clear trust based contracts and clear expectations up front that he is in it for the long term, that the partner will get paid, operate with total transparency, and uncompromising integrity.
He focuses his time on helping the partners to sell because no matter how good they are at installing a product, no one makes any money and the partnership will fail. Never assume that your partners can sell. Most can't. Most partners are plumbers - they know how to weld and cut pipes - it's your job to help them build a plumbing business. That means selling, building systems and processes, hiring the right people.
Zach shares his partner onboarding process which is tried and tested. Familiarisation with the local culture is critical. Providing partners with short training videos is important because distributors rarely put much time into training partners on how to sell. This meant that Zach earned the right to mentor the individual salespeople, helping them make more money because his job is to get the result no matter what it takes and not being distracted to maximise #TimeAvailableForSelling and #TimeAvailableForManagement.
Stop hurting sales with the pointless, and add value each time you touch your partners' salespeople. Ignore this and you will reduce the time available for selling and they're highly productive you risk reducing the highly productive selling time to as low as 3%-7.35% of their time.
Zach makes it his policy to help the careers of his distributor salespeople. Treat them like they are your own, your protégés. Stop behaving like an overpaid clerk. You need to manage your distributors. Calling once a month and adding no value is why you are failing to optimise your channel sales performance. Help them prospect. Get out in the field with them.
Meeting once a year at a trade show and making a call once a month is a major dereliction of duty. Don't think that you've done your hard work and a channel role is a prize where you can sit in your ivory tower and the money will come rolling in to smash your quota. Channel sales is the toughest sales role there is bar none. It is not a place to send failed direct salespeople. It is where you send your best salespeople who have management capability.
You grow companies fast by leveraging the power of your partnerships. You grow them sustainably, by planning, recruiting great partners who can sell, getting into the trenches, training & coaching them to be great sellers, holding each other accountable and making them successful.
"There is only one way out of my network. And that's in a box!" - Zach Selch
Zach has built a lifetime network which means he can set up a distribution network in 25% of the time than other people.
We explore the up front contract he establishes to protect both sides. It will surprise you if you are only used to selling via partners in your own local market. It cuts out 3-4 months of dead time, prevents getting tied up in pointless stuff that lawyers think is important and will hurt you commercially. He establishes clear expectations in return for exclusivity. He also shares how he gets partners to open up all their customer and prospect information when you meet resistance or pushback.
Subscribe to his videos. Here's one example you'll enjoy
Connect with him on LinkedIn here
Zach suggests these 3 biographies of General Sherman
Sherman: Soldier, realist, American by BH Liddell Hart
A Soldier's Passion For Order by John Marszalek
Sherman Fighting Prophet by Lloyd Lewis
If you enjoyed this podcast please subscribe, comment and share. You can also listen on Apple Podcasts here. Again, please subscribe, comment and share.
If you believe you or someone you know would make an interesting guest for The Inquisitor Podcast, please let me know by emailing me on mcauchi@sandler.com
Happy international selling!
MikeWeinberg is one of the most authentic, sincere and dedicated sales thought leaders on the planet today. He gloriously pulls no punches.
His brilliant books and training come from 3 decades of scar tissue. No arsty fartsy theory that hasn't been tested in the field with real salespeople and real sales managers. Mike is author of #SalesTruth, #NewSalesSimplified and #SalesManagementSimplified. They are must reads. Buy them all now. If they don't already grace your bookshelves, Audible library or Kindle reader, you are missing out.
You can see him speak at #Outbound in May 2020. Get a taste of what to expect in our fireside chat where we tear apart the myths and truths around:
Accountability
Compensation
Culture
SalesMeetings
Coaching
FieldVisits
If you're in a leadership role and don't like or understand sales, pay particularly close attention. If you have a team who is meant to be bringing in net new business ask yourself if you're trying to kill elephants with a plough? Are your farmers really zookeepers? And do your hunters use a sniper rifle or indiscriminately shoot anything that moves with an Uzi on drive by shootings.
We have a laugh, occasionally at your expense. Not because we're bad people but because we are passionate about helping salespeople reach their potential and if we didn't laugh we'd have to cry. What passes for average in sales is APPALLING. Sales management is a mess and sales leaders, God help us, you really need a rocket up your arse! This interview may light the touch paper. Pucker up ladies and geniltalmen. This going to be an uncomfortable ride ...
"When a man asks to meet you halfway, he probably thinks he's already standing on the halfway line" - JD Rockerfeller
AllanTsang is a globally recognised commercial negotiator. He is the man you want on your side when negotiating big deals, critical deals or when you're having tough, career stopping conversations. He demonstrates, with live examples from the real world, what real negotiation looks like.
- Deescalate emotion
- Slow down
- The power you gain through good research
- Understanding your counterpart's agenda
- Stay unattached emotionally to the outcome
- Increase your potency with rehearse and role-play
- Staying calm
- Turn around bad situations
- Not split the difference
- Prevent bad decisions
- Offering up the "No"
- Secure great deals
Allan's first mentor was the legend #JimCamp, author of the stunningly good book, #StartWithNo. His current mentor is another one of my guests, former head of the FBI National Crisis Unit, #GaryNoesner
If you've followed me for a while, you know I'm usually pretty rude about negotiation because in sales it usually means how can we compromise, give unilateral concessions and live with regret leading to resentment. Allan is nothing like that! He is authentic, curious and a delightfully effective listener. You will learn a lot from this interview.
LinkedIn:linkedin.com/in/allantsang
Website: 88owls.com Email:allan@88owls.com Twitter: 88owls
JeffBajorek believes #salesmanagers need to treat their salespeople as customers. They have to ask their people to do things they might not ordinarily do.
We slaughter several fatted calves around management. It's an ugly car crash of a conversation if you're a typical sales manager. We explore the idiocy of scale at the expense of effectiveness with salesforce automation and sales enablement. We dig into why sales recruitment is done so poorly resulting in a generous estimate that only 46% of sales reps hit target in 2019 (even after their targets have been reduced).
Whilst he doesn't entirely blame managers for managing the numbers instead of managing people because that is what they are being asked to do by senior management, but he is pointing the finger for their refusal to do what they know is right coach, train, hold their people accountable. He explains how to avoid being perceived as a micromanager and how to contract mutually with salespeople to be able to help them. He shows you how to eliminate excuses from your sales team.
We discuss the importance of focusing on managing behaviour not the numbers, how to turn sales meetings into events that salespeople look forward to, learn from and improve because they participated.
We lay bare the excuses sales management and leadership and show them for the bullshit they are.
Jeff explains why it's so important to take the risk of behaving differently and encourage diversity. He reminds us not to get stuck in a rut by fearing change, staying wedded to orthodoxy. He warns against playing it safe or letting your fear of losing control get between you and helping your reps succeed. Never tell your reps that you've made all the mistakes and what you tell them or else you will surround yourself with people who are willing to work that way! Don't be tied to the implementation at the expense of the fundamentals.
Engage in challenge and constructive conflict. Encourage diverse thinking. Be willing to break the rules. Jeff's superpower is that he has the ability to tell someone that they're full of shit without them getting mad at him. He explains why understanding why you do things in a particular way enables you to work out how you can do things differently.
Jeff identifies the qualities of top performers. The most surprising quality isn't hard work, it's what they aren't doing. These people are very intentional, disciplined about how they use their time and measured. He shares the secret of being hyper-productive.
Jeff possesses an exceptionally strong self-concept. It was a privilege to spend time with him.
Listen to the end for some absolute gems to get more done with less effort.
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Contact Jeff at:
Website: jeffbajorek.com
Email: jb@jeffbajorek.com
Twitter: jeffbajorek
Instagam: RethinkTheWayYouSell
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety See Jeff deliver an Elite Workshop at the #Outbound conference in May 2020: PROMO CODE: WhyBuyJeff100 for $100 off
GaryNoesner is the former head of the FBI's National Crisis Unit. He was responsible for 350 FBI negotiators worldwide resolving kidnappings, robberies, prison riots, dealing with terrorists, disgruntled employees or military veterans with guns. I interviewed Gary to learn what makes a great negotiator and how to take the skills he learned and taught at the FBI in the context of high-stakes business negotiations.
We explore cause and effect, motivation and thinking, teamwork, planning, research, preparation, the importance of understanding the differences between what you can and can't control, why it's crucial to keep your head when the pressure is on and why role play is so essential.
I asked Gary what makes a good crisis negotiator. The qualities that make a good FBI negotiator are the same as the qualities that make a strong commercial negotiator. Good self control, being a good listener, being someone who sincerely wants to help someone get out of a bad situation but what he said all great negotiators have in common will probably surprise you.
We explore the psychology of negotiation, the challenges of negotiating through 3rd parties (think #channelsales / #agencysales or working with internal champions to sell into an enterprise where you don't have access to the ultimate decision makers or a committee) when the stakes are high.
In the final section Gary and I discuss what he is wrestling with and this opens up a really fascinating discussion about the distorted power of labelling, partisanship and the danger of cult-like figures in our political and social arenas.
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Gary is semi-retired now but available for key note speeches and will bring some fresh perspective to any sales or leadership kick off.
You can contact him via his website garynoesner.com and via email at contact@garynoesner.com
negotiation #negotiator #crisisnegotiation #commercialnegotiation #negotiationtraining #negotiationinstruction
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
AmyFranko, LinkedIn 2019 Top Sales Voice, Author of #TheModernSeller and Board Chair for the Girl Scouts casts the spotlight on what makes the difference in top performers in the modern sales profession.
Amy has a take on how modern sellers stand out:
- The value delivered by the solution is less valuable without you as the seller being part of the equation
- YOU are personally seen as a differentiator in the buyers experience of buying from your company
- YOU are seen by your clients and your prospects as delivering a competitive advantage to their business by being the person who sell to them
Amy introduces the 5 dimensions of #modernselling:
- Agile
- Entrepreneurial
- Holistic
- Social
- Ambassador
She defines and explains each in detail. We investigate why lacking any of these qualities results in a weak pipeline full of maybes and call me backs.
We delve into why 83% of first meetings worldwide never result in a second meeting. Read that again. Most of the 4 in 5 of first meetings are so badly run by the salesperson they are not invited back. Consider the epic waste to your business. Sure, some may be qualified out by the salesperson but consider how much marketing, prospecting, lead generation time, money and resource is squandered thanks to unprepared, badly trained, inept salespeople.
Amy shares a gut wrenching indictment by explaining that research tells us that only 6 minutes in every hour salespeople are in front of prospects delivers any value. 6 ****ing minutes folks!
We have a dig into management and leadership patterns of behaviour that eat into your profits and fritter away opportunities through ignorance, misplaced emphasis and habituated stupidity. Their lack of rigour filters down into the salespeople on the front line.
Have a listen. Please like, comment and share this podcast. Click follow to get notified when I produce a new podcast
You can contact Amy via her websites, LinkedIn or Twitter
- amyfranko.com (Keynotes & Sales Programs)
- amyfranko.com/blog (Global Top 50 Sales Blog)
- impactinstruction.com (Customised Training)
LinkedIn linkedin.com/in/amyfranko Twitter AmyFranko --
If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
GlennRobertson is MD of #PureChannels, the #ChannelMarketingAgency.
We discuss why most #MDF (#MarketingDevelopmentFunds) is better spent on buying lottery tickets. Partners are in business for their own reasons not the vendor's reasons. Vendors' attempts to get partners to market their products is so often a disappointing affair.
Never forget, partners don't care about you, your company, your products or your targets. They want to sell their services and your products are simply a means to sell those services. Think about that before you blow a load of cash and effort trying to get your partners to market your widget.
Glenn believes, as do I, that you will make your money work much harder for you if you use your MDF to help them get in front of more qualified prospects, market their own business and services, train them to sell more effectively.
Reframe what you do with those funds and start by calling them something else. Business development funds or sales development funds speaks to what partners actually want from vendors. They are looking to vendors to help them sell more products and services to help them grow their own businesses, to train them how sell those products and accompanying services.
Your channel is your biggest source of potential revenue and the greatest opportunity for sustained, manageable, predictable growth IF you do it right. If you don't, it's a money pit fraught with trouble. This means you MUST optimise their performance and introduce a level of mutual accountability where the partner determines how they will hold you accountable based on the criteria that matter the most to them and vice versa.
We explore the importance of #diversethinking, #constructiveconflict, #channelevolution and the trap of conservative, familiar thinking. Channel is not easy not is it a #GetOutOfSaleFreeCard. There are so many moving parts in the channel. It's a minefield. If your partners aren't working that is YOUR FAULT. When was the last time you asked your partners what they wanted, surveyed them, and put those recommendations into action? Invite the uncomfortable truth of negative feedback to help you to improve your partner experience which translates into improved customer experience. Stop playing the game of delayed catch up with your competition by following what others are doing 5 years after them.
You can contact Glenn via email glenn@purechannels.co.uk
Pure Channels can be found at https://purechannels.co.uk/
Download Glenn's whitepaper on The Future of MDF
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
"With integrity you have nothing to fear because you have nothing to hide" - Krish Dhanam
KrishDhanam worked with the legendary #ZigZiglar for 25 years. He in high demand across 6 continents and 70+ countries as a keynote speaker. Krish brings a refreshingly authentic approach to sales. We discuss the differences between a salesperson and a sales professional around:
- Habits
- Values
- Mindset
- Vision
- Discipline
- Systemisation
- Limiting Beliefs vs Empowering Beliefs
- Ethics
- Prospecting & Pipeline
- Money Concept (hint: Just add a zero)
- Personal Standards
- Accountability
- Personal Study and Self-Development
We explore what works and what doesn't in sales management and hiring salespeople, why playbooks, coaching and role play are so important and Krish's 3T's model for driving team performance improvement
Listen to the end to hear Bob Townsend's 3 disarmingly simple but exceptional interview questions when hiring new salespeople
There is so much content it is worth listening to twice with a note pad
Contact Krish on LinkedIn or via either of his websites:
skylifesuccess.com
or
krishdhanam.com
I saw Krish speak in 2019. He was so good delegates asked for him to come back in 2020. If you have a company event and you want a breath taking, powerful speaker to sharpen the thinking of your audience, I cannot recommend Krish highly enough.
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If you enjoyed this podcast please tell your friends - like, comment and share on LinkedIn and your other networks
If you know someone who would be a great podcast guest, drop me a line with their details and I'll see if I can invite them
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
5 times #bestsellingauthor #HilmonSorey and co-founder of #ClozeLoop is back on #TheInquisitorPodcast. Hilmon spends his life helping tech scale ups in #SiliconValley achieve rapid, sustainable sales growth.
We explore the power of #SalesPlaybooks to drive #ontarget performance especially in the middle of bell curve, the mistakes to avoid and the best practices to maximise ROI from hires & your #CRM system, by creating a meaningful, dynamic feedback system.
We discuss scale ups and how to prevent poorly or unplanned #hypergrowth turning into turnaround. We explore why the current private equity land-grab model is broken and the bubble on unprofitable, unsustainable #TechScaleUps is likely to burst.
Hilmon shares his insights into the do's and don'ts of raising funding. There is plenty of money available in the market today. He offers clarity on how to raise it and make it work for you so you and your investors don't lose your shirts and you focus on execution, sales and the right personas.
We dive into ClozeLoop's T.E.A.M. methodology of #predictivehiring, #onboarding and #ramping salespeople, the subject of HIlmon's latest book.
Another engaging, entertaining and detail packed interview with Hilmon. Worth several listens and having a pen and paper to hand if you are serious about building and scaling up your business without the wheels coming off when you hit the curve of the hockey stick.
If you want to get hold of Hilmon his contact details are:
Phone510-693-0000 (Work)LinkedInhttps://www.linkedin.com/in/hilmonsorey/Twitterhilmonsorey--Please like, comment and share this interview. Subscribe if you haven't already done so. Why not give a subscription as a gift to someone you admire or believe could do with the very best in sales, sales management and channel sales advice. Share the link: https://marcuscauchi.podbean.com/
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
IanBrodie chats to me about #ValueBasedMarketing. We discuss why so much marketing misses the mark, why #LinkedIn is drowning in spam (when will LinkedIn introduce spam filters??), what makes #GreatMarketing great and how delivering genuine value to your audience in your marketing differentiates you from your competition's selfish, bland, valueless marketing.
Good value based marketing pays dividends over time because it positions you as the expert in your field and the go-to person when people are ready to buy.
We explore the imperative of delivering value in your #marketing not only to help fill the top of the funnel but to focus on the #MiddleOfTheFunnel where it can really make the difference to sales. Then we delve into how value based marketing impacts #CustomerExperience by supporting the #CustomerJourney.
This interview is packed with refreshing perspectives on original marketing that you can implement in your business.
Ian’s LinkedIn Profile
linkedin.com/in/ianbrodie Websites
- ianbrodie.com/welcome-linkedin (Get More Clients)
- ianbrodie.com/moreclientstv (More Clients TV)
Email: ian@ianbrodie.com
Twitter: ianbrodie
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
ChrisMurray of @vardakreuz, author of #SellingWithEase and #TheExtremelySuccessfulSalesmansClub discuss what's broken in #sales and #salestraining.
Chris introduces a really powerful concept from Portuguese, #Saudade. It doesn't translate directly into English easily but it means a sense of knowing something is missing but you can't put your finger on exactly what that is. For salespeople this is a genius attack. It is exactly what you should be tapping into in your prospecting and sales activities. Find people who think they're well and scratch the scab until you uncover a little bit of hurt. Keep probing until you diagnose they're sick. Dig deeper and understand why they're in need of help. Offer a glimmer of hope - a better future.
We don't pull our punches, get right down to what is wrong with prospecting, sales, selling, management, leadership.
Chris makes the point that "We're on the third generation of sales manager who doesn't know how to prospect"
We identify why amateur salespeople get kicked out of prospects businesses. We uncover why buyers really buy and what salespeople are responsible for establishing if they want to have any hope of making the sale, hitting quota without burning through relationships and working yourself into an early grave.
We explore service, sales ethics, why sales is a force for good. Plenty of banter between two grizzled old sales veterans who have earned their experience through the acquisition of plenty of scar tissue
Email: chris@vardakreuz.com
Twitter: VardaKreuz
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
MattMcDarby, author of #TheCadenceOfExcellence and I explore the key habits, beliefs and values of excellent sales managers. Matt's distinguished career as a top performing salesman and sales manager; he cut his teeth and evolved into a world class sales manager at #Huthwaite under #NeilRackham, creator or the #SPINsellingsystem. He trains, coaches and offers interim sales leadership to his tech and professional services clients and is often brought into turnaround situations.
This interview is dripping with usable insights and practical advice from start to finish. Make sure you have a pen and paper handy and listen more than once. We discuss why to role of sales manager is precarious, and why sales managers are so depressingly undertrained and exposed by senior leadership.
We explore recruitment, onboarding, training, coaching and accountability with a no holds barred. We discuss the toughest and most common challenges managers face routinely; some self-inflicted, some inflicted upon them by leadership who don't understand the role of sales manager. Sales Manager's time is stretched, they have to learn how to prioritise and put first things first, and one of the most divisive mistakes leadership makes is to have player-managers who will naturally focus on hitting their personal quota over helping their salespeople hit theirs.
Manager's need to spend 80% of their time coaching, in role plays, in the field, on the job with their salespeople NOT jockeying spreadsheets or in an ivory tower.
Managers have 4 critical functions:
- Hire the best salespeople
- Get the best out of them
- Ensure they have the tools and resources they need to do their best work every day
- Protect your salespeople from the idiocy of senior leadership (e.g. CFO's refusing to pay commission, changing the comp plan, setting stupid targets without giving any thought to HOW the target might be achieved)
We dispel the myth that salespeople are primarily money-motivated and why salespeople who profess that their primary motivation is to make money are likely to make poor hires. Matt's response to sales managers who say they're in it for the money is priceless.
Leaving talent management and recruitment to chance or making it a secondary activity is an act of gross misconduct on the part of sales managers. Easier said than done when senior management is ragging on the manager to "drive results" which focuses managers on the wrong end of the problem.
If you want to get in touch with Matt his LinkedIn Profile is:
linkedin.com/in/mattmcdarby His websites can be found at:
- specializedsalessystems.com (Company Website)
- mcdarby.net (Personal Website)
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
SteveNorman had a long and eventually successful career in sales and sales management for the like of Dell and Targus in APAC. He opens up about the challenges he faced when he failed and what it taught him about managing his own career and making himself recession proof as a salesperson.
We move on to the lessons that helped him learn as a manager and how behaving counterintuitively helped him develop a reputation for being the manager top sales performers wanted to work for.
We cover recruitment extensively because both of us have seen the destruction to companies and personal catastrophes that come about because of bad or lazy hiring practices. We explore the impact of structured vs unstructured interviews, career pathing and the impact of not building your bench for all your key positions. He answers the critical question, "What do I do when I realise I have found a superstar?"
We dig deep into why and how to codify your sales process so that you can hold people to account and then we dig into why MoFu matters so much.
MoFu is the middle of the funnel. Have you ever noticed how managers bang on about prospecting and as soon as you get a deal in the pipe they're asking when it will close> This management myopia misses the magical middle of the funnel where all the really hard work needs to be focused. Steve exhorts us to slow this part of the process down and we share over a dozen crucial questions you or your salespeople are NOT asking that they have to get answered. Failure to get these answered explains why 47% of opportunities end up in "no decision" and never close and why 83% of first meetings never go to a second meeting.
This will also keep you out of the free consulting trap, help you stay detached from the outcome. I introduce one tip that will help you reduce your lose rates or improve your early disqualification rates by 70%+ saving you enormous amounts of time, money and resources on deals you could not win.
Steve and I discuss building a compelling business case by reverse engineering the buying process and codeveloping the buyer's roadmap to execution, helping you to win more sales, earn trust, win control over the buying process and move towards a qualified decision through authenticity.
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
Demonstrate value in the first 2 minutes or the #CXO will be needed elsewhere, urgently. #CSuite executives welcome great salespeople and have NO TIME TO WASTE with peddlers and product pushers. They don't care who your investors are, how long you have been in business and they don't care to see PowerPoints of your ugly kids (your product range).
They have problems. Can you help fix them? If you can't, get lost.
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
This is THE #HeadTrash episode
PaulLanigan is a failed software engineer, failed salesman, raconteur, photographer, film maker, confused father, middling husband and all round good egg. He is the author of SoftTalesHardAsses and the longest serving international #Sandler Franchisee. I first came across Paul in 2003
We discuss head trash in all its glory - attachment, demotivation, limiting beliefs, mismanagement - and our journeys through it, facing it today and the work we do with our clients to help them through theirs.
If I'm being honest, I quickly realised the best way to deal with my own head trash was to find someone who was just as messed up as me in a particular area of sales, and then get paid to fix us both. Turns out this is a good business model. I want to thank all of my early client in particular for the lessons you taught me and the help you afforded me to better understand the human condition, and for funding my decadent lifestyle.
Paul and I argue about whether it is possible to motivate anyone to do anything, ever. I say so. He says yes. What do you think? (Hint - he's wrong)
Paul draws a very interesting parallel between excellence in sales and excellence in photography. If you've not come across a very special blog #HumansOfNewYork, check it out.
This episode has a bit of rum language and the recording quality is not great because my broadband at the office has plummeted to 0.2Mb upload speed and Paul proved why he should have left IT development by his own technical ineptitude. Sorry about that. The content is still fantastic and you'll be an absolute cretin not to listen to the end. Get stuck in. Comment. Subscribe. Share.
And if you know someone who would be a great guest on #TheInquisitorPodcast please refer them to the url "marcuscauchi.podbean.com" or to your favourite episode(s).
Thanks for listening. Tell your friends, Tweet and make someone's day by giving them the gift of a tag and a share to an episode today.
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
MarioMartinezJr has been selling B2B for the past 22 years. He has recently merged 5 companies to form #Vengreso which is quite a feat. This interview is about digital selling. In a world where many senior executives are still holding back their business because they are stuck in traditional sales, Mario's message is a call to action for ambitious salespeople and business leaders. Last year 70% of the 220+ senior executives he met, still had serious doubts about the value of internet based technology to help drive sales. Many were still focused on activity based metrics like number of dials, presentations made, demos given instead of leading indicators that allow salespeople to know for sure where they are going right or wrong.
We explore the idiocy of the battle between the silos in business. Marketing, sales, customer success, customer experience, customer service, service delivery, finance and operations are all, one in the same to your customer. Drop the ball anywhere along the way and your business will suffer as their experience suffers.
Some ranting on both sides about the paucity of communication from salespeople who were using free marketing badly offline and have brought their shoddy practices to the online/social arena. Never forget this:
"Free marketing isn't free. The cost of free marketing is all the people who will never do business with you" - Dan Kennedy
Seriously folks, remember LinkedIn is like flirting down the pub. If you walk up and ask if someone fancies sleeping with you, mostly you'll get ignored or slapped. If you use #LinkedIn well you can make a small fortune from there. And if you run a sales team, make sure they get some proper training either from Vengreso or #SamRathling
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
DaveMattson, CEO of #SandlerTraining, multiple best selling author and 30+year veteran (I know he doesn't look it!!) of the #SandlerSellingSystem chats to me about what works and what doesn't in training.
We explore the mistakes we've made, the bad choices leaders and L&D folks make, why training succeeds and why it fails. Dave talks about technology, sales enablement and we raise some uncomfortable questions about the criminal waste and missed opportunities because training is poorly delivered, poorly planned and not reinforced.
Dave is spearheading the transformation of Sandler from an #ILT #InstructorLedTraining operation to one that utilises ILT, audio, video #microlearning, #gamification, voiceapps, #voiceskills.
If you would like to get the #MySandler #skills app pop along to the Skills & Games on the #AlexaApp dropdown FOR FREE, go get it now
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
AlTepper founder of #TepFu is a master of #lazymarketing. Self-styled as the Barry White of marketing, 2 portly old geezers discuss the difference between #disruption and #innovation.
Disruption is aligned to innovation but they are different. Innovation is enhancing what already exists. Disruption is doing something completely new. You win battles by not fighting the battle but by picking the terrain. In business you can out-spend or out-position your competition
Al has developed a 3 step process called conversation mastery:
- Brand Mastery - developing the most incredible story is about winning the first mile
- Content Mastery - bring imagination to your content. Don't be bland. Stand apart
- Campaign Mastery - weaponise your brand and your content strategies into effective campaigns that will attract the people you want to come towards you
Meet your prospective customers where your objectives meet their objectives.
Know your "WHY". Why you do what you do. Know why they care - their Why. Where they cross over is where the emotional connection is made.
We explore why ego causes the disconnect between marketing and sales. Sales is JUST A SUBSET OF MARKETING. It's vitally important but it is part of marketing. This needs to stop!! NOW!! Stop encouraging the culture where everyone in sales and marketing is out for themselves. Align everyone towards a common goal - making and keeping the customer happy. Emerson's law of compensation tells us that if you help enough other people get their needs met, you will in turn get your needs met too.
Al commits a wonderfully refreshing heresy and tells you why what you are measuring in your marketing reflects more about your ego than what really matters. Marketing is a conversation. If you are not having more subsurface conversations, your marketing isn't working.
We explore developing #ImplementationContracts with clients. Listen to the end to learn more. They are a stroke of genius!
Contact Al on:
Al’s Profile: linkedin.com/in/altepper Websites
- tepfu.com (TepFu can help - Find out more)
- freebusinessgrowth.xyz (Want Free Business Growth?)
- bnioptima.com (Grow a South Herts Business?)
Phone
- +44(0)208 123 5138 (Work)
Email: al@tepfu.com Twitter:
- tepfu
- altepper
If you would like me to interview someone specific for the podcast, please email me on marcus@laughs-last.com. Please like, comment and share the interview with Al and please subscribe now.
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
"If you don't like change you are going like irrelevance even less" - Eric Shinsake
AnthonyIannarino is the author of 3 best selling books #TheOnlySalesGuideYoullEverNeed #TheLostArtOfClosing and #EatTheirLunch. He is also author of TheSalesBlog. Anthony speaks a world of uncommon sense.
We discuss the many and significant shortcomings of many modern sellers who are well intentioned but misdirected. At 25, Anthony experienced a serious illness that prevented him from driving for over 2 years which gave him time to study everything he could about selling and sales.
His book "Eat Their Lunch" is a masterpiece for every salesperson who occupies a place in a crowded, competitive, commoditised market and wants to displace incumbent competitors.
Anthony discusses the importance of uncovering what your customer values and shows you how to elevate your selling significantly so you engage with them where they are. His message pares away the distractions salespeople create to have conversations with prospects about the implications of not changing. The prospecting cadence he describes is elegantly simple and effective to help you break into accounts so you can displace incumbents.
He describes the signs which make accounts ripe for displacement:
- Complacency
- Entitlement
- Apathy
- Lack of communication
- Systematic misunderstanding
- Unaddressed systemic challenges
We talk about how you earn the position of a genuine trusted advisor. You build trust and you offer good, relevant advice. You have to be interesting, think deeply, well-read and capable of being a trusted advisor. He discusses how to help the individual salesperson perform better in front of the customer, when it really matters.
This is a genuinely important conversation with a master of what works sustainably in the real world of competitive selling. Lack of accountability and consequences are at the root cause of non-performance of individuals and businesses. Take personal responsibility for your own learning.
As managers you must be willing to enforce learning and study as part of every salesperson's role or you deserve what you tolerate. Use the resources available to you to help your team improve. Build a culture of learning, of accountability, of personal responsibility, eliminate excuses and stop tolerating low standards of personal performance. Impose your will on the outcome that is needed.
"Stop focusing on measuring lagging indicators. They are an autopsy" - Anthony Iannarino
Focus behaviour on what matters. Measure that. Do your research. Make sure your salespeople do their research. Be better informed than your competition. Be better informed than your prospects so that you can help them understand why and how they need to change. Ensure your salespeople are planning, well organised, rigorous in their productive behaviours making more time available for selling, disciplined about prospecting because they only have 2 functions - create opportunities or advance opportunities towards a decision.
Connect with Anthony on LinkedIn
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
SteveHall has carved a place for himself by helping others sell to the C-suite. He helps CEOs unblock the bottleneck to growth when sales have stalled.
We explore why ineffective salespeople so often get stuck in sales Siberia, the traps many create for themselves by over reliance on one or other social media channel and why so many have bloated pipelines full on non-opportunities, stalled deals, prospects who tell them they need to "think it over" and why forecasts are little better than a finger in the air.
He shares excellent ideas on how to break this pattern and reverse your sales fortunes by engaging with the people in your target accounts who can make things happen and find budget where none currently exists.
Steve is another grizzled old sales veteran of complex, high ticket international sales, helping solve strategic problems for C-suite executives.
We discuss why most salespeople behave like a drunk travellers back from Magaluf who insist on showing photos of their holidays to unwilling strangers! It's not pretty and it's not clever! This interview is a great precursor to my next interview with #AnthonyIannarino which explores how to #displaceincumbentcompetitors
You can contact Steve via LinkedIn
or via his website executivesalescoaching.com.au
or via his email steve@executivesalescoaching.com.au
and Twitter on @stevehallsydney
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
NickJones has gone from start up to exit in the past 15 years. He built his business entirely through #internationalsaleschannels. The #alliances and #partnerships he built allowed him to scale and grow fast, establishing highly influential relationships through the Middle East and Africa within governments, education systems and infrastructure.
He focused on working with a small group of special forces partners. He helped them sell, to make money and they have been loyal, highly productive and taken him into their best accounts. He invested time in making them successful, teaching them how to sell what his company produced.
His early days in channel sales were held back by managers who thought like everyone else, lacked imagination and actually harmed the trust he'd built up with him partners who then refused to take him into their end customers. That was the catalyst that drove him to set up his own business. From humble beginnings to $hundreds of millions in annual revenues, Nick learned to scale a business without the wheels coming off.
He tells his story, and discusses what worked, what didn't the challenges any scale up will face and what you need to do to stay focused, on track and keep your profits healthy.
Nick is now semi-retired and looking for his next project. Together we are looking for 8 scale up technology companies who want to grow at 200%+ per annum year on year to achieve over $1billion in annual sales over the next 8 years
Channel sales is THE toughest sales role there is in sales bar none. Take a look at what an average channel manager has to do ...
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
DaveBrock, former theoretical physicist, author of best selling #TheSalesManagerSurvivalGuide and globally renowned sales and growth expert discusses what's wrong with sales and how to fix it. Be prepared for a trip into the world of Schrödinger's sales manager!
SalesManagers receive less than 5% of the investment in their training than salespeople receive. Yet their negative impact on a business can easily be 10x the negative impact of a bad sales hire. And a bad sales hire can easily cost a business 35 to 125x their salary.
Let that sink in for a moment!
Sales Managers can cost a business 350x to 1250x their salary! It doesn't make sense to be HIGHLY selective in who you hire as a sales manager, does it? Think about it, if you hire a bad manager, who is most likely to leave - your weakest or your strongest salespeople? And when they go, who will they take with them to your competition? Your best customers. Is that what you really want?
Dave and I discuss in depth the problems with #salesleadership, #salesmanagement and #sales. We dig into #saleshiring, #onboardingsalespeople, #salestraining, #salesmanagementtraining. We explore the misconceptions of management, the disconnects between sales and HR, sales and marketing, sales and management. And we uncover the real #silverbullet, the #magicdust in sales management ...
DisciplinedExecution
Yes, it is as painfully obvious as that. Do the basics well over time and mean it. Say no to extraneous, superfluous, shiny stuff to free up time for what actually matters.
This next fact should make you want to retch if you own or run a business. Dave's research suggests that the #TimeAvailableForSelling in most organisations is as low as 9% and averages just 12-21%.
In an era when fewer than 45% of salespeople worldwide are hitting quota, with 67.9% at or below 60% of quota, it's time to take a good, long, hard look in the mirror and ask, as management, what are we doing to be sales prevention officers?
With the best of intentions, initiatives intended to drive performance, drive data capture, drive reporting, constant interruptions, increased complexity, have taken salespeople away from their core functions - prospecting, speaking to customers, advancing and closing sales.
Subscribe to Dave's newsletter/blog. It contains a golden nugget of raw, uncommon sense #PartnersInExcellenceBlog every time it hits your in box. Dave also recommends the #FarnamStreetBlog (fs.blog) and having subscribed I wholeheartedly recommend it too. Once you learn how to sell invest ALL your time in learning about people and how they function, think and what makes them tick. FS.blog is packed with outstanding material on how people think, what drives behaviour. Dave, thank you for this amazing recommendation.
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
Warning: Some salty, impassioned language, fuelled by fury and rage!
What's wrong with sales? What's wrong with sales management? What's wrong with the intent of salespeople and their bosses?
The quest for magic dust and #commissionbreath! Everyone wants to be a rock star - fame and fortune - without putting in the graft. The Beatles were an overnight success only after playing 12 hours a day, 7 days a week for 7 years in a Hamburg cellar.
Lack of patience, failure to coach, confusing coaching with telling, lack of leadership, unstructured sales, lack of planning, failure to rehearse, winging it are topics we dig deep on. Imagine what would happen if everyone in your sales team was held account to practice, plan and prepare.
And what the hell is going on with the failure to invest in your managers? It's lunacy that senior leaders in business refuse to invest in sales management or veteran salespeople. #SalesManagers are in the most precarious management position there is, and according to #JonathanFarrington only 6% (SIX PERCENT) are qualified to be in the role, WORLDWIDE. Just because you were successful as a salesperson does not equip you to manage salespeople. far from it. And the idea that veteran salespeople don't need to be developed, trained and coached is another harmful myth. They need it as much, if not more than your juniors. Why? Because they are running your biggest and best accounts and they're facing predation from the competition every day. They need to stay fresh. Overlook them and one of 3 bad outcomes will happen:
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They'll stagnate and become a problem in time, or block progression of brighter, younger rising stars
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They'll be outsold and you'll lose some of your best accounts
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They'll get so pissed off with you they'll set up in competition with you
This is a barnstormer of an interview with Larry and I competing for the worst acts of idiocy and self-sabotage we've seen in the sales arena.
Larry tells how he was humbled and schooled by a CFO who kicked his arse because the experience of being the buyer was excruciating. It fuelled a sea change in his selling beliefs, changed his behaviour forever and catalysed the values that built the foundations of Selling From The Heart.
If you've not yet read Larry's exceptional book, #SellingFromThe Heart, go and get it now. If you comment on this podcast I can send you the first 3 chapters for free.
You can contact Larry on:
- sellingfromtheheart.net/ (What's Selling From the Heart?)
- sellingfromtheheart.net/podcast-home/ (Listen to the podcast)
- amzn.to/2Mvdrd1 (Learn about his book)
Phone
- +1(805) 586-3245 x 302 (Work)
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
TonyJHughes is the most widely read sales expert on LinkedIn with over 100,000 followers, author of 2 bestselling books, #TheJoshuaPrinciple and #ComboProspecting, successful enterprise sales professional and serial CEO.
We discuss #Attitude and #Mindset, we explore how to exploit traditional and modern #prospecting tools and tactics in combination to maximise #prospectingeffectiveness. We explore #salesleadership beliefs, behaviours, #salesbestpractices and #salesmisconceptions.
To be an effective salesperson who differentiates in the minds of your prospects, you have to behave differently from the outset. Great salespeople understand that the heavy lifting needs to be done before you first speak to the prospect. Tony shares his 3 decades experience in #sales, #salesmanagement and #salesleadership to do the right things, in the right way at the right time, with the right people and the right intent.
A refreshingly frank, pragmatic and practical conversation with all theory based in practice, Tony's insights are based on his real world experiences and persistent success. His lessons are critical for all sales leaders, business owners and salespeople to heed.
You can connect with Tony here: https://www.linkedin.com/in/hughestony/ or visit his website at
- tonyhughes.com.au (Personal Website)
- rsvpselling.com/ (Company Website)
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
DebCalvert @PeopleFirstPS is best selling author of " #StopSelling#StartLeading " and " #DISCOVERQuestions ", founder and President of People First Productivity Solutions and founder of #TheSalesExpertsChannel
We have a very robust conversation about what good, bad and ugly look like in the area of sales and management questions. #Questioning and #listening are critical skills in sales and leadership that are often butchered by average practitioners. Average questions leave your prospects saying "Meh!" and leave your salespeople confused or no better off. Questions should deliver insight, demonstrate credibility and differentiate you from your rivals. Most are like being savaged by a damp sheep!
Deb and I explore #SalesEnablement vs #SalesEnoblement, a long overdue conversation about #Values and #SellerIntent. Too many golden nuggets to mention here. You're just going to have to listen.
And then we pronounce a death sentence on sales management mediocrity. If you own or run a business, this section is a must listen. If you think hiring a bad salesperson is expensive, hire a series of bad managers and see how far back that sets your exit plan, your profits and your reputation.
Deb is a sales titan who influences and serves some of the most successful sales organisations and top performers in the world. Smart, savvy and pulls no punches
Check out her profile on #LinkedIn here: linkedin.com/in/debcalvertpeoplefirst
Follow #TheSalesExpertsChannel here: https://www.linkedin.com/groups/13500564/
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
Have you ever wondered what it's really like to be one of your customers? In the cutthroat world of technology, your customers' experience can mean the difference between winning or keeping £billions in lifetime customer revenues.
LeahanneHobson and her Vienna based company #AlineaPartners uncover the truth about buying from you. #CustomerExperience goes so much deeper than the simple transaction. Every touch, from their first visit to your website, to trying to find information, even as simple as your phone number, how long it takes to get an answer to questions, to aftercare and handling complaints determines who buys and who doesn't, how much they buy, how long they remain a customer and how often they will refer or damn you in the eyes of others.
It's too important to leave to chance. Imagine a buyer having to make 27 attempts to get through to you or leave 23 messages before getting any response! Of course this doesn't happen often. Actually, such stories are all too common.
Fighting so hard to get business in through the front door only to let it run out of the back door due to avoidable oversights, laziness, underinvestment and neglect are false economies.
Leahanne and I have a robust conversation about the #customerjourney, translating that into the #partnerexperience and the simple changes you can make to create a winning #buyerexperience, to build #loyalty, #referrals and #growprofits through
- improved buying processes -- more people buy from you & are happier when they do
- aligned, optimised sales & marketing for the betterment of customers
- changed business models - do not force customers to accept something new just because it’s new
- nurtured salespeople with larger communities & more buyers who want to buy from them
Better buying processes mean more successful salespeople. You know how hard it is to find and recruit good salespeople. Making their job harder than it needs to be means the wrong type of sales turnover. Ensuring #sales, #marketing and #customersuccess teams are aligned means you spend less time undermining your investments in all 3 and you realise your investments in #salesenablement technologies.
Contact Leahanne on leahanne.hobson@alinea-partners.com or by phone on +4369911801433. Follow her on Twitter @LeahanneHobson
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
JayMcBain, lead analyst at Forrester coined the term #ShadowChannel in homage to a trend last decade called shadow IT or rogue IT. You brought your own devices to work and IT Directors had heart attacks. Well, the shadow channel simply refers to non-traditional partners who are becoming a powerful force in the technology market - professional services like accountants, SaaS ecosystem partners like media agencies, born-in-the-cloud, start-ups, systems integrators moving down into the mid- and small business market. It includes, Marketplaces, App Exchanges, the sale of IoT (Internet Of Things), hardware, software, Plug and Play Services
Why would you care?
This shadow channel is experiencing explosive growth - #Salesforce is closing down its reseller channel and recruiting 250,000 new non-transacting partners over the next 4 years to exploit the $4.14 downstream revenue for every $1 Salesforce generates. Forrester is forecasting that ISVs (independent software vendors) will grow their tech alliance partnerships from 175,000 worldwide today to more than 1,000,000 by 2029. Investment is flooding into the space with over 5,000 ISVs receiving in excess of $1m in investment in 2019 to co-sell, co-market with alliance partners. The exponential growth in RPA (robotic process automation), low or no-code programming of software, AI (artificial intelligence), ML (machine learning) and other forms of emerging technology is causing heads to reel.
Jay and I discuss the changing channel landscape, what it means for laggards and thought leaders, the size of the market, the opportunity it represents and why demographics is having such a marked impact on the technology channel. We explore a concept Jay calls #vectors which allows you to make some sense of the channel complexity which is coming which looks like it will offer 35 MILLION permutations to hyper-specialise.
We discuss the new buying journey and how you can get in at the start of that journey to influence the buying journey to capitalise on your clients' rapidly changing needs with margins as high as 60-80%. You'll learn why it is critical that you adapt what you say and who you are speaking to if you are to survive in a market where up to 80% of buying decisions will be made by the lines of business managers NOT by IT, and in a market where 90% of technology will be sold with or through partners by 2026, which is just around the corner in case you thought you had a lot of time!
Eye-opening change being delivered at eye-watering speed, this interview with Jay McBain explains why understanding the shadow channel could represent a watershed moment in your business or career
Jay's excellent blog can be found here: jaymcbain.com
He can be found on Twitter
Jay has been involved in the channel for the past 3 decades at #IBM, #Lenovo, #Datto and #ChannelEyes, is a key global influencer and a highly sought after speaker
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
PaulLloyd has been involved in #channelsales for the past 35 years. He's made a lot of mistakes along the way. Failure is your best teacher - your own and the failures of others. Paul has developed a lot of scar tissue in that time, seen fads come and go and has learned that success in #partnerships happens when you have to focus on doing the basics well, consistently, over time and meaning them.
He's worked in #VAR, #MSP, #Disti / #Distribution and #ITVendor. He's worked in small and medium operators, #scaleups, #startups and #turnarounds.
Like me, his experience has made him suitably cynical and jaded because he sees so many acts of stupidity, self-sabotage and selfishness in the channel. We discuss some of them in detail
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Why #DealRegistration is a bad thing for smaller partners and for customers
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Why #partners suffer from vendor fatigue and frustration
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Why partners aren't loyal
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Why cultural lack of awareness kill opportunities and damages trust
Paul has built a software vendor's channel sales into the £multi-millions by working with fewer partners, understanding what they want to achieve and helping them achieve it and supporting them to meet their own goals and objectives. He's built an MSP from virtually the ground floor to £90m per annum.
He pulls no punches, speaks directly to what's wrong, what works, what doesn't.
Well worth an hour of your time.
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You can contact Paul at #Sellerly via linkedin.com/in/plloyd
Or phone 07764 247444 (Mobile)Or email paul@sellerly.co.ukOr Twitter paullloyd1
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If you want to be a guest or have someone you believe would be a great guest for me to interview, please email me at marcus@laughs-last.com with "Podcast Guest" in the subject line
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
BradMcDonald was the captain of a nuclear submarine before he retired from the navy and became a salesman. Going from being the master of his own destiny where his word was law, responsible for the lives and security of millions in his hands, to a sweaty handed, gibbering wreck terrified by secretaries giving hem a hard time the other end of a phone, Brad documents his journey from sales dud to sales stud!
Author of the excellent book THE ART AND SKILL OF SALES PSYCHOLOGY (UK link), Brad and I discuss the science behind the art of selling, sales psychology and sales management.
Today, Brad is one of the home office coaches for the Sandler franchisee network so he gets to speak to a lot of messed up, sick puppies like me! He had his own franchise for many years and prior to that sold financial products.
He explains the foundations of the Sandler selling system, Transactional Analysis. Sandler has great technique which works well on their own BUT, if you understand the psychological underpinnings to the system, and apply them with the techniques, you can take your selling to another level entirely.
Like, comment and share this video with your sales team, your managers, your bosses. Buy Brad's book (US link)
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Do you know someone who'd be an interesting guest for my podcast? Email me their detail on marcus@laughs-last.com
Perhaps you'd be a good guest? Have you written a book on sales, management or channel sales? Are you interesting? Drop me a line.
Happy selling folks!
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
DavidWalsh has a #YouTube subscriber base of over 150,000 people built by using the tactics he explains in this interview. He's taken his clients from being an also ran to number 1 in their market.
We discuss Tim Berners-Lee's view on the internet and cat videos, outsourcing video production and how to create content that is sticky, appeals to YouTube's algorithm, gets people coming back time and again, builds your subscriber base with the right kind of subscribers.
We explore what not to do, what to do, how to do it. We talk about story telling, on screen presence, audio, video, design, structure, keywords, vlogging, mobile video, thumbnails and headlines.
You can see David at
https://www.youtube.com/user/DavidWalshOnline
or via his LinkedIn profile
https://www.linkedin.com/in/davidwalshonline/
If you would like to be a guest on my podcast, please email marcus@laughs-last.com and we can chat about how you can bring value to my audience and how I can get you some targeted exposure
Thanks for listening
And in case you were in doubt about the importance of #catvideos here are some of the best https://twitter.com/bestcataccount
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
BarbGiamanco is VP Sales #ECHOListeningIntelligence, author of #TSW #TopSalesWorld #Top50SalesBook2019 #TheNewHandshakeSalesMeetsSocialMedia chats to me about the importance of listening and asking exceptional questions
We discuss how listening is a catalyst for success in #Sales, #ChannelSales & #Partnerships, #Management and #Recruiting & #Hiring.
Barb and I had a very direct conversation about what holds businesses, leaders, managers and salespeople back, how poor listening can negatively impact partnerships and why we don't seem to learn from our very obvious mistakes.
We also explore the importance of continuous learning and the effect it can have on your career and your culture.
Have a listen and please comment, like and share. Get in touch with both of us and definitely check out the books we each recommend
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
"Is curing people a viable business model?" - does this question asked by Goldman Sachs raise the hackles on your neck or make you think, "that sounds like a reasonable question"? Why as a society are we asking the wrong questions?
JonThorSigurleifsson is a #TechnologyEvangelist and #CorporatePunk whose purpose is to inspire us to ask better questions and better the lives of those he serves and wider society. He delivers a refreshing, well considered, disruptive message. Yes, he is an idealist but also very much a pragmatist.
We cover a wide range of societal, commercial and moral questions in a lively discussion and I can't wait to have him back for another conversation about asking the right, tough questions to which we might not want the answers but need to be asked.
We draw on our diverse international and commercial experiences, we discuss value, ethics, priorities that are affecting us today with the stranglehold of the global financial system, corporate selfish-self interest pitted against human rights, unnecessary human suffering. We touch on the #FinancialSingularity that has already occurred and why #AI should be welcomed not feared.
Mostly, an optimistic view of the future and a thoroughly enjoyable conversation.
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I welcome your thoughts, questions, comments and suggestions. Have a listen and if you want to book Jon Thor for a talk at your company or your children's school (he does offer less inflammatory titles). You can get hold of him through LinkedIn or https://jon-thor.com/ or email him at jon@jon-thor.com
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
PeteNicholls, CEO of #HubDo, is a pioneer. A pioneer is man with arrows in his back. Veteran of the channel, Pete has pioneered ideas that are now the norm across the tech industry. He worked for Dimension Data (now NTT) and Cisco, and today HubDo is a Platinum Partner for #HubSpot, he represents #PandaDoc and a growing portfolio of vendors.He established HubDo in 2011 when he spotted an opportunity in the growth area of #Martech championing the concept and practice of #UnifiedBusiness. In 2019 HubDo created #HubDoCloud, the first multivendor "Cloud as a Service" (ClaaS) for Unified Business Solutions. With a variety of ISVs, HubDoCloud simplifies the selection, integration, provisioning and management of per-Client application clouds to support industry solutions. Pete's worked both sides of the fence and today works closely with #agencies and he shares his insights on what works, what doesn't and what is coming in the near future.
He is leading the way in helping vendors develop a #2TierChannel model helping smaller partners achieve sales growth of both their vendor products and value added services.
A lively, informative interview with a leading visionary in the #channel
https://www.linkedin.com/in/penichol/
hubdo.com
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
JayAllen is a friend and a client of mine. Founder of MyTrueNorth and the SCALE growth blueprint, Jay has studied the reasons behind 153 successful business failures and identified why businesses fail and what successful business do to stay successful, scale up and retain wealth for their owners. He chats with me about how to add a zero to your personal disposable income.
His history is fascinating and he tells his story with passion, compassion and absolute authenticity. He is a man on a mission. This is a genuinely compelling conversation with a man who puts ethics before self-interest. He discusses the experience of true service, the heavy price he had to pay personally and how his failures, PTSD and personal injuries have helped mould him into the man he is today.
We discuss at length why people get stuck, stay stuck and how finding your purpose, underpinned by your values, playing to your strengths drives incredible results. Jay is someone who literally has lived in the trenches and doesn't base his ideas on comfortable armchair theory, but lives them, applies them, delivers them into real businesses every day.
He is the creator of the SCALE blueprint, a multi-award winning business leader, a multi-award winning speaker, one of the UK's leading business coaches, a former battlefield medic and champion for #PTSDwelfare, #PTSDrespite and #PTSDrecovery. His mission is to build a retreat for #PTSDsufferers and their families by 2023. He is a highly sought after speaker who donates most of his speaking fees to CombatStress. If you ever want a truly inspirational speaker, please consider Jay. You will struggle to find anyone who moves your audience to action more effectively. And check out his book, #FromBattleField2Boardroom - https://www.battlefield2boardroom.co.uk/
https://www.youtube.com/watch?v=nbaCJ3c04d4&feature=youtu.be
https://www.linkedin.com/company/combat-stress/about/
You can contact Jay on LinkedIn: https://www.linkedin.com/in/jayallen-mytruenorth/
Via his webiste: https://www.mytruenorth.biz/
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
DylisGuyan is a rabidly passionate about #sales and selling as I am. This is a firecracker of an interview. Dylis specialises today in helping SMEs sell into corporate clients. We talk about what makes a great salesperson, what makes selling great and we offer at least 13 #salestips and #salestactics that you can employ immediately
We discuss how to get the prospect to buy on value instead of worrying about price and cost so get paid what you are worth. We identify how to get business class and 1st class travel when clients want you to go to see them. And we pinpoint how to diagnose the real, personal, emotional problem to build a compelling business case.
We debate how managers can make or break a sales team, why they are caught in a trap and why leadership teams are failing them.
Exploring the effect of self-concept on your performance is so important. The biggest challenge you face is calming the inner critic and reframing the noise in your head so you establish equal business stature, know your rights as a seller, segment your target market and build up your money concept.
Contact Dylis via her LI profile or her website http://dylisguyan.com/
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If you enjoyed this podcast, LIKE, COMMENT & SHARE please. If there is a topic you'd like me to cover or a guest you'd like me to interview, please send me an email at marcus@laughs-last.com.
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
SamSethi is a technologist with a powerful commercial vision. He was employee number 20 in #Microsoft in the UK, he worked at Netscape when you had to explain what a browser is, he brought #TechCrunch to Europe and has been a key influencer in the evolution of many of the world's ubiquitous technologies. Today Sam is pioneering #voice as the new HTML as CEO of #MadeInHead
We discuss the pitfalls of #venturecapital, the hangover of #miltonfriedman on corporate culture and misdirected priorities towards short-term results leaving our economies and our companies exposed to China and companies like #Amazon who fly in the face of being slaves to #shareholdervalue.
Sam shares a wealth of insights into the future of technology and its impact on the evolution of business and how we work. We discuss our favourite books and influencers.
You can hear Sam interviewing me about how to cut through the noise, get to decision makers and shorten sales cycles, get paid premium and close more often here: https://www.linkedin.com/feed/update/urn:li:activity:6548829926089457664
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
DavidSloly is an award winning marketer who has helped build some of the world's largest and most successful channels. Story teller, best selling author, journalist, broadcaster, accidental creative director and marketing automation expert, David discusses how he helped Microsoft grow sign ups and engagement with their partner network of 25,000 partners and rescue a failing channel partner portal.
We discuss the mistakes most companies make in their aborted attempts to create dialogue with their audience and establish trust & relevance because they market selfishly, focus on the wrong end of the problem and insist on talking about what matters to them not their customers. We dig into why emotion is more powerful than reason and logic in sales and in marketing to drive new behaviour and encourage decisions from buyers.
He introduces an elegantly simple technique for creating powerful ideas that have helped him help his clients to scale massively, fast and without the wheels falling off.
David is co-founder of HarveyDavid, the marketing automation consultancy
Eloqua #marketingautomation #creativity #marketing #personalisation
Why You Need A Business Story And How To Create It The Eloqua Mindset: Conversations with Successful Marketers Who Are Realising the Potential of Marketing Mash-up!: How to Use Your Multiple Skills to Give You an Edge, Make Money and Be Happier Zoom!: The faster way to make your business idea happen (Financial Times Series) If you enjoyed this podcast, subscribe. There is a wealth of useful information and ideas in the series and I'd welcome your feedback or suggestions on other topics or other influencers and authors you'd like me to interview.
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer
I interviewed #GerardTannam, MD of Island Bridge, a branding agency with a difference. Gerard explains what branding is and isn't, how it affects your relationship with your current and future customers, and why getting it right can affect the uptake and trajectory of your idea or business.
Your brand describes the relationship you have with your customer or target audience. He gives several real world stories to explain how branding works, what you can do to develop a strong brand and change the behaviour of your customers, your partners, your suppliers and entire nations.
Gerard has used branding to cut road deaths in Ireland by nearly 60% over the past couple fo decades, he's helped grow hotel chain sales, improve customer retention, reduce waste and drive sales.
Please forgive my tinny sounding voice. I say comparatively little and Gerard is clear as a bell. He is well worth listening to.
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Please subscribe, like and share. Feel free to comment and if there is a topic on sales, sales management, sales recruitment, enterprise selling, the psychology of sales and channel sales management that you want me to discuss or you can recommend a great podcast guest, then please email me on marcus@laughs-last.com.
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
RichardFosterFletcher discusses #CustomerExperience and #PartnerExperience with me. We explore culture, recruitment, training, leadership and technology. We identify potential stumbling blocks and how the new kids on the block represent a real existential threat to the old guard software and technology giants.
We kick off with the big question, which is how do we use technologies like #businessintelligence, #machinelearning and #artificialintelligence to help us ask better questions. If you want better answers, ask better questions. New technologies allow us to identify patterns and use them to ask better questions
Did you know that #Mercedes are doubling their income per customer by having customers subscribe to their cars? Why is China such a huge threat and what do we need to learn to adapt or die? How do you create a frictionless experience for the end customer whether you are selling direct or with partners? Why has IT missed the opportunity to attain their place in the C-suite and what opportunity do CX, PX, AI and ML leave for marketing? Which jobs are likely to be the road to CEO in future? Why are the old guard leadership routes destined to be superseded by these new roles which didn't exist even 5 years ago?
We discuss the importance of niching to power growth. We investigate how shifts in the approach to their channel that might backfire on companies like Dyson. We explore how channels are evolving and some fo the opportunities and threats posed by addressing or mismanaging partner experience.
A lively and interesting discussion full of insights and challenging questions
Richard is a digital optimist with particular interest in Data Enrichment, Artificial Intelligence and BlockchainStrategies. Latterly, he's been responsible for #CustomerExperience #CX in #EnterpriseSales accounts for #Oracle. He's a highly sought out public speaker and hosts #DigitalDinners for C-suite executives to discuss trends, opportunities and threats posed by the fast changing digital landscape.
Richard recommends you read:
For big ideas: Safi Bahcall, Loonshots.
For personal journey: Ryan Holiday, The Obstacle is the way.
For AI: Max Tegmark, Life 3.0.
I suggest you read Hello World by Hannah Fry and listen to my podcast with #AmyWoodall called How to Explode Your Profits
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If there's a topic you'd like me to explore in one of my podcasts or a particular figure you want me to interview, drop me a line at marcus@laughs-last.com with the details
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
An oft overlooked truth of partner/channel management is that you are dealing with people. People do things for their reasons, not your reasons. Channel partners are in business for their reasons, not your reasons. They don't lie awake at night, excited, thinking about selling your product. Perhaps they should, but what you NOT doing that makes them see you as a commodity, an interruption?
In a very lively debate with #OlivierChoron the best practices and mistakes being made by vendors looking to scale their channel we explore the impact of good and bad use of PRM (Partner Relationship Management), niching, targeted channel marketing, expectation management, segmentation and differentiation.
Olivier says that "Channel sales is a sales role with a massive coordination hat on." And he's right. We discuss the qualities and competencies needed to be an ultra successful channel manager and channel chief. These roles are closer to a general manager and a chief executive than they are to a sales manager or VP of sales.
We discuss the dangers of using partner personas - one size fits all - to categorise partners into sales, technical, marketing. We investigate the danger of these assumptions and how it damages your relationships and the performance of your partners
We explore what it takes to create good conditions for genuine partner engagement - Where do you start to establish a true partnership? How do you maximise your return on investment in every partnership, in every individual within every partner? How are you adapting as your partner evolves? How do you help them sell, implement and scale your partners?
A crucial mistake many vendors make is their failure to communicate in a meaningful, personalised and targeted manner. The cost in a large vendor can be prohibitive but this offers scale ups in the £3-50 million turnover range an opportunity to differentiate and build their special forces unit of partners.
Communicating effectively as your channel grows beyond a manageable level is tough. It's easy to fall into the comfort trap of communicating using the wrong media, the wrong language, delivering generic messages to make your life easy and keep your costs down, missing the mark for the majority of their partners. And this is a key weakness in the strength of larger vendors you could be exploiting
Failing to understand how to prioritise high versus low touch partners also means that you have fallen into the one size fits all camp. Don't make this mistake and your most productive partners will engage, feel valued and understood and produce hyper-profits helping you to scale fast without losing control
Large vendors have a hangover because of where sales and business leadership traditionally comes from. The smartest scale up vendors are going to have their channel chief on their board along with their VP of Customer Success/ Customer Experience because both these roles will drive growth and profitability
If you want to get hold of Olivier you can connect on LinkedIn at https://www.linkedin.com/in/olivierchoron/
If you want a copy of "Making Channel Sales Work", you can buy it on Kindle on Amazon https://www.amazon.co.uk/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2/ref=sr_1_1?keywords=making+channel+sales&qid=1559125877&s=gateway&sr=8-1
For a paperback copy email suzanne@laughs-last.com with "MCSW" in the subject line. Please provide your postal address and company details so we can invoice you correctly
To be a guest on my podcast, email marcus@laughs-last.com with "Inquisitor Guest" and we can discuss the possible subject matter of our conversation
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
MikeAdams is best-selling author of "7 Stories Every Salesperson Must Tell". Mike has gone from zero to hero in 4 completely new vertical markets selling both complex and commoditised products and services internationally using the power of 7 stories.
Human beings can't tear away their attention from a good story and Mike explains why and how to craft a good business story for the 7 key functions:
- Personal
- Key Staff
- Company
- Insight
- Success
- Values
- Teaching
He coaches me through the process of developing my own customer success story to demonstrate how to build a powerful story for yourself. Experience has taught me that good stories help salespeople shortcut the need to demonstrate products or services, do presentations, write proposals by helping their prospects take care of their concerns in their own imaginations.
Sandler Rule:
- "The best presentation you ever do, your prospect will never see"
A good story helps the listener see and experience themselves in the role of the key characters with the salesperson as their guide. When that happens, the story becomes their own data and prospects never argue with their own data. By helping your prospect experience owning or using your products and services in their imagination, you help them feel as if they are already your customer, you inoculate them against making the mistakes or creating the conditions for stalls and objections, internal resistance or approaching the internal sale badly that can cause a deal to die on the vine. Stories position you as an expert, rehearse your sponsors on how to navigate their own organisation, help you neutralise resistance and turn adversaries into allies.
Have a listen. See how you can develop your own stories whether for your direct sales team, your customer success team, or your channel.
Mike's book, 7 Stories Every Salesperson Must Tell, is available on Amazon and Audible
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
KieranKrohn was named the world's best #channelmanager at #Hubspot. Now to do that in Hubspot means you have to be very special because they have a very powerful and effective #channelsalesprogram.
Kieran is 31 and has only been in sales for 7 years, so his achievement is remarkable. It was humbling to learn how he works in genuine partnership with his channel. Would it surprise you to learn that he spends 75% of his time every day coaching partners 1-to-1 and some group coaching 25% in direct prospecting activity? He shared his habits around mind-body-spirit that help him stay sharp, his #growthmindset, his cadence of mutual #accountability that he has with his #channelpartners.
He explains the critical importance of understanding his partners' C-suite and salespeople's business, their personal ambitions and growth objectives for their business, their exit strategy, their challenges and adding value to their business. Focusing on them and their business means he outsells all the others in a vital and competitive sales environment. He helps them understand the sales process that helps them make money by partnering with Hubspot and specifically, by partnering with Kieran. He has become a trusted advisor despite his youth because he has so much exposure to the various business problems, challenges, best practices and opportunities he has to deal with to do his job well. His partners trust and respect his contribution because he cares and keeps his promises. He puts their interests above his own and understands the true nature of service
Kieran has such a healthy attitude towards failure, taking action, taking personal responsibility, it lifted my day. He demonstrates commitment, vulnerability and empathy. He is nurturing but tough when it comes to prioritising how he uses his time and with whom, what he expects and what is expected of him, and doesn't shy away from difficult conversations
Seriously good interview with a talented young man who star is rising. I predict he will go far and his impact will be great.
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
HilmonSorey, co-Founder of #ClozeLoop, co-developer of #TriangleSelling and co-author of #TheSalesEnablementPlayBook,#SalesPlaybooks: The Builder's Toolkit, #SalesDevelopment chats to me about his experience working with series- A, B, C and D technology scale ups and the horrific acts of idiocy and self-sabotage he's seen repeated that are wasting growth opportunities.
Learn from the depressingly deep scar-tissue Hilmon and I have earned over the past 3 decades, serving scale up founders and CEOs, building their teams, helping them achieve exits to cash out like bandits or to crash and burn into anonymity and poverty.
Learn from the mistakes we have seen countless founders make with poor planning, failure to implement a joined up marketing, business development, sales, account management, customer success, customer service experience. Bringing costly business in through the front door, only to let it out the back door is STUPID but some many companies focus on new business and don't focus on retention.
We've seen founders and investors focus on new business and land grabbing new customers instead of building their business on the principle that they're in business to make a profit and then scratch their heads when things go tits up. Sure there's a well trodden model that says you can do that but it creates bubbles and is onanistic and short sighted.
We've heard founders who said "If only we could kick sales into touch and focus on product development. then we could create a great product and people would come knocking at our door in their droves!" Bulls**t!
We have seen some really crazy things go on with channel partners - some suffer from premature channelisation, and others come too late to the channel (no groaning at the innuendo please)
Hilmon and I pull no punches. We slag off the parasites sucking the lifeblood around scale ups. He's much nicer about them than I am but I know he feels the same level of abhorrence I do towards the bad recruitment practices and bad recruitment practitioners.
A fun, lively interview and I am very much looking forward to interviewing him again on some more contentious subjects.
Please like, comment and share this podcast.
If you want to get hold of Hilmon on LinkedIn ... https://www.linkedin.com/in/hilmonsorey/
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
The tastiest plate of food, that looks like dog food isn't nearly as appealing as one that is presented well. The same applies to video for business.Get it wrong and the effect is ruined. Get it right and great things happen
EvelyneBrink coaches CXO's and professionals who want to use video to build their business, raise their profile and establish a strong personal brand. If you need to convince an audience, promote your products or services or become known as an expert in your field, video is a fantastic medium.
Unfortunately, most videos produced by well intentioned but unskilled practitioners are excruciating to watch. The result. Dwell time of a few seconds, objective missed, time and money wasted.
Evelyne is an actress, comedienne, internationally renowned Madonna impersonator, coach and all bon viveur. She shares 16 easy to apply tips that can turn your video nightmares into 24 hour a day sales engines that attract the right people, engage prospects in dialogue and build your reputation as the go to expert in your niche.
Evelyne has been my coach for the past couple of months and the difference in my video quality is obvious. I always had decent content but the production values left something to be desired. Take a look at my latest series of videos on blindspots in your business.
You can find Evelyne on https://www.linkedin.com/in/evelynebrink/ and via her website https://brinkcoaching.com/
And if you were around in the 80's here's a nostalgic trip down memory lane https://www.youtube.com/watch?v=OsVplKh434g with Evelyne as Europe's number 1 Madonna impersonator
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
"The customer is not always right but when they wrong, it's often our fault" - Amy Woodall
In this interview Amy shines a glaring light on the idiocy of traditional sales and marketing culture. Looking after your customers is the cheapest way of growing your profits. It can cost 6-25 times more to win new customers than to keep them.
Amy teaches companies why putting the customer at the heart of everything they do, paying real service, not lip service, to customer experience is the best investment you can make in your business.
We discuss how to hire great customer service and customer experience representatives who retain and grow your loyal customers and remain loyal themselves. And we identify the biggest red flag to help you prevent making bad CX hires who will cause you loses and lose you clients.
Companies that focus on getting business in through the front door and let it out of the back door are focused on the wrong end of the problem. It makes no sense to invest a lot of money attracting prospects, investing time, money and resources selling to them, and once they're customers only to treat them as less important than new business. Absolutely crazy, crazy, crazy!
46 minutes of pure gold
https://www.linkedin.com/in/amywoodall/
http://brassybroad.com/bb68/
https://www.youtube.com/watch?v=XdLl6BWVZ3Y
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
TimRoberts is one of my role models. He is a deeply valued friend and an inspiration to me and many in our network. He was recognised in March 2019 by all of the #SandlerFranchise owners when he was voted the #DavidHSandlerAward winner for his contribution to our community.
Tim and I discuss selling with honour. What is sacred to Tim? Trust, honour, integrity are his guiding principles. He explores the guiding principles that have helped him become a giant in his market and in the #SandlerNetwork.
We explore the meaning and realities of #service and #contribution. These are not tree hugger speak for rolling over and being the whipping boy for your customers or being run ragged in servitude. They take courage and vulnerability. They require you to have a "no hostage" policy & culture, no judgement, a growth mindset.
Tim's core values are based in trust & justice. He is the keeper of the Sandler brand. His approach to selling is refreshingly judgement free. What makes him stand apart from this competitors and his peers is his willingness to lose his self, subordinating his ego to the service of others. Time explains how to build trust, encourage transparency and discover the truth.
Tim's wife Katie contracted with Tim, "No plan B" when he first bought their franchise. He explains what it means to be vulnerable, accountable and authentic, raising the bar - say what you do and do what say.
Tim explains why a problem/hurt is a gift. Reframing problems as a temporary challenge means you can overcome them, but continuing to perceive it as a problem makes them a burden.
This interview is a keeper and one you will want to listen to several times.
Please share this interview with the people who lead your business, with your clients, with your suppliers and with your partners. I welcome your comments.
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
FraserHay is the most accomplished marketer I have ever met. He approaches marketing as a science, he is utterly obsessed with testing and measuring what works, what doesn't and why not? He is prolific, methodical and effective.
Fraser is founder of the Grow You Business Club, best selling author of 20+ books. He lives 14 miles past the back of beyond in Scotland and wins clients globally without ever leaving his house. I've worked with Fraser over the past 13 years to develop his sales process and he has integrated sales and marketing into a continuous, fully integrated process which will take your breath away
He shares dozens of tips and tricks that help you generate traffic, backlinks, exposure and automate leads, to self-disqualify non-prospects and create opportunities that convert into cash.
https://www.gybtv.net/grow-your-business-school-2019/
https://www.youtube.com/watch?v=Z05B5g_zCf0
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
YAWN! Who the hell wants to listen to an hour of some Canadian trainer going on about planning and systems?
If you're wise, you will. #AndrewWall routinely helps his clients achieve triple digit growth in a manageable and controlled manner. He retains and grows his clients, generates an insane volume of referrals by practicing what he preaches.
Andrew is a #sales and #salesmanagement veteran with 30+ years experience, the last 12 with Sandler, Milton, Ontario. Andrew is known for his rigorous planning and execution based on systems. His clients achieve significantly higher growth than standard thanks to the up front effort he encourages them to make in identifying their #values, #mission and #planning. He has systems for everything. These systems help his clients control their growth, know well in advance if there is a problem and prevent those problems from happening.
We discuss designing your future business, building a roadmap to get there from where you are now, recruiting the right people, setting them up for success, measurement & accountability, and enhanced decision making. This interview if jam packed with usable insights and practical advice that you can apply to your business now.
We mentioned 2 podcasts:
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Your Credibility Comes From The Questions You Ask
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What is the #1 Mistake Every Bad Sales Manager Makes?
If you are based near Milton, Ontario and want to get in touch with Andrew you can find him through his LinkedIn profile or via his website. His clients will tell you how he's helped them grow between 100-600%!
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
GeorgeDziedzic spent his career in the channel, building Intergraph into a channel powerhouse. He founded and ran #FosterMcCallum helping start ups to the likes of #Cisco and #IBM build their channels by partnering with & onboarding the #rightpartners. Building on good decisions early in the relationship, George helped his client develop an ecosystem that serves both vendor and partners
We focus on the ultimate objectives of growth, profitability, risk minimisation, speed-to-market and rapidly building critical mass
We explore each phase of the lifecycle of a partner network, from conception and recruitment, to management and restructuring, as well as providing partner and partner manager training
We discuss sales, accountability, codeveloping solutions, coopetition, partner with partner collaborations
This interview is packed with valuable insights and advice for anyone considering developing a channel or wanting to work out why their channel isn't working and wanting to revitalise it
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
You can tell people to go to Hell and if you tell them in the right way they'll say "That sounds like a nice place at this time of year"
How do you define someone as a "difficult person"? How does your perception affect your judgement of a person who is upset or picking a fight with you?
In this interview, Amy Woodall, EVP at hashtag#SandlerTrustpointe discusses practical, real world tactics you can use every day to neutralise hostile situations, achieving agreement & commitment, even without having consensus.
She teaches you to take control of difficult situations, achieve a satisfactory outcome & retain customers even when they are angry or threatening to leave for a competitor We explore the psychology behind conflict & your reaction to it. She offers tips & tactics on dealing with your own feelings when confronting a difficult person so you stay calm & in control.
We discuss why people get upset, the psychology beneath their behaviour & how you can overcome your own triggers & harmful scripting We explore how you can raise the quality of customer complaint management to drive sales & customer retention
Amy recommended the book "A Complaint is a Gift" by Janelle Barlow
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
BillBartlett is #bestsellingauthor of #TheSalesCoachsPlaybook - unleashing the performance code and #DavidHSandler #AwardWinner
I had the privilege of interviewing Bill Bartlett about #salescoachingbestpractice. We explore the 7 step Sandler coaching process, 3 power of the 3 P's (permission, potency and protection)discuss in detail:
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Hiring
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Onboarding
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IndividualPerformanceDevelopment
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KPI's
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Skills
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Behaviour #Behavior
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Technique
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Motivation
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Attitude
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Headtrash #LimitingBeliefs #Scripting
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Identity
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TransactionalAnalysis
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Goals #GoalSetting
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180DegreeThinking
Bonus material on #ChannelDevelopment #ChannelManagement #ChannelAlignment
Bill's book is available on Amazon, Audible and via the Sandler shop (links in first comment)
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
Firewalker, #glasswalker, #influencer and #coach, @LottieMooreHere chats to me about the myths and facts around motivation and mindset
A lot of crap is bandied around about motivation. The fact is, real motivation is intrinsic (i.e. internally generated) and cannot be imposed, beaten into someone, bribed, bullied or cajoled. At best you will achieve a short term uplift in behaviour or performance but it WILL NOT sustain. People do stuff for their reasons not your reasons. And for true motivation to sustain, the individual must feel like they are in control, 100% control, of their piece of the puzzle.
If either component is missing, you're deluding yourself into believing your own onanistic rhetoric.
Lottie Moore of #MindsetMetaphors and I discuss #motivation and #mindset, how to uncover them, how to get teams working towards common purpose. We delve into the realms of #headtrash and #limitingbeliefs which we all suffer from to a greater or lesser extent. We explore the power of #mindfulness to help calm stressful situations that can lead to #amygdalahijack and loss of #control
Lottie is expert in facilitating #firewalks and #glasswalks to build #teamcohesion and #collaboration
You can contact Lottie on 0333 772 9692 or via her website on mindsetmetaphors.com
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
RianLanigan is a feckless Millennial from #Ratoath in #Ireland who doesn't understand that the path to success is paved with years of hard work. Nor does he understand that you need a bit of grey hair or a massively receding hairline to be taken seriously in corporate boardrooms.
Which is why the fact that he has a rapidly growing international client base is even more galling and perplexing. Rian is a next generation digital marketer.He understands that to grow big you have to aim small. He operates in a very tight niche in which he is rapidly becoming the dominant force. He combines well considered strategy with simple but sublime tactical marketing that help his clients achieve triple digit growth at negligible additional cost.
In this interview we discuss 10 practical tips to explode your marketing's performance. Each tip is clearly explained, examples given and the tactics you need to apply them, shared.
- How to grab and keep attention
- Nobody likes to be told what to do
- What's the point of sending it if they don't open it?
- How to go viral
- Avoid SNAFUs
- The slingshot effect
- You bring the audience and I'll bring the candy
- Skinning the cat
- Emerson's law of compensation
- Prepare your day
He's helped one client grow their audience from a couple of hundred to 600,000 in 24 months. He's filled events that have earned his clients a 25,000% ROI in 6 weeks or less. He's secured the corporate digital marketing contract for a $250,000,000 global business. He turns flat business into self-funding growth business.
Listen to what he has to say. Put his suggestions into practice. Report back in 30 days what impact he's had on your business. I challenge you NOT to make money off the back of this podcast.
If you want a free chapter of his forthcoming book email mcauchi(at)sandler(dot)com
If you want my mindmap of this conversation type "Go Nuclear" in the comments
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Would you like to be a guest on my show? If you have something of interest to say for an audience of ambitious owners who want to grow at speed without losing control, relating to sales, sales enablement, management, sales recruitment, growing a business or building a profitable, sustainable channel then email me.
If there is someone you'd like me to interview, drop me a line with their details
marketing #freemarketing #nocostmarketing #marketingthatworks #acceleratemymarketing #leadgeneration #goingviral #marketingROI
How skinning the cat can 6x your revenues!
This is 1 of 10 tips #RianLanigan gives on my next podcast to help you increase your revenues by 600% or more. 2 minutes and 26 seconds of pure gold
Millennials are lazy, entitled, have a short attention span and expect the Earth. Rian Lanigan proves that is utter bullshit.
Fresh faced and depressingly young he may be, but the man knows more about street-fighter marketing than almost anyone I have met in the past 32 years. A relentless tester of his theories, he distils 2 years of concentrated effort into 10 practical tips even old fuddy-duddy baby-boomers can apply for immediate profit. Yes, even you!
Simple, practical and tested in the real world. He's helped one client grow his audience from a couple of hundred to 600,000 in 2 years. He routinely secures 65% open rates on email campaigns. Another client of Rian's won 2 new 5-digit clients by leveraging her competitor's network!
Rian Lanigan turns your marketing nuclear!
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
The Evil Bald Genius, #JonMcCulloch, is a brick and mortar marketer whose opinions are frank, forthright and pointed. Don't listen if you are easily offended. He is on a mission to #SaveTheHighStreet.
We discuss why brick and mortar marketers generally aren't very good at marketing and why they are leaving s***loads of money on the table, why they struggle to differentiate and why they are letting their market disappear from under them through lack of imagination and not doing even the basics of marketing.
There is a little swearing so again, if you're offended by this, don't listen or if you do, please wrote in the comments to complain so I can tell you "I told you so".
He is on the spectrum which gives him a refreshing honesty. He's not in business to pander to your whims or spare your feelings but to put cash in your bank account.
Enjoy!
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
Louis Gudema, author of the excellent Bullseye Marketing, has developed a 9 point checklist to analyse whether your marketing is effective or not. Louis discusses the common mistakes marketers make and busts a load of myths around what works and what doesn't. He warns us against being tempted away from what works by what is popular and in fashion.
- Did you realise that email marketing can be nearly FORTY (40) times more effective than social media? (#McKinsey, 2014)
- Are you using intent data to identify quality prospects?
- Are you spreading your message too thin and losing customers to your competition?
- Are you working with your partners to develop customer personas and jointly define leads?
- Are your sales and marketing at odds or in alignment?
- How does mapping the customer journey help you improve #CX #CustomerExperience? Why does this matter?
- What are the challenges you face because of #SmallData?
- Have you fallen into the trap of ignoring the single best source of #CustomerInsight?
Louis is a practical marketer whose career stretches back over 30 years and has been responsible for helping several brands achieve massive sales growth by focusing on the #bullseye - more or the right type of customers. He is eloquent, outspoken and has the track record to prove his point.
Have a listen, take notes, and please like, comment and share if you found this interview helpful.
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
"Your Press Release is Breaking My Heart" is Janet Murray's warning shot across your bows about the dangers of producing bad, unremarkable, selfish content if you want to capture the attention of journalists to promote your business
The past, present & future walked into a bar … it was tense!
- Do your headlines leave your target audience scrolling on past you to your competition?
- Are you producing content that is the equivalent of showing strangers photos of your ugly kids or holiday snaps?
- Is your LinkedIn content strategy "Fire, aim, ready?"
- Why aren't you generating business from LinkedIn, Twitter, Facebook, Instagram or YouTube?
JanetMurray @jan_murray #contentmarketingexpert, is a former journalist turned poacher. She helps business owners, coaches, consultants and trainers cut through the wall of noise surrounding their target market to speak directly to their prospective clients and stand apart from their competition.
Most content produced by small business is excruciatingly bland and unremarkable. You've probably ignored hundreds of attempts at securing your attention today alone. Why?
Because your content needs to be relevant, timely and enter the conversations your prospects are already having or you'll find yourself in the wilderness on social media, your emails will end up being deleted or sent to spam, and your hard won email list will dwindle as demand for their attention deserts you.
I asked Janet, what makes a great story that will grab the attention of journalists? And what turns them off? What is the best medium to get through to them? How can tiny tweaks to your social media profiles make all the difference in your being found?
We explore how to build your online audience, the right ways and the wrong way to build a paying audience, some simple steps you can take to rank more highly in the search engines. And we discuss the most obvious way to understand what your audience is hungry for ... but you probably aren't doing.
We discuss email sequencing and why some platforms don't work ... for you ... and why you are likely to be the problem
An engaging, content rich interview, packed with real world experience and tips you can put into practice immediately.
Contact Janet via her website www.janetmurray.co.uk or connect with her on LinkedIn
If you've enjoyed this podcast please like, comment and share it. And if there's a topic you'd like me to discuss or someone specific you'd like me to interview, please email me on marcus@laughs-last.com with "Podcast Request" in the subject line.
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
BillMorrison, Managing Director of #SandlerCorporateAccounts EMEA explains why #CorporateSalesTraining fails and what to do to ensure you get buy-in & sustainability from the #SalesTeam. We discuss the importance of #training managers so that they can reinforce the learning and turn the new behaviours into habits and what happens if you ignore this critical aspect of training.
Drawing on real world experience we discuss the importance of involving the overall P&L owner, the owner of the sales number and HR/L&D to ensure that your training programme delivers the results you want from your investment. Many training programmes fail because they aren't reinforced and Bill explains how the real value of training happens in away from the spotlight of the classroom.
We explain the 4 different roles of management and why ignoring any one of them can prove fatal to the success of your training investment.
Bill and Marcus have nearly 7 decades of real world scar tissue in direct, enterprise and channel sales. They've trained tens of thousands of salespeople and teams and have contributed to over £12bn in sales. Both are seasoned salespeople who train practical sales behaviours, attitudes and techniques, not trainers who teach selling.
If you are considering training your salesforce and you already have a sales methodology like #Challenger #MillerHeiman, #SPIN, #MEDDIC, #Sandler enhances what these companies offer.
Bill can be contacted on +41 21 802 3117 or via email on william.morrison@sandler.com or corporatetraining@sandler.com
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
GavinIngham is a sales veteran, a #TEDxSpeaker and #founder of #IAm10. He specialises in helping companies build powerful sales teams on a foundation of #MentalToughness.
We discuss questions like:
- What is mental toughness?
- Can it be developed? How?
- What separates the winners from the losers in sales?
- Why do bad habits persist in sales and sales management?
- What impact can managers have on the performance of a sales team?
- Why do gaps in management capability exist?
- How important is management culture in creating the conditions for mental toughness?
- What do bad leaders do to hamstring good salespeople?
- What is motivation?
- Can a manager really motivate a salesperson?
Gavin and I have a frank conversation about the highs and lows in sales, the roots of self-sabotage, the power of cultural pressure to conform instead of challenge the status quo.
As usual, no punches are pulled. Practical advice based on over 60 years of scar tissue, this interview is a must for #BusinessOwners, #CEO's, #VPSales, #SalesDirectors who want to build #HighPerformance #SalesTeams.
Listen if you're frustrated because:
- Your sales team suffers from #FeastAndFamine #performance
- Your managers rescue (help without boundaries or permission)
- Your sales team suffers from #HighTurnover
- You struggle to retain #APlayers and #TopTalent
- You keep hiring b- and c-players
- You're failing to develop #YoungTalent who show aptitude
- You've ever hired a #HeavyHitter who promised the earth and failed to deliver
- Your own #SalesCareer isn't moving as fast or as far as your #ambition demands
Mental toughness is a prerequisite in a role where rejection is the order of the day. Mental toughness enables winners to bounce back, to keep going when hard times hit, when rejection is the order of the day and when all around you are crumbling under the pressure of professional sales.
To contact Gavin Ingham connect with him on LinkedIn
His website is www.gaviningham.com
This links to his author's page on Amazon
Gavin is a highly sought after speaker for sales kick offs and conferences and has trained hundreds of thousands of salespeople over the past 30 years. If you want a keynote with content and laughter, get in touch.
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
Best selling author of one of the Top 50 Selling Books of ALL Time (according to Top Sales World Magazine), #SandlerEnterpriseSelling (published by #McGrawHill, #BrianSullivan chats to me about his 30+ year career in big ticket, complex sales and sales management. We chart his journey from #XeroxCorporation to #CapGemini and now as VP of Sandler Enterprise Selling (#SES) at #Sandler.
We discuss a number of simple, practical tools that Brian has designed to help enterprise, transactional and channel salespeople:
- Sell more
- Sell more often
- To more buyers
- For more money
- And get out of deals they can't win, fast
I'm a huge fan of these tools because unlike the tools I was given earlier in my career these take a fraction of the time to complete. They have been designed by salespeople for salespeople to help us do our job instead of being designed by audit for audit purposes. No 3-day off site meetings to complete blue sheets, green sheets or pink sheets that gather dust in the boot of your car.
We explore the hidden cost of sales in enterprise selling and why it's imperative to know what's real and what isn't quickly, to prioritise your scarce and expensive resources on deals you should, can and will win and get out of the others as quickly as possible.
Enterprise selling is 90% project management and 10% selling. The best enterprise salespeople are like generals, making sure the right people on your team are having the right conversations with the right people on the buying side at the right time in the right way.
They make it all about the customer. Brian is a master at making you feel like nothing and no one else matters because he delivers his full attention to you when you're in the conversation. His system and tools liberate you to focus on being fully present, to put the customer at the heart of everything you do. And the results speak for themselves.
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
Businesses stay small because the owner keeps them that way!
DaveHiatt is a 25 year #Sandler veteran who has run his own #SandlerFranchise and for the past 15 years has been working for Sandler at Home Office. He is the product champion for the #OrganizationalExcellence #OrganisationalExcellence programme.
Dave and Marcus discuss the blind spots that are probably holding you back and dive deep into the details of the 6Ps of Leadership for Organisational Excellence:
- Planning
- Positions
- People
- Processes
- Performetrics
- Passion
As a franchisee with Sandler for the past 15 years, I have seen massive positive transformation since our CEO #DaveMattson has applied the principles of #OE in his business. He felt is was so good he bought the rights to the content and we have brought it all together in one place.
The principles and process we discuss enables companies to achieve #hypergrowth and #hyperprofits without losing control. In our own business it has allowed us to map out our path to 600% growth over 3 years which makes for a very exciting future. I would love to hear your experiences of applying OE in your business.
If you'd like to build an excellent business, with excellent people, excellent processes and hyper-efficient systems that allow you replicate best practices and improve consistently, please email me on mcauchi@sandler.com with "Scaling Up" in the subject line. I will arrange a call with you and try to find a local trainer who can introduce you to the principles.
As a start you can buy #TheRoadToExcellence by Dave Mattson on Amazon here:
https://www.amazon.co.uk/Road-Excellence-Leadership-Strategies-Bulletproof-ebook/dp/B07B3BZJZX/ref=sr_1_1?ie=UTF8&qid=1550859949&sr=8-1&keywords=the+road+to+excellence+mattson
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
AntonioGarrido, author of #AskingQuestionsTheSandlerWay discusses the power of questions in this lighthearted but not lightweight interview. Plenty of vital information and plenty of laughs.
We explore why your credibility comes from the questions you ask not the information that you give. We explain why answering a prospect's questions actually does you harm and does your prospect a massive disservice. We share stories about how we have failed and messed up and how our scar tissue has made us better salespeople, better managers and better people.
We explore the psychological underpinnings of the #SandlerSellingSystem and how it is rooted in biology and evolution. Trust me, you are NOT good enough to override 300 million years of evolutionary hard wiring. When you understand how the brain works, how people make decisions, you realise that you can stop making effort to convince people to buy.
My motto in life and business is do less but better on purpose. Actually, it's double the money for half the work! If you follow the advice in this podcast and read Antonio's book, you will make more money and have the option to spend FAR LESS TIME at work.
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Fewer than 12% of sales leadership positions are held by women. I interview #LorraineFerguson author of #TheUnapologeticSaleswoman where she explores why women can make a great career in sales. Sales offers high income potential with flexibility, the ability to carve out your own path and to advance on your own merit.
Historically there have been many barriers, not least among them, prejudice which has been rife. That said, many women don't see themselves conceptually as salespeople despite the fact they possess many of the attributes that can make them great at this, the oldest profession! All adults are children trapped in adult bodies so the skills of motherhood can be easily transferred - empathy, listening, caring, understanding - which are in direct opposition to the gung-ho version of testosterone fuelled bad salesmanship that has given the profession a bad reputation.
We discuss the challenges and opportunities represented by sales for women who want to have a satisfying career and have a family. We explore the qualities that make female salespeople different and in many cases, better than their male counterparts.
Experience shows that women sales leaders can build amazing teams and the best managers I've had the privilege to work with are either women or if they're male, possess many qualities that women prize and value. They are tough but fair, listen and show empathy, without allowing excuses or pathetic behaviour to sway them from their course. They are clear and establish unambiguous boundaries, empower their people to become the best they can be and don't get in the way of their people and their potential or progression. They are staunch advocates of coaching but not rescuing, they let their people fall and fail, and help them work out why, get back up and learn.
I believe the time is long overdue for girls to see sales as a glorious profession where they can shine and balance their lives and careers. Lorraine is a passionate advocate for advancing women in sales and I am too. Of the top 10 salespeople I have ever had the privilege to work with 7 were women. We have 3 daughters and to help them see fantastic female role models we have sponsored 4 #VenusAwards for #WomenInBusiness and have commenced our first #ScholarshipForWomenInSales with our winner, #EmmaBarrettHoey. We are taking applications for the 2020 scholarship now.
You can contact Lorraine via #LinkedIn at https://www.linkedin.com/in/lorraineofsandlertraining/ or through her website https://www.winningprocess.sandler.com/
She is a keynote speaker of note who is on point and always finishes on time!
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Would it surprise you that the average length of time a company has been breached before a cyber-attack or physical theft happens is 242 days.
JennyRadcliffe is the #PeopleHacker. Her company, #HumanFactorSecurity helps corporates mitigate the single biggest threat to your security. This weak point is responsible for 80-90% of breaches of security in corporates. £millions are spent each year on IT & physical security - firewalls, password access management, email security, identity badges, fingerprint scanners, security guards - yet each week we hear about attacks like those on #Starwood (#Marriott etc), #Visa, #MumsNet, #Facebook and #Aadhaar (1,000,000,000 records!!)
What is the chink in your armour?
People. Common or garden human beings. Whether through malice, stupidity, carelessness, naivety or ignorance, your people are probably leaving you exposed.
Jenny discusses how her clients employ her fascinating and very rare skillset of people hacking and explore the subject in the context of security, law enforcement, management, interviewing & recruitment, negotiation and sales.
She teaches you a simple but powerful set of tactics to build trust and rapport quickly. These psychological tools can be used to open up even the hardest negotiator and toughest security.
Jenny takes a deadly serious subject and makes it engaging, entertaining and eye opening. She uses real life examples to explain what human hacking is, how anyone can be deceived and how important it is to raise awareness in your business before someone does you lasting harm. Under new rules in Europe and the UK, you can be fined 4% of your global turnover or £25,000,000 for EVERY breach that is discovered.
Security is not a box-ticking exercise. It can make the difference between survival as a business and career ruin for senior executives. It can mean sensitive strategic and financial information is stolen, competitive advantage lost or personal details of minors and medical records abused, criminal investigations compromised and governments toppled.
"There are only 2 type of business. Those who've been hacked ... and those who don't know they've been hacked" - Jenny Radcliffe
Contact Jenny on LinkedIn or via her website.
She is a fantastically engaging speaker who will have your audience on the edge of their seats and raise awareness of how they need to think and behave differently to safeguard their data and your business
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Mike Crandall and I discuss true Motivational Management (Audiobook). None of the ra-ra crap you read about or have to suffer at sales kick-offs when some snake oil salesman tries to get you pumped up and within days you are back to performing like you always have. This is the stuff of champions
Motivation comes from within every person. It is every manager's job to uncover it, stoke it and direct it to ensure that a salesperson's personal goals are aligned with their corporate goals in order to get the best out of them AND serve the business.
Both Marcus and Mike have a deep interest in what drives people to behave in the ways that they do and they share an interest in psychological models proposed by Transactional Analysis.
We discuss the difference between internal and external motivation, the impact of culture on motivation, how managers can apply strengths to maximise performance and developing resilience. Mike introduces the BAT model for which Sandler is famous - Behaviour, Attitude, Technique - as a means of balancing a manager's focus on all the elements that matter to drive peak performance in salespeople.
And we explore how to drive top performance from your channel using the principles Mike wrote about in Motivational Management (Kindle)
Channel sales management is the toughest job there is in sales, bar none. Few do it well. Those that do, have mastered the principles contained in Mike's book.
We give some cracking book recommendations. Listen to find out what they are.
Please like, comment and share this podcast to someone you know will find it helpful.
Mike Crandall is a Consultant, Coach, Trainer, Speaker, and Author focused on the Subconscious Psychology of Human Interaction and Motivation. He is brought in by Business Owners and Executives to work on the Behaviours, Attitudes, Techniques, and Guts needed to be more Successful in Business Improvement, Sales / Revenue Growth, and Employee Development. His firm specialises in helping identify the Blind Spots and Obstacles that are holding you back and then implementing Systems, Behaviours, and Guts to become more Successful. Clients ultimately develop new Habits that lead to Proactive Growth Professionally and Personally.
He is based in Oklahoma City, OK and serves Visionary clients across the United States.
Mike earned a MBA in Leadership and Organizational Development from Oklahoma Christian University and a BS at the University of Nebraska.
He is the author of the Best-Selling Book – Motivational Management the Sandler Way
He is a contributing writer and columnist for several publications including The Business Times of Edmond, The Oklahoman, News OK, and The Edmond Sun.
Mike is active in The Oklahoma Professional Sales Association; The National Speakers Association; The Oklahoma Business Ethics Consortium; The Greater Oklahoma City Chamber of Commerce; The Northwest Oklahoma City Chamber of Commerce; and The Edmond Area Chamber of Commerce. Additionally, he serves as the Administrative Council Chair at Acts 2 United Methodist Church.
Mike can be reached by phone at 405-844-1700 or by e-mail at mike.crandall@sandler.com.
View his company website at www.customgrowth.sandler.com.
View his blog at www.customgrowth.sandler.com/blog.
View his LinkedIn profile at www.linkedin.com/in/mikecrandall.
Find Sandler Training – Oklahoma on Facebook at www.facebook.com/SandlerTrainingOklahoma on LinkedIn www.linkedin.com/e/vgh/3020194 or on Twitter http://twitter.com/SandlerOklahoma
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
The devil is in the detail. #JayMcBain, #Forrester's lead analyst on all things #Channel says that "More has changed in the last 18 months than in the previous 36 years". Listen to find out what and why.
Jay explains why 96% of MSPs can't scale beyond 10 people and why 70% of MSP owners are working incredibly long hours for average margins that are barely break-even. We discuss what effect is that having on their businesses, the global trend towards consolidation, recruitment of talent and customer loyalty.
How will the winners in the future of channel have to evolve their business models to stay alive or go the way of the dinosaurs? How are buying patterns changing that materially impact when, where and how vendors can reach them? How will those trends impact the partner eco-system across all 27 industry verticals?
Forrester's #MarketResearch shows unequivocal trends which you ignore at your peril. 75% of ALL products are sold via the channel today. No later than 2026 we will see 90% of technology sold via the channel. 100% of businesses are in effect becoming technology companies with as much of 60% of all executive roles being occupied with technology. And it's not just #tech ... we've seen massive shifts in other industries like #Hospitality, #FMCG, #FinancialServices, #Transport, #ProfessionalServices, #LifeSciences, #SemiConductor, #Manufacturing, #IndustrialChemicals
Jay can be found on Forrester.com or jaymcbain.com
Check out our our earlier conversation on The #FutureOfTheChannel & how it will affect you here
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Entrepreneurs! Listen to to my interview with Mike Michalowicz and learn how to liberate yourself from entrepreneurial poverty!
- Are you sick of being a cash crop for the taxman?
- Are you tired of working stupid hours, building a "successful" business yet you get to keep too little money?
- Do you know which traditional business practices are holding back your financial freedom?
- What prevents you from optimising your efficiency & effectiveness in your business?
The traditional accounting model of "Sales Revenue - Expenses = Profits" is broken. The smartest entrepreneurs take out profit first and use the remainder for expenses & costs.
Utilising the principles of #ProfitFirst:
- Get your business to pay your PERSONAL tax bill
- Intelligently use your scarce resources for maximum profit
- Establish a business of significance that serves you instead of you being a slave to it
- Regain control of your time so you can spend it with the people you love doing what you love
- Be known for excellence in your market attracting the best customers and the best employees
- Create a systematised business whose goals are aligned with the personal goals of your people
- Connect your company to your customers and your marketplace
- Discover how to recruit and develop your team to be 9x as productive as your competitor's staff
- Create a business that will attract prospective buyer willing to pay outrageous multiples of as much as 40x profits
- Generate #HyperProfits, #ScaleUp fast without losing control
You can buy Mike's books on Amazon:
Profit First Audiobook
Profit First Kindle
Profit First Hardback
You con connect with Mike at www.mikemotorbike.com
If you'd like to speak to a Profit First professional about helping you in your business or you would like to be considered to become a Profit First professional yourself go to https://www.profitfirstprofessionals.com/ready-to-find-a-profit-first-professional/
ScaleUp #Turnaround #HyperProfits #HyperGrowth #MarcusCauchi #MikeMichalowicz
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Accountability is freedom. It should never be used as a stick. Instead it should be used to ensure you and your people win or learn. Certainly, there will be some instances where a failure to perform will result in termination of a salesperson or a partner, but Hamish Knox explains how and why an accountability culture increases clarity, encourages personal responsibility and drives predictable results.
Almost no one comes to work wanting to do a bad job. As a manager it is your job to find the best people and then help them perform at their best. Accountability takes the guesswork out of leadership and management and it gives focus and purpose to your people. It helps establish the ground rules for success and reward and it removes the culture in management where the boss is Fire Chief and Chief Arsonist.
Sales Management is not a place to get your emotional needs met; it's a place to help your salespeople go to the bank. We explore how it helps identify unhelpful management, recruitment, compensation practices that may be deeply ingrained into your culture. We discuss how it can refocus you towards more productive recruitment, onboarding, training, coaching, mentoring and supervisory functions. And we identify why it can help create natural turnover of non-performers (a huge hit with HR and your legal team BTW)
Hamish is a twice published author of "Accountability" and "Change". He is a highly respected Sandler franchisee in Calgary, Canada who routinely wins top sales awards for his own sales performance.
This interview delivers plenty of punch - win and learn
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
I interviewed Cees Quirijns, co-Founder of #Portland Europe (www.portland.eu) about the channel blindspots, traps, pitfalls and mistakes vendors commonly make that prevent their channel from maximising sales. We explore vendor-partner psychology and the mismatches channel managers need to prevent.
We explore the #HypeCycle, #EnablingTechnologies, #ChannelBestPractices, #ChannelPartnerMotivation
This is a very frank, no holds barred interview that is completely packed with pragmatic content you can apply immediately including the B.I.T.S.E.R. model to maximise production and collaboration and the critical importance of selling during the service delivery phase. We discuss how channel managers self-sabotage and why the obvious importance of listening to your partners is too often ignored and the impact that has on your success as a vendor.
Cees is very approachable and knowledgeable. Call him if you want to get an objective look at which technologies you can use to build your channel. It is well worth getting in touch with him via LinkedIn or via the numbers on his website. Ask for him personally and mention you heard him on @The_Inquisitor podcast with Marcus Cauchi.
Thank you for listening. If you know someone who has something of value to say about the channel, enterprise sales, direct sales, hiring salespeople or management best practices, please refer them to me so I can interview them.
If you want to get hold of a copy of #MakingChannelSalesWork you can get it on Kindle here:
Amazon UK: https://lnkd.in/eK_AnNS
Amazon US: https://lnkd.in/efsKU_X
Amazon Germany: https://lnkd.in/eRtqhwZ
Amazon France: https://lnkd.in/e79EBGe
Email or PM on LInkedIn for a paperback copy: UK £20 including P&P with your address (£25 for international)
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
I interviewed #DarraghPower who is a global corporate trainer for a major software vendor. We discussed how the changing channel environment is presenting opportunities and threats to vendors and service providers. We explore how you as vendors and partners need to better align with the changing requirements of your end user customers.
We delve deep into how the increased complexity of the buyer-seller-end user environment requires a very different sort of channel sales professional & channel chief.
We discuss why behaving in a "Partner Centric" manner is no longer optional and why executive engagement is critical to the success of partner programmes.
Unless you are adopting a much wider perspective and get away from the traditional approach of selfish selling through the channel you are going to become a relic of the past. You will be left behind by challengers in your market who understand their partners sell for their reasons not your reasons. Unless you understand why they are in business and what they want to achieve, partners will drop you in favour of vendor relationship managers who understand them and are committed to supporting the partner's aspirations, goals and objectives.
We even share a couple of excellent book recommendations along the way.
Darragh produced the fantastic graphic summary of #MakingChannelSalesWork on this podcast. He can be contacted via LinkedIn at https://www.linkedin.com/in/darraghpower/ or on Twitter here https://twitter.com/DarraghPower
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If you have an interesting story to tell about channel sales, scale ups or turn arounds and like the way I interview my guests, drop me a line to see if we can produce a podcast together
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Veteran of the UK financial services industry, Nick Chisnall, discusses the challenges and future of selling financial services.
We pinpoint several common obstacles to success and how to fix them both for advisers and managers.
IFA #IndependentFinancialAdvisor #FinancialServicesSales #ManagingFinancialServicesSales #FinancialServices #WinningMoreSales #WinMoreSales #GrowingYourIFAPractice #TiedAdvisorSales
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
This has to be one of my favourite interviews ever. Doug Sandler tells Marcus what he learned from his father, David H Sandler! If your life has been touched by David Sandler's work this is a must listen conversation.
Doug will be familiar to #Sandler clients and trainers who have listened to the #BestOfSandler Collection because he is "Dougie" of baseball and school bus fame.
Doug is a big boy now! He's a husband, father, very successful podcaster, entrepreneur and author of the excellent book "Nice Guys Finish First".
Get in touch with Doug at doug@dougsandler.com. He is incredibly approachable and if you ever want to produce your own podcast, he can definitely help you.
We get a glimpse inside David Sandler the human being and Doug and I explore #SandlerRules, #SalesEthics, #TransactionalAnalysis, the power of #nurturing, #SalespersonsRights, #Reversing, the trap of emotional attachment, communication, customer experience, seduction and much more.
Let me know if you have questions for Doug for my next conversation with him early next year.
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
According to CSO Insights 2018, 64% of salespeople worldwide hit their quota in 2013. In 2018, it looks like that has fallen to BELOW 50%. The blind reliance on social selling, propagated by people with an axe to grind to sell social media training, is in large part responsible for this shocking result.
In part 2 of my packed interview with #SamRathling, we discuss the opportunities and pitfalls for corporate executives of using LinkedIn.
Listen in for some tough home truths and practical tips on using LinkedIn to build your company, hire the best talent, enhance your reputation personally and as a business leader.
Sam is Europe's number 1 #LinkedIn trainer for Corporates. She's been a user of LI since 2003 and she eats her own dog food. She is always booked months in advance, and personally secures 10-30 INBOUND enquiries per day using what she teaches! Her clients generate immediate positive results which can be as high as a 400% increase in pipeline. She regularly helps them win 6-figure accounts. It starts with aligning your company strategy with your @LinkedIn strategy.
We discuss company branding for sales and attracting top talent. We explore personal branding, sales, rekindling lapsed relationships, the power of testimonials, the mistakes corporates make when they misuse LinkedIn, the potential for reputation damage or career advancement and much more.
This interview is packed with practical advice on #winning and building #enterprise accounts using the #power of LinkedIn.
For the avoidance of doubt, LinkedIn alone without picking up the phone & creating engagement is like running your car on only one cylinder.
We'd love to hear from you about your tips for building your brand, winning sales, expanding accounts and developing partnerships using LinkedIn.
Please like, comment and share this podcast
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Did you know you have a social selling score? Linkedin provides all users with a Social Selling Index (SSI). Does it have any value? How can you use it to improve the results you are getting from your LinkedIn subscription?
In part 1 of 2 episodes, I discuss how corporates can use LinkedIn to build their brand, find and win new business, hire top talent and generally improve their performance both as individuals and companies on the world's largest business community.
How you measure your effectiveness is the Social Selling Index. You can learn more about it here:
https://business.linkedin.com/sales-solutions/blog/g/get-your-score-linkedin-makes-the-social-selling-index-available-for-everyone
https://www.linkedin.com/sales/ssi
Reps who employ social selling only hit target about 47% of the time. Reps who employ social selling effectively hit target about 75% of the time. According to CSO Insights 2018, the AVERAGE number of reps hitting target globally has dropped from a disappointing 64% in 2013 to below 50% in 2018 which, frankly, is pitiful.
Many blame the reliance on social media and not picking up the phone. Perhaps there's some truth in that, but not because social selling doesn't work, but because they have NO IDEA how to use LinkedIn effectively.
SamRathling is a superstar when it comes to using LinkedIn as a business builder. She has gone from £0 to £30,000 a month revenues in her brand new business with 85% utilisation in only 4 months using social selling via LinkedIn.
A user of LinkedIn for a decade, she was one of the early adopters and has used it to recruit, to build pipeline, to build her personal brand and the brands of her own and several other businesses. She serves global brands (Fortune 500/FTSE 100) through to SMEs and startups through a mix of in-house reinforcement programmes, master classes, coaching and tools.
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Do you run a media agency?
Or do you want to start your own agency and break away from a media group so you have more control over your own destiny and pricing?
- Digital
- Advertising
- Design
- PR
- Web
- SEO
I interviewed my former client Jenny Plant, The #1 UK expert in #AccountManagementSkills for media agency owners, account directors and account managers. Listen to her story. She was under pressure, behind on target, being stretched beyond an reasonable expectations and having to keep her top talent when they were suffering from burnout and frustration ... until she learned how to bring all that under her control.
We discuss how to stop getting suckered into costly pitches that tie up your most expensive creative talent that result in your giving away the crown jewels. We explore how to get past the procurement trap. We delve into the mistakes agencies make when they find themselves being invited to give free consulting and how to sell past such requests.
Learn how to close business without pitching, without spending weeks preparing for pitches, without having your best ideas stolen and your top talent taken up in non-fee earning activities.
If you're part of a network of agencies, discover our top 5 tips that will help you prioritise which ones to pursue and which ones you shouldn't.
Jenny has worked in media for 25+ years, has headed up a publicly listed agency, turned around and transformed the fortunes of dozens of owner managed firms and is at the bleeding edge of best practices in account management for media companies. She speaks from the heart and from experience of what works ... and what doesn't.
Enrol on one of her programmes
Visit Jenny's website
Contact her via LinkedIn
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Rob Goddard, founder of EvolutionCBS, has sold 353 companies for his clients.
He really knows a thing or two about maximising the value for owners at exit and usually without an earnout! His company successfully sells 75% of the companies they take on which is 300% higher than the industry average.
We discuss what you as a business owner need to implement before you go to market to maximise your payout and make your business attractive as an acquisition target to multiple buyers. He explains how you create a bidding war between multiple suitors, the pitfalls many business owners fall into and the mistakes they make that can halve the value of their business or worse.
We explore how having a good recruitment and reliable, scalable selling system can 2x your payout.
Rob and his team operate out of Reading, UK and Dubai, UAE but serve clients nationally.
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Over the next 6 years 3/4 of all people working in the channel will be Millennials. 2/3 of all purchases sold via the channel are made within the line of business. Today 75% of ALL products are sold via partners and within 8 years 90% of ALL technology will be sold via partners.
If you aren't at least a little channel curious yet, perhaps you should be.
The best channel managers and leaders share more in common with CEOs and General Managers than VPs of Sales.
Jay McBain is head of research in the channel for Forrester. With 25 years in channel sales working for big corporates and setting up 3 of his own companies in the channel software space, Jay shares his wealth of knowledge and scar-tissue with me in this interview packed with useful suggestions, insights and challenges.
We cover selection, recruitment, onboarding, operations and navigating the changing landscape in detail.
You can learn more about Jay's research at jaymcbain.com
For a Kindle version of #MakingChannelSalesWork:
Amazon UK: https://lnkd.in/eK_AnNS
Amazon US: https://lnkd.in/efsKU_X
Amazon Germany: https://lnkd.in/eRtqhwZ
Amazon France: https://lnkd.in/e79EBGe
https://www.laughs-last.com/mcsw/ for a paperback copy: (UK £20 including P&P with your address, £22 within EU, £25 Rest of World)
Please share this podcast with your team and your network
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Edit article Channel sales management is the elite parallel career path to become Direct Sales Director. Why elite? It's much tougher and requires a broader and deeper range of skills.
You need to be a strategist, a planner, a manager, a coach, a trainer, a diplomat, a referee, an executive, an operator, an organiser, a leader with cat herding, communication and negotiation skills par excellence. You have to lead without power. You have to drive results without direct control. You have to inspire without direct authority.
In German there is a term, "Eierlegende-Wollmilchsau" which translates to egg laying, wool making, milk producing pig. That sums up the role of channel manager pretty succinctly.
Great channel managers are the special forces of sales.
They are dropped behind enemy lines to do the toughest jobs working with the local resistance fighters. They eat the same food, sleep in the same trenches, suffer the same fate or worse and have to deal with the fall out of their own political leadership not understanding how fragile these relationships can be. They have to battle for resources, protect their fighters from their own side who see them as competition and resent it when their partners win business from under the direct sales force's nose.
If you'd like to get a copy of #MakingChannelSalesWork, the new book by #MarcusCauchi and #DavidDavies from #Sandler then buy it on Kindle here:
US: https://www.amazon.com/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2/ref=sr_1_1?ie=UTF8&qid=1536945386&sr=8-1&keywords=making+channel+sales+work
UK: https://www.amazon.co.uk/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2/ref=sr_1_1?ie=UTF8&qid=1536945386&sr=8-1&keywords=making+channel+sales+work
Germany: https://www.amazon.de/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2/ref=sr_1_1?ie=UTF8&qid=1536945386&sr=8-1&keywords=making+channel+sales+work
India: https://www.amazon.in/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2/ref=sr_1_1?ie=UTF8&qid=1536945386&sr=8-1&keywords=making+channel+sales+work
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Bids & Tenders are among the highest hidden costs in any selling organisation
Pursuing a bid can cost £tens or even £hundreds of thousands.
Do you know if you really want to win it? Is it the right type of business? Can you win it? Who commissioned the tender or bid? Who helped them? Is the deck stacked against you? Are you in danger of winning the bid and then losing it to a litigious competitor? Has the commissioner wirtten the tender around the strengths of ao competitor and you are just playing the role fo column fodder? Do you know how to undermine a preferred supplier through your questioning and superior submission?
Do you have the correct policies to protect your business and prevent your busy, expensive resources being sucked into a money-pit by time-bandit commissioners and procurement? Or does your senior management have a lottery mentality and have you chasing anything and everything? Do you know how to change the rules of the tender to protect your IP?
Is the tender document a fishing trip for the buyer with the document having been baited to trick you into free consulting and giving away your best ideas so that a competitor can get paid on them? How do you protect your intellectual property, your time and your resources?
All these questions and more are answered in this insightful and uncompromising interview with CEO of Starplan, The Winning Bid Writers. Stuart has a win rate of 88%! He likes winning and takes losing very personally, so he makes sure his clients cover all the bases and give their best submission possible.
Cat wrangler, project manager, writer and general good egg, Stuart reveals a number of secrets to successful bid writing, highlights the traps and pitfalls, and gives clear advice on best practices of when to bid and when to no bid. He helps you spot bogus RFPs and when to push back against the commissioner to even the odds.
You can contact Stuart directly on:
Stuart’s LinkedIn Profile: linkedin.com/in/stuart-pyle-director-mba-1b22a6bWebsite: straplan.co.ukEmail: stuart@straplan.co.ukTwitter: @Straplan
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Christine Hueber has one of the most visited profiles on LinkedIn. She is an internationally recognised LinkedIn coach and trainer. Christine discusses the importance of having a powerful profile, using the platform effectively to drive connection, engagement and build your sales pipeline
Social selling is a must for anyone involved in new business development, scaling up their business or considering ways to revitalise their sales pipeline. Christine gives simple advice on steps you can take today to build your network, find prospects and have them invite you to engage to discuss their problems.
I apologise for the sound quality in a couple of areas. I had problems with the sound tracks merging at odd times. If you listen carefully you can hear Christine's sage advice and it is worth listening to and putting into action
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Dr Mark Goulston wrote the book I wish I'd written, "Just Listen". He also wrote the other book I wish I'd written, "Talking to Crazy". His work has affected millions of people directly. He is a psychiatrist, has trained hostage negotiators, hobnobbed with the good and the great and his work is a powerful addition to any salesperson or sales manager's repertoire.
We discuss authenticity, empathy, the power of really listening to drive up your sales, get the best out of yourself and your salespeople, to sell past no. He introduces the concept of Return on Empathy for those who want to learn how to turn soft skills into measurable returns.
Mark introduces you to a range of powerful listening skills that will help you achieve more in business and in life and we discuss the parallels between what he teaches and what we teach in Sandler.
I have been hoping to get Mark on to my show for many years and when I finally took the plunge and launched the podcast he was the first person I invited as my guest. I am so glad he agreed once his diary became free. It's a cracking interview with some outstanding insights that anyone can apply. Listen, Take notes. Please comment and share.
I'd love to hear your stories of how you have used some of the approaches and the philosophy Mark teaches in your work and life. If you'd like to get in touch with Mark or for me to pass on your feedback please email me at marcus@laughs-last.com and I will pass them on to him
Thank you for listening and for all your ongoing support
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer
Welcome to The Inquisitor Podcast - Episode 1:
How To Fail BIG at Prospecting
In our first episode, I interview the UK's most hated sales trainer, Benjamin Dennehy, about every salesperson's pet hate, Telephone Prospecting.
No one likes prospecting but we have to do it. Nothing matters more to ANY salesperson than the quality and consistency of their sales pipeline. Benjamin and Marcus offer real-world tips, advice and war stories based on years of scar tissue, failure and personal struggle that have turned them into exceptional trainers and rock solid salespeople. They are salespeople who teach selling not trainers who teach the theory of sales. Everything they teach, they do, their clients do and work in real life with real customers today in any industry.
You'll explore how to fail at prospecting and how you are getting in your own way. You'll get examples of what you can do to become excellent at identifying prospects, engaging them, closing them on a qualified appointment. Together we'll help you discover why gatekeepers have such power over unprepared salespeople and how to get past them simply. We crush the myths that surround gatekeepers, cold calling and explore the psychological head-trash most salespeople carry with them to self-sabotage and prevent their own success.
Prospects don't hate cold calling. They hate bad salespeople who make bad cold calls, steal their time and interrupt. They love great salespeople who engage efficiently, offer insights, get permission to proceed and will invite you in if you learn what we discuss in this episode.
A weak pipeline puts you at the mercy of prospects in EVERY deal and causes you to give away your power, squander leverage and race to the bottom on price, overservicing and free consulting.
You'll learn how to establish YOUR RIGHTS as a seller. You'll discover how to CREATE EQUAL BUSINESS STATURE with DECISION MAKERS. You'll understand the psychology of buyers, sellers and gatekeepers. And you'll get access to loads of excellent and free resources to help you become a prospecting expert.
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer