Episodes
![Jeff Standridge - Building Lasting Business Relationships: Trust, Integrity, and Long-Term Success](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog2417020/Jeff_Standridge6xywg_300x300.jpeg)
Wednesday Jul 17, 2024
Wednesday Jul 17, 2024
![Roee Hartuv: Sustainable Efficient Process Driven Growth](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog2417020/roee_300x300.jpg)
Thursday Jul 11, 2024
Roee Hartuv: Sustainable Efficient Process Driven Growth
Thursday Jul 11, 2024
Thursday Jul 11, 2024
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.
![Transforming Sales: Ethical, Relationship-Driven with Leah Borges](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog2417020/Leah_Borges6zf7i_300x300.jpeg)
Thursday Jun 27, 2024
Transforming Sales: Ethical, Relationship-Driven with Leah Borges
Thursday Jun 27, 2024
Thursday Jun 27, 2024
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 - Speaking Truth to Power Without Getting Fired](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog2417020/Mary_Gentile74um4_300x300.jpeg)
Wednesday Jun 26, 2024
Mary Gentile - Speaking Truth to Power Without Getting Fired
Wednesday Jun 26, 2024
Wednesday Jun 26, 2024
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:
Contact marcus@laughs-last.com
#givingvoicetovalues
#ethicalselling
#innovation
![Hot Revenue Webinar 2 - The Ally Method with Dan Pfister, Suzanne and Marcus Cauchi](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog2417020/IMG_1241_300x300.jpeg)
Wednesday Jun 19, 2024
Hot Revenue Webinar 2 - The Ally Method with Dan Pfister, Suzanne and Marcus Cauchi
Wednesday Jun 19, 2024
Wednesday Jun 19, 2024
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
![Hot Revenue Webinar 1 - Customer Winback with Dan Pfister and Marcus Cauchi](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog2417020/IMG_1240_crvv4x_300x300.png)
Tuesday Jun 11, 2024
Hot Revenue Webinar 1 - Customer Winback with Dan Pfister and Marcus Cauchi
Tuesday Jun 11, 2024
Tuesday Jun 11, 2024
The 1st of 3 Webinars in our hot revenue series.
![Empathy in Leadership: The Key to High-Performing Teams with Teddy Peck](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog2417020/Teddy_Peck9nbag_300x300.jpeg)
Tuesday Jun 04, 2024
Empathy in Leadership: The Key to High-Performing Teams with Teddy Peck
Tuesday Jun 04, 2024
Tuesday Jun 04, 2024
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
![Chris James Explains Why Training the Trainer Matters](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog2417020/chris_james_fwi3yk_300x300.jpeg)
Sunday May 19, 2024
Chris James Explains Why Training the Trainer Matters
Sunday May 19, 2024
Sunday May 19, 2024
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)
**
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
![Kyle Gray: Create Credibility Faster Through Strategic Communication & Storytelling](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog2417020/kyle_dnvcrw_300x300.jpg)
Tuesday May 07, 2024
Tuesday May 07, 2024
The smarter and more experienced you get, the more important it is for you to hear this. You're facing dangerous pitfalls. Listen and discover how to avoid them.
Make sure you have a pen and paper ready.
Kyle Gray uses the life changing impact of the work he does to reinforce the power of story telling. He explains how we can create credibility faster and change the direction of our client's lives through strategic communication.
One of the problems we face when we're teaching or selling is that we don't understand what our audience needs to hear. We don't appreciate the limiting beliefs that keep them from working with us. And when we present from the stage we can get so lost in our teaching that we don't have time to make our offer.
Kyle suggests that if we can articulate our story better we start to understand our 'Why' better and our 'Purpose' better.
If you've been using the same old stories you crafted years ago and you've been winging it ever since, it's time to stop, listen and learn how to get the brilliance in your head to land in the minds of your prospects.
If you're ready to learn how to let the world know that you're out there.
Contact Kyle
LinkedIn https://www.linkedin.com/in/kylethegray
Website Homepage - The Story Engine
Contact Marcus
LinkedIn https://www.linkedin.com/in/marcuscauchi
Test Your Sales Strategy and 30 minute debrief https://bit.ly/NewSellingAptitudeTest
Or https://bit.ly/TalkWithUsNow
![with Jedediah Thomas](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog2417020/jed_thomas_ki6vk7_300x300.jpg)
Monday May 06, 2024