Welcome to TheInquisitor Podcast with Marcus Cauchi
Practical Application and Execution Of Job To Be Done Theory

Practical Application and Execution Of Job To Be Done Theory

July 1, 2022

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:

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

How Can CEOs Grow Profits Fast? Make RevOps An Executive Function

How Can CEOs Grow Profits Fast? Make RevOps An Executive Function

June 27, 2022
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. 
 

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!

Why Zig When Others Zag? A Leadership Tale About Thriving Through Adversity

Why Zig When Others Zag? A Leadership Tale About Thriving Through Adversity

June 21, 2022

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

Websites

Email: simon.leslie@ink-global.com

Twitter: Closerx
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Contact me on marcus@laughs-last.com 
How To Be A Happy AND Successful Seller

How To Be A Happy AND Successful Seller

June 16, 2022

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:

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.

Delivering Revenue Certainty With Precise Webinar Marketing

Delivering Revenue Certainty With Precise Webinar Marketing

June 14, 2022

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:

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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.

What’s The Secret To Selling One to Many?

What’s The Secret To Selling One to Many?

June 9, 2022

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

Twitter: SarahArcher15

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Contact me on marcus@laughs-last.com 

How Do You Make Churn A Bad Memory?

How Do You Make Churn A Bad Memory?

June 6, 2022

"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: 

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.
Double the Money For Half The Work: Why Sell Cold When You Can Sell Hot?

Double the Money For Half The Work: Why Sell Cold When You Can Sell Hot?

May 31, 2022

"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.
Damn Yourself By Learning Lessons From History: Excellent Basics

Damn Yourself By Learning Lessons From History: Excellent Basics

May 27, 2022

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

 

The Rise of China Is Inevitable, How You Respond Is Not

The Rise of China Is Inevitable, How You Respond Is Not

May 24, 2022

"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."

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