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Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success. I’m always grateful for Reviews and remember to Subscribe
Episodes
Wednesday Feb 22, 2023
Wednesday Feb 22, 2023
"Active listening is the enemy of deep listening", says Beshlie Donaldson. She is a deep listening coach who I met when she was a headhunter many moons, 2 businesses and she balanced all that whilst raising boy twins! Superwoman? Perhaps, but more than that Beshlie helps you hear yourself. It is a profound experience. We explore, what is deep listening, why it isn't active listening and we dig into why active listening can go wrong and it so often does without the salesperson realising.
We took a bit of a risk on this show because rather than just talk about it, we wanted you to witness someone experiencing deep listening. I admit, it doesn't make a great spectator sport. We did it so you could see how deep listening works in action. No one was hurt in the making of the show and the subject, me, was a willing volunteer. If you were ever curious to take a peek into the workings of my mind, here's your chance.
Is this helpful? I'm open to criticism as I still don't really know what I'm doing and the show is an ongoing experiment. Let me know what you think.
I urge you to contact Beshlie if you want to break through your roadblocks, your self-concept is taking a bit of a knock or you are at a cross roads and have conflicting opinions and fears about the decision you're facing. I found this and the subsequent sessions revealing in ways I know I couldn't have readily got to without her gentle help. She's on LinkedIn at linkedin.com/in/beshlie
Websites:
- linktr.ee/beshlie.coach (Company)
- mailchi.mp/fbe0652a42eb/beshlie (Company)
Phone: +44 (0) 7540742001 (Mobile)
Email: hello@beshlie.coach
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Book an initial coaching call - https://calendly.com/marcuscauchi/first-experiment-in-coaching-chemistry-and-planning (45 mins, £300 including VAT sales tax)
To explore your options - https://calendly.com/marcuscauchi/let-s-explore-coaching-training?month=2023-02 (15 mins, free)
When you book, you'll get some prep work. You won't have all the answers. That's normal. Do your best.
Tuesday Feb 14, 2023
Tuesday Feb 14, 2023
Julia Nimchimski is the brains and execution behind the #GTMGames. She partnered with Justin Michael to produce what are the world's first gladiatorial games between sales and marketing to foster cross pollination of ideas, alignment and the application of the best behaviours by some of the biggest names in tech sales whose job it is to coach the contestants, then judge and disqualify.
Julia and I talk about the way #Events are changing, how technology is equipping us to do things in ways that were never possible before. This is a glimpse around the corner.
Julia is coauthor of Reinventing Virtual Events, very smart marketer and a serial getter of things done. Watch her. A name to watch today and the future. Level headed, smart, commercial, driven, organised and a rare eye and the patience to develop unmet demand.
Contact Julia on linkedin.com/in/julia-nimchinski
Website: hypcccycl.com (Company)
Email: julia.nimchinski@hypcccycl.com
Twitter: JNimchinski
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Considering a coach? Want one who helps you get results you want confidently, fast and keep getting them? https://calendly.com/marcuscauchi/
Monday Feb 13, 2023
Monday Feb 13, 2023
Laura Ashley-Timms is coauthor of The Answer is a Question. She and her husband and business partner Dominic, have been running Notion, a management performance improvement firm for over 20 years. They have served executives and managers as coaches and facilitators, brokering highly charged industrial negotiations, turning around failing leadership team and latterly focusing on equipping middle managers to shift their management from command and control to an operational coaching™ management style.
Notion is now capable of changing the behaviour of thousands of managers simultaneously and a London School of Economics study conducted in conjunction with BEIS (UK Gov, Business, Enterprise, Industry and Strategy) showed that this shift in management behaviour delivered an average ROI of a 74x (7400%).
Laura and I discuss the power of the right question and accountability to transform performance and improve lives. Powerful stuff and definitely get the book. Highly recommended.
Contact Laura on linkedin.com/in/laura-ashley-timms
Websites
- STARmanager.global (Company)
Email: hello@starmanager.global.co.uk
Twitter: STARmanager_HQ
Link to The Answer is a Question by Laura and Dominic Ashley-Timms: https://amzn.to/3E5NPM4
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If you reckon I might be the person to help you, let's jump on a call to find out - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
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Maximise your enterprise sales impact with my Successful Selling class on 21st Feb 2023. Just for principled, results driven, growth oriented sales leaders & professionals.
Success in real world high ticket/high stakes sales. Email me now for details: marcus@laughs-last.com
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Thursday Feb 09, 2023
Monday Feb 06, 2023
Monday Feb 06, 2023
David Kübler, senior consultant from operational VC, Project-A discusses investment, revenue operations and human beings. We dip into the problem of over-emphasising what's easy to measure at the expense of measuring what matters. We talk technology, process and people and dig into the interesting investment-partnering model over at Project-A.
Contact David on https://www.linkedin.com/in/david-k%C3%BCbler-b3b8b318a/
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Contact me to discuss joining my #RapidResults programme: 8 x 90 minute weekly sessions to unlearn bad habits and beliefs, reset and replace adding skills, frameworks and habits to ensure you to do meaningful work and succeed without compromising your values - £1800+VAT (one off fee) https://calendly.com/marcuscauchi/rapid-results-audition
If you are committed to creating the life you want and putting in the work necessary to make it real, let's discuss #SuccessfulSelling - designing your sales career to give you what you want in life £1500+VAT per month - https://calendly.com/marcuscauchi/successful-selling-audition
Monday Jan 30, 2023
Monday Jan 30, 2023
Jay Melone, founder of New Haircut shares some very powerful lessons all salespeople and their leaders should heed.
Jay and I explore the power of customer interviews that help you to understand our customer's real buying journey, their triggers, their struggling moments, their moments of clarity and how to identify and attract more of the correct customers. This systems thinking has added benefits since it often surpfaces non-buyers (people who could buy but don't), non-customers (people who could buy if you shift your message or rethink how to apply what you offer), unmet demand (gaps you and your competition are currently missing), unusual uses for your products, work arounds and reversion to their old system.
The customers' words are so much more powerful than ones we assume they'll like.
Get in contact with Jay via linkedin.com/in/jaymelone
Websites
- newhaircut.com (Company)
- newhaircut.com (Company)
Phone: +1 (732) 339-3864 (Work)
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Do you feel like you're sacrificing your principles for the sake of the job? Let's chat. No pressure. i'll ask some questions and listen. You can decide if you can work with me and we can decide if we keep talking, park it or part as friends knowing we won't work together either now or in the future. What do you say? Shall we talk?
https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Thursday Jan 26, 2023
Thursday Jan 26, 2023
"What would your leadership report card look like today? A's across the
board?" asks Antonio Garrido, CEO of My Daily Leadership and author of the book My Daily Leadership - a powerful roadmap for leadership success.
We discuss the surprising power of journalling for leaders.
"If you aspire to leadership start journalling" he advises. "You'll stumble
at first trying to understand what you want to write, how much time to invest
in your journal. You'll wonder about the ROI (it may be worth calculating the
COI (cost of inaction), how and if it will help you. You'll never know until
you give it a go"
He invites you to ask yourself, "Am I future-proofing myself, my people and my business? How close to achieving my full potential am I? How close to our full potential are we achieving collectively as a team? How do I know I am learning what I need to learn?"
Antonio highlights 4 core components in need of a leader's special and consistent attention -
* People
* Company
* Self
* Strategy
I took 2 pages of notes during our call. Bring a notepad and pen, turn on "airplane mode" or "Do not disturb" and learn. Antonio learned his leadership skills in the trenches at the feet of a great leader. He describes an economy of effort and the achievement of success through concerted collective effort. That comes from deep reflection and understanding of the circumstances, the context and choices to be made. Keeping a calm head whilst those around you are losing theirs marks out those who might lead.
Contact Antonio via linkedin.com/in/antoniogarrido
Website: mydailyleadership.com
Email: antonio@mydailyleadership.com
Phone: (+1) 786 527 0277 (Mobile)
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Feeling the weight of having to sacrifice your ethics for the sake of your quota?
Does your self-concept wince when you're asked to use unprincipled ruses, tactics and bribes to force a deal over the line before your customer is ready, and you do it even though you know it isn't in your buyers' best interests?
What if you can be successful and prioritise your values to find meaning and satisfaction in your work.
For Rapid Results: https://calendly.com/marcuscauchi/rapid-results-audition
Let's talk if you're looking for someone to help you. I help principled salespeople, managers and leaders navigate their own environment to succeed AND minimise or eliminate the need to behave in ways that conflict with your values. You'll decide if we're a good fit when we speak. At the end we can agree next steps or part as friends. Either way. no pressure. Click the link to book
Friday Jan 20, 2023
Friday Jan 20, 2023
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
Friday Jan 20, 2023
Friday Jan 20, 2023
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
Monday Jan 16, 2023
Monday Jan 16, 2023
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