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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
Thursday Jan 12, 2023
Thursday Jan 12, 2023
Carole Mahoney of Unbound Growth and author of Buyer First chats to me about why buyers really buy and how salespeople get in their own way. Friction and uncertainty are created in the buyer's mind through selfish, ill considered sales motions and behaviours that are ill timed with the buyers buying journey. Frank, unfluffy and packed with usable insights, Carole rips the scales from your eyes, leaves you nowhere to hide when it comes to excuses and does so without making you feel like a fool.
This episode is a belter. Thank you Carole. Please come back. We'd love to hear from you. Please please your comments, questions, thoughts and challenges. We love to be wrong.
If you have strong and well founded opinions, or you hit upon a lucky experiment and have worked out how to systematise it, drop me a line via the link below Carole's contact details.
Websites
- unboundgrowth.com (Company)
- unboundgrowth.com/blog (Blog)
Phone: +1 207-604-6287 (Mobile)
Email: e@carolemahoney.com
Monday Jan 09, 2023
Monday Jan 09, 2023
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
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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!
Wednesday Jan 04, 2023
Wednesday Jan 04, 2023
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.
Website: originfinance.co.uk (Company)
Phone: 07935 220 402 (Mobile)
Email: chris@originfinance.co.uk
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Amazon/Audible: https://lnkd.in/eMsPcgT2
Podcast Addict: https://lnkd.in/e34gpqQW
Apple: https://lnkd.in/ePuQkWCh
Spotify: 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
Friday Dec 30, 2022
Friday Dec 30, 2022
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:
1. Rethinking what AI is actually useful for
2. Challenging the noise around AI ethics
3. 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
Tuesday Dec 20, 2022
Tuesday Dec 20, 2022
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
Monday Dec 19, 2022
Monday Dec 19, 2022
"How do you get people to respond?"
"Can you explain to me, how is what you promise possible?"
Websites:
- 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
Wednesday Dec 14, 2022
Wednesday Dec 14, 2022
"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
Tuesday Dec 13, 2022
Tuesday Dec 13, 2022
"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
Thursday Dec 08, 2022
Thursday Dec 08, 2022
Stacey Hall, author of Selling From Your Comfort Zone says, "People need to stop getting out of their comfort zone, and get back into their power zone."
Being comfortable selling without artifice, without trying to fit in with what you're guessing are the expectations or norms, without clumsy attempts manipulation requires a rethink.
"Too many people suffer from a lack of confidence in self to find own way to make sales, so there's an unhealthy over reliance on gurus. Only around 3% make a real living, the rest are frozen in place. And then they being blamed or are blaming themselves instead of looking at what's wrong with the system!" says Stacey.
When choosing companies to represent and managers to work with, beware those who choose to follow those tactics that create at best inconsistent results. It's time to stop teaching manipulation and focus on fundamentals - overcoming objections - give it a rest!
We discuss these 5 pillars of success in sales, management and life
1. Quality questions
2. Quality answers
3. Full body, intentional, active listening
4. Contextual awareness
5. Being present
We dig into what should be obvious but is so often overlooked. Most people engage if you take a sincere, personal interest in them. The buyer doesn’t have a script! Why are you fascinated by your product? Tell us stories. Share personal experiences. Create buyer envy and curiosity. Stop just being a winning babysitter!
To learn more about Stacey's alignment process visit staceyannhall.com
You can conect with her on linkedin.com/in/staceyhall1
Websites:
- SuccesswithStaceyHall.com (Company)
- goforyesnow.com/?m=ditchyourgrind (Blog)
- staceyannhall.com/ (Company)
Twitter: ChiToBeMovement
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If you want to be a guest email marcus@laughs-last.com with "Inquisitor Guest" in the subject line. And if you have guests you want me to interview, please connect us on that email or via shared DM on LinkedIn
To discuss working with me to accomplish what you want from your career and your life https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Monday Dec 05, 2022
Monday Dec 05, 2022
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:
1. Coaching and training
2. Predictive hiring
3. Selling hot not cold