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Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success.
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Episodes
Thursday Nov 24, 2022
Thursday Nov 24, 2022
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
Tuesday Nov 22, 2022
Tuesday Nov 22, 2022
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
Friday Nov 18, 2022
Friday Nov 18, 2022
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/
Tuesday Nov 15, 2022
Tuesday Nov 15, 2022
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.
How Do You Make Budget This Quarter Despite Your Weak Pipeline?
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 <Closed/Lost-NoDecision> 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)
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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
Thursday Nov 10, 2022
Thursday Nov 10, 2022
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
Tuesday Nov 08, 2022
Tuesday Nov 08, 2022
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
Thursday Nov 03, 2022
Thursday Nov 03, 2022
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
Tuesday Nov 01, 2022
Tuesday Nov 01, 2022
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 ...
Thursday Oct 27, 2022
Thursday Oct 27, 2022
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
Website: digitalbridgepartners.com (Company)
Phone: +1 425-239-8774 (Mobile)
Email: allan@digitalbridgepartners.com
Twitter: digitalbridgep
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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
Monday Oct 24, 2022
Monday Oct 24, 2022
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