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Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success.
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Episodes
Tuesday Oct 11, 2022
Tuesday Oct 11, 2022
"Lead with answers that create questions in your buyer", says Dr Brian Glibkowski, creator of Answer Intelligence (AQ)™. We are often taught that "our credibility comes from the questions we ask, not the information that we give" and to a point that is true. Ask great, thought provoking, insightful questions and you clearly demonstrate your competence and credibility. But do we really pay anywhere near enough attention on the answers you give?
In the same way that you are unlikely to ever hear an original objection or be asked an original question, ALL of these communication moments can be planned, prepared and rehearsed until they are a natural part of every salesperson's and manager's repertoire.
individuals overemphasise on questions and minimise importance of answers
Brian continues, "Sellers have no typology of answers. We have the 6WH typology for questions but we don't pay critical attention and focus on becoming better at providing answers. There is often a mismatch between their questions and our answers resulting in disconnected conversation, a lack of listening and the quality of answers is shallow."
You can't sell shallow and sell deep at the same time. The lack of intentionality is projected out from sellers to buyers, who reflect back the high self-orientation of sellers who too often aren't present because they are listening for a gap to speak or ask their next manipulative, self-serving question. Some really juicy material in this episode.
Twitter: sixQSoftware
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Contact me via https://calendly.com/marcuscauchi/let-s-explore-coaching-training to book some time to explore coaching or training for you and your sales, management and leadership teams
To Hire Winners in sales, channels, CS, RevOps, management or leadership click here: https://www.laughs-last.com/hiring-winners/
To design the career you want, to give you the life you want and learn how to write your own paycheque click here: https://www.laughs-last.com/successful-selling/
Thursday Oct 06, 2022
Thursday Oct 06, 2022
Pasha Irshad, founder of Shape & Scale chats to me about the rise of the tech stack, performance decline, marketing waste and the entrenched idiocy of old thinking in the current environment.
Pasha advises companies on their marketing and their tech stack to ensure it is delivering the intended results and fit to scale. A value packed show that needs plenty of note taking
Contact Pasha via linkedin.com/in/pashairshad
Websites:
shapeandscale.co (Company)
Monday Oct 03, 2022
Monday Oct 03, 2022
Michael Vincent is a world renowned close up magician, the most senior non-white member of the Magic Circle, a powerful keynote speaker on #leadership, #management, #DEI #Diversity, #Equity and #Inclusion, #performanceexcellence and #sales. His story of struggle over many years, and how rising to excellence has so many parallels with success in sales and management. How did his mentors affect his trajectory and velocity? Listen and learn. How did losing his hearing in 2013 affect him? How did he react and eventually apply his training to adapt?
Here's his Tedx Talk: https://www.ted.com/talks/michael_vincent_the_magic_of_perception_mine_yours_and_ours
Mike explains how growing up, in 1970's London as the Afro-Caribbean only child of a single mother he was largely isolated by circumstances. His mother taught him to read very early and he lived in books. When he saw his first magic show, his wonder and astonishment led him to the library and 6 years of practice in isolation.
A happy meeting with his first mentor, Alan Allan, introduced Mike to a world that was previously beyond his awareness, taking him to perform across the world. A master of his craft technically, Mike explains the importance of the performance, understanding your audience and above all, understanding and acceptance of yourself. His investment in his mind, his stage performance, his communication goes well beyond mere technical performance. His stage presence is flawless, seemingly effortless and the product of a relentless pursuit of mastery of the fundamentals.
Over the past 3 years Mike had to give up work to look after his mother. This chapter in his life carries so many lessons for our humanity and prioritising what really matters even at a personal price.
Some of you will find this a tough episode because it holds up the mirror to who we really are and who we could be. A smörgesbord for thought in episode 421 of #TheInquisitorPodcast
Contact Mike via linkedin.com/in/michael-vincent-665a01
Email: michaelvincent64@mac.com
Websites:
YouTube: www.youtube.com/michaelvincentmagic
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Contact me on marcus@laughs-last.com. If you want to improve your personal performance and you want a coach who will tell you the truth even when you'd rather I lied, https://calendly.com/marcuscauchi/let-s-explore-coaching-training
If you want to sell more, more profitably, quicker without manipulation or pressuring customers, https://www.laughs-last.com/successful-selling-programme/
Sick of hiring James Bean instead of the James Bond you thought you had in front of you at interview?
https://www.laughs-last.com/hiring-winners/
Thursday Sep 29, 2022
Thursday Sep 29, 2022
Sam Robinson says, "It's your buyers choice to buy, not yours to sell". He's a Red to Blue Coach, director of Greenock FC and his day job is sales enablement leader for the media giant, Dentsu.
"Enablement is a business function not a training function," says Sam. We delve into the most effective working relationship between enablement, the Board and the business. How well does enablement support the Board's responsibility to drive results? Why isn't enablement a profit centre? How does enablement's focus on the wrong end of the problem undermine trust and respect? Who is asking the hard questions? How do you make engagement engaging?
Listen, take notes, tag a friend
Contact Sam via linkedin.com/in/sam-robinson-4a29326
Phone: +44 (0)7480 656 266 (Mobile)
Tuesday Sep 27, 2022
Tuesday Sep 27, 2022
Jason Hubbard, Founder and CEO of The Demand Magic and Adjunct Professor at University of Tennessee with a special interest in #ethics. We dig into why the outbound function is generally so badly broken and what needs to be done to fix it.
We dig into the topic of #SalesEthics, #ManagementEthics and the effect leadership and investors have on culture.
We take a scalpel to the rotten parts and explore options for a better future for #OutboundSales #outbound2point0
Contact Jason on linkedin.com/in/hubbardjason
Websites
- teknovation.biz/2012/07/16/jason-hubbard-groomed-entrepreneur/ (Teknovation Article)
- knoxnews.com/news/2010/sep/09/energy-saving-gets-simpler-simple-control/ (Energy Savings Gets Simpler)
- knoxnews.com/news/2011/jun/06/software-firms-created-solutions-challenges/ (Software Firms Create Solution)
Email: jason@demandmagic.ai
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Contact me on marcus@laughs-last.com or book a time for us to chat about developing you and your people - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Secure your place on my Successful Selling programme for salespeople who want to be certain of improved results and less wasted effort.
https://www.laughs-last.com/successful-selling-programme/
Thursday Sep 22, 2022
Thursday Sep 22, 2022
"How often is culture talked about in your business? Is it a standing agenda item?", challenges Steve Simpson, creator of the concept of Unwritten Ground Rules, UGR®'s. We explore how to develop and deliver an #aspirationalculture to make you attractive as an #destinationemployer.
UGRs are answers to great questions like, "How do we treat people when ...?" Complete that sentence around real life situations and you start to uncover some blindspots, prejudices and unconscious biases that are disadvantaging you, your business, your customers, your suppliers and/or your own people.
Of course biases exist. No point denying they do if your intent is really to help fix them. Our job is not to shy away from identifying biases but to do so and address them. If you ever needed a better argument for diversity and inclusion, it is the creative power of diverse teams all looking at the same problem. Where you have multi-aged, multi-ethnic, multiple socio-economic backgrounds, differing faiths, politics, technical and professional experience who share the same values and purpose, the benefits are several magnitudes greater than fighting for processes and beliefs that are no longer fit for purpose tied around a homogeneous group of like thinking people.
A strong indicator of the unwritten and unspoken priorities, which may include building political power frequently shows alignment below the surface radar around cultural discrimination, intentional or unintentional, deliberate or through ignorance is the response to this deceptively provocative question - "If I asked your people what your leadership team's priorities are they'd say ...?"
Steve explains how we respond to members of our teams putting forward their ideas, is indicative of your underlying culture and shared values system. The response to this kind of situation witnessed by others, quickly determines who and how discretionary effort may be offered or withheld, the temperature of relations between leadership and their workforce.
A very provocative interview with plenty of practical and meaty material you can implement yourself
Contact Steve via linkedin.com/in/workplaceculture
Websites
- ugrs.net (UGRs Company Page)
- steve-simpson.com (Steve Simpson Personal Site)
- safeminingcultures.com/ (Safe Mining Cultures)
Phone: +61419901391 (Mobile)
Email: steve@ugrs.net
Twitter: steveugrs
Episode 418: Steve Simpson #SteveSimpson #UGR #UnwrittenGroundRules #employeesafety #managementethics #leadershipethics #businessethics
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If you want to explore coaching or training for you or your team book a call with me here - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
And if you want to learn from me, my fresh courses and programmes designed to help you sell how buyers really buy without manipulation or pressure can be found here -
Successful Selling - https://www.laughs-last.com/successful-selling-programme/
Hiring Winners - https://www.laughs-last.com/hiring-winners/
Wednesday Sep 07, 2022
Wednesday Sep 07, 2022
Paul Morton, Founder of The Practical Leadership Academy, chats to me about leadership that is fit for the 21st Century. We argue the case for dragging yourself out of the Industrial Age and to think deeply about how you need to adapt to the rapidly changing environment. When you graduate to leadership, Paul says, "Your job is to build your business with your peers"
We agree that consistent focus on, and intentional practice of the fundamentals is critical, but those fundamentals cover more than the balance sheet. We explore some interesting phenomena - how managers who are struggling tend to default to doing the job they had before, and then we start unpicking the consequences.
Lively intelligent, highly provocative debate. Definitely one to take notes from.
Contact Paul on linkedin.com/in/paulwmorton
Contact me on marcus@laughs-last.com if you want to be a guest or want me to interview someone specific.
Hire right, first time.
Stop hiring people who interview like James Bond and perform like Mr Bean. Join my unique predictive #HiringWinners programme for senior leadership, executives and managers. Starts Oct 4th 2022.
https://www.laughs-last.com/hiring-winners/
Learn to hire winners who succeed in the role, improve over time and stay for many years.
Reserve your place now
Thursday Sep 01, 2022
Thursday Sep 01, 2022
Varun Anand is Head of Operations at Clay.com. We discuss what is #PLG #ProductLedGrowth? Why it matters? To which type of products is it especially suited ? How does PLG go wrong? What happens when it goes right?
Varun opened my eyes to a few new things in this, our 416th episode of #TheInquisitorPodcast.
Contact Varun on linkedin.com/in/vaanand
Twitter: varunanand48
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Contact me if you want to thrive through the coming recession. https://calendly.com/marcuscauchi/linkedin-discovery-call
Sign up for my #SuccessfulSelling programme. Ongoing reinforcement and training
https://www.laughs-last.com/successful-selling-programme/
Tuesday Aug 30, 2022
Tuesday Aug 30, 2022
The world of computer gaming continues to grow at breakneck speed with over $196bn being spent on games in 2020. 45% of gamers are women. And the age range is not where you might expect.
Moritz Aemisegger is an expert in the gaming field, serving customers in #esports and #Gaming. His fascination with the #ComputerGaming market is justified. Fast paced, rapidly changing, massively innovative, if you are an innovative marketer, this is an episode you won't want to miss.
We delve deep into the business of gaming, the allure, the marketing potential and of course we have a dig into sales, selling, and management.
An outstanding episode. Bring a pen and paper. And tag someone who needs to hear this please
Contact Moritz via linkedin.com/in/moritzaemisegger
Phone: +41 79 824 43 45 (Mobile)
Email: moritz@aemisegger.com
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Are you considering hiring? Have you made bad hires and lived to regret it? https://www.laughs-last.com/hiring-winners/
Want to up your sales game? - Join Successful Selling - https://www.laughs-last.com/
If you want to get hold of me, DM on LinkedIn or marcus@laughs-last.com
Thursday Aug 25, 2022
Thursday Aug 25, 2022
Fergus Connolly has led an extraordinary career coaching some of the world's elite - in business, in sport and in special forces. His clients have been his best teachers. His excellent book, 58 Lessons, is crammed with insights from the real world of top performers exploring their rarified view of the world.
"I don't fear the man who has learned 10,000 kicks; I fear the man who has practiced the same kick 10,000 times" - Bruce Lee
A key lesson is these people never forget the need to keep practicing their foundational skills whilst also extending their range. Slow is smooth; smooth is fast - a lesson from special forces, martial arts, music schools like Suzuki. They do the ordinary, extraordinarily well.
We discuss mindset, psychopathy and genius, talent and graft, determination and motivation, conditioning and intuition. Genuinely one of the most fun, engaging, challenging, and remarkable interviews I've done in a long stream of very satisfying and insightful conversations.
I absolutely understand why the world's very best seek him out as their coach. You will too. Have a listen. Follow him on linkedin.com/in/fergusconnolly
Websites
- fergusconnolly.com (Company)
- fergusconnolly.com/lessons-from-sport (Company)
- fergusconnolly.com/blog (Blog)
Twitter: Fergus_Connolly
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Apply to join my #SuccessfulSelling programme starting October 4th, 0930-1130.
Zero technique taught. You will learn how to build a system that fits you, your values, and your communication style. This means you sell naturally, authentically and adapt to how your buyer needs you be. You're buying better results, not flashy techniques.
https://www.laughs-last.com/contact-marcus-cauchi/
If you're a veteran salesperson we'll build on what you already know, and you'll develop tools, tactics and strategies to accelerate your career. If your new to sales, you'll save decades in getting it wrong and having to unlearn a load of stuff, and you'll get noticed for the right reasons building early cumulative advantage.