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Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success.
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Episodes
Monday Jun 06, 2022
Monday Jun 06, 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:
- remark-able.at/ (Company)
- saaselerate.com/ (Company)
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.
Tuesday May 31, 2022
Tuesday 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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Friday May 27, 2022
Friday 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
Tuesday May 24, 2022
Tuesday 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."
Wednesday May 18, 2022
Wednesday May 18, 2022
Red Stafstrom teaches introverts how to sell without compromising their core values or who they are. Introverts aren't naturally hardwired as transactional hunter types, but they can be massive billers and keep profitable customers for life.
We dig into how introverts and extroverts differs and what they have in common. Red compares how introverts feel when extroverts use leading questions with #kettling, the police tactic used to contain crowds. Often it is the introverts in those crowds who crack under the pressure and lose control. Under those conditions their lower brain function triggers freeze fright or flight, which explains why hard sell tactics so often shut buyers down.
An intelligent and very instructive episode. Contact Red if you are an introvert and struggling to thrive in a world dominated by extroverts.
Website: brokensalespeople.com (Company Website)
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Contact me if you see your success in the future will be determined by your ability to cooperate. I have some tried and tested ideas which i'm happy to share with you. Contact me on marcus@laughs-last.com or book some time in my diary for a chat about working together https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching
Wednesday May 18, 2022
Wednesday May 18, 2022
"Before you consider using an outsourced agency like ours, have you exhausted all the free avenues available to reach your customers. If you haven't go away and try them first. We're expensive and you may not need us", says Zac Thompson, CEO of We Have A Meeting.
Zac Thompson and Jack Frimston are cofounders of #WeHaveAMeeting. They are an old fashioned lead generation outsourcing agency on the surface, but dig a little deeper and they bring something fresh and dynamic to the party.
"Simplicity is the key to brilliance", Zac continues, "And the fight is outside". He and Jack are building a supportive, highly competitive culture focused on creating an environment where their people want to come to work, give their best effort, and they can grow into their full potential.
Contact Zac Thomson linkedin.com/in/zac-thompson-33a9a39b
Twitter: ZacThompson12
Contact Jack Frimston: linkedin.com/in/jack-frimston-5010177b
Website: https://www.wehaveameeting.com/
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Contact me on marcus@laughs-last.com if you want to scale fast and you know you can't get away with hiring and throwing lots of bodies at the problem, I have some ideas I'm happy to share as to how you can achieve rapid and sustainable growth. Get in touch or book a quick call to discuss heling you and your team - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching
Wednesday May 11, 2022
Wednesday May 11, 2022
Sunil Kumar is CEO of TrainYo. TrainYo takes non-SaaS salespeople from disadvantaged backgrounds or who people would probably never have the opportunity to break into tech sales (46 year old operations manager), they train them at TrainYo's expense. They charge a flat rate for placing these outliers SDRs. The business grew out of purpose, because Sunil and his partner were frustrated at talented people not being given a chance because they lacked experience.
You can't easily train improved attitude, motivation and self concept. These people have it by the truckload. Their motivation is high, their drive unparalleled in the companies they find themselves.
7 months trading and 57 placements made with ... just 1 candidate who has not worked out. Their candidates often outperform seasoned, veteran SDRs. Why?
Listen and find out.
1 clue - the C-word.
Sunil can be contacted on linkedin.com/in/sunil-kumar-🏳️🌈-247574112
Phone: 07852209460 (Mobile)
Tuesday May 10, 2022
Tuesday May 10, 2022
"Are you considering the natural consequences for every responsibility on a job description?", asks Aaron Schmookler, #CultureEngineer and co-founder of #TheYesWorks. We dig into what it happen when you take your business to the point where your people are working together towards the shared outcomes.
Aaron helps founders and CEOs turn dysfunctional companies into high functioning, intimate, high trust/low self-orientation teams committed to clear collective outcomes whilst getting their individual needs met.
Contact Aaron on linkedin.com/in/schmookler
Website: TheYesWorks.com (Company Website)Phone: +1 253-301-8004 (Mobile)
Email: aaron@theyesworks.com
Twitter: TheYesWorks--Contact me on marcus@laughs-last.com and if you want to discuss your own or your team's development grab some time in my calendar for a call - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching
Thursday May 05, 2022
Thursday May 05, 2022
Chris Prangley has risen through the ranks from a territory development rep (TDR/BDR/SDR) to Regional VP for Sales. His journey has exposed him to every stage of a fast growth business achieving pace and results, not without their challenges. Author of #TechSalesWarrior, he shares his experience rising through the ranks.
We have a very candid conversation about the highs and lows of a modern sales career, the path into management and leadership, how you need to prepare your people for what is coming so they can thrive in a VUCA world.
If his face is familiar, you may well wonder why? Go find out, making his story all the more remarkable.
Contact Chris via linkedin.com/in/chrisprangley
Website: https://www.varonis.com/ (Company)
Amazon: https://www.amazon.com/Chris-Prangley/e/B09S5K373D%3Fref=dbs_a_mng_rwt_scns_share
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To get me marcus@laughs-last.com. I'm hiring. 2 Enterprise sales execs. UK, hybrid working, reporting to me, poor people. Or DM me on LinkedIn
Wednesday May 04, 2022
Wednesday May 04, 2022
Amelia Taylor is one of the new generation of fast, paced, bright, ambitious sales leaders of the future. By day she sells RevOps-as-a-Service, and by night she helps other salespeople who are struggling to find their rhythm in sales.
We discuss why cooperation is an undervalued and mostly untapped resource that salespeople fail to tap into at their personal cost.
Humanity's superpower as a species is cooperating to solve problems by putting lots of our big brains together to understand the problem deeply, work out an elegant, sustainable solution and communicate what we learned to others so they can build on what we have already created whilst continuously working towards a better future.
We also discuss what happens when management and sales take the opposite approach.
Contact Amelia via linkedin.com/in/amelia-taylor1
Website: https://carabinergroup.com/services
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Book time to talk about training or coaching you and your teams - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching