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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 Jun 27, 2024
Thursday Jun 27, 2024
Key Takeaways:
- Ditch Cold Outreach: Creates distrust; focus on building relationships early.
- Value First: Understand buyers deeply and empower their vision.
- Measure Right: Prioritize value per hour, not dials or meetings.
- Cultural Fit: Hire right, create great work environments, avoid micromanaging.
Rethinking Sales:
Buyers engage salespeople to make confident purchase decisions. Instead of prospecting to active buyers, focus on companies that will be in the market 6-36 months out. Build relationships and understand their context before they start evaluating. When they do evaluate, you can guide them based on their specific needs rather than pitching features.
Flaws in Sales Practices:
Cold outreach has abysmal conversion rates (0.3% success), yet companies still invest heavily in it. Discounting and fake urgency often push buyers away instead of accelerating deals. Conventional discovery methods trigger buyers' fight-or-flight response by focusing on past pain. Metrics like dials, activities, and short-term pipeline drive self-oriented behaviors that are misaligned with helping buyers.
Ethical Sales Approach:
To be timely, relevant, and valuable, understand the buyer's context well in advance. Build trust by aligning with the buyer's intended outcomes, not your own sales agenda. Create "binary effects" that avoid triggering adrenaline or cortisol, and instead promote serotonin and dopamine. Operate with integrity to become the most trusted business advisor buyers know.
Improving Enablement:
Most sales managers are over-promoted individual contributors lacking real leadership skills. Recruitment and creating an environment for people to thrive should be top management priorities. Focus on coaching reps on value contribution per hour rather than micromanaging activity metrics. Consider a subscription-based coaching model to truly enable reps beyond one-time placement fees.
Contact Leah Borges 📕 | LinkedIn
If anything in this episode resonates, test your sales strategy and book a free 30 minute strategy session https://bit.ly/NewSellingAptitudeTest
Wednesday Jun 26, 2024
Wednesday Jun 26, 2024
Mary Gentile discusses her book "Giving Voice to Values" and insights on navigating ethical dilemmas in business.
Key Takeaways
- Mary's approach focuses on rehearsing and pre-scripting effective ways to voice one's values when facing ethical conflicts, rather than just philosophical debates.
- Anticipating objections and finding ways to address concerns while upholding values is key, without requiring the other party to feel shamed.
- Self-knowledge, understanding motivations/fears of others, and normalizing ethical conflicts as part of doing business enables more constructive conversations.
- Practicing scenarios and developing scripts allows building "muscle memory" for voicing values effectively in real situations.
Voicing Values Effectively
- Understand your most effective style (questioning, analysis, storytelling etc.)
- Anticipate objections and reasons/rationalizations for unethical behaviour
- Frame responses addressing the other party's fears and motivations
- Position yourself as solving a problem for them, not opposing
- Build trust by demonstrating understanding of pressures they face
Practicing v Role Play Scenarios
- Unlike role-plays, GVV scenarios have all parties working towards voicing the ethical stance
- Avoids defaulting to embedded unethical arguments and rationalizations
- Focuses on developing new, constructive ways to reframe and address the situation
- Builds "muscle memory" for having these conversations effectively
Managing Pressures and Ethical Conflicts
- Understand your strengths for persuasion that align with your values
- Explore the other party's fears, risks and what's at stake for them
- Provide substantive suggestions showing you understand their situation
- Position yourself as being on their side, not simply opposing them
- Normalize that ethical conflicts are a normal part of business life
Contact Mary via her website:
Contact marcus@laughs-last.com
#givingvoicetovalues
#ethicalselling
#innovation
Wednesday Jun 19, 2024
Wednesday Jun 19, 2024
This is the 2nd Webinar in our Hot! Revenue Series
Book 30 minutes with Marcus: https://calendly.com/marcuscauchi/revenue-audit-debrief
Take the selling aptitude test https://bit.ly/NewSellingAptitudeTest
Tuesday Jun 11, 2024
Tuesday Jun 04, 2024
Tuesday Jun 04, 2024
Marcus Cauchi and Teddy Peck dive deep into the art of effective sales management. This episode is packed with insights for sales leaders and managers who value empathy, integrity, and continuous improvement.
Core Takeaways:
- Empathy and Integrity: Building lasting client relationships through honest and transparent communication.
- Coaching and Development: Regular, tailored coaching sessions that improve team performance and foster autonomy.
- Welcoming Objections: Viewing objections as opportunities to engage more deeply with customers.
Key Lessons:
1. Pain-Free Selling: Attracting value-aligned clients through straightforward communication.
2. Lifetime Partnerships: Building respectful, long-term client relationships.
3. Adult Relationships: Fostering a respectful and accountable management culture.
4. Value of Objections: Reframing customer objections to deepen engagement.
5. Effective Onboarding: Setting clear expectations for new hires to ensure their success.
What’s in it for You?
- Leadership Insights: Learn to transition from individual contributor to empathetic manager.
- Recruitment Strategies: Hire for fit and potential, then onboard effectively.
- Culture Building: Create an authentic, productive work environment through empathy and vulnerability.
Tune in to gain practical advice on enhancing sales strategies, improving management practices, and fostering a culture of empathy and continuous improvement. This episode is essential for sales leaders aiming to build high-performing, client-centric teams.
Contact Teddy via linkedin.com/in/teddypeck
Phone: +1 347 260 0898 (Mobile)
Email: teddy.peck@icis.com
***
Curious to see how empathy-driven leadership can transform your team’s performance?
Let’s have a conversation to explore your goals and challenges. Take our sales strategy audit and book a 30-minute debrief call with me to discover if we’re the right fit for a coaching partnership. Together, we’ll chart a path to sustainable success.
https://mailchi.mp/laughs-last.com/satp
Sunday May 19, 2024
Sunday May 19, 2024
Why Top Performers Struggle to Transfer Skills: Many top performers have honed their skills over time without fully understanding how they do what they do. When they move into management, they often tell, direct, and assume their team understands their instructions. This can lead to mismatched expectations, high turnover, and failure to deliver as a cohesive team.
In today's market, many of you may face layoffs and move into coaching, training, or consulting. Based on over 20 years of experience and observing seven recessions, history repeats. Managers become force multipliers when they learn to coach on the job, responding in the moment to what they see and hear.
Managers need to turn observations into practice moments, ensuring their team is prepared to handle real-world scenarios effectively. Is a manager's job to supervise and control, or to unleash talent, unify the team around a common purpose, and empower them to make good decisions under pressure?
Training managers to impart essential skills to their teams is crucial. Do you think the role of managers and trainers should evolve further?
Contact Chris on LinkedIn via: https://www.linkedin.com/in/chris-james-84bb4116/
Website: trainthesalestrainer.com/ (Company)
Phone: +44 (0)7447500278 (Mobile)
**
Elevate your sales and impact your results in the next 120 days. 30 days set up the foundations and swim lanes, 90 day execution -
https://bit.ly/HotRevenueAudit
Unlock Hot! Revenue that is trapped in your business, you've paid for it, invested time and money, and let it slip through your fingers. Great news. The worse your score, the more upside income and revenue you can generate. It starts with 90 seconds to identify 15 ways to 5x your close rate
Tuesday May 07, 2024
Tuesday May 07, 2024
The smarter and more experienced you get, the more important it is for you to hear this. You're facing dangerous pitfalls. Listen and discover how to avoid them.
Make sure you have a pen and paper ready.
Kyle Gray uses the life changing impact of the work he does to reinforce the power of story telling. He explains how we can create credibility faster and change the direction of our client's lives through strategic communication.
One of the problems we face when we're teaching or selling is that we don't understand what our audience needs to hear. We don't appreciate the limiting beliefs that keep them from working with us. And when we present from the stage we can get so lost in our teaching that we don't have time to make our offer.
Kyle suggests that if we can articulate our story better we start to understand our 'Why' better and our 'Purpose' better.
If you've been using the same old stories you crafted years ago and you've been winging it ever since, it's time to stop, listen and learn how to get the brilliance in your head to land in the minds of your prospects.
If you're ready to learn how to let the world know that you're out there.
Contact Kyle
LinkedIn https://www.linkedin.com/in/kylethegray
Website Homepage - The Story Engine
Contact Marcus
LinkedIn https://www.linkedin.com/in/marcuscauchi
Test Your Sales Strategy and 30 minute debrief https://bit.ly/NewSellingAptitudeTest
Or https://bit.ly/TalkWithUsNow
Monday May 06, 2024
Monday May 06, 2024
Lloyd Stokes (Sauced) works with CEOs, Founders and Leaders of fast growth SaaS and Tech Companies & VC firms recruiting GTM teams.
Lloyd shares some valuable insights about Sales & Leadership from a Hiring perspective, sharing stories from his 20+ years in the industry.
Key Takeaways
Hiring & Management
- Employers say they want tenure but tech sales roles have high turnover
- Hiring focuses too much on metrics vs. motivations and environment
- Managers are overburdened - effective coaching is difficult at scale
- Need to develop people and create the right environment for retention
- Hire for authenticity, motivations, and ability to build trust
Leadership & Culture
- Leadership needs to focus on developing people and culture
- Metrics are emphasized over environment and motivations
- There is a lack of trust between employers and employees
- Authenticity and understanding motivations is key for sales and leadership
Lloyd Stokes, Sauced
Connect with Lloyd on LinkedIn
Marcus Cauchi
Connect with Marcus on LinkedIn
Sales Success hinges on critical factors. How you rate your performance across 11 key areas yields a wealth of insights that serve as a valuable road map for your future success.
Complete the audit and you'll get a personalised report and an invitation to book a 30 minute consultation to discuss an area of your choice.
Wednesday May 01, 2024
Wednesday May 01, 2024
Kent Bredahl drives company growth by enhancing customer loyalty and optimizing customer lifetime value. He challenges conventional customer engagement methods and provides a diverse toolbox, including tools for measuring customer satisfaction, loyalty, retention, and overall experience. Kent emphasizes the importance of capturing the voice of the customer and tailoring loyalty measurement methods to suit individual needs, addressing concerns about survey fatigue.
Monday Apr 08, 2024
Monday Apr 08, 2024
TheInquisitor Podcast, brings you Susanne Schuler, world class international mediator, coach, and facilitator, to delve into the nuances of communication, conflict resolution, and leadership in challenging times.
We dive deep into strategies for fostering meaningful dialogue and understanding in both personal and professional spheres.
Key Highlights:
- The Power of Dialogue in Rwanda: Susanne shares her observations from Rwanda, emphasising the country's commitment to unity and progress through dialogue and community solidarity.
- Managing Radical Differences: The discussion underscores the importance of embracing and managing differences, rather than seeking common ground, as a means to foster inclusive and productive conversations.
- The Role of Trust in Communication: Susanne introduces the ABI formula (Ability, Benevolence, Integrity) as a foundation for building trust and effective communication.
- Leadership and Self-Awareness: The episode explores the crucial role of self-reflection and accountability in leadership, advocating for a leadership style grounded in empathy and active listening.
For Sellers: Discover strategies to enhance customer relationships through improved communication skills and empathetic engagement. Learn how to navigate objections and complaints constructively, transforming potential conflicts into opportunities for trust-building and deeper client connections.
For Managers: Gain insights into leading with empathy, resolving team disputes effectively, and fostering an inclusive environment where diverse perspectives drive innovation. Susanne's expertise in conflict resolution and the ABI formula (Ability, Benevolence, Integrity) provides a roadmap for creating a cohesive, motivated team grounded in trust and mutual respect.
Everyone Benefits: Embrace personal and professional growth by adopting Susanne's principles of active listening, empathetic leadership, and continuous improvement. Whether in sales techniques or leadership styles, applying these insights can enhance interpersonal skills, leadership abilities, and overall effectiveness in your role.
Contact Susanne via linkedin.com/in/susanneschuler
Websites
- cedr.com (Company)
- schulerteamediation.wordpress.com/ (Blog)
**
If you are looking for Pipeline Certainty, take my selling aptitude test -
https://mailchi.mp/laughs-last.com/satp. Grab 30 minutes with me for free and get honest feedback on your results. You'll learn one thing you don't know about yourself, 2 ways to start building pipeline certainty immediately and what you can start doing in 90 days without my help to get yourself started on the right track.