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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
Wednesday Nov 03, 2021
Wednesday Nov 03, 2021
Peter Simoons guides vendor organisations into partnerships, alliances and profitable collaborative engagements. We explore why you can get so much more accomplished through collaboration. Peter explains the importance of having an effective operating rhythm and regular cadence of communication when developing #ResellerChannels and #StrategicAlliances.
We discuss the cadences that #ChannelManagers and #AllianceManagers need with the customer's decision making units and their executive sponsors. We explore why it's imperative to develop sales capabilities across both vendor and partner, and the vital importance of planning and strategising and adaptability.
And we dig into elements of the #PartnerSafety model that lead to loyalty and trust
Contact Peter via linkedin.com/in/petersimoons
Websites
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petersimoons.com (Company Website)
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petersimoons.com/virtual-coffee/ (Schedule an introduction call)
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alliancemasterclass.com (Alliance Masterclass)
Twitter: PeterSimoons
Alliances Online Masterclass: https://www.linkedin.com/events/6727892854095548416/
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Contact me on marcus@laughs-last.com
Tuesday Nov 02, 2021
Tuesday Nov 02, 2021
Matt McDarby's new book The Divine Comedy of Sales is his latest book for sales managers, building on the brilliant insights in The Cadence of Excellence and The Ultimate Differentiator. We explore the 7 deadly sins of sales management and establish the 7 divine virtues great sales managers and leaders bring to deliver their A-game.
Pragmatic, built in the crucible of real world sales environments, Matt shares his observations, and hard won lessons based on serving hundreds of companies and thousands of managers responsible for $billions in annual revenues.
Worth a couple of listens with a notepad.
Contact Matt on linkedin.com/in/mattmcdarby
Websites
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amazon.com/-/e/B08JKY3RF4 (Portfolio)
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mcdarby.net (Personal Website)
Twitter: mmcdarby
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Contact me on marcus@laughs-last.com or DM on LinkedIn via https://www.linkedin.com/in/fractionalcrotechscaleups/
Thursday Oct 28, 2021
Thursday Oct 28, 2021
Lee Nightingale has range. He's worked at the top of the funnel, direct sales, channel, management and leadership. Today he helps businesses implement CRM systems that deliver value to the entire business, and especially to help salespeople to help them sell more, more predictably.
CRM is more than merely about manging the relationship with the customer and it is not a tool for the audit or finance function. CRM is a central intelligence system for the entire business.
We explore several acts of management idiocy that sabotage salespeople, tying them up in destructive distractions that prevent them from being able to do their job excellently. If you are considering a CRM implementation listen to this episode. If you have a CRM system that is full of the usual shit (80%+ of data in most CRMs is wrong, worthless or incomplete), listen to this episode.
We shine a harsh and unforgiving spotlight on why as many as 88% of CRM implementations fail to deliver the intended outcomes and a failure to create alignment across marketing, lead generation, sales, customer success, account growth that create friction for the customer.
Monday Oct 25, 2021
Monday Oct 25, 2021
Tibor Shanto discusses the importance of measuring what really matters and understanding the metrics that drive your personal and team's success. Ever the pragmatist, he differentiates clearly between leading and lagging indicators and sheds light on how you can deliver consistent, predictable outcomes by adopting a more scientific approach to the top of your pipeline. We explore why sales cycles drag on or fail to close, how management can contribute or hinder sales performance.
Contact Tibor via linkedin.com/in/tibor-shanto-b2b-prospecting-specialist
Websites
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tiborshanto.com (Company Website)
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tibortshanto.com/blog (Blog)
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youtube.com/sellbetter (http://youtube.com/sellbetter)
Twitter: TiborShanto
Podcast: The Breakfast Podcast - TiborShanto.com
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Contact marcus@laughs-last.com
Thursday Oct 21, 2021
Thursday Oct 21, 2021
"I don't teach my salespeople how to sell. I teach my salespeople how customers buy. If they're smart enough, they'll figure out the how to sell part for themselves"
Jason Jordan is best known for writing CrackIng The Sales Management Code, but my favourite book of his is #SalesInsanity.
We explore a range of sales and sales management insanities. We challenge the received wisdom that sellers exist to serve shareholder value. THAT IS A MASSIVE LIE. It poisons the sales culture and breaks the bond of trust necessary between seller and buyer.
- When does the hunter-farmer model work?
- What is the true purpose of sales management?
- What are the metrics managers SHOULD be measuring?
- What's the difference between trying to manage the #pipeline vs the #forecast?
- What are the milestones that matter?
Packed with practical, instantly applicable insights, this conversation is oozing with value. Take notes. Put the lessons into action immediately. Question everything you are doing as a manager.
Contact Jason via linkedin.com/in/jasonjordansalesmanagement
Twitter: jasonrjordan
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Contact me on marcus@laughs-last.com
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If you believe your success in the future will depend on your ability to collaborate, then please drop me a line to explore whether you qualify to join the #BlackPearl #StrategicAlliances #MastermindGroup
We are an elite affiliation of strategic alliances professionals who are committed to always selling into hot prospects, and never sell cold. With 14-18x higher close rates than cold sellers and #customer retention rates in the high 90-percentile, we believe in seeking out and serving profitable customers for life. Do you?
Tuesday Oct 19, 2021
Tuesday Oct 19, 2021
#TheSalesHunter, Mark Hunter discusses the future of sales and selling with me. We explore prospecting mindset and behaviours, why management is pivotal and how it affects team and individual performance.
“If I know I can help you, I have an obligation to reach out to you”
Mark says, "When prospecting focus on outcomes not product or service." Otherwise you are just an unwelcome interruption and deliver no value. "Downloading a white paper is just activity, they aren’t customers or prospects."
He explains why the disconnect between marketing and sales is a trap. And he urges management not to become a hostage to their tech stack. "Your brain is your greatest app. Stop being controlled by your tech. Have your tech work for you."
A lively, practical conversation with one of the most respected action leaders in the sales world, Mark delivers great ROI for the time you invest listening (and making notes) to action immediately.
WARNING: If you are listening to this episode with any sense of entitlement as a seller you are in for a very rude awakening!
Contact Mark via linkedin.com/in/markhunter
Websites:
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thesaleshunter.com (Company Website)
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learn.thesaleshunter.com/ (Company Website)
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thesaleshunter.com/blog/ (Blog)
Twitter: TheSalesHunter
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Contact me via marcus@laughs-last.com or DM me.
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Do you believe your success in sales will be determined by your ability to collaborate? Apply now to join the #BlackPearl #strategicalliances #mastermind
Thursday Oct 14, 2021
Thursday Oct 14, 2021
I was blissfully unprepared for this conversation with author of #RadicalVale, Mark Boundy. You are in for a real treat
Grab your pen and paper. You're going to want to make notes. If you're a regular listener (thank you so much BTW), you know cores theme are #customercentricity and #buyersafety.
No lip service in this episode. This is up to your neck in radical self-reflection and radical authenticity. 5-star episode
Contact Mark via linkedin.com/in/markboundy
Websites
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boundyconsulting.com/blog/ (My Blog)
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boundyconsulting.com (boundyconsulting.com)
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Drop me a line on Marcus@laughs-last.com
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And if you believe (as I do) that success in the future will be determined by your ability to collaborate, consider joining the #BlackPearl #StrategicAlliances #Mastermind group. Only 12 people per group. We go live 9th November 2021
Tuesday Oct 12, 2021
Tuesday Oct 12, 2021
There's no fluff with Belal Batrawy. Belal helps attract, build and grow highly effective SDR teams. We explore marketing, lead generation, sales, recruitment and hiring, management and leadership. We explore what works and what doesn't, and the attraction to the status quo.
Belal is widely recognised as an #ActionLeader:
- Top1 FM LinkedIn Sales Star
- TAG Sales Leadership Honoree
- Salesforce Top Sales Influencer
- Slintel Top 15 Leaders to Follow
- Salesloft REVstar Award Winner
- Crunchbase 25 Leaders to Follow
- Sweet Fish Media Top B2B Influencer
- AngelList A-lister (Top 1% of Startup Talent)
Contact Belal on https://www.linkedin.com/in/belbatrawy/
Website: https://deathtofluff.substack.com/p/coming-soon?showWelcome=true
Definitely register for Belal's mailing list for tips & tools
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Contact me vi LI DM or email marcus@laughs-last.com
Thursday Oct 07, 2021
Thursday Oct 07, 2021
Mark Boundy explains the power behind discovery of demonstrable, plausible, #RadicalValue. He describes the #MediocrityCycle the majority slip into, the consequences and how to prevent it.
Mark is a passionate advocate for #BuyerSafety
Tuesday Oct 05, 2021
Tuesday Oct 05, 2021
Isn't that a fantastic lockdown profile pic? James Bishop gives me a thorough beating about the shitty production values of #TheInquisitorPodcast. I invited him on the show to explain why my total lack of production values are losing me valuable audience numbers and an affront to my lovely loyal listeners.
Before anyone picks on James, I invited him and he's absolutely correct. I've been lazy for 3 reasons:
1. I'm intrinsically lazy
2. I want to hear from you before I make any changes
3. Refer to 1
Contact James via linkedin.com/in/onefineplay
Website
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onefineplay.com (OneFinePlay)
Twitter: PlayByPlayLDN
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Contact me on marcus@laughs-last.com