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Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success.
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Episodes
Tuesday Feb 01, 2022
Tuesday Feb 01, 2022
Are you hiring badly, repeatedly? Are you finding hiring reliable, consistent sales producers, tough? Join me and my guest Alan Fendrich, founder of AHS, Advanced Hiring Systems. We both take a robust approach to attraction of candidates, their rigorous qualification building around core values and beliefs. Discover why experience is almost never a real obstacle to whether someone will succeed in a role.
We debate and define a highly developed recruitment process designed to test the real world capability of an individual to do the job for which you are hiring.
If reducing attrition is a priority, start at the source of the problem - how and who you think you want to hire.
To bring Alan and his team in to help you eliminate the single highest hidden cost in any business, wrong hires contact him via linkedin.com/in/alanfendrich
Websites
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advancedhiring.com (Company Website)
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blog.advancedhiring.com (Blog)
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feeds.feedburner.com/SalesHiringSecrets (RSS Feed)
Twitter: alanfendrich
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And if you're repeatedly making bad hires, or you're finding hiring and developing genuine top producers, tough, drop me a line on marcus@laughs-last.com for an alternative approach that delivers rocket fuel to your business
Wednesday Jan 26, 2022
Wednesday Jan 26, 2022
Patrick Joyce is one of a tiny breed of top of the funnel super-producers who think and behave differently to the average. Pat recently booked 30 individual meetings within one critical target account, surrounding the key decision makers, gathering and connecting insights, so that they were well informed and fully prepared when it counted most. From a standing start he grew a pipeline worth $6m in 3 months. He produces more than most teams by breaking every rule, outplanning, out strategising and out-executing his competitors.
Contact Pat via linkedin.com/in/pwilliamjoyce
Website: thejoyce.net (Blog)
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Contact me on marcus@laughs-last.com
Tuesday Jan 25, 2022
Tuesday Jan 25, 2022
Andy Mutton was an accidental salesman who learned to qualify after spending a fortune of his employers' resources on non-opportunities and pipe-dreams.
We discuss solutions to management attachment to outdated practices and beliefs, which lead to blindspots, chasing fictions, disengagement and high levels of turnover, chronic underperformance and ambiguity.
Website: essentialsalesprocess.com
And be sure to ask Andy about the #ESPcards
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Contact me on marcus@laughs-last.com
Pop over to the Podbean or Apple podcast apps and leave an honest review please
Thursday Jan 20, 2022
Thursday Jan 20, 2022
"How can you produce a plan when you have no vision?", asks Lenwood M. Ross. We explore why training fails repeatedly and predictably.
We identify where leadership's attention is focused and why it often results in damaging unintended consequences. We ask the question why L&D isn't the right hand of the Board, spearheading the execution of their strategy.
"The behaviour change is what's important", says Lenwood. By enabling to become operational coaches, your middle management layer, particularly in sales, will release the full creativity of every employee simultaneously. By enabling managers to offer Operational Coaching(TM), you free upwards of 40-60% of an average manager's working day to spend on high value management activities.
Lenwood's core business is delivering digital transformation. The difference is he starts with the people. #Change, #Transformation and #OrganisationalDevelopment programmes are GUARANTEED to fail unless you bring your people on board and help them understand why the better future is worth the upheaval of changing.
Website: accelery.com/ (Business Transformation Firm)
Twitter: lenwood_ross
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Are you looking to create a better future for yourself, your family and your business, and you want to achieve profitable, sustainable scale, email me marcus@laughs-last.com or better, find me on LinkedIn
Tuesday Jan 18, 2022
Tuesday Jan 18, 2022
"How does the monthly forecast update cycle distract you from the real job of management?", asks Mark Boundy. Mark, Mikey Maynard and Marcus Cauchi explore why coaching is dead and managers are fooling themselves into thinking that sales can be reduced to a series of CRM reports.
What is "pipeline blindness"?
Why is MRR worship such a danger?
This is a very robust conversation that delves deep into some of the most critical obstacles to sales success and business growth.
Contact Mikey Maynard on linkedin.com/in/mikey-maynard-93b7791
Email: mmaynard@keyser.com
Contact Mark Boundy on https://www.linkedin.com/in/markboundy/
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boundyconsulting.com/blog/ (My Blog)
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boundyconsulting.com (boundyconsulting.com)
Email: mark@boundyconsulting.com
Twitter: BoundyMark
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Contact me on marcus@laughs-last.com if you found this episode thought provoking. Please tag someone who needs to hear it
Thursday Jan 13, 2022
Thursday Jan 13, 2022
"Develop a clear, micro-targeted definition of your ICP - very narrowly focused. Develop your messaging by using the language your prospects use to describe what you do for them. Leave no good reason for a qualified prospect to say no", says Wendy Weiss, who has been cold calling longer than most of you have been alive.
She's the founder of the #Salesology prospecting method. She helps sellers grow their pipeline with quality appointments that lead to closed sales
We explore how salespeople are largely left to their own devices when
prospecting and why it is so ineffective. Wendy explains what works
and why. It has nothing to do with you, your company or your products
and services.
What do your prospects want and need?
How do they talk about it?
Unless you understand that you may as well be speaking Babylonian!
You will never be relevant. We explore these and other critical
blindspots such as management by abdication, lip service training etc.
Consider the crushing waste of this fact. 83% of newly hired
salespeople are gone inside of 3 years. What questions does that raise
about the management layer and their responsibility or capability to do the job?
We dispel the myth that sellers are born. They are made. We make ourselves
Contact Wendy via
Websites
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coldcallingresults.com (Personal Website)
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feeds.feedburner.com/wendyweiss (RSS Feed)
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coldcallingresults.com/blog/ (Blog)
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Contact me on marcus@laughs-last.com
if you want to talk about ways to do less but better on purpose.
Monday Jan 10, 2022
Monday Jan 10, 2022
Dominic Ashley-Timms is CEO of Notion. Notion is a lovely business. Scaling up, experiencing the first taste of exponential growth, they are punching well above their weight. In December 2021, they won the Personnel Today L&D supplier of the year having been competing with MetLife (among others) for this prestigious award. All other contenders for these awards were publicly listed with tens of thousands of staff> Notion had 35 people at the time.
What makes Notion so special?
#Notion enables enterprises to train thousands of managers to deliver in the moment, practical, #OperationalCoaching (TM) at scale, simultaneously.
Imagine the impact of having hundreds or thousands of managers coaching 16-20 times a day. Clients report managers recovering as much as 50 days a year, each. ROIs in the region of 74-426x. Managers focusing on high value activity are released from doing the work they pay others to do so they can focus on design, leadership and coaching.
Attempting to solve a problem by tackling the symptoms misses the point. Unless you address your problems at their cause, and enable your people to learn how to solve their own problems, managers become a bottleneck, stifling creativity and risk taking.
Suppose even half of your managers stopped each time they were interrupted with a request for help, and instead of offering a solution or giving an answer, they asked a provocative, insightful or generative question? What could happen?
Contact Dominic via linkedin.com/in/dominic-ashley-timms
Website: https://starmanager.global/
Thursday Jan 06, 2022
Thursday Jan 06, 2022
9x award winner, Jamie Martin joins me to discuss selling, hiring, managing and buying through the tough times. Pragmatic, no fluff
Contact Jamie on linkedin.com/in/jamiemartin111
Websites
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facebook.com/theanomalycrystal (Personal Website)
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facebook.com/correctcareerscoaching (Company Website)
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linktr.ee/correctcareers (Portfolio)
Twitter: CorrectCareers
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Email marcus@laughs-last.com if you fancy a grown up chat about enabling your managers to get the best from every single salesperson on your payroll
Tuesday Jan 04, 2022
Tuesday Jan 04, 2022
Dr Alan Watkins is working to solve the world's toughest wicked problems. He and his team coach the Boards and Executives of the Fortune 500/FTSE350 to expand their thinking and speed of thought by factors of 10x, delivering ROIs as high as 6,000x.
We dig into what wicked problems are, and how to get to their root causes, and how to develop equally wicked solutions. Alan is a polymath, so we get to explore problems through several interrelated lenses to see how wicked problems are interdependent. Alan shows the importance of looking at these complex, sophisticated problems from multiple perspectives, and shows why truly diverse teams are vital to prepare you what's to come.
Contact Alan via linkedin.com/in/dralanwatkins
Websites:
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complete-coherence.com (Complete Coherence Ltd)
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complete-coherence.com/who-we-are/our-approach/ (Our unique leadership approach)
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complete-coherence.com/what-we-do/books/ (Alan's books)
Twitter: AlanDWatkins
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If you enjoyed this, please tag someone who'd find it helpful. Spread the love. And if you feel the urge, leave a review of #TheinquisitorPodcast on Apple please. Contact me via marcus@laughs-last.com
Tuesday Dec 28, 2021
Tuesday Dec 28, 2021
Farhad Eftekhari is founder of TechClass, a learning platform based on the Finnish education system. It caught my attention because the "gold standard" for completion of online learning is ... wait for it ... 3%! TechClass can boast 50% completion rates.
We discuss the intent behind training and why so much training fails to move the needle in performance. A fascinating journey into what works and why.
Contact Farhad on linkedin.com/in/farhade
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To get hold of me email marcus@laughs-last.com
#ManagementEnablement #PartnerEnablement #LeadershipEnablement #StrategicAlliances #MastermindGroup