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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 Sep 30, 2021
Thursday Sep 30, 2021
Paul Fifield, CEO and founder of the Sales Impact Academy chats with me about deficiencies and gaps in global education systems. We explore what you really need to build a successful modern revenue operation.
We delve deep into the challenges sales managers face every day, where they have gaps in their knowledge and the role of the CRO in establishing how fast you're going and what speed you should be going at.
- What are the leading indicators of customer success?
- Do we need to put the brakes on?
- Are your leading indicators still true and relevant?
- Is your talent pipeline continuously populated with quality candidates?
Websites
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salesimpactacademy.co.uk (Company Website)
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soundcloud.com/user-601989869 (Personal Website)
Twitter: PaulFifield
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Contact me via marcus@laughs-last.com
Tuesday Sep 28, 2021
Tuesday Sep 28, 2021
"When the average SDR is productive for only 3 minutes per day", says Chris Beall, founder of #ConnectAndSell, "You have to ask, "Is there a better way?"
Chris chats with me about where sales is today and where it's heading. Looking at an old problem through the same eyes that probably created it, isn't going to bring fresh perspective. We delve into strategic alliances, the mathematics of sales waste and we expose why you ignore either at your peril.
Chris can be contacted via LinkedIn at linkedin.com/in/chris-beall-7859a4
Websites
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connectandsell.com (Company Website)
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blog.connectandsell.com (Blog)
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marketdominanceguys.com (Podcast)
Twitter: chris8649
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Contact me via DM or marcus@laughs-last.com
Thursday Sep 23, 2021
Thursday Sep 23, 2021
Shelley O'Donovan started her career in politics, became a lobbyist driving policy change. Her work required her to understand what was not being said as much as what was. She trained intensively to understand the rich underlying communication that comes from body language.
We discuss why clear communication, that is easily digestible by your audience is essential if you're to have the impact you want in influencing people. The conversation evolves to cover body language, social engineering, authentic communication, persuasion vs influence vs manipulation.
A wide ranging conversation. Well worth a listen
Contact Shelley via linkedin.com/in/shellyodonovan
Website: authenticinfluencegroup.com (Company Website)
Twitter: ShellyOdonovan
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Contact me via DM or marcus@laughs-last.com
Tuesday Sep 21, 2021
Tuesday Sep 21, 2021
"If you have to ask what budget do you have, you have no right to be in that conversation" says Angelique Rewers, CEO of BoldHaus.
We discuss how to position yourself at the top of the pile in the minds of your prospects and customers. We challenge the received wisdom that blows traditional BANT qualification out of the water.
She explains how to make yourself the ally of CXOs by delivering genuine relevance and value. "I don't understand why sellers and business owners are so thick when it comes to understanding their prospects ... they're going to destroy the relationship. Sales should be part of the customer team"
This is packed with controversial but well considered, field tested and proven and heard earned lessons learned. You are in for a treat.
Contact Angelique on linkedin.com/in/angeliquerewers
Websites:
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thecorporateagent.com (Company Website)
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thecorporateagent.com/media (Portfolio)
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realdealconference.com/ (Company Website)
Twitter: CorporateAgent
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If you want to eliminate 95% of the waste in your marketing and sales operation, win only ideal clients and scale at 200%+ by only selling into your HOT MARKET instead of flogging your salespeople to death, DM me or email marcus@laughs-last.com
Thursday Sep 16, 2021
Thursday Sep 16, 2021
Ben Elijah is an angry man on a mission. I like Ben, a lot. Both of us are furious tat the noble profession of selling has been derailed by finance and misdirected leadership. We explore the waste, the human costs of bad #SalesLeadership and bad #SalesEnablement.
Then we dig into what good and great look like. We postulate on the future of sales and how we think companies and sales professionals need to adapt if they wish to thrive in the future.
Contact Ben via linkedin.com/in/benelijah
Website: inkandben.com (Company Website)
Twitter: inkandben
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Contact me via LI DM or marcus@laughs-last.com
Tuesday Sep 14, 2021
Tuesday Sep 14, 2021
Anthony Coundouris, author of #RunFrictionless, and I explore his excellent perspectives on how to evaluate and understand your customer? Where are you and your business in relation to where your customer is? We delve into the interplay between the various moving parts?
Q1: Who we serve?
Q2; What we serve?
Q3: Who we are?
Q4: How we serve?
We identify why you can get so much more done when you focus on eliminating the causes of friction for the customer, for the people in your own organisation. And how the pay off is a strong, organic business where you are no longer affecting the day to day smooth running of your operation. You have the right people in place and you trust them to do the right thing. That is an achievement few ever attain.
Contact Anthony via linkedin.com/in/anthonycoundouris
Websites
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runfrictionless.com (Company Website)
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twitter.com/runfrictionless (Twitter)
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youtube.com/watch?v=ePwAXI-8eP0&t=1s (Personal Website)
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As always DM me on LinkedIn or email marcus@laughs-last.com
Thursday Sep 09, 2021
Thursday Sep 09, 2021
Scot MacTaggart and I discuss the challenge of understanding the "how do we do what we do?" and "why do we do what we do?" The answers may be terrifying. When you're too close to a thing it makes it difficult to see where you can apply the least damaging force to get the outcome you need and want.
"This is a job about the data ... in the sense that there is a definite right and a definite wrong ... we're living in a period of shamelessness ... reluctant to open the door to vulnerability ... "
It's a pair of grizzled old lags discussing what's wrong with sales, about living in the real world which is a rough place, and where real feedback is hard on you.
We dig into the importance of the qualification steps. "It acts as a get out of jail free card when you come up against a wrong customer. You have the right to say no"
Lively, entertaining and packed with clear questions that will stretch your thinking.
Contact Scot via linkedin.com/in/mactaggart
Websites:
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pitchwerks.com (Founder)
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krnls.co (Cofounder)
Twitter:
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I'm on marcus@laughs-last.com or DM me on LinkedIn
Sunday Sep 05, 2021
Sunday Sep 05, 2021
Mr. Alfie Kohn is an author and champion of evidence over attachment. We explore the ideas and evidence from his excellent book, Punished By Rewards. He explores what the evidence is repeatedly telling us, but we are ignoring it or remain defiantly, wilfully ignorant.
A short episode but of extreme value none the less.
This is the evidence from research against commission plans and raises so many difficult questions which sales leadership needs to tackle if we are to be prepared for the imminent future.
Contact Mr Kohn at https://www.alfiekohn.org/
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If you want to contact me marcus@laughs-last.com
Thursday Sep 02, 2021
Thursday Sep 02, 2021
Eloise Leeson explore content optimization - taking what you've got and making it so much better. We don't have to always reinvent the wheel when it comes to some of the messaging in the way we talk to our customers and our clients. And there's always room for improvement. How often do we intend one message but another one entirely is received? Have we considered the unintended consequences of what, when and how we communicate, and to whom?
We explore using communication to align and smooth the transitions between marketing to lead generation, to sales and on to customer success. And from success to account growth, and back into product development. All whilst being the champion for your customer.
You'll discover how much knowledge is being lost with each handover and what this represents in opportunities wasted. And how you can capture it using some readily available tools.
We dig into how the right copy used at the right time can help nurture middle of the funnel opportunities. Another fascinating conversation that will make you think
Contact Eloise via linkedin.com/in/eloiseleeson
Websites
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olimcomms.com (Company Website)
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clippings.me/eloiseleeson (Portfolio)
Tuesday Aug 31, 2021
Tuesday Aug 31, 2021
Kristel Beilby helps leaders fix antiquated sales and marketing systems that are no longer fit for purpose. We explore the underlying complexities that impact pipeline, the downward spiral when you are reacting to a missed quota today by exaggerating the problem through cannibalising next quarter's pipeline, the effect on the quality of your people.
We explore the role of sales managers and how that needs to change. We dig deep into culture, and the unholy alliance between investors and leadership. We look into the ripple effects of making isolated decisions with linear solutions about #wickedproblems.
Buckle up. You're in for a treat. And once you've listened, if you're feeling feisty, @tag a former boss! Or a future manager.
Contact Kristel via linkedin.com/in/beilby
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Catch me on marcus@laughs-last.com
Who do you reckon would be a great guest? Let me know. Or get their permission to connect us via a joint LI message or email if you think we'd be a great fit