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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 Aug 19, 2021
Thursday Aug 19, 2021
Stewart Townsend offers Channel Sales as a service #CaaS. We discuss why channel sales is a more efficient way of achieving scale without loss of control. We explore what makes channel sales work and what causes your partners to fail to perform and why that is usually on you.
Channel is the hardest and most challenging way to go to market, but it also offers the highest rewards without the expense and headache of trying to build an army. A #ChannelManager is closer to a General Manager than it is to a Sales Manager. A #ChannelChief is closer to a Chief Executive than they are to a VP of Sales. If you doubt this, check out Jay McBain's excellent infographic.
Contact Stewart via LinkedIn: linkedin.com/in/stewarttownsend
Websites
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stewarttownsend.com (Personal Website)
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channelasservice.com (Company Website)
Twitter: stewarttownsend
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Contact me at marcus@laughs-last.com if you want to join me on the podcast or can recommend a great guest
Tuesday Aug 17, 2021
Tuesday Aug 17, 2021
David Mullins is a sports psychologist who develops world champions in mixed martial arts, football, rugby and other sports. Hr explains the importance of learning to accept what you can and can't control, be clear about the objective when you show, which is to be present and perform at your best, in the moment. Distractions like a winning a contract or promotion, the hope for the trappings of success in the future, can get your mind out of the fight where it needs to be, resulting in a losing performance,
David explores the importance of concentrating on the fundamentals, the boring basics. We dig into the power of fair, relevant and accurate self-talk. He spotlights how we often lower our goals in the face of adversity instead of giving yourself the advice you need to hear to rise above it, and why we need to keep fighting from every angle even when we're down.
We draw some important parallels with selling. Improvement is a process. You have to let your ego suffer, to have the patience to start out bad, refine your skills, and grow over time. Putting the hours in is not enough. Without deliberate, intentional practice you will stay stuck and never meet your full potential.
Teach once, learn twice is a powerful way to learn. Study your competition. Read around your discipline. Reflect regularly. And accept that your plan may not survive contact with your prospect. If you've put the intentional effort in, you'll be more ready to adapt. The best fighters practice counters to their rivals counter moves. Sellers must do the same.
Contact David by hunting him down!
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Contact me at marcus@laughs-last.com
Sunday Aug 15, 2021
Sunday Aug 15, 2021
Jackie Handy and I discuss #DEandI, #Diversity #Equity and #Inclusion. We tackle some delicate and uncomfortable topics without tiptoeing around them. Hard hitting, no compromise discussion about an area that too many people are afraid to take on.
Enough with the wokeness of it all. Stop paying lip service. Stop virtue signalling that you are an equal opportunities employer when you hire for difference and fire for not fitting in. Stop lying to your market, to your employees and yourselves. DE&I is not some snowflake, liberal issue. Diverse teams produce significantly more creative solutions to difficult problems than teams living in an echo chamber with their limited view of the world colouring their thinking.
Yes, it's bloody hard work. Yes, it's difficult. And yes, it is going to be uncomfortable. But the pay off is well worth the effort.
It's not about pandering to a few. Marginalising and discriminating against those who are different speaks to the culture and leadership in your business. It is the right and decent thing to do. And it is significantly more profitable. It's positively impactful on your business, your people grow and develop, you serve your customers more effectively and it increases the value of your business for shareholders if you actually put in the heavy lifting instead of making it an exercise in box ticking.
Jackie is eloquent, insightful and raises some of the most interesting and toughest questions. It was a genuine joy to interview her and learn about this vitally important topic.
Contact Jackie at Runway Global via linkedin.com/in/jackiehandy
Website: jackiehandy.com (Company Website)
Twitter: Runwayglobal
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Contact me on marcus@laughs-last.com
Please tag someone who needs to hear this message. And an honest review of #TheInquisitorPodcast will be very welcome
Thursday Aug 12, 2021
Thursday Aug 12, 2021
Becc Holland, CEO of Flip The Script explains why best practice isn't working. Banging her head against fixed mindset leadership she discovered
- 76% SDR not hitting quota
- 85% AE not hitting 75% of quota
Seriously folks. How the hell is this even remotely acceptable. It is unsustainable and creates dreadful conditions
EVERY KPI is wrong!
KPI correlation does not point to causation. We are misdefining MQLs, SQLs and making the conflict between marketing and sales.
Open your eyes, your ears and your mind. Ask better questions. Start with "Why are we doing things this way?", "Does it serve us today?", "How are we creating completely preventable problems?"
"This is how it's done!" is a completely unacceptable and toxic response.
Becc and I discuss what is objectively true. You probably won't enjoy this episode because you'll learn how you are double paying to slow down your buyer's journey.
Contact Becc via linkedin.com/in/beccholland-flipthescript
Website: https://www.flipthescript.co/
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Contact me on marcus@laughs-last.com
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Tag a founder, CRO, CMO, VP of Sales, VP of Marketing who is screwing the pooch with their metrics, how they compensate to drive away customers, churn salespeople and burn through managers
Tuesday Aug 10, 2021
Tuesday Aug 10, 2021
Dr Terri Levine has helped hundreds of business create authentic relationships with their customers without manipulation or deceptive marketing that build barriers between you and your prospective clients. Terri explains why marketing funnels get in the way of trust, and why you should be rigorously authentic in your marketing.
This was a genuinely enjoyable conversation with someone who has mastered marketing and communication at a visceral level. I hope you enjoy the episode as much as I did making it
Websites
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go.heartrepreneur.com/training-conveyorbelt ( https://linktr.ee/drterri)
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facebook.com/groups/heartrepreneurswithterrilevine/ (Company Website)
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promisingprofits.com (Text me: 808-DrTerri)
Twitter: MentorTerri
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Please like, comment, tag someone and share this episode. If you feel #TheInquisitorPodcast deserves wider recognition or you hate me, the style or the episode, please go and give us an honest review. We love feedback and learn from it
To get in touch with me at marcus@laughs-last.com
Sunday Aug 08, 2021
Sunday Aug 08, 2021
Jason Bay /JBay is Chief Prospecting Officer at #BlissfulProspecting. He trains B2B sales teams to sell efficiently, effectively and ethically. In this refreshing interview we challenge the status quo in sales - shitty metrics, bad management thinking, compensation that drives terrible sales behaviour, burnout and the incredible waste that most B2B organisations are guilty of inflicting on their own and their customers.
We discuss subtracting not adding to our prospecting process. How do we find ways to be more effective? How do we simplify? How do we enter the conversations that executives are having that make us a strategic provider? How do we educate our market in a way that differentiates? How do you remove first person (I/we) messaging and replace it with second person (you/your).
Bring a pen and notepad to this episode if you are involved in outbound sales. You won't regret it.
Websites
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blissfulprospecting.com/ (Company Website)
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pod.link/blissfulprospecting (Listen to our podcast)
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blissfulprospecting.com/bite-sized (My best bite-sized content)
Twitter: jasondbay
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Contact me on marcus@laughs-last.com
Please leave an honest review at Apple or Google podcasts. Share or tag this episode with someone who needs to hear the message JBay brings
Thursday Aug 05, 2021
Thursday Aug 05, 2021
Sean Weafer helps individuals and teams develop trust through leadership. He is author of 3 books, his latest being 'The Highly Trusted Advisor: How to Lead Teams and Win Clients in the Hybrid Age'. We explore why leaders and salespeople need to move from being an expert who relies on specialist knowledge and technical competence, to being a highly trusted advisor to your colleagues, team members and clients.
Sean is funny, engaging and speaks a lot of sense that aligns neatly with the core philosophy of #BuyerSafety.
Contact Sean via LinkedIn at https://www.linkedin.com/in/seanweafer/
Websites:
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SeanWeafer.com (Coaching, training & speaking)
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G2SCoachingSchool.com ({:category})
Twitter: SeanWeafer
Tuesday Aug 03, 2021
Tuesday Aug 03, 2021
Email; cgreen@trustedadvisor.com
Sunday Aug 01, 2021
Sunday Aug 01, 2021
#TheInquisitorPodcast brings you the first of many conversations between buyers, sellers, deliverers and users of sales training on behalf of Sales: A ForceFor Good #SAFFG. Our first international panel comes from L&D, Enablement, Procurement, Sales Leadership and Delivery.
This discussion pulls back the curtain and shows training organisations what buyers in enterprise really prize. You'll uncover several glaring gaps in diagnosis, discovery, execution, follow through on both sides. You'll discover ways to stand apart in the crowded training space. And you'll learn something new about the future of sales, and how providers need to prepare if they are to be relevant.
Karen Young - linkedin.com/in/karenyo
Marco Mullers - linkedin.com/in/marcomullers
Jill Robbins - linkedin.com/in/jillerobbins
Website
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businessfierce.com (Company Website)
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matchbookinc.com (Company Website)
Angelique Rewers - 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)
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Sales: A ForceFor Good #SAFFG is a global community committed to fixing what's broken in sales. We are taking on the toughest challenges in sales, asking the hardest, most uncomfortable unasked questions. And we're developing solutions which we're making freely available forever for members.
If you want to learn more DM on LinkedIn or email marcus@laughs-last.com
Saturday Jul 31, 2021
Saturday Jul 31, 2021
... And talk to your unhappy customers. They'll teach you how to get better. Nigel Davey says, "There's a cost to learning what worked and didn't work. The biggest cost is time".
Stop selling transactions. Focus on lifetime customer value. That's "how much they spend before they tell you to go away!" What's it cost you to acquire a lifetime customer and what's it worth investing to attract the right customers.
Nigel reminds you to beware becoming too heavily locked into one or two customers. Spread your risk.
He warns against cutting your marketing when times are hard. Feeding your pipeline is a daily requirement. Communicating, raising awareness, building association and familiarity with your brand is non-negotiable if you want to thrive through hard times. Keep nurturing your pipeline, even when your prospect says no.
Contact Nigel via linkedin.com/in/nigeldavey
Website
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smeneeds.co.uk/evidence/ (SME Needs' Testimonials page )
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smeneeds.co.uk/how-we-help/ (SME Needs - how we help you)
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Contact me at marcus@laughs-last.com
Please tag someone who will value listening to this episode. If you've not yet done so, please leave an honest review for #TheInquisitorPodcast at Apple or Google podcasts