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Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success.
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Episodes
Nov 25, 2021
Nov 25, 2021
58 min
"We don't see things as they are; we see them as we are" - Anaïs Nin
"On average across your workforce, your average employee spend 2.5 hours a day in drama". Cy Wakeman is a drama researcher. You know, mountains out of molehills, judgement, prejudices, catastrophising; the kind of shit we create for ourselves. It happens in families, organisations and companies. Then we filter the world through that haze of bile, imagined sleights, misinterpretation and of course our old friends judgement and attachment.
Cy and I get deep and dirty on the detritus of our minds and explore ways to respond more effectively, cut away the emotional fog and get to the Truth. Buckle up!
@Tag a friend
Contact Cy via linkedin.com/in/cywakeman
Website: realitybasedleadership.com
Phone: +1(402) 763-8960
Twitter: CyWakeman
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Piracy – especially in the 1600s – was an explosive response to conflicts in trade and the greed of behemoth institutions, governments, and nations.
Today in sales I see something very similar.
The massive organisations that dominate so much of the business landscape are getting to be too big to defend themselves.
What does that make them vulnerable to?
A small, elite, laser-focused group of people who are united on a single goal.
Email me on marcus@laughs-last.com to learn more. #TheBlackPearl
Nov 23, 2021
Nov 23, 2021
45 min
Calling All Managers! You are crucial to driving recovery when only 9% of UK employees are actively engaged in their role. Only 14% of European employees are actively engaged in their work. 44% of employees in western companies are actively participating in the great resignation, moving to pastures new and leaving behind a loss of knowledge deficit.
There are 2.4m accidental managers in the UK. Mostly, you're overstretched, undertrained and often in a precarious position; burnout is common, set up to fail against impossible odds and a culture that undermines your sincere efforts to help other and make progress yourself. Long days, evenings and weekends. Frequently undertrained, under pressure to commit to a number, short of a miracle and burning through all your close personal connections, you have little hope of hitting, let alone repeating.
Apparently only 3% of sales teams world wide are tracking to hit quota this year, fewer than 25% of AE are achieving more than 85% of their personal quota. So those team scores seem depressingly credible.
I brought 2 of my favourite people on the planet together, Silke Ahrens and Shaun Doherty to explore good mental health from the perspective of practitioner and manager.
Contact Shaun via linkedin.com/in/shaun-doherty-92981552
Website: the555club.co.uk (Company Website)
Silke via linkedin.com/in/silke-ahrens-5845a58
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Contact me at marcus@laughs-last.com
Nov 18, 2021
Nov 18, 2021
46 min
It was never Diane Halfman’s dad's plan for her to walk the streets and become a prostitute, let alone get involved with violent gangs and narcotics, but her life choices put her in grave circumstances. Danger became a way of life for Diane.
As an undercover cop in San Diego PD her job was to infiltrate the gangs and prostitutes, bust the John’s, bring ’em down and clean up the streets. Diane explains the effects of fear, how to develop survival habits to respond intentionally in moments of pressure or stress. We discuss how to improve your decision making under pressure, where you find inner strength and flow states. Lively, engaging and challenging throughout.
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Contact me if you want to meet up or be a guest via DM or marcus@laughs-last.com
Nov 18, 2021
Nov 18, 2021
1hr 23 sec
Matthew Pohl explains what ReWilding is in business. His clients get extraordinary results. Learn why you're inadvertently letting entropy and inertia become dominant forces in your business.
Website: rewildgroup.com
Nov 16, 2021
Nov 16, 2021
1hr 2 min
Another vanity experiment?
Regular listener and commentator on #TheInquisitorPodcast John Robinson turns the tables on me and asks the burning questions that have been keeping him up at night. It was fun having the tables turned and John made me think.
We cover a range of practical topics around sales, management, leadership and funding. I bring a locked and loaded shotgun and a very sturdy soap box to stand on. As I hope you'd expect, I do pull the trigger on both barrels.
If you'd like to interview me on anything to do with the wicked problems in sales, selling, sales management, sales leadership, sales recruitment, the future of sales, collaboration, channel sales, pre-competitive alliances, channel partnerships and strategic alliances drop me an email on marcus@laughs-last.com
Thanks John. Great job
Nov 11, 2021
Nov 11, 2021
54 min
Matt Neal and his team deliver better ways of doing business to their clients. Being at the forefront of change, innovation and disruption gives him a coalface perspective on why change and transformation succeed or fail. He shares practical tips and real world observations on what works in the real world, and what doesn't.
Contact Matt via linkedin.com/in/mattneal10
Website: https://www.ciklum.com
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Contact me on marcus@laughs-last.com
Nov 9, 2021
Nov 9, 2021
1hr 5 min
Imagine your organisation was committed to the success of employees, customers, community and owners. How good could that get? Kelly Stewart helps companies design and execute better strategy. She puts much of the cause behind 70% failure to execute down to lack of input from those who have to implement, and live with the consequences.
Eye-opening, challenging, pragmatic, Kelly Stewart pokes and prods at our pink underbellies, our deep rooted fears with a featherlight touch and masterful questions. Grab a warm, comforting drink, a note pad and pen and explore the art of finding what other people really want so you can find the best path to what you share in common. Kelly's approach beautifully illustrates the power of #AppreciativeInquiry and #GenerativeQuestions.
We dig into a diverse range of interdependent topics around creating collaborative work environments, built upon finding what we all have in common. It's more likely to deliver an outcome all can be happy with, with the minimum of compromise needed on important issues or early discovery of something else to lean into; others would see them as road blocks instead of objects of curiosity.
Discover what a pre-competitive alliance is, and why you might want to find one or two yourself.
Contact Kelly via linkedin.com/in/kellystewart2
Websites
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ThePositiveBusiness.com (The Positive Business)
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attractivate.net (Attractivate )
Email: kelly@thepositivebusiness.com
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Contact me on marcus@laughs-last.com
Nov 3, 2021
Nov 3, 2021
56 min
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
Nov 2, 2021
Nov 2, 2021
52 min
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/
Oct 28, 2021
Oct 28, 2021
43 min
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.