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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 Jul 08, 2021
Thursday Jul 08, 2021
Simon Severino promises to double your revenue in 90 days. How? By working in smart sprints. Identify the areas where you can make rapid, meaningful changes to who does what and how they do it. Simon helps founders and their leaders ask the tough, obvious questions most are too busy or too entrenched in old ways, to ask themselves. He provides them with the tools to be able to prioritise, systematise and optimise people, processes and outcomes.
Talking to Simon you get the sense he is always looking for ways to refine, improve, automate or delegate. It's infectious.
When you realise how inefficient most businesses and most employees are through observation, challenging attachments and getting away from the "that's not how we do things around here" mentality, business becomes even more fun, more profitable, more certain.
All businesses are attempting to manage the deployment of scarce and finite resources in the time available, maximise the money coming into and remaining within the business and minimise the wasted expenditure, and mitigating risks to deliver certainty. We dig into how to do this using smart sprints.
Simon has successfully added AND delivered the intended outcomes they paid for to over 5000 new customers in the past 12 months with a supremely lean organisation. His use of strategic alliances and partners makes him the poster boy for the way smart businesses will operate in the future. Success in the future will depend largely on your skill and willingness to collaborate.
Contact Simon via LinkedIn at linkedin.com/in/simonseverino
Website: strategysprints.com (Company Website)
Email: severino@strategysprints.com
Twitter: simonseverino
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If you know an owner or CEO who is struggling with resource constraints, upward delegation, finding themselves or other key company officers being bottlenecks, please share this episode and tag them on LinkedIn
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To contact me email marcus@laughs-last.com
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Subscribe on Podbean or on:
Spotify: https://open.spotify.com/show/4NiHTnEEg7LlDyWqyyw22J?si=kQF5onfBQWGordIw7ZRjuA&dl_branch=1
ListenNotes: https://www.listennotes.com/podcasts/welcome-to-theinquisitor-podcast-with-uUrLzC8yAJO/
Tuesday Jul 06, 2021
Tuesday Jul 06, 2021
"The big mistake leaders make is expecting people to earn trust instead of giving trust", says Aaron Schmookler. "People will live up to, or down to the expectations you set for them."
Aaron nearly killed his business partner. That was how they started their business.
He is a #CultureEngineer. They fight a lot but they fight fair and fight about ideas to improve the work lives and improving the businesses they serve.
- How do you manage your response to change and how you treat people?
- How do we shape structures inside the company so people will give us their best?
- What does it take to breed loyalty in and among the team?
- How do you get past short-termism and transactionalism?
- What if people abuse your trust?
We explore Aaron's 8 steps for teamification. They will surprise you.
A seriously interesting and vital episode for any manager or leader. And if you aspire to manage or lead, this is a great springboard to advance yourself in these roles.
Contact Aaron via LinkedIn at linkedin.com/in/schmookler
Website: TheYesWorks.com (Company Website)
Email: aaron@theyesworks.com
Twitter: TheYesWorks
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Please be sure to share this with at least 3 people who will benefit from listening to Aaron's recommendations and experience
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Contact me via marcus@laughs-last.com if you want to have a chat about leadership in your business
Thursday Jul 01, 2021
Thursday Jul 01, 2021
3x times best selling author, trainer, coach and action leader Tony J Hughes discusses his new book #TechPoweredSales. We explore why technology is a game changer when well designed and intelligently implemented throughout the sales lifecycle. Tony and his co-author Justin Michael have written what is probably the most important sales and revenue operations book to hit the shelves in 20 years.
Ignore their message at your peril. We explore the human-technology partnership that the world's most successful salespeople are adopting. Based on in-depth, real world research and field experience Tony shares exclusive insights into what the best of the best are doing, their habits, the impact they are having on their companies.
We dig around the best and the worst practices, how salespeople, management and leadership need to adapt, or die. A must listen episode with one of the greatest minds in modern sales anywhere in the world today. And we predict the future of the sales profession. If you want to remain in professional selling and thrive instead of eke out a meagre living before being replaced by robots, bring a note pad and take copious notes. Take the lessons to your management. And if they aren't willing to adapt, find another job with a company and management that is ready to join the tidal wave that will crush the luddites and dinosaurs.
The future is already here and it is #TechPoweredSales
Contact Tony on LinkedIn via linkedin.com/in/hughestony
Websites
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tonyhughes.com.au (Personal Website)
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rsvpselling.com/ (Company Website)
Email: tony@rsvpselling.com
Twitter: TonyHughesAU
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Make certain to share this episode with someone who wants to advance their sales career or has a team of salespeople who have stretch targets to hit and are struggling to make their quota consistently
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To contact me email marcus@laughs-last.com
Tuesday Jun 29, 2021
Tuesday Jun 29, 2021
Curt Friedel is the Director, at the Center for Cooperative Problem Solving at Virginia Tech. We discuss adaptation and innovation in people, in business and in teams. We explore the implications of people who operate at each end of the spectrum, and the power of having a team who can offer both qualities.
We use my profile as a baseline to explain the implications of being a strong innovator (139/160!!) and why I got into so much trouble throughout my career.
Curt can be contacted via linkedin.com/in/curtfriedel
Websites
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alce.vt.edu/people/faculty-staff/friedel/friedel-bio.html (Personal Website)
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alce.vt.edu/signature-programs/problem-solving/problem-solving.html (Company Website)
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aggregate.info (RSS Feed)
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If you found this helpful then please think of at least one person who would benefit from listening and share it with them directly
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To contact me email marcus@laughs-last.com and if you know someone, perhaps you, who would make an interesting guest for #TheInquisitorPodcast, please connect us via LinkedIn or over email
Thursday Jun 24, 2021
Thursday Jun 24, 2021
Bradley Paster helps his clients understand and mitigate risk throughout your entire supply chain. He makes the important distinction between suppliers and vendors. We dig into the levels of exposure even marquee organisations like Apple face because their sub-tier supply chain is vast and opaque.
Problems with a tiny specialist supplier of a commodity that is vital to enable you to ship your product. Loss of such a supplier can prevent you going to market. or bring our economy to a grinding halt. Careless, broad sweep cuts by finance may put your business at risk.
Bradley and I explore the crucial importance to understanding and managing risk. As sellers, understanding your prospects' risk, arms you with powerful leverage and the raw material to develop pain by numbers which can be personalised for the person you are selling to today. We uncover why the levels of complexity in the supply chain require technology to understand it because you cannot hire enough qualified people to do the job.
Contact Bradley via LinkedIn linkedin.com/in/bradleypaster
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Please share this episode with someone who really needs to understand the risks of their prospects where supply chain risk and understanding is key to solving their customers' problems and deliver heroic outcomes
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Contact me via marcus@laughs-last.com
Tuesday Jun 22, 2021
Tuesday Jun 22, 2021
A very experienced panel of trainers, sales leaders and consultants made up of Bob Moesta, Ian Moyse, Tom Williams, Fred Copestake, Zach Selch, Ken Pearson, David Masover, Ian Hillyard, Simon Bowen and Marcus Cauchi.
We explored:
1. When sales training works ...
2. Factors that contribute to successful engagement and implementation
3. Common mistakes when commissioning training
4. Common mistakes when delivering training
5. Common mistake when evaluating training
6. Common mistakes post-training
7. Current trends for assessment for learning in the lesson
8. How to fix these mistakes?
9. Who needs to be on side for training to succeed?
The conclusions around commissioning and planning mistakes were very telling, as were the observations about management, coaching, measurement, reinforcement. This is the first of several panels Sales: A Force For Good #SAFFG will be hosting to tackle the endemic problems that exist in sales, sales management & leadership, sales recruitment, sales compensation, sales culture.
Your input, suggestions, criticism and feedback are very welcome. We are committed to making sales the noble profession it should be, and your views are valued even if we don't agree with them. We get better not by listening to ourselves but by inviting a range of opinions and experience.
If you want to get in touch with me marcus@laughs-last.com
Please share this episode with your sales leadership, L&D, HR, your trainers and your coaches. We'd love to hear from them
Tuesday Jun 22, 2021
Tuesday Jun 22, 2021
You can learn a lot from working on a trauma unit in a hospital. A thriving sales operation requires many of the same skills. Identifying the real problem quickly, prioritising and triaging where attention is required and administering treatment where and when it is needed most. All whilst remaining calm and overriding the temptation to focus on who is shouting the loudest, and all with limited resources.
Sarah Downs, former trauma nurse, has transitioned from A&E to sales leadership. She shares her insights on sales, and the parallels between the sales environment and the transferable skills she picked dealing with emergencies and traumas.
A refreshingly fresh perspective offering some valuable insights sales leaders and salespeople can implement quickly and simply.
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doqaru.com (Company Website)
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linktr.ee/SarahDowns (Portfolio)
Sunday Jun 20, 2021
Sunday Jun 20, 2021
Graham Botwright is CEO of The Gap Partnership. He specialises in the commercial psychology of #negotiation.
We start by exploring the importance of internal alignment when #negotiating. Winging it is lethal. We dig into what makes for good negotiation, why price is almost never the real issue, what drives good deals, builds long term strategic relationships and value.
Graham explains the power of intangible value. We delve into the importance of understanding the implications and moving parts behind the decision. Buyers RENT outcomes, they NEVER buy products or services.
We point the spotlight at what buyers actually care about and what drives buyer's drivers.How do you get inside their heads?
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Please share this with someone you know who needs help with their negotiations or needs to improve their discovery and qualification
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If you want to get in touch with me marcus@laughs-last.com. Perhaps you'd be an interesting guest or can recommend someone who would be
Saturday Jun 19, 2021
Saturday Jun 19, 2021
"Strategy should be simple", says Gary Mitchell. He has never had a transformation programme fail to meet its desired goals in 35 years. Gary explains why starting with your customer journey is the foundation of great, #executablestrategy. He explains why failing to start with your customer sends you off target from the start.
We break this down in a blow by blow approach to developing customer insights, mapping the customer journey, extracting the knowhow and real world experience from your people to define the 3-8 bets you are going to make that will get you 80% of your intended end point.
We discuss who should be involved? When? Their roles? What will cause this process to fail? The role of leadership? And the importance of hitting the 6 month milestones to cement the credibility of your strategy across your entire organisation.
Gary helps #PrivateEquity backed companies build strategies that deliver the growth and exit ambitions of their shareholders, their leaders and their employees by putting the customer at the heart of everything you do.
Contact Gary via linkedin.com/in/garymitchellgmc
Websites-
gary-mitchell.com/blog (Blog)
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gary-mitchell.com (Company Website)
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hqi-connect.com (Company Website)
Thursday Jun 17, 2021
Thursday Jun 17, 2021
"Why Is Most Digital Marketing Total Horse Shit?" Marcus Hemsley is co-founder at The Fountain Partnership. Marcus and I met 14 years ago when I advised him to get some experience of life and business before becoming a coach. Thankfully he listened and spared the world another NLP coach and established a fantastic agency which to date is the only ever winner of Google’s Global Award for Growing Businesses Online.
Marcus and I discuss why so much money is squandered on bad digital marketing, and what causes businesses to keep throwing good money after bad. We explore why you need to think as your customer and put in the hard miles of research, planning, testing, speaking to and listening to customers to make your marketing timely, relevant and valuable enough to drive buyer desirable behaviour at each stage of the funnel.
We question why vanity metrics are prioritised over outcomes for clients, and discuss how Digital Marketing can work exceptionally well for some businesses when they go back to the first principles of business growth. We also explore the interplay between marketing and sales, leadership and management culture, the power of collaboration and the critical importance of building your business around your customer's success and delivering their outcomes.
Marcus is also a committed environmentalist and we discuss his initiative to encourage individuals and businesses to plant 1 million trees each. Having only launched in April they already have 23 million trees pledged with 2.5million already planted.
Contact Marcus via LinkedIn at https://www.linkedin.com/in/marcushemsley/ or marcus@fountainpartnership.co.uk Websites fountainpartnership.co.uk/ (Fountain Partnership ) milliontreepledge.org/ (Million Tree Pledge Site)
If you found this episode helpful then please think of one person who would also benefit from it and share it with them
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Contact me via DM or email marcus@laughs-last.com