TheInquisitor Podcast with Marcus Cauchi

Becc Holland: Why Is Every KPI In Sales And Marketing WRONG!?

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

Why Are Marketing Funnels Inauthentic And Hurting Your Relationships?

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

Contact Terri via linkedin.com/in/terrilevine

 

Websites

• go.heartrepreneur.com/training-conveyorbelt  ( https://linktr.ee/drterri)
• facebook.com/groups/heartrepreneurswithterrilevine/  (Company Website)
• 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

 

Do Less But Better On Purpose To Win More, With Less Effort

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.

Contact JBay via linkedin.com/in/jasondbay

 

Websites

• blissfulprospecting.com/  (Company Website)
• pod.link/blissfulprospecting  (Listen to our podcast)
• 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

 

How Do You Build High Trust And Influence With Your Customers?

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:

• SeanWeafer.com  (Coaching, training & speaking)
• G2SCoachingSchool.com  ({:category})

Twitter: SeanWeafer

Why Is Trust The Basis For Long Customer Lifetimes?

Charles H Green is a giant in the professional services world. He has a profound impact on those he works with with his central message around trust.

 

Almost everyone in business will have been affected indirectly by Charlie's work. He is author of #TheTrustedAdvisor, #TheTrustedAdvisorFieldbook and #TrustBasedSelling. He is the creator of the #TrustEquation

 

Trust = Credibility + Reliability + Intimacy / Low Self Orientation

 

This is a masterclass from one of my mentors. Listen with a notepad and pen

Charlie is winding down to a life of golf in Florida but you can follow him via his LinkedIn profile here - linkedin.com/in/charleshgreen

 

Websites

• trustedadvisor.com  (Company Website)
• trustedadvisor.com/trustmatters  (Blog)
• vizibility.com/CharlesHGreen  (My Google Hits)

 

Email; cgreen@trustedadvisor.com

Twitter: CharlesHGreen

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Contact me via marcus@laughs-last.com

 

AND ...

 

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What Buyers Really Want From Sales Training - Roundtable 29 July 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

• businessfierce.com  (Company Website)
• matchbookinc.com  (Company Website)

Angelique Rewers - linkedin.com/in/angeliquerewers

Websites

• thecorporateagent.com  (Company Website)
• thecorporateagent.com/media  (Portfolio)
• 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

Talk To Your Best Customers! They'll Teach You How To Attract More Customers Just Like Them

... 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

• smeneeds.co.uk/evidence/  (SME Needs'​ Testimonials page )
• 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

How Do Great Leaders Become Really Great Leaders?

How do great leaders become really great leaders?

 

Leaders are hired to deliver results but when you get complacent, or let your ego trap you into architecting problems down the road. Andrea Petrone helps great leaders become great leaders. We discuss the dangers of being trapped by our familiar ways and traditions.

 

We explore leadership in all it's glory. What does great leadership do that average doesn't? How does that affect the behaviour of those they serve? Why do great leaders get the best out of people and what does that do for performance and results?

 

"Great leaders are lifetime learners" says Andrea. Learning is the responsibility of the individual learner. They have the humility to ask for help and never feel like they are the finished article. They show others it is safe to ask for help. They create a learning culture. They create the conditions for others to excel. They create the conditions for people to willingly collaborate, to have each other's backs. This frees up time for management to do their main job and reduce the need to be the supervisor. Great leaders empower, give voice to and credit others.

 

Are you equipped to handle the pace of change? Are you taking calculated risks or playing not to lose? How do you simplify your strategic priorities? Why is there so much trouble with execution? Are you developing your people for the right reasons? How are you driving collaboration? What is your future worth?

 

Contact Andrea via linkedin.com/in/andreapetrone

Websites

• andreapetrone.com  (Personal Website)

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If you want to get in touch with me, marcus@laughs-last.com or DM me on LinkedIn

Laura DiBenedetto: Six Habits To Success That Won't Burn You Out Or Kill You?

 retired at 37 after what appeared to many as a glittering fast track career when she sold her business. Inside she was a wreck. She was burned out, suffering from internal bleeding and not made for retirement. Author of The Six Habits, she helps people turn their dreams and ambitions to life, without paying the negative price for unbalanced success.

She is fast paced, uncompromising and controversial. I thoroughly enjoyed this conversation and you will too. She tells her own story, explains how success is misunderstood and can harm you if you don't go about achieving it in the right way for you.

Laura continues to run her businesses but this time round she is applying the lessons she learned when success almost killed her.

Contact Laura linkedin.com/in/lldibenedetto

Websites

• lauradibenedetto.com  (Company Website)
• vision-advertising.com  (Company Website)
• vision-advertising.com  (Company Website)

 

How To Shorten Sales Cycles by 6 weeks to 6 months

Karin McKercher, helps sales teams make the red tape shorter and compliance easier. Contracting with legal can be easy or hard, fast or slow. This episode is about making it easy and fast. We discuss the kinds of things you can control and get ahead of, to make this less of a nail biter, limbo space in your relationship with buyers.

The legal side is an area so far out of most salespeople's daily experience that when contract negotiations do occur, they can fumble or paralyse, give away authority or squander leverage, say or do things that do harm to both sides mutual interests.

Karin is CEO fo Twenty2. Their bread and butter is doing this on behalf of software companies or teaching them how.

Contact Karin via: linkedin.com/in/karinmckercher

Website: twenty.group  

Twitter: KarinMcKercher

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#TheInquisitor podcast attempts to turn every stone. Ask the questions your itching to have answered. Confront what everyone is pretending doesn't matter or doesn't exist. Explore what's ahead in the future of sales. We'd love you to give an honest review on your favourite podcast player. Please write one today. And tell us what can be improved? What you get value from? What we haven't covered but should?

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Contact me marcus@laughs-last.com or DM me