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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
Wednesday Jun 16, 2021
Wednesday Jun 16, 2021
The big question is why should retail marketing professionals care about #OpenBanking? With the removal of 3rd party cookies, many brands and retailers are scrambling to find workarounds to replace them.
Andries Smit is CEO and co-founder of Upside. Upside provide consumers with instant #cashback paid straight into their savings account. Apart from the obvious benefits to consumers of not having to wait weeks or jump through hoops to get their cashback, consumers get to take advantage of highly targeted and personalised offers from brands and retailers.
Andries explains how open banking enables retailers to grow spend from existing customers, map exactly how much their customers are spending with competitors, and use those insights to target offers to grow #walletshare, attract competitors' customers and build brand loyalty.
This represents the start of a renaissance in marketing and is possibly the biggest evolution in data driven marketing we've seen in our lifetime.
Andries can be contacted via LinkedIn at linkedin.com/in/andriessmit
Tuesday Jun 15, 2021
Tuesday Jun 15, 2021
Kevin Beales is CEO of Refract. Kevin has taken refract from start up to being acquired by Allego. Kevin eats his own dog food. He and all his team use their conversational AI to analyse every call, improving incrementally on a daily basis. Everyone one of their salespeople listens to at least one of their own calls every day so they can experience what is like to be a buyer buying from them.
Refract helps salespeople understand exactly how they're performing, and compare their performance on every call with millions of other calls. Ambitious, growth minded salespeople love this kind of technology. Closed minded and brittle salespeople complain its "Big Brother" gone mad. Great salespeople practice on purpose. The rest practice in front of the customer.
We discuss the power of incremental learning, self reflection and self assessment of performance. We explore the many challenges of building a fast growing technology business in a new category. We discuss the joys of dealing with staff, investors, being acquired. A frank, funny and honest conversation with a genuinely decent leader. Well worth a listen.
Contact Kevin linkedin.com/in/kevinbeales
Website: refract.ai (Company Website)Email: kevin@refract.aiTwitter: kevinbealesKevin is always on the look out for top sales talent and potential. Drop him a line with a message that makes him want to call you back!--Think of someone who'd find this episode useful. Share it with them. And if you feel the urge to leave an honest review on Apple or Google podcasts, please do--If you want to be a guest on the show or can recommend someone you feel I should interview email me at marcus@laughs-last.com
Sunday Jun 13, 2021
Sunday Jun 13, 2021
There is both Art and Science in procurement. Phil Ideson helps purchasers and sellers form more effective partnerships. Phil says, "Procurement doesn't make decisions. Procurement does have any money. They influence decisions."
The number one problem 600 procurement leaders said they have "is the perception of procurement". Their capability is misunderstood internally as simply providing cost savings, and by sellers as blockers and adversaries. We explore how procurement is measured and compensated, the mistakes made when tactical procurement treats low spend as low importance.
Phil appeals for greater communication and collaboration to avoid the breakdown in human relationships which ultimately hurt the business.
Contact Phill via LInkedIn linkedin.com/in/philipideson
Website: artofprocurement.com (Company Website)Email: philip@artofprocurement.comTwitter: pideson--Make sure you share this with your own procurement team if you have one, with your entire sales team and your senior management. Think of one person you can share this with immediately.--Contact me at marcus@laughs-last.com
Thursday Jun 10, 2021
Thursday Jun 10, 2021
Max Cates discusses the power of servant leadership. We explore leadership's role in developing their executive team, their management team and building the culture and operations. We discuss the good, the bad and the ugly of ethics, compensation, measurement.
Contact Max via LinkedIn https://www.linkedin.com/in/max-cates-0a8b4175/
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Please share this with a friend who'd find it helpful
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Contact me on marcus@laughs-last.com
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If you found this episode useful, please think of someone who ill benefit and share it with them
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To contact me marcus@laughs-last.com
Tuesday Jun 08, 2021
Tuesday Jun 08, 2021
Zafer Karaca is Vice President, Services & Cloud, Enterprise at IBM.
We discuss the complexity of selling complex enterprise solutions to large corporations. The challenges of getting all the moving parts working in concert internally, within the customer, with partners and even with competitors.
We discuss how the ability to collaborate, even with your rivals is essential when selling to large enterprise customers is key to your customer's success and your own success. We explore how an infinite / growth mindset is essential and why a closed / finite mindset is harmful to you, your company and your customer.
We dig deep into #strategicalliances where you sell WITH not just through partners.
Contact Zafer via LinkedIn on linkedin.com/in/karacazafer
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Please share this episode with someone who could benefit from thinking differently about collaborative selling
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Contact me via marcus@laughs-last.com
Join Sales: A Force For Good here - https://www.linkedin.com/groups/12530021/
#SAFFG #ProCustomer #BuyerSafety
Sunday Jun 06, 2021
Sunday Jun 06, 2021
Dan Morris is founder and managing partner of Mindracer Consulting, who offer experienced, outsourced VPs of Sales to small and early stage scale up technology businesses.
We explore what makes for an effective VP of Sales in a start up to scale, work effectively with the founder, stay focused, generate sales, build a team, create alignment, maintain motivation and drive behaviour.
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If you found this useful, think of one other person who'd find it useful too and please share it. If you aren't already subscribed, please subscribe
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Contact me at marcus@laughs-last.com if you want to be a guest on the podcast or you run a tech scale up in the £10-50m range and want to grow 200% per annum over the next 5-8 years
Thursday Jun 03, 2021
Thursday Jun 03, 2021
Anna Parker-Naples is a former actress turned podcaster and podcast consultant. If you aren't tapping into the potential of audio marketing, you are definitely missing a powerful resource. An audio audience can help you build your list, grow your sales & marketing funnel in a hyper-targeted way to drive predictable sales and account growth.
Anna and I explore several areas relating to setting up your own podcast, getting it widely heard and building your audience. She gives tips on technology, brand building, things to avoid
#TheInquisitorPodcast fuels over 50% of my income today by bringing my work to my target audience without ever pushing or having to sell overtly. If you have something to say that others will value, consider setting up your own podcast. Globally there are only 2 million shows covering many aspects of human activity and interest. In my experience, a large proportion of my audience listen to 2 x 1 hour episodes each week. That is a lot of exposure and reinforcement.
If you find this episode helpful, can you think of one other person who will benefit from listening? Please share it with them today
Contact Anna via linkedin.com/in/annaparkernaples
Websites
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AnnaParkerNaples.com (Company Website)
Twitter: AnnaParkerNapleFacebook Group: https://www.facebook.com/groups/thepodcastcommunity/
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Tuesday Jun 01, 2021
Tuesday Jun 01, 2021
Lorna Lawless, is coaching psychologist specialising in coaching mental toughness. She coaches MMA fighters, salespeople and business leaders. We explore what is mental toughness? Why do people lack it? How does one acquire it?
Unless you are aware of where you fit on the 4C-scale of mental toughness it is easy to self-sabotage or fall prey to your internal dialogue. It can diminish you power, eat into your self-concept or make you come across as rude, brash and insensitive.
Lorna makes the point that we all have it and are born with a propensity to mental toughness, and it can be developed and coached, but too few managers and leaders are asking is what can they do to develop mental toughness in their people
- Control
- Commitment
- Challenge
- Confidence
Contact Lorna via linkedin.com/in/lorna-lawless-b4729a40
Email: lorna@nextlevelcoaching.ie--
Who do you know who needs help with their #mentaltoughness, #resilience or #empathy? Please share this episode with them
Sunday May 30, 2021
Sunday May 30, 2021
For 30 years Zach Selch has identified, recruited, onboarded and grown over 1000 #ChannelSalesPartnerships across more than 130 countries
We explore how to identify potential partners, how to select the right #partner and how to help them produce #InternationalSales quickly and consistently.
This episode is teeming with decades of practical advice. Listen and learn.
Zach’s book #GlobalSales documents virtually every step a vendor needs to take their business global and build a profitable international #distributionnetwork
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
Thursday May 27, 2021
Thursday May 27, 2021
Adam Lawrence shares his stories from his time as an investor. We explore how investors earn their scar tissue. We dig into how investors think and how to pick the right investors for your business.
This episode has been the inspiration for my article on Medium called, "Interview With A Vampire" about how to get to the truth and qualify investors to make sure they are right for you and your business.
A very frank and unvarnished conversation about one of the biggest mistakes many founders make selecting the wrong investor, at the wrong time, for the wrong reasons. Getting the right investor, for the right reasons, at the right time on the right terms can accelerate your growth but the failure rates of VC backed businesses are alarmingly high. I will say that in fairness to VCs, they are playing in the part of the market that is experimental - your product is new, your management may be untested, and your market may not be properly defined, so these factors carry high risk.
Contact Adam via linkedin.com/in/adamglawrence
Websites
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi