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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 Jan 31, 2024
Wednesday Jan 31, 2024
Are you ready to take your sales career to the next level? In my conversation with transformative coach, Emma Claire Davis, we discussed how top performers approach their work in a whole-life, values-led way.
Rather than chasing the next deal or promotion, they align their careers with a deeper purpose of making a positive impact. Emma shared how understanding our true nature allows us to feel fully present in conversations without fear. This cultivates authentic connections that lead to increased sales.
We explored how maintaining well-being across aspects of our lives actually boosts performance in the long run. Too often, overworking and an imbalanced lifestyle hold us back. But taking a whole-life approach means leaving space to invest in relationships, communities and personal growth.
Emma also revealed how getting curious about our thoughts and emotions, rather than reacting to them, provides clarity and confidence. This inner work is key for navigating challenges that will only increase in today's uncertain world.
This episode will invite you to reflect deeply, think differently and challenge your limitations.
Connect with Emma on LinkedIn via linkedin.com/in/emmaclairedavis
Websites
- coachingfortalent.com (Company)
- espanglis.wordpress.com (Blog)
And be sure to ask about her leadership retreats!
**
If you want to take your performance up several notches take my selling audit, grab 30 minutes in my diary, no charge. I won't pitch, just give honest feedback as if you were a paying client. If you want to talk about coaching by the end of that, ask me.
https://mailchi.mp/laughs-last.com/satp
I'm taking on 5 private coaching clients this quarter. If you want to be one of them, click the link above, and tell me you want to talk about coaching.
Monday Jan 29, 2024
Monday Jan 29, 2024
Margie Oleson, founder and CEO of Olson Consulting, chats with Marcus Cauchi to explore the transformative power of leadership and the importance of eliminating organisational silos. Margie shares her wealth of experience in developing the Top Team Accelerator, a programme designed to assist senior leaders and their teams in creating more cohesive, effective, and better-run companies.
The discussion delves into the common blind spots leaders face, such as the misconception that they are the only ones experiencing challenges, leading to a culture of isolation and the perpetuation of dysfunctional communication practices within organisations. Margie emphasises the critical need for leaders to recognise their own areas for improvement and to embrace the art and science of leadership, which many may not realise they lack.
The conversation also highlights the significant impact of leadership practices on organisational culture and success. Margie argues that most leadership issues stem from a disconnect between knowledge and implementation, often hindered by the human brain's resistance to change. By addressing these blind spots and implementing structured processes, Margie says organisations can achieve greater alignment, reduce workplace gossip, and foster a culture of trust and collaboration.
Listeners will gain a deeper understanding of the vital role leadership plays in the success of an organisation, the importance of addressing and overcoming common leadership challenges, and the benefits of creating a more aligned, communicative, and effective leadership team. Margie's insights provide valuable guidance for leaders looking to navigate the complexities of organisational dynamics and lead their teams to greater success.
Website: oleson-consulting.com/ (Company)
***
Grab 30 minutes with me for a debrief on your results from the Sales Strategy Audit. No charge.
https://mailchi.mp/laughs-last.com/satp
I believe buyers deserve beter. I sell within the seller code. Do you? https://thesellercode.org
Thursday Jan 25, 2024
Thursday Jan 25, 2024
Join us today as Patrick Boucousis shares his insights on "clean selling." For decades, Patrick dominated sales floors using both grit and smarts. Today, Pat and I are dedicated to reforming the sales profession through #TheSellerCode.
Patrick will explain how "clean selling" makes customers the top priority. It demands truly understanding buyers rather than rushing deals. Active listening and empathy replace hard sells and tricks. The focus shifts to helping buyers succeed - not just hitting targets.
You'll hear gripping tales from the field. One rookie thought sales meant persuasion until practicing clean techniques. Through helpful conversations, not pressure, he built trust and surprisingly landed a huge deal.
Marcus challenges Patrick on whether sales cycles still work for customer-first methods. Patrick argues intuition and emotional IQ now matter more in guiding relationships. Clean sellers set their own pace by building bonds, not boxing customers in.
Plus, get Patrick's insider advice on developing self-awareness. Most sellers lack insight but it's key to growth. Learn his tips for gaining perspective through feedback and thoughtful questions for buyers and oneself.
By show's end, you'll understand clean selling as both an ethical philosophy and sales strategy with heart. Patrick aims to upend traditional tactics that ignore customers' humanity. Tune in for an revealing chat!
Contact Pat via linkedin.com/in/value-selling-coach
Websites
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salesroad.com (SalesRoad B2B CRM)
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thesalesnatural.com (Sales Training)
Phone: +61414387825 (Mobile)
Email: pboucousis@traxor.com
Sign up to the Seller Code: https://thesellercode.org/
**
Are you ready to transform your sales practice? To align your career with your deeper purpose? To unlock your highest potential through principled selling?
Take my sales aptitude audit to learn something you don't know about yourself, discover how you can improve your performance forever within 30 days and WHY you are triggering your buyer's brain to resist:
https://mailchi.mp/laughs-last.com/satp
Wednesday Dec 27, 2023
Wednesday Dec 27, 2023
In this packed episode of TheInquisitor Podcast, Gabe Lullo, CEO of GabeLullo.com, spills the beans on the secrets to building and optimising a successful sales development function. With his wealth of experience in the industry, Gabe dives deep into the blind spots that hinder sales success and shares practical solutions to overcome them. As you listen, get ready to revolutionise your sales strategy with Gabe's expert insights.
- Hiring the Right Talent: Discover the blind spots when hiring sales development reps and why a more seasoned SDR is the key to success.
- The Power of Data: Uncover the blind spots in data management and learn how to leverage it effectively to drive results.
- Navigating Multiple Channels: Explore the challenges of managing different channels and tools in an SDR's role and how to simplify the process for maximum productivity.
- The Future of SDRs: Gain insight into the evolving role of SDRs and how to position them for success in an increasingly automated world.
- Frequently Unasked Questions: Learn the crucial questions to ask when building an SDR function, managing the team, and handling turnover, ensuring long-term success.
Prepare to shift your thinking as we challenge the boundaries of what you believe is possible. Get ready for a journey into the possible as Gabe shares his expertise, uncovering your blind spots, and providing practical solutions to transform your sales strategy.
What can you do to revolutionise your approach and unlock your peoples' true potential? Tune in now to find out.
Contact Gabe via https://linkedin.com/in/lullo
Website: https://Alleyoop.io (Personal)
Phone: +1 716-713-7117 (Mobile)
--
I’m going to work with a handful of private clients one-on-one in the new year.
Would you like to work with me? Take my selling strategy audit and then grab 30 minutes in my diary to learn something you don't yet know about yourself. No pressure.
If you want more, at the end of my "audition" with you, it'll be your turn to convince me why I should offer you one of handful of spots I'm making available for new clients. That seems the fairest way for us to assess if we're a good fit. What do you reckon?
Monday Dec 25, 2023
Monday Dec 25, 2023
Marcus sits down with customer success expert and high performance coach Irina Musteata to discuss how to sustain top performance in your career while still maintaining joy and balance in your life.
Irina knows firsthand the challenges of juggling a demanding job with the demands of running her own coaching business. In this conversation, she shares insights on:
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The blindspots that prevent people from realising joy is a key component of success, not just a "nice to have"
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Frequently unasked questions people should be asking themselves and their teams about how to work smarter, not just harder
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Metrics and decisions at the top that can unintentionally create problems downstream in customer success
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Storytelling to help prospects imagine how your solution can transform their future
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Subtle ways leaders can bring more fun and meaning to people's daily work
Tune in to hear their unconventional yet practical advice on achieving high performance without burning out or losing your passion along the way. This show is guaranteed to give you a fresh perspective on maximising your impact and enjoyment at work.
Contact Irina via linkedin.com/in/irina-musteata-710b3422
Website: irinamusteata.com (High Performance Coaching)
Email: contact@irinamusteata.com
**
I’m going to work with a handful of private clients one-on-one in the new year.
Would you like to work with me? Take my selling strategy audit and then grab 30 minutes in my diary to learn something you don't yet know about yourself. No pressure.
If you want more, at the end of "auditioning" me, it'll be your turn to convince me why you we are good fit for each other. I only have a handful of spots I'm making available for new clients. That seems a fair way for us to assess if we're a good fit. What do you reckon? Drop me a line when you're ready.
Saturday Dec 23, 2023
Saturday Dec 23, 2023
Thomas Goubau
Facing HR Hard Truths
Thomas learned the hard way about outsourcing HR strategy. As his startup scaled, a "spaghetti network" of disconnected tools emerged without strategic oversight. He shares how Q7's People Model Canvas fixes this by bringing objectivity to difficult conversations about people.
3 Blindspots Hidden in Plain Sight
Many leaders miss subtle but important distinctions. Thomas reveals how assuming all roles are the same leads to misaligned processes. Plus, why focusing only on performance instead of cultivating skills dooms companies to irrelevance.
Rituals: The Secret to Alignment
Consistency creates predictability, but many flounder without it. Thomas shows how quarterly offsites, weekly standups and 1:1 coaching sessions turn managers into the "glue that sticks organizations together."
Leaders Adrift Without Clarity
Ambiguity is confusing and leads to mismatched expectations, disappointment, failure to perform against unclear expectations lead to confusion, politics and underperformance.
Executives must define direction to empower decision-making where it belongs, with the person closest to the action. Thomas explains how clarity of vision allows people to execute - and adjust course later if needed.
Get Back to Basics
HR complexity distracts from fundamentals. Thomas stresses the importance of compensation fairness, engagement and developing skills before building culture. A few well-executed routines can transform an organisation.
Parting Wisdom: Keep it Simple...and Sharp
Thomas distills leadership lessons into a single maxim: Focus on clarity, competence and empowerment over bureaucracy. Don't overthink HR - with the right framework, growth handles itself.
Contact Thomas linkedin.com/in/thomasgoubau
Website: scale-up.q7leader.com/ (Personal)
Twitter:thomasgoubau
Email: thomas@q7leader.com
**
I’m going to work with a handful of private clients one-on-one in the new year.
Would you like to work with me? Take my selling strategy audit and then grab 30 minutes in my diary to learn something you don't yet know about yourself. No pressure.
If you want more, at the end of my "audition" with you, it'll be your turn to convince me why I should offer you one of handful of spots I'm making available for new clients. That seems the fairest way for us to assess if we're a good fit. What do you reckon?
Wednesday Dec 20, 2023
Wednesday Dec 20, 2023
Ryan Staley, Founder and CEO of Will Boss says, "I grew from zero to 30 million with a team of four and five and a half years with no marketing or sales."
Ryan
- Grew a company from zero to $30M in revenue with only 4 salespeople, no marketing or sales enablement teams
- Has trained over 800 CROs and VPs of sales on scaling strategies
- Passionate about integrating AI into sales processes to unlock new levels of performance
Key Insights:
- Ryan discusses how he analysed top deals at his previous company to discover a high-potential vertical, allowing him to focus resources for outsized results
- He shares a framework for using AI to gain deep "acumen" on prospects by having it think through the perspective of a seasoned executive
- Ryan explains how he was able to create an entire sales organisation framework in just 20 minutes by leveraging AI prompts
- He dives into a core framework for systematising referrals that dramatically increases conversion rates
Takeaways for leaders:
- Learn how to leverage AI for strategic advantages like target account selection and skills acquisition
- Understand how to gain deep insights into prospects' challenges and motivations to improve relevance
- Discover how AI can help automate execution of key processes like onboarding to leverage limited resources
- Gain ideas on systematising referrals by incorporating pathways, processes, peaks and playbooks
LinkedIn: https://www.linkedin.com/in/ryanstaley/
Podcast: The Scale Up Show
Email: ryan@willboss.com
Grab 9 Free Sales AI Resources Just for Saying Maybe: https://www.aiforrevenue.com/sale-ai-accelerator-home
--
I’m going to work with a handful of private clients one-on-one in the new year.
Would you like to work with me?
https://mailchi.mp/laughs-last.com/satp
Monday Dec 18, 2023
Monday Dec 18, 2023
My guest is Usman Sheikh, CEO of XIQ
- Founded XIQ to build an AI-powered sales platform focused on behavioral science
- Has experience in product management, strategy development and digital transformation
- Passionate about how AI can enhance sales processes and drive better outcomes
Key insights:
- Usman discusses how AI can be used to gain deep insights into prospects' motivations, challenges and emotional drivers
- He explains how AI has helped shorten the sales cycle by streamlining research and preparation
- Automating execution of processes like onboarding is discussed as a way to multiply impact
- Behavioral science and psychometrics are highlighted as important additions to AI systems
- The importance of focusing on opportunities rather than pain points with prospects is emphasized
Takeaways for leaders:
- Learn how AI combined with behavioural data creates more personalised engagements
- Understand how to qualify prospects faster and gain a strategic edge
- Discover ways AI can free up time by automating repetitive tasks
- Consider augmenting sales methodologies with AI to enhance performance
- Reframe sales conversations around possibilities rather than problems
LinkedIn: https://www.linkedin.com/in/usmanmsheikh/
Twitter: @usmansheikh_
Email: usman@xiq.ai
Website: www.xiq.ai
--
How can you start making your boldest ambitions a reality beginning today? Take my selling strategy audit and grab up to 30-minutes with me for free. No charge. No pressure.
https://mailchi.mp/laughs-last.com/satp
You'll learn something about yourself you don't know, how you are getting between your buyers and their decision to buy from you.
Wednesday Dec 13, 2023
Wednesday Dec 13, 2023
Every post I've come across by Vlad Blagojevic for the past couple of years since stumbled across his content has been on the money. He is a long overdue guest and you won't be sorry you listened a few times and took notes.
Vlad is the co-founder of FullFunnel, which helps B2B companies implement account-based marketing strategies. He has built a large, loyal and appreciative audience on LinkedIn sharing practical advice on topics like understanding buyers, content marketing, and challenging traditional sales assumptions.
Key discussion points:
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Rethinking traditional sales/marketing approaches
- Focusing on relationships over transactions
- Understanding buyers' journeys rather than chasing clicks
- Questioning pushy sales tactics and short-term thinking
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Prioritising high-fit accounts
- Narrowing focus yields better ROI than spreadsheets approach
- Case study: Client increased deal size 10x focusing on 11 accounts
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Standing out amid noise on LinkedIn
- Engage wider networks including influencers and colleagues
- Deliver expertise addressing buyers' struggles, not self-promotion
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Downstream impacts of poor lead generation
- High failure rates waste resources and burden sales teams
- Disconnects between departments undermine customer experience
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Unethical practices in sales/business
- Tactics damaging trust in decision-making need reevaluation
- Short-term thinking at expense of people has costs
Contact Vlad:
To learn more about Vlad's work helping companies implement customer-centric strategies, check out fullfunnel.io or connect with him on LinkedIn.
Website: fullfunnel.io
LinkedIn: linkedin.com/in/vladblagojevic
***
Want 30 minutes of my coaching free?
Take my audit and I'll coach you. No charge. No pressure.
https://mailchi.mp/laughs-last.com/satp
Just honest insights to improve in 30 days.
Want more? Ask about paid coaching because I won't sell it to you!
We'll go deep. We focus on what matters and let go of what doesn't.
Are you making sacrifices you don't want? Wrong reasons?
What do you want from your career? What matters most?
Is something missing? Let's discuss.
Take the audit now. Book a free consult. Start the journey today.
Wednesday Dec 13, 2023
Wednesday Dec 13, 2023
In this episode of TheInquisitor Podcast, sales expert Andrew Barry takes the stage to share his invaluable insights on navigating the ever-changing landscape of sales.
Prepare to be inspired as Andrew discusses the need for creativity, innovation, and emotional intelligence in the face of volatility. He sheds light on blind spots in sales, the power of storytelling, and the importance of building trust and human connection with customers. Get ready for a thought-provoking conversation that will revolutionize your approach to sales.
- Embracing Change: Andrew Barry highlights the challenges that traditional sales techniques face in today's volatile world and explains why creativity and innovation are the keys to success. Discover how to adapt and thrive in uncertain times.
- Overcoming Blind Spots: Dive into the often-overlooked blind spots in sales, including the lack of proper manager training and the reliance on logic-based problem-solving. Andrew offers practical solutions for addressing these blind spots and achieving sales excellence.
- The Power of Storytelling: Andrew Barry unveils the secrets of effective storytelling in sales and how it can enhance problem-solving skills. Explore the concept of "story thinking" and its role in adaptive intelligence, empowering you to connect with clients on a deeper level.
- From Sellers to Leaders: Learn about the crucial distinction between sellers, managers and leaders and why developing strong leadership skills is essential in today's economic environment. Andrew shares valuable insights on team dynamics and the power of harnessing self-belief.
- Trust and Connection: Discover the keys to building trust and establishing meaningful connections with customers. Andrew delves into the concept of primal intelligence and its impact on successful sales strategies, leaving you equipped to forge powerful relationships.
Tune in to TheInquisitor Podcast as Andrew Barry shares his game-changing strategies and expert advice. Prepare to challenge your beliefs, overcome blind spots, and harness the power of storytelling. By the end of this episode, you'll have a fresh perspective on the tools to build trust, connect deeply with clients, and thrive in the face of uncertainty. Listen now and unleash your inner bard!
Websites
- curiouslionlearning.com (Corporate Training Strategy)
- leadstreamonline.com (Lead Generation)
Phone: +1 347-915-4667 (Work)
Twitter: Bazzaruto
--
Get 30 minutes of my coaching free.
Take my audit and I'll coach you. No charge. No pressure.
https://mailchi.mp/laughs-last.com/satp
Just honest insights to improve in 30 days.
Want more? Ask about paid coaching. We'll go deep.
I'm selective. I push for what matters, not distractions.
Are you making sacrifices you don't want? Wrong reasons?
What do you want from your career? What matters most?
Is something missing? Let's discuss.
Take the audit now. Book a free consult. Start the journey today.