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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
Friday Mar 15, 2024
Friday Mar 15, 2024
Are your buyers tired of the same old sales tactics that leave them feeling manipulated and disengaged?
Join Marcus Cauchi and John Bissett as they expose the toxic underbelly of conventional selling wisdom.
In this no-holds-barred discussion, these two grizzled sales veterans don't hold back. John rips into the self-serving nature of common qualification frameworks, arguing they provide zero value to the buyer. "We're taught techniques that are all about controlling the process, not facilitating the sale," he laments.
Marcus chimes in with a blistering critique of the metrics that plague modern sales teams. "Leaders push for revenue without considering long-term customer relationships. This cascades down, perpetuating bad seller behaviours."
If you're sick of being held hostage by arbitrary targets that encourage actions that make you a threat to your buyer's unconscious mind, prepare to have your eyes opened.
These battle-hardened sellers aren't just playing backseat drivers. They offer a compelling alternative vision where buyers and sellers are partners, equal business stature, different roles, and both can say no, they are sovereign.
Appealing to your buyer's true motivation to change requires you listen deeply, apply empathy and acumen to ask questions that uncover the truth and what is possible - you guide them through change, not force them into it.
Tired of the same old sales dogma? Ready to evolve beyond conventional wisdom and connect with buyers on a human level? Then strap in, because Marcus and John are about to take you on a journey that just might transform the way you sell.
Contact John via linkedin.com/in/🐒-john-bissett-395b026
Website: slingshotedge.com (Company)
**
Are you at a crossroads in your life and career, seeking a certain path that aligns with your values and allows you to make a meaningful impact?
How you sell and succeed matters. If you're ready to embrace a sales philosophy rooted in integrity, empathy, and service to others, we invite you to join our movement. Be the change. Lead by example.
Visit thesellercode.org. If our values resonate with who you are at your core and how you want to be successful on your own terms you have an ally in me.
My gift is a 30 minutes coaching session for free. Take my selling aptitude test and I will share what your scores mean to your customers, to your pipeline and identify what you can do immediately to improve results within 90 days:
https://mailchi.mp/laughs-last.com/satp
Thursday Feb 29, 2024
Thursday Feb 29, 2024
The only constant is change and yet, you appear stuck doing what used to work, and doing more of it in the hope that will change the outcome!
Do you feel constantly exhausted but fear you're failing if you're not grinding non-stop?
My guest, James Cuss was burning the candle at both ends for empty praise and status, yet inside felt more drained and unfulfilled each day.
In this raw, uncensored conversation you'll hear the gut-wrenching moment he realised chasing more of what was making him unhappy was madness. Hard-won insights strip away illusions to expose the hollow lie threatening everything that mattered most.
Discover:
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How chasing external rewards and status, comparing to impossible expectations crushed his spirit, health and was hurting his most important relationships.
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He picked family and self-care over proving worth and dodging imposter syndrome.
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Which dialy practices kept his essence from being squeezed out by the pursuit of possessions and approval.
In a no-holds-barred glimpse into reclaiming success on their own terms, learn to separate the phantoms of "success" from what nourishes your humanity. Dare to stop numbing out gripping fears through constant busyness and acquisition.
Challenge cultural assumptions sacrificing your well-being to exhaustion and powering through burnout as the path to significance. Liberate yourself from empty noise dragging you under and discover prosperity, purpose and peace within.
This raw, cathartic journey challenges everything you think you know about finding happiness. Are you ready to hit reset and live fully present, on your own intuitive path? Let's hit play and start living for our highest selves instead of lowest compulsions.
Contatc James via linkedin.com/in/james-cuss-e-commerce-entrepreneur-subscription-marketplace-retail-consumer-finance
Websites
- flexy.shop (Company)
- rocketindustries.co.uk (Company)
- rocketpod.uk (Company)
Phone: +4407540287573 (Work)
Email: james@rocketindustries.co.uk
--
Free Yourself From Sales Dogma and Start Thriving on Your Terms!
Are you a top performer who knows there's a better way than hustle culture, but can't quite breakthrough on your own?
Marcus demolishes tired mental scripts and old thinking that are holding you back to liberate you to succeed according to your highest self.
As a world-renowned sales coach, Marcus has navigated 7 previous recessions to understand how to help his client continually outperform regardless of conditions. Through thoughtful questioning, we will strip away hustle for an aligned mindset serving customers instead of metrics, serving your values instead of your fears.
Marcus' coaching zeroes in beyond superficial fixes to uproot internal demons stealing your fire. By cultivating foundational human skills rather than weaponised techniques and manipulation, you will find your rhythm enlisting prospects as allies instead of resisting targets.
Let one session with Marcus unlock natural talents through guidance freely reflecting your essence, not dogma.
And it's free. Take my selling audit and I will debrief you for free for 30-minutes. I won't pitch you coaching. You can buy it but I won't push it unless you ask.
Take the first step to prosperity with soul by clicking
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.