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Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success.
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Episodes
Thursday Apr 01, 2021
Thursday Apr 01, 2021
Mark Schaefer is one of the brightest minds in modern marketing. He shares his research on why some people seem to be born with a silver spoon in their mouths and others with similar talent never get off the ground.
He uncovers how you can tap into the compounding effect of #cumulativeadvantage. Mark's latest book, "Cumulative Advantage" shows how an early advantage can be leveraged even if the stars weren't favourabiy aligned at your birth. He shares numerous examples of how you can exploit your gifts, ideas and skills to build momentum.
Watch out for my later interview with Michael F Schein, author of The Hype Handbook, that complements this interview very well.
Contact Mark on linkedin.com/in/markwschaefer
Websites-
businessesGROW.com (Company Website)
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businessesGROW.com/blog (Blog)
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youtu.be/gehWpd4AGyE (Speaking video)
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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
If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things.
- How do we reframe executive culture to enable sales to put the customer at the heart of everything we do?
- Do we need to rethink what great looks like in sales?
- How do we stop salespeople doing drive by shootings and inflicting bad selling on customers?
- Should compensation reflect customer success instead of transactional targets being met?
- How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?
Tuesday Mar 30, 2021
Tuesday Mar 30, 2021
"The secret to sales is to think like a buyer", says Mark Schenkius
Professional #procurement is only 20 years old as a discipline. Unlike sales, many #professionalbuyers are trained in the most modern tactics and strategies, and many have been trained in the sales training programmes sellers go on. The advantage lies with buyers in most cases because too few salespeople have evolved to keep up with #purchasing practices.
Too many salespeople continue to use what might have worked in the past, and savvy buyers know every move, every technique and every tactic. And they have the other major advantage in that they are probably having 5-12 buying conversations per day. Let's be honest, salespeople are lukcy to be having 2 a week let alone 2 a day
#MarkSchenkius, author of "The Other Side Of Sales" spent the past 17 years in #professionalprocurement. In this episode Mark shares the reality behind what goes into putting out and running an RFP (request for proposal) / bid process. In shining the spotlight on the people and processes, he lifts the curtain for salespeople who have to sell to and through procurement.
Mark explains the dynamics between seller and buyer where one side wants to be strategic or tactical. He also explains the power dynamics when a buying organisation is managing financial impact vs supplier risk.
This is a MUST LISTEN episode brimming with practical operational tips you can implement immediately, and will probably help you understand live opportunities you are working on today.
Contact Mark via LinkedIn at linkedin.com/in/markschenkius
Website: roi-10.com (Company Website)Email: info@roi-10.com--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
If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things.
- How do we reframe executive culture to enable sales to put the customer at the heart of everything we do?
- Do we need to rethink what great looks like in sales?
- How do we stop salespeople doing drive by shootings and inflicting bad selling on customers?
- Should compensation reflect customer success instead of transactional targets being met?
- How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?
Sunday Mar 28, 2021
Sunday Mar 28, 2021
Nick "Statler" Ayton & Marcus "Waldorf" Cauchi the grumpy old Muppets of sales, are two of the grizzliest old sales lags you will ever meet, do their best to hold up the ugly mirror for you.
We explore why women often outperform men in sales, #ThinkFeelKnow, planning, compensation, the operating model to do your research appropriately, the power of saying no and prioritising. We bemoan the lack of business acumen or awareness of the moving parts in customers' businesses, the lack of Board member or senior executive engagement with customers. We dig into the madness of growth at any price, the true purpose of the cosmetic fiction of the annual report.
Are you using a #LeanBusinessCanvas for planning your go to market and focusing your message? How do you scale fastest and furthest? The paradox is you need to relinquish control, split the pie, and tighten your focus from your total addressable market to a handful of opportunities. We dig deep into CEO, CFO and COO mindsets, the problems with tactical procurement and lack of strategic and emotional awareness on the part of salespeople.
We do a deep dive into recruitment and predictive hiring decisions. You will learn why selling needs you to play the person not the problem they bring you.
Contact Nick on linkedin.com/in/nickayton
Websites-
nickayton.com (Personal Website)
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21milliontv.com (Company Website)
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nickayton.brandyourself.com (Personal Website)
--
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
If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things.
- How do we reframe executive culture to enable sales to put the customer at the heart of everything we do?
- Do we need to rethink what great looks like in sales?
- How do we stop salespeople doing drive by shootings and inflicting bad selling on customers?
- Should compensation reflect customer success instead of transactional targets being met?
- How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?
Friday Mar 26, 2021
Friday Mar 26, 2021
Erica Kuhl is a legend in the world of community building. She pioneered #community at #Salesforce despite being told innumerable times that it wouldn't work. Her perseverance paid off. She created something that smashed all expectations, and help push Salesforce forward faster than almost any other marketing initiative in history.
We explore the good, the bad and the downright ugly in community. Erica shares dozens of insights and pearls of wisdom about timings, technology, people and roles, the ups, the downs, the blindspots and the surprises you might encounter.
This is a masterclass from the mistress of community building. You are well advised to come with a pen and a notepad, an open mind and time to listen a couple of times to make sure you leave with a framework you can implement.
Contact Erica on linkedin.com/in/ericakuhl
Websites
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ericakuhl.com (Company Website)
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medium.com/@erica.kuhl (Blog)
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youtu.be/zacvZ8MWszY (Erica Kuhl Consulting)
--
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
If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things.
- How do we reframe executive culture to enable sales to put the customer at the heart of everything we do?
- Do we need to rethink what great looks like in sales?
- How do we stop salespeople doing drive by shootings and inflicting bad selling on customers?
- Should compensation reflect customer success instead of transactional targets being met?
- How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?
Thursday Mar 25, 2021
Thursday Mar 25, 2021
Andy Shaw is a CEO. He spills the beans in what he loves, hates when salespeople try to sell to him. He explains what his role entails, his priorities, his pressures, the fires he's got to put out, the demands on his time. We explore what he is looking for when being sold to and what causes him to buy and what guarantees you get shunted or never get a second meeting.
If you sell to senior executives this series of interviews is vital listening. No fluff, no frills and no punches pulled.
You can contact Andy via https://www.linkedin.com/in/andrewdshaw/
Websites:
Personal Website
https://www.facebook.com/AndrewShaw.Blog
https://www.instagram.com/andrewshaw.blog/
Twitter: @andrewshaw_blog
Company Website
https://www.facebook.com/1Parallel
https://www.instagram.com/1parallelnorth
Twitter: @1parallelnorth
Email: marketing@1parallel.com
--
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 Mar 23, 2021
Tuesday Mar 23, 2021
Karen Mangia and Jill Robbins discuss how sales and selling need to adapt to to keep up with the shifting context in which customer and professional buyers have taken the buying journey.
This is a masterclass in understanding the customer. Karen is one of the world's leading experts in the #VoiceOfTheCustomer and Jill is one of the world's leading minds around seller-procurement partnering. They share priceless insights into understanding buyers, seeing the world through their eyes, thinking as the customer does to make yourself consistently timely, relevant and valuable, and thereby differentiate yourself and your company in every interaction or touch.
Contact Karen on LinkedIn at linkedin.com/in/karenmangia
Websites
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salesforce.com/ (Company Website)
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successwithless.net/ (Success With Less Book)
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twitter.com/karenmangia (Personal Website)
Contact Jill at linkedin.com/in/jillerobbins
Websites
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businessfierce.com (Company Website)
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matchbookinc.com (Company Website)
--
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
Sunday Mar 21, 2021
Sunday Mar 21, 2021
Sales: A Force For Good is a a global community set up to:
1. Make sales the powerhouse of the economy and lead the global recovery.
2. Identify & drive success for customers, partners and sellers.
3. Reward ALL who contribute to that success
4. Raise standards of behaviour, ethics and skill in our profession
5. Build future leaders. Give them the tools & skills to make sales a force for good
6. Make sales an aspirational career choice for future generations
If you want to be a part of the change and have your voice heard, please email marcusATlaughs-lastDOTcom with "SAFFG" in the subject line or DM me on LinkedIn
Thursday Mar 18, 2021
Thursday Mar 18, 2021
Sean Coyle CEO of Peak Performance Management in Pittsburgh. We discuss accountability, and the transition from getting the result to not letting your team mates down as you mature. We explore tough love in accountability and need for a mutual agreement around what you are trying to accomplish. These accountability forums give you access to best practices.
Sean makes the point that you need to leave you ego at the door and take constructive criticism or praise gratefully, pay attention to the message. Filter out how the message is being delivered.
We explore vulnerability which is an act of courage. Sean's advice - make sure you are the weakest person in the accountability group, open up and admit what you are struggling with. Share the burden, stop your whining and get over it. Learn to ask for help. Ask a question and you are fool for 5 minutes; don't and you are fool for life.
Sean makes the point that the inability to ask for help is an absence of intellectual humility. Learning not to compare yourself with others is vital. These are some of the most obvious defining characteristics of people who perform below their potential.
Sean offers some gems to self-diagnose your own mental blocks in the form of questions you need to ask yourself and the power of self-reflection. Then we get down and dirty on practical ways to enhance your sales performance. Not to be missed!
Contact Sean via LinkedIn: linkedin.com/in/sandlersmcpitt
Email: sean.coyle@sandler.comTwitter: GO_4_NO--
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 Mar 16, 2021
Tuesday Mar 16, 2021
Joseph Skursky helps companies predict who will succeed and will not BEFORE you hire them in sales, sales management and leadership roles. We discuss the critical importance of hiring and why hiring well is so challenging.
I've experienced Joseph's work first hand which is why I wanted him on the show. His profiling of candidates is uncannily insightful and his nuanced interpretation of those results is pinpoint accurate. Listen as we explore what makes for great #SalesDNA.
Website: marketleadersolutions.com Phone: +1 412.626.7442 (Work)Twitter: josephskursky--
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 Mar 11, 2021
Thursday Mar 11, 2021
Jill Robbins was at the top of the procurement function in corporate America for the past 25 years. Now she teaches salespeople how to sell to procurement and be effective.
In this episode Jill lifts the lid on the different roles and functions in procurement, how they are compensated and measured, and the differences between a truly strategic procurement function and a tactical reactive purchasing operation.
This is a MUST LISTEN episode if you are ever in bids, tenders, pitches or find yourself shunted to procurement after you have "won the deal".
Contact Jill via LinkedIn at linkedin.com/in/jillerobbins
Websites-
dollyandjett.com (Personal Website)
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businessfierce.com (Company Website)
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matchbookinc.com (Company Website)
--
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