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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
Thursday Jan 28, 2021
Thursday Jan 28, 2021
Gerry Hill leads a team of battle hardened sales veterans who help your highly paid, valuable salespeople have 5-6 effective calls with named target prospects an hour.
His company makes about 40,000,000 cold calls per year for their clients. They've done the analysis and these are the stats on cold calling:
- On average, reps making manual dials achieve a dial rate of 15 dials per hour
- With 1 effective for every 33 dials unless ... you're calling senior IT Execs
- But only 1:46 dials to effectives for senior IT execs
- 41% of those have 2 or more layers to navigate. Each layer takes 2 minutes and 45 seconds to navigate on average
- This means your highly paid reps could take as long as 3 hours between effective calls
Gerry and I discuss why cold calling is still relevant and powerful. We explore ways to make your salespeople more effective. And we ask the question, why is it that the MOST important sales activity is placed in the hands of the most junior people in your sales operation?
Gerry can be contacted via linkedin.com/in/beaccurate
Websites
Tuesday Jan 26, 2021
Tuesday Jan 26, 2021
Understanding their partners' businesses is the foundation of #Westcoast's success. Since Alex Tatham took the helm as CEO 6 years ago he's led the business through 1000% growth. He is regularly found in conversation with customers and partners. In 2020, Alex led Westcoast through an £800m explosion in sales taking then to £3bn turnover.
We discuss why the channel is leading the way in supporting customers achieve their outcomes. We dig deep into what makes for success in sales, management, leadership and partnership. We discuss how the channel has helped customers take on the challenges of Brexit and fill the chasm that was left when China's supply dried up and adapt to Covid.
This is a masterclass in strategic sales leadership, customer centric selling and how to build a market leading sales culture.
Bring a pen and pad to this episode. Packed with practical advice, real world lessons and some entertaining stories along the way. Grab a coffee, a slice of cake and enjoy.
Alex can be contacted via LinkedIn at linkedin.com/in/alex-ch-tatham
Website: westcoast.co.uk And if you are looking for a job with a fantastic company email: alex.tatham@westcoast.co.uk--.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 Jan 24, 2021
Sunday Jan 24, 2021
Many #salesenablement practitioners have lost a lot of credibility in recent years. Now is the time to rethink the role and purpose of sales enablement.
Leadership and Tier 1 sales managers need to shift their attitude towards sales enablement, coaching and rehearsal/simulations. Working harder whilst remaining dumb and doing the wrong things when on a call with a prospect simply isn't effective.
#AvnerBaruch discusses the importance of immersing sales enablement in some critical areas to deliver a series of multipliers:
- Skills
- Simulations
- Strategy
We explore what needs to happen in the #preonboarding, #onboarding, training and development phases. Avner gives examples of #salesbestpractices from the best sales teams in the world. In simulations and role plays, the salesperson MUST get to play both seller and buyer.
Avner shares 6 ways sales enablement needs to change.
You can contact Avner via linkedin.com/in/avner-baruch
Thursday Jan 21, 2021
Thursday Jan 21, 2021
Leigh Ashton went from successful salesperson to befuddled and confused sales leader. After her early success, Leigh was promoted to sales manager where she discovered selling and managing salespeople require a massively different skillset.
Leigh has spent her career researching and applying sound psychological principles in her development of sales people and teams, as a manager, a trainer and as a coach. She understands the power of mindset, values and motivation over tactics and technique.
Technique without these principles has the finesse of a heavy stick. Understanding yourself, your buyer, their desired outcomes, their culture, environment, political landscape, how they are measured, scrutinised, promoted, rewarded, coupled with giving them a damned good listening to, is equipping your salespeople with a razor sharp sword that can cut a hair along its length.
Few salespeople attain that level of mastery of human understanding, so their tactics are used to bludgeon buyers into buying whether it's right for them or not ... just so long as the salesperson makes the sale and adds towards their quota.
Don't get us started on the poison of VC backed companies and the toxic infliction they bring to a sales floor!
Contact Leigh on linkedin.com/in/leighashton1
Websites-
sales-consultancy.com (Company Website)
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sasudi.com (Company Website)
Tuesday Jan 19, 2021
Tuesday Jan 19, 2021
Dan Oblinger is a hostage negotiator by night and commercial negotiation coach by day. His partner Allan Tsang has been helping companies and individuals negotiate complex deals, secure promotions or get discretionary effort from colleagues for the past 25 years. Both have been mentored by the legend Gary Noesner who headed up the FBI's hostage negotiation unit. Allan was trained by the legendary #JimCamp. Their pedigree is impeccable and what they have to say will open your eyes to how often you are in a negotiation and probably not aware and worse, not prepared.
We cover the power of listening, empathy, preparation, mission and purpose. Listen intentionally, take notes, apply what you learn.
Allan and Dan run the #NegotiationTribe which is a free LinkedIn community, they run courses to help with commercial negotiations, negotiating your career, and together they offer negotiation coaching on a group and 1-on-1 basis.
Contact Allan via linkedin.com/in/allantsang
Website: 88owls.com (Company Website)Twitter: 88owls
Contact Dan via linkedin.com/in/dan-oblinger-speaks
Website: masterlistener.com (Company Website)Twitter`; DanOSpeaks--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 Jan 14, 2021
Thursday Jan 14, 2021
#StephenDenny is at the forefront of the new frontiers of marketing. He rips up the old ways of doing things in favour of adapting to how B2B buyers now expect to be treated and are behaving based on leading edge research on how customers actually behave in the real world.
He spends his life at the intersection between culture & technology:
- The future of the brand/consumer relationship
- The future of the digital footprint
- The future of work
Crowded digital markets mean buyers are filtering through the noise. Few brands really manage to differentiate and fewer still have humanised their relationships with customers.
We discuss his new book, #UnfilteredMarketing, co-authored with his business partner, #PaulLeinberger that uncovers the data and the insight to help drive bottom-line results.
Contact Stephen via inkedin.com/in/stephendenny
Websites-
stephendenny.com (Personal Website)
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dennyleinbergerstrategy.com (Company Website)
Monday Jan 11, 2021
Monday Jan 11, 2021
Matthew Dashper-Hughes has rapidly built his personal brand and his business through effective social selling on LinkedIn. Both he and I have learned through trial and error, getting help and relentless experimentation , what works and what doesn't. We've had spectacular failures and huge successes on the platform.
We discuss the power of a well-crafted profile and the negative impact of a badly prepared one. We discuss outreach and prospecting, content, groups, personal messages, video and voice messages, introductions and much more.
Matthew is a rising star on LinkedIn and in the Sandler network. A master relationship builder with a wealth of commercial experience, having worked at enterprise C-level in his previous incarnations.
Contact Matthew via linkedin.com/in/matthewdashper-hughes
Website: m6.sandler.com/content_section/show/32443 Email: MDH@sandler.comTwitter: sandler_MDH--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 Jan 07, 2021
Thursday Jan 07, 2021
My guest, Martin Lucas is rocking the boat a lot in this episode. He believes that marketing today is a house of cards which is long overdue a shake up. Better still he is doing something about it.
His company, #GapInTheMatrix routinely saves client up to 26% on their advertising spend without any loss in performance. In fact, open rates on email campaigns average 150% higher than industry average and as high as 986% higher. Revenues for even $billion companies are up by 3-21%.
Precision marketing is possible when you understand why customers buy. Few marketers really understand this. Same goes for salespeople. We are creatures who behave irrationally when others observe our behaviour, but to us, our decisions are perfectly reasonable and rational. Martin and his team have unlocked this arcane knowledge using data, psychology, mathematics, economics and behavioural science.
We discuss the gaps in #BigData #EDP #CRM #Advertising #programmaticadvertising #creative #communication the #attributionmodel, the #sentimentgap and the #statisticalgap. We explore why sales and marketing thinking is so often flawed and incomplete.
If you are a traditional marketer this episode will hit you in one of two ways - either you'll see it as a denigration of all you believe and do today, or you'll have an epiphany and see things clearly for the first time in your career.
Contact Martin via linkedin.com/in/behavioral-sciences
Phone 07743482437 (Home)Email martin@gapinthematrix.com--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 Jan 05, 2021
Tuesday Jan 05, 2021
Website: raw-selection.com (Company Website)Email: Alex.Rawlings@Raw-Selection.comTwitter: ARawlingsRec
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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
Friday Jan 01, 2021
Friday Jan 01, 2021
James Sale, founder of #MotivationalMaps discusses what motivation is and what it isn't. We explore the power of understanding your own and other people's motivation as a management tool, for leadership and to drive personal achievement.
Too many managers misunderstand how motivation works. This is a powerful deep dive into the reality of motivation. If you want to get the best from your people consider using Motivational Maps with your team
If you want to learn more about Motivational Maps drop me a line at marcus@laughs-last.com
Contact James via LinkedIn at linkedin.com/in/jamesmotivationsale
Websites-
motivationalmaps.com (Motivational Maps)
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jamessale.co.uk (James Sale)
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profile.typepad.com/1215095820s15205 (Motivational Memos)