TheInquisitor Podcast with Marcus Cauchi

Filling Up Your Brand Bucket

"Never assume you are in relationship with someone", says Barnaby Wynter, author of #TheBrandBucket. "The power base has shifted to the buyer", he continues since the advent of the internet and the smart phone. 88% of buying journeys start online in consumer sales, but that is being mirrored in B2B. 

The Brand Bucket process:

1. Raise awareness
2. Image match
3. Define your value to them
4. Give them a test drive and make the experience amazing
5. Elicit a response
6. Earn loyalty

The vast majority of the value in your business is intrinsically tied to looking after your paying prospects (Barnaby says talking about them as customers makes companies complacent, and I agree)

Contact Barnaby via LinkedIn - linkedin.com/in/barnabywynter

Websites

• thebrandbucketcompany.com  (Company Website)
• barnabywynter.com  (Personal Website)

Phone: +44 (0)7771 750 358 (Work)Email: barnaby@thebrandbucketcompany.comTwitter: thebrandbucket

 

 

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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

Are You Winning The Game of Complex, High Value Enterprise Sales?

David Perry has sold #enterprisesolutions for major corporations including Adobe, Amazon, Google and IBM. He is the author of #GameOfSales. We discuss the truths and myths about winning complex deals with major #enterprisecustomers. 

A seasoned sales veteran, Dave has picked up a lot of scar tissue, earned a few stripes and has condensed 20 years experience into his book. Well worth a read and very practical.

We dig around the enterprise selling world, navigating the internal battles which are often harder than those you find in clients and prospects businesses. We explore how to foster discretionary effort, navigate politics and get senior management to play their part to grease the wheels.

Dave can be contacted on linkedin.com/in/david-perry-178969

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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

 

 

How Is Ignoring Mental Health In Sales Killing Your Top And Bottom Line?

Workplace stress is the 5th highest cause of death globally. Mental health is a hot topic in the world of sales and selling, but many are blithely ignoring it, brushing it under the carpet or paying lip service to it. Chris Hatfield, CEO of Sales Pyche, believes it is too important to ignore. I agree.

We discuss the causes, effects and solutions to mental health problems in our great profession of sales. We explore it at producer and manager levels and discuss the challenges it creates in businesses.

If you are concerned about your own or the mental health of your people, Chris can be contacted via linkedin.com/in/chrishatfieldsalespsyche

Phone: 07807199696 (Mobile)Email: chris.hatfield@salespsyche.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 herehttps://linkre.ee/marcuscauchi

Those Who Tell Great Stories, Outsell Their Competition

Alex Moscow helps you tell captivating stories that make your customer the hero. He takes your genius as a business, and brings it to life through the experience and outcomes you deliver to your clients.

We explore why stories are so powerful, what makes them work and what makes so much corporate communication fall flat. Packed with usable insights, this episode will open your eyes to the power and possibilities of great business storytelling.

Alex can be contacted via linkedin.com/in/alexmoscow

Website: 9mmpr.com  (9MM Public Relations Ltd)Phone: 07967 604 652 (Mobile)Email: alex@9mmpr.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

The Cold, Hard, Beautiful Truth About Strategy

Gary Mitchell transforms companies, government departments and complex organisations. In 25 years he's never had one of his complex change projects fail. Not one. Zero. Nul. Nada. 

Why?

Because he starts with the story. He makes sure the right people are leading each element of the progamme. By following principles learned in the crucible of complex transformations, he eliminates the risk of technology deployments, preparing business for the future. 

We discuss what strategy is and what it isn't. We explore why it's so important to focus on the 5 top things that will get the organisation 80% of where they want to get to quickly, building plausibility within the enterprise so everyone gets behind the outcomes or leaves. It isn't exactly pretty but it is effective, and leaves them with the internal capability to handle future challenges.

If you ever thought strategy was dull, buckle up. I think I met my match in this episode. We had so much fun picking apart each element, digging into the grimy parts. You are guaranteed to learn bucket loads from this discussion.

If you have a tough challenge and you don't know where to start, contact Gary. He is a breath of fresh air. No fluff. No artifice. Shoots straight fromt he hip and gets the job done.

You can get hold of him a linkedin.com/in/garymitchellgmc

Websites

• gary-mitchell.com/blog  (Blog)
• gary-mitchell.com  (Company Website)
• hqi-connect.com  (Company Website)

Phone +44 7939 587 532 (Mobile)Email gary@gary-mitchell.comTwitter Gary_Mitch--,

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

 

 

Why The Chief Revenue Officer Is Possibly Your Most Important Hire

Warren Zenna is founder of the #CROCollective. He trains, develops and helps hire #ChiefRevenueOfficers #CROs. A good CRO can make your business. The wrong one can kill it.

Hire in haste, repent at leisure! CROs should be a founder or CEOs closest ally. They bring your vision to life, building and aligning your marketing, sales and customer success operations to deliver your customers' outcomes. It's a tough role, and is so much more than a VP of Sales.

If you are a new CRO or aspire to become one, this is a must listen. If you are planning to hire one or they're not delivering what you expected, also listen and bring a pen and notepad to the party.

Contact Warren about #TheCROCollective or to have a chat about he can help you advance your career or performance as a a #CRO via linkedin.com/in/warrenz

Websites

• zennaconsulting.com  (Company Website)
• thecrocollective.com  (Company Website)

Twitter: warrenzenna--.

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

How You Can Communicate Complex Ideas Simply Through Mental Models

Simon Bowen is one of top 3 freshest thinkers in modern selling today. His simple mental models enable you to communicate the most complex ideas in minutes to an audience who can then take your message and sell them internally on your behalf.

I'm one of Simon's students and cannot begin to tell you how positive the impact working with him is having on my own selling. If you can draw lines, circles, triangles and squares you have all the drawing ability you need to start on this powerful approach to communicating memorably and effectively.

Don't be fooled by the simplicity. To distil your message in such a way that you can explain your genius in a few minutes takes a huge amount of deep thinking, refinement and effort, but the outcome is worth the sweat and tears.

Imagine being able to take a new salesperson and have them able to communicate your message effectively in days. Picture eliminating weeks of product knowledge training and having your salespeople able to engage C-suite executives in meaningful conversations days after starting a new job on your team.

Simon helps you cut through the noise and technique, the manipulation and trying to convince people what makes you different. And best of all, everyone you shows these models to is able to replicate their essence and communicate what you want them to internally.

Sheer bloody genius!

Contact Simon at linkedin.com/in/simonbowen1

Website: modelsmethod.com  (Consulting & Mentoring)Phone: +61 1300 785 464 (Work)Email: simon@modelsmethod.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

 

 

The Cold, Hard Truth About Cold Calling with Gerry Hill

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

• connectandsell.com  
• workfromhomesales.com/  

Twitter: energygerry--.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

Putting Your Partners At The Heart Of Your Distribution Business - Alex Tathum

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

 

 

Raising The Value Of Sales Enablement Through The Power of Simulations with Avner Baruch

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

Project Moneyball: https://www.projectmoneyball.com/

 

 

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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