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Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success.
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Episodes
Sunday Feb 07, 2021
Sunday Feb 07, 2021
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
Thursday Feb 04, 2021
Thursday Feb 04, 2021
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)
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gary-mitchell.com (Company Website)
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hqi-connect.com (Company Website)
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 Feb 02, 2021
Tuesday Feb 02, 2021
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)
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thecrocollective.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 Jan 31, 2021
Sunday Jan 31, 2021
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
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)