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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
Wednesday Dec 16, 2020
Wednesday Dec 16, 2020
Karen Mangia and Mathew Sweezey from Salesforce share their latest research which explains why many current beliefs that are driving decisions within vendor organisations are fundamentally flawed and encourage unintended consequences.
This research will hopefully put a nail in the coffin of the utterly irrelevant and meaningless #NPS #NetPromoterScore. For goodness sake, why do marketing people still waste their time and company resources stressing about something so completely preposterous?
We explore the shift from broad based, dated personas to narrow, deep narratives that influence buying decisions and redefine value. Experience Executives are creating new frameworks for executive thought leadership, customer feedback, customer engagement, customer advocacy and customer success in service of extracting more revenue from existing customers. Insights must move at the speed of relevance.
If you want a copy of the research outputs email marcus@laughs-last.com with "Experience The Shift" (sorry to the Irish for any offence!) in the subject line.
Contact Karen: https://www.linkedin.com/in/karenmangia/
Contact Matt: https://www.linkedin.com/in/mathewsweezey/
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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
Monday Dec 14, 2020
Monday Dec 14, 2020
"Do not save what is left after spending; instead spend what is left after saving", said Warren Buffett. Ted Landgraf is co-founder of procurement and cost reduction giant, #ATS #AboveTheStandard who save their client $10's of billions every year.
We discuss why prudent buying is as essential as effective selling and great systems. Ted shares his insights of nearly 4 decades of working with thousands of clients to generate savings to reinvest in their business. We explore why it is essential for sellers to partner with procurement to deliver the executive vision and remain relevant.
Contact Ted via https://www.linkedin.com/company/above-the-standard-procurement-group/about/
Website: https://www.abovethestandard.net/
LinkedIn: https://www.linkedin.com/company/above-the-standard-procurement-group/about/
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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
Monday Dec 14, 2020
Monday Dec 14, 2020
"The best companies are ones where we have an SDR-AE partnership", says Simon Gerstler.
We discuss (and argue a lot) about what makes for a great hiring process to build a rockstar #SalesDevelopmentRepresentative #SDR team. We explore who to hire and why, what to look for to identify an A-player.
We discuss training and coaching, when to demo or not to demo the product, how to qualify, how not to sell. Discussing compensation that drives desirable behaviours we uncover what bad #CompensationPlans do to drive undesirable outcomes.
When we recruit an SDR we should be looking at their potential to grow into an #AccountExecutive or #SalesManagement #CareerPath. And we explore why it makes sense to hire people with no sales experience looking to flip into a sales role, and why it's a good risk despite the resistance you might receive from your own leadership team.
Contact Simon via LinkedIn at linkedin.com/in/simon-gerstler-0236b57
Website: pipeglobal.co
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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
Sunday Dec 13, 2020
Sunday Dec 13, 2020
Why aren't you able to achieve accurate sales forecasts? Is that preventing you from setting accurate budgets?
Are you bothered because you feel your sales teams and/or salespeople should be prospecting more, selling more, and selling more profitably?
Do you feel that you could have a better recruiting process that consistently brings you top sales performers?
Do you want your organisation to sell larger clients with higher revenues - and today it's not selling enough?
Do you feel that you could have a better recruiting process that consistently brings you top sales performers?
Doug C Brown and I discuss your blindspots, hidden untapped revenues and profits in your business
Hold on to your hats folks. You are in for a whipping ...
Contact Doug via LinkedIn: linkedin.com/in/dougbrown123
Website: businesssuccessfactors.com Twitter: thedougbrown123
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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
Saturday Dec 12, 2020
Saturday Dec 12, 2020
"There's always the opportunity for you to be able to speak truth and speak better when you listen better. I think that there are because people just group listening as one [or] there's listening to learn or what we call information on this thing where you kind of just gathering all that information. There is critical listening, where you're listening to evaluate and analyse stuff to help you towards your actual thinking [and] empathetic thinking or therapeutical empathetic listening that people need to have. You could add to that active listening and all different forms. Those three for me are really important that first one I listened to learn. We can just hear where people are coming from"
"I love to be able to let people loose. Even if, you've got a bit of a solution, let people loose and let them just work, just totally go and brainstorm and start thinking of different ways of approaching this. How do organisations have these really tough conversations? ... Let's be brave about that leadership ... I would always ask questions. I would always challenge people ... I always tried to give people the benefit of the doubt until they prove me wrong ... For me, it was about how do we use humour ... you're up against this wall of constant ignorance and wilful ignorance, I would give people the benefit of the doubt."
Provocateur, leadership coach, board advisor, David McQueen and I discuss leadership, the good, the bad and the ugly. True leadership is not about you. It's about your role in helping other get to the same destination. They create more leaders. Bad leaders make it all about them. Great leaders are trusted, have clarity of vision, are vulnerable, invite criticism, are resilient.
We discuss inclusivity, diversity and culture. Potent leaders create a space for other to feel safe to express themselves, to feel that they belong and have a place that is valued.
We explore Dave's experience of being black and British growing up in North London in the 1970s. He says his love of books and his wicked sense of humour helped him navigate wilful ignorance and racism. Dave challenges compliance based diversity which has come about in response to Race Equality legislation and makes the point that we operate in a global market, and suggests that you fail to hire people like your global customers, at your peril. Hire people like your customers in all the diverse markets you sell into.
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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 Dec 11, 2020
Friday Dec 11, 2020
String Nguyen builds communities. Communities are one of the most powerful marketing resource available but most companies balls them up or have no idea how to build them. For traditional marketers and fossilised old businesses they are scary because they are not controllable, they're terrifyingly democratic and if not taken care of, can turn on you in a blink.
String has built communities for some of the biggest names on LinkedIn and Facebook and is a formidable force of nature. She has wonderfully heretical ideas that will make many marketers toes curl. We have a wonderful conversation about what works, what doesn't and why communities matter.
Contact String on LinkedIn at linkedin.com/in/stringstory
Website - thetrustedvoice.co Twitter StringStory--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 Dec 10, 2020
Thursday Dec 10, 2020
Todd Caponi, author of #TheTransparencySale believes you should always tell the truth to customers. I agree. The moment you are caught in a lie, the other person may be able to forgive you but they can never truly trust anything you say.
Todd and I discuss the principle of radical honesty and why it is a sales superpower. In a world where salespeople are stereotyped as untrustworthy, liars and empty suits with commission breath (thank you Larry Levine!!), if you are known by your honesty and your integrity, you have currency with your customers, you are infinitely referrable and you can look yourself in the mirror without cringing.
Sales truly is a #forceforgood when conducted well. Todd and I jump on our soapbox and give it to you with both barrels in this excellent episode. I'd love to hear your stories of how your honesty has stood you in good stead and the impact being transparent has had on individual sales outcomes.
Contact Todd via LinkedIn linkedin.com/in/toddcaponi
Websites-
transparencysale.com (Company Website)
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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
Wednesday Dec 09, 2020
Wednesday Dec 09, 2020
David Hyner says, "SMART goals are bollocks. The goal needs to be something that sends shivers down your spine and makes the hairs on the back of your neck stand on end. The behaviours need to be SMART, not the goals. That's why goal setting usually falls on flat on its face."
Dave and I indulge ourselves in a detailed chat about mindset, beliefs, values and motivation. Well worth a listen. Again, bring a pen and notepad to the party, then bloody well apply what you learn!
Contact Dave via linkedin.com/in/davidhyner
Websites
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stretchdevelopment.com (Training)
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davidhyner.com (Company Website)
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davidhyner.com/blog/ (Blog)
Email: david@davidhyner.comTwitter: davidhynerTo 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 Dec 08, 2020
Tuesday Dec 08, 2020
Why do 70% of employees hide from difficult conversations?
Why in an age where we are hyperconnected in true connection at an all time low? (Did you know that when you lose wifi, the most common emotion we feel is ... isolation!)?
I'm in conversation with Michael Brody-Waite. Definitely one of my most insightful and valuable interviews. "The way we treat others is the way we treat ourselves", says Michael. We explore how we harm ourselves and those we serve by hiding behind one or several of 4 masks.
Do you:
- Hold back your unique perspective?
- Hide your weaknesses?
- Not know when to say no?
- Not surrendering to the outcome
Michael’s TEDx Nashville YouTube video “Great Leaders Do What Drug Addicts Do” is stunning. It's been seen by over one million people in over twenty-five countries and provides insight into his seventeen-year journey from addiction and near homelessness to CEO and co-founder of an Inc. 500 startup that he sold to a publicly-traded company.
https://www.ted.com/talks/michael_brody_waite_great_leaders_do_what_drug_addicts_do?language=en
This talk grabbed my attention. It sparked the #MaskFreeMovement and brought awareness to Michael’s Mask-Free Program, built on three principles inspired by his recovery, showing leaders how to achieve balance, reclaim energy, and thrive in work and life.
Michael is a recovering addict, acclaimed speaker, entrepreneur, award-winning three-time CEO, leadership coach, and author. His accomplishments include being named a Most Admired CEO, named to the Top 40 Under 40, and being recognised by the Nashville Chamber of Commerce as Healthcare Entrepreneur of the Year.
Today, Michael is on a mission to teach individuals, organisations, and communities how to lead themselves by living mask-free. In his personal time, he is focused on being the best husband, father, and recovering addict he can be.
- For more information, please visit www.MichaelBrodyWaite.com to learn how the Mask-Free Program can help you & your organisation thrive.
Website - michaelbrodywaite.com (Personal 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
Monday Dec 07, 2020
Monday Dec 07, 2020
Gilad Friedman shares his experience of driving manageable hypergrowth in technology scaleups. We really get stuck into the weeds around what works, what doesn't and how to prevent major FUBARs.
Great interview packed with operational insights you can apply immediately in your sales operation.
* Alignment
* Leadership
* Executive sponsorship
* Win-Win-Win partnerships
* Partner enablement
Contact Gilad via LinkedIn at linkedin.com/in/gilad-friedman-289a80
Website: walkme.com (Group Site)Email: gilad.f@walkme.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