TheInquisitor Podcast with Marcus Cauchi

Success And Profit Through Social Selling On LinkedIn

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

Why Are Customers Not Getting What They Want?

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

Why Hiring The Best Executives Is The Wisest Investment You Can Make

Alex Rawlings recruits top performing executives for fast growth, venture capital & private equity backed companies. To a great extent we disagree about the merits of the VC/PE but his approach to recruitment is exceptionally sound and reliable. Bad hires are the single highest hidden cost in any business. When you consider that 2 in 5 executive hires usually fail within the first year and Alex's model has a 100% success rate, it makes sense to listen to what he has to say.

 

We discuss good and bad practices in recruitment, candidate design, onboarding.

 

A good executive hire can deliver £millions to the value of your business. The right executive team usually means the difference between success and failure. 

 

linkedin.com/in/alexrawlings

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

Motivation Is An Internal Force. You Can Only Feed Someone Else's Motivation

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)
• jamessale.co.uk  (James Sale)
• profile.typepad.com/1215095820s15205  (Motivational Memos)

Email: james@motivationalmaps.comTwitter: jamessalemotiv8--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 Power Of Story, Your Partner Sales Channel And Making Great Hires

@Mike Adams is author of #7StoriesEverySalespersonMustTell and heads up global partnerships at #Anecdote, Story Powered Sales

We revisit the subject of story telling by looking at the stories required by buyers at each step of the buying cycles. We focus on memorable story telling through channel partner sales and the use of story to help prospects diagnose their own problems. We dig into several story types that create trust

• Personal story
• Company creation story
• Insight story
• Success story

We also rip apart why company stories produced by marketing departments are not stories; they're just a series of often boring, unrelatable facts. Mike explains the anatomy of great stories

• sequence of related events
• start, time, date, place
• unpredictable turn of events
• a central character usually a successful client experiencing the hero's journey
• the reason behind the story makes a business point

We do a live story workshop to develop an effective success story using Mike's 6 steps

 

Contact Mike via LinkedIn: linkedin.com/in/m1keadams

Websites

• anecdote.com  (Putting Stories to Work)
• mysevenstories.com  (Seven Stories Book Website)

Twitter: MikeAdamsSales--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

What The Top 1% Technology Sales Professionals Do That Others Don't

Scott Ingram is a top sales producer who has carried a personal quota for the past 20 years. He's led sales teams and bridged the gap between sales and marketing. He is a massive proponent of customer advocacy and hosts 2 successful podcasts, #SalesSuccessStories and #InspiredMarketing.

We discuss what top performers do that the rest do not. We explore hiring, onboarding, training, management, accountability, career pathing and building a management runway to avoid the top performer to bad manager trap. 

I'm disappointed we didn't fight more as we found a lot of common ground around what excellence looks like and and what bad looks like. Packed full of practical tips, this episode is a must listen. Scott has interviewed 100+ of the top 1% sales producers in technology. He is a wealth of insight and pragmatic ideas you can apply in your team.

Contact Scott via LinkedIn at linkedin.com/in/scottingram

Websites

• relationshipone.com  (Relationship One)
• top1.fm  (Sales Success Stories)

Email: scott@top1.fm--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

Do You Understand Your Computer Better Than You Understand Your People?

Susanne Jacobs spent 20 years at the top of professional services when she realised that her focus was out of kilter with her values and what really matters. Since then she has been researching and training leadership teams to understand their people, what matters to them, what makes them tick and how to get the best out of them.

Our conversation is frank, uncompromising and pragmatic. Every leader should pay heed to what Susanne is telling you. Her research is definitive, her experience vital. 

What passes for the natural order of things is a perversion of what really drives performance. A 300 year decent into the mechanisation of human beings is patently ineffective and inefficient. The measurement of the wrong things has become a cultish obsession with measurement of lagging indicators, the dehumanisation of your people.

Buckle up for a dose of the cold, hard uncomfortable truth. And if you have investors, use this as a call for some tough conversations about their misguided priorities and your complicit actions.

Contact Susanne via LinkedIn at linkedin.com/in/susanne-jacobs-a896a312

Website: theseven.org.uk/  (Company Website)Email: susanne@theseven.org.ukTwitter: Jacobssusanne--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 Power Of Transparency, Authenticity and Empathy

"It is difficult to get a man to understand something when his salary depends on him not understanding it" Upton Sinclair

This roundtable is powerful, as you'd expect with Dr Mark Goulston, Todd Caponi and Michael Brody-Waite as my guests. We explore self-deception, self-limiting beliefs and self-sabotage. And we look at the remedies. We practice some radical honesty. And we dig deep into the power of transparency, authenticity and empathy.

Dr Mark Goulston is the world's foremost authority of empathic listening, teenage suicide prevention and author of #JustListen (the book I have most frequently recommended), #TalkingToCrazy and his latest book, #WhyCopeWhenYouCanHeal (about healing from the stress of being a frontline worker in the fight against Covid or any other trauma), Todd Caponi author of #TheTransparencySale and Michael Brody-Waite, author of #GreatLeadersLiveLikeDrugAddicts.

Contact Information:

Dr Mark Goulston linkedin.com/in/markgoulston

Website: markgoulston.com  (Company Website)Twitter: MarkGoulston

 

Todd Caponi - linkedin.com/in/toddcaponi

Websites

• transparencysale.com  (Company Website)
• transparencysale.com/the-posts  (Blog)

Twitter: tcaponiMichael Brody-Waite linkedin.com/in/michaelbrodywaite Website michaelbrodywaite.com  (Personal Website)Twitter mikebrodywaite--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

One Size Doesn't Fit All In D.A.C.H. Stop Being Surprised When You Fail In Region!

Americans and Brits, Europe is NOT a country. Germany is made up of several different regions. the north is different to the south. Straight translations into German don't translate sentiment or what matters most to your various German speaking audiences. The Swiss are very different to the Austrians, and Austrians are different to Northern Germans.

DACH buyers don't do business in the same way that buyers from New York, California, Salt Lake City, London or Scunthorpe do. Localisation is critically important not only in your marketing and collateral but also adapting to local cultures and business preferences

A fast talking seller from Brooklyn will probably struggle to sell to a buyer from Louisiana or Georgia. Given that Europe is made up of 27 nation states and many hundreds of regional groups why do you think it might be any different in the DACH region.

My interview with Tobias Kopp is a full frontal exposure of what British and US companies get wrong culturally, in their communication and in trying to transcribe the culture to a region that needs and wants different things. Pay close attention and add up all the things you are doing in your failing DACH operations. Practical operational advice you can implement immediately.

Tobias can be contacted via LinkedIn linkedin.com/in/tobiaskopp

Website: collibra.com/  (Company Website)Email: tobias.kopp@collibra.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

There's No F'In Sales - A Tale Of Resilience During Covid

Imagine you are riding high, publishing 34 of the world's In-flight magazines, then covid hits. Your clients are on their knees, no one is flying and your revenues have dropped from well over $100m to nearly nothing overnight. What would you do when there are no f'ing sales?

Simon Leslie is the author of a fun and fabulous sales book called "There's No F In Sales". He also happens to be the founder at Ink, the company that actually published 34 in flight magazines who saw his revenues plummet because of the pandemic. Did he roll over and die? Not a bit of it.

Simon is a survivor, a fighter and indomitable. Just because he got served a lot of rather bitter lemons in quick succession, he seized the opportunity to minimise the impact, partner more closely with his customers, and despite all the grief and many setbacks, is finishing 2020 in profit.

It hasn't been easy, and hanging on to as many of his team as he could has proven nigh on impossible, but Simon is driven by his values and loyalty. We discuss the lows and the highs, how he adapted (are you happy I didn't use the P-word??) and we explore what he's done to come out of 2020 stronger, more resilient and well placed to take advantage of what's coming in 2021 and beyond.

Contact Simon via LinkedIn at linkedin.com/in/simon-leslie-b252b92

Websites

• nofinsales.com  (Personal Website)
• ink-global.com  (Personal Website)

Email: simon.leslie@ink-global.com

Twitter: Closerx

 

 

--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