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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
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
Sunday Dec 06, 2020
Sunday Dec 06, 2020
Anyone who knows me knows I am a HUGE fan of good training. But there are critically important questions need to be asked before enterprises make the investment in corporate training.
I chat with my performance coach, Howard Goldstein, who has spent 35 years in the training world as a sales and management trainer, as a highly effective coach of hundreds of sales and management trainers, as a designer of training programmes.
He is the one person who has made the most significant impact on my career and performance. The 6 hours of training I received from him when I first bought my training franchise was worth every penny I spent of royalties and fees over the next 17 years. Howard definitely knows how to help you move the needle to the right.
But both of us have lost our hair watching the sales and management training industry in despair. We see Learning & Development buying training to tick a box. We see management investing in training at the wrong time and for the wrong reasons. And we see salespeople being fed technique when they need so much more.
We ask the questions you should be asking before you make that investment so that you see lasting positive impact and lifetime behavioural change.
My fear is there will be some angry people in the training industry who think we've betrayed them by challenging the way they sell, deliver and hold themselves to account to their clients and delegates. Our goal is to raise the bar and make sure that if you are going to make this kind of investment, you do so having laid strong foundations so you derive the outcome you intended from that investment.
If you want to speak to Howard about having him coach you, DM me and I will make an introduction
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 05, 2020
Saturday Dec 05, 2020
Hiring well is every manager's number 1 responsibility. Hire well, and 95% of your management problems disappear before they happen. Hire badly and you've just bought a series of management problems and the impact on your team, morale and effectiveness can be lethal.
Sophie Giles is a highly respected occupational psychologist who works with law firms and leadership teams to assess the suitability of potential new hires for roles you are trying to fill with successful candidates and fitness for purpose of existing hires.
Bad hires are THE single highest hidden cost in any business. Capability is only one element of the hiring process. Capacity and competence are also key. Just because someone has the requisite skills to do the tasks does NOT mean they wil succeed in that post.
Sophie is brought into firms to identify before you put James or Jane Bond on your payroll that s/he isn't Mr/s Bean in smart suit. We explore the use of psychometric assessment tools, interviews, evaluation and skills assessments.
Contact Sophie via LinkedIn: linkedin.com/in/sophie-giles-cpsychol-msc-bsc-63868b
Email: sophiegiles@mantisinsight.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
Friday Dec 04, 2020
Friday Dec 04, 2020
"It's not all about you. It's all about your customers" says Janice B Gordon, Customer Growth and Retention Expert.
We discuss the sales profession's myopic obsession with new business which is effectively operationalising failure over time. Yes! Yes! Yes! It is important to fill and maintain the top of the funnel but unless you are paying close attention to your existing customers you are not only leaving a shed load of money on the table, you are driving loyal, profitable business to your competition.
Buckle up folks. You are in for a treat if you give a damn about your customers, but if you see them as little more than organic ATM machines or as a resource to be exploited to hit your target this month, you will feel deeply uncomfortable with the content in this episode.
If your marketing, sales, customer success, account growth, product innovation, operations and finance teams aren't aligned AROUND the customer, then you are wasting opportunities, burning through your shareholders cash in ways that you deserve to be fired for.
It can't really be that obvious, can it? Yes! Yes! Yes! (think Meg Ryan!)
Contact Janice via LinkedIn at inkedin.com/in/janice-b-gordon-customer-growth-expert
Websites-
scaleyoursales.co.uk (Company Website)
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janicebgordon.com/ (Personal Website)