222.7K
Downloads
567
Episodes
Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success.
I’m always grateful for Reviews and remember to Subscribe
Episodes
Sunday Dec 20, 2020
Sunday Dec 20, 2020
"I was 12 when lego sued me, then they offered me a job", says Martin Lindstrom
Martin humanises marketing and product development like no one else on earth. He spends time in hundreds of homes, observing thousands of people interacting with products on behalf of his global clients. He is passionate about making the user experience the best it can possibly be. Renowned globally as the foremost authority on #CustomerExperience he is author of #Buyology, #Small Data, #BrandSense, #BrandWashed, #BrandChild and his forthcoming book, #TheMinistryOfCommonSense.
We dig into the human psyche, buyer behaviour, why products fail, why sellers and marketers fail, and what it takes to become a keen observer of the human condition by taking note of the small data.
Websites
-
MartinLindstrom.com (MartinLindstrom.com website)
-
martinlindstrom.com/ministry-of-commonsense/ (Check out my latest book)
Twitter: MartinLindstrom
--
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 20, 2020
Sunday Dec 20, 2020
Dave Abbott is the author of #HowToPriceYourPlatypus which is an outstanding book on how to price your products and services so you get to keep a decent profit. In this episode we explore how to understand different pricing models around:
- Inputs
- Outputs
- Outcomes
We explore why many businesses don't understand their pricing and end up making no profit or worse, paying to work for their customers. We delve into pricing with partner channels and explore strategies to help you make more and keep more money.
Contact Dave via linkedin.com/in/diabbott
Websites-
insight-bp.co.uk (Insight Best Practice)
-
consultyorkshire.com (Consult Yorkshire)
-
david-abbott-speaker.co.uk/ (David Abbott Speaker)
--
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 19, 2020
Saturday Dec 19, 2020
Hamish Knox is a man on a mission. The youngest ever David H Sandler award winner, a highly successful entrepreneur, business leader and trainer who is helping companies maximise their growth potential without sacrificing their heart or their values.
Hamish and I have been friends for a long time. What I like about him is he is someone who you know you can always depend on. His word is his bond. He lives what he teaches and his clients love him because he helps them meet their personal and business potential.
We discuss the ugly, the bad and the good around pipeline, sales, management, leadership and a raft of other practical, operational stuff that works in the real world. No fluff, no flannel and no fiction. We talk psychology, best practices, systems and tools. Bring a pen and a pad to this one.
-
hamish.sandler.com/howtosandler (Company Website)
-
instagram.com/sandlerhinyyc/ (Instagram)
-
calendly.com/sandlerincalgary/discovery-call (Book a discovery call with me)
--
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 18, 2020
Friday Dec 18, 2020
"If you don't have time for coaching your reps that's bullshit. You want your reps making more bad calls? Management is hard and caring is hard."
KD, Kevin Dorsey is a force of nature. Nothing will hold him back. He doesn't whine and moan about how tough the economy is, or how he didn't have the chances others did. He's a man of decisive action and enormous compassion.
We discuss the role of the SDR. management and leadership. We discuss the importance of taking personal responsibility, of investing relentlessly in yourself, in study, mentorship, coaching and how there is no excuse for you not to get better in this profession of selling.
KD uses the BPS system to coach his people - behaviour, process and skill to help them become great. We kick the arse out of bad management, team building and culture.
This is a belter of a conversation. Buckle up.
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/
--
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/
--
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
--
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
--
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.
--
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