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
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)
--
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
-
stretchdevelopment.com (Training)
-
davidhyner.com (Company Website)
-
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)
-
janicebgordon.com/ (Personal Website)
Thursday Dec 03, 2020
Thursday Dec 03, 2020
Travis Miller, VP Operations, Miller Resource Group builds powerful sales teams. He doesn't hire for skills, experience or historical sales results because they are NOT reliable predictors of success.
What are the qualities you cannot train? Integrity, won't cut corners, dedicated to being better, high gut level empathy, authentically themselves, thick skinned and resilient, desire to succeed without arrogance, assertive without aggression, they have an internal locus of control, they want the business to succeed as well as succeed themselves, they want it but don't need it, they think as the user and they understand that prospecting is essential and gives you choice.
We explore the psychology of sales and recruitment, the crucial importance of self-concept and perception of your own value.
Eye opening, uncompromising and a must listen if you are a hiring manager, a recruiter or a leader. We discuss how to get the best out of your recruiters and your hiring process, the competitive advantage of building a bench and prevent yourself from ever having to compromise on recruitment.
Contact Travis via LinkedIn - linkedin.com/in/travismillermri
Phone - 630-586-5374 (Work)Email - travism@millerresource.comTwitter - MRGFoodTeam--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 02, 2020
Wednesday Dec 02, 2020
Krish Thapa is one of the gentlest souls you will ever meet.
Which is surprising since he was the first Ghurka to be invited to join the SAS and has been on active service with them for 18 years. He has led 3 expeditions to the summit of Everest. He has faced his own mortality on many occasions, and has had to help others face theirs. As an expedition leader on Everest, Lhotse, Manaslu and K2, he has had to manage people with difficult egos, work with disabled veterans and protect the lives of those in his charge.
We discuss his childhood, how it shaped his approach to leadership and how his spirituality has seen him through times most of us would have crumbled under. We discuss his career, his charity work and his insights into a living a full and inspired life packed with adventure. We explore how he balanced the demands of serving in the Special Forces to family man, what drives him, his values and his views on life.
Not a typical Inquisitor Podcast but one that was too good an opportunity to pass up.
Contact Krish through Linkedin at linkedin.com/in/krish-tm-303377188
Website: https://hstadventure.com/home/
--
To book a 1 to 1 with me and visit other episodes of #TheInquisitorPodcast and the #ScaleupsAndHypergrowthPodcast click here - https://linktr.ee/marcuscauchi
Tuesday Dec 01, 2020
Tuesday Dec 01, 2020
The Statler & Waldorf of sales, Paul Lloyd and Marcus Cauchi jump on their soapboxes and let fly. These grizzled old veterans go at sales, marketing, channel and management malpractices with both barrels:
- Dehumanised
- Untargeted
- Irrelevant
- Interruptive
- Unwelcome
If your marketing is exploiting best in class technologies but applied badly, youa re not only wasting that investment but royally pissing off thousands of potential buyers. If you are measuring activity levels at the expense of helping your sales team perform meaningful action, your are sacrificing effectiveness for efficiency. And if you are stripping out next quarter's pipeline to make your target this quarter, the problem isn't that you need to hit your target today, it's that you didn't do enough prospecting 3 months ago.
If you need to shout at your computer, let this be the catalyst!
Contact Paul if you want to get in an outsider who will tolerate no guff contact Paul on linkedin.com/in/plloyd
Website: sellerly.co.uk (Company Website)
Email: paul@sellerly.co.uk--If you want to book time in my diary for a quick 1 to 1 or you want to explore both my podcasts:#TheInquisitorPodcast or the #ScaleupsAndHypergrowthPodcast click this link:https://linktr.ee/marcuscauchi