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Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success.
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Episodes
Dec 24, 2020
Dec 24, 2020
1hr 1 min
"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
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transparencysale.com (Company Website)
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
Dec 23, 2020
Dec 23, 2020
59 min
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
Dec 22, 2020
Dec 22, 2020
57 min
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
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nofinsales.com (Personal Website)
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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
Dec 20, 2020
Dec 20, 2020
1hr 9 min
"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
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MartinLindstrom.com (MartinLindstrom.com website)
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martinlindstrom.com/ministry-of-commonsense/ (Check out my latest book)
Twitter: MartinLindstrom
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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
Dec 20, 2020
Dec 20, 2020
1hr 14 min
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)
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consultyorkshire.com (Consult Yorkshire)
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david-abbott-speaker.co.uk/ (David Abbott Speaker)
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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
Dec 19, 2020
Dec 19, 2020
58 min
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.
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hamish.sandler.com/howtosandler (Company Website)
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instagram.com/sandlerhinyyc/ (Instagram)
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calendly.com/sandlerincalgary/discovery-call (Book a discovery call with me)
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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
Dec 18, 2020
Dec 18, 2020
55 min
"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.
Dec 16, 2020
Dec 16, 2020
1hr 11 min
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
Dec 14, 2020
Dec 14, 2020
56 min
"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
Dec 14, 2020
Dec 14, 2020
56 min
"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