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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
Wednesday Dec 13, 2023
Wednesday Dec 13, 2023
Every post I've come across by Vlad Blagojevic for the past couple of years since stumbled across his content has been on the money. He is a long overdue guest and you won't be sorry you listened a few times and took notes.
Vlad is the co-founder of FullFunnel, which helps B2B companies implement account-based marketing strategies. He has built a large, loyal and appreciative audience on LinkedIn sharing practical advice on topics like understanding buyers, content marketing, and challenging traditional sales assumptions.
Key discussion points:
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Rethinking traditional sales/marketing approaches
- Focusing on relationships over transactions
- Understanding buyers' journeys rather than chasing clicks
- Questioning pushy sales tactics and short-term thinking
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Prioritising high-fit accounts
- Narrowing focus yields better ROI than spreadsheets approach
- Case study: Client increased deal size 10x focusing on 11 accounts
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Standing out amid noise on LinkedIn
- Engage wider networks including influencers and colleagues
- Deliver expertise addressing buyers' struggles, not self-promotion
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Downstream impacts of poor lead generation
- High failure rates waste resources and burden sales teams
- Disconnects between departments undermine customer experience
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Unethical practices in sales/business
- Tactics damaging trust in decision-making need reevaluation
- Short-term thinking at expense of people has costs
Contact Vlad:
To learn more about Vlad's work helping companies implement customer-centric strategies, check out fullfunnel.io or connect with him on LinkedIn.
Website: fullfunnel.io
LinkedIn: linkedin.com/in/vladblagojevic
***
Want 30 minutes of my coaching free?
Take my audit and I'll coach you. No charge. No pressure.
https://mailchi.mp/laughs-last.com/satp
Just honest insights to improve in 30 days.
Want more? Ask about paid coaching because I won't sell it to you!
We'll go deep. We focus on what matters and let go of what doesn't.
Are you making sacrifices you don't want? Wrong reasons?
What do you want from your career? What matters most?
Is something missing? Let's discuss.
Take the audit now. Book a free consult. Start the journey today.
Wednesday Dec 13, 2023
Wednesday Dec 13, 2023
In this episode of TheInquisitor Podcast, sales expert Andrew Barry takes the stage to share his invaluable insights on navigating the ever-changing landscape of sales.
Prepare to be inspired as Andrew discusses the need for creativity, innovation, and emotional intelligence in the face of volatility. He sheds light on blind spots in sales, the power of storytelling, and the importance of building trust and human connection with customers. Get ready for a thought-provoking conversation that will revolutionize your approach to sales.
- Embracing Change: Andrew Barry highlights the challenges that traditional sales techniques face in today's volatile world and explains why creativity and innovation are the keys to success. Discover how to adapt and thrive in uncertain times.
- Overcoming Blind Spots: Dive into the often-overlooked blind spots in sales, including the lack of proper manager training and the reliance on logic-based problem-solving. Andrew offers practical solutions for addressing these blind spots and achieving sales excellence.
- The Power of Storytelling: Andrew Barry unveils the secrets of effective storytelling in sales and how it can enhance problem-solving skills. Explore the concept of "story thinking" and its role in adaptive intelligence, empowering you to connect with clients on a deeper level.
- From Sellers to Leaders: Learn about the crucial distinction between sellers, managers and leaders and why developing strong leadership skills is essential in today's economic environment. Andrew shares valuable insights on team dynamics and the power of harnessing self-belief.
- Trust and Connection: Discover the keys to building trust and establishing meaningful connections with customers. Andrew delves into the concept of primal intelligence and its impact on successful sales strategies, leaving you equipped to forge powerful relationships.
Tune in to TheInquisitor Podcast as Andrew Barry shares his game-changing strategies and expert advice. Prepare to challenge your beliefs, overcome blind spots, and harness the power of storytelling. By the end of this episode, you'll have a fresh perspective on the tools to build trust, connect deeply with clients, and thrive in the face of uncertainty. Listen now and unleash your inner bard!
Websites
- curiouslionlearning.com (Corporate Training Strategy)
- leadstreamonline.com (Lead Generation)
Phone: +1 347-915-4667 (Work)
Twitter: Bazzaruto
--
Get 30 minutes of my coaching free.
Take my audit and I'll coach you. No charge. No pressure.
https://mailchi.mp/laughs-last.com/satp
Just honest insights to improve in 30 days.
Want more? Ask about paid coaching. We'll go deep.
I'm selective. I push for what matters, not distractions.
Are you making sacrifices you don't want? Wrong reasons?
What do you want from your career? What matters most?
Is something missing? Let's discuss.
Take the audit now. Book a free consult. Start the journey today.
Monday Dec 11, 2023
Monday Dec 11, 2023
In this episode of TheInquisitor podcast, join host Marcus Cauchi as he dives into the world of leadership with special guest Jay Weiser. Jay, a renowned consultant, shares his expertise in helping leaders thrive in the face of disruption and uncertainty. Get ready to uncover the blind spots that hold leaders back and learn how to unleash your leadership superpowers.
Here are 5 points of interest from the episode:
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The Five Leadership SuperpowersTM : Discover the key attributes that can transform your leadership style and empower you to navigate challenging times.
- The Impact of Blind Spots: Explore the common blind spots that leaders often overlook, hindering their ability to respond effectively and think ahead.
- Moving from Firefighting to Future Thinking: Understand the importance of shifting your focus from reactive problem-solving to proactive, long-term strategies.
- Redefining Success: Learn how to align your definition of success with your team's and create a shared vision for growth and transformation.
- Challenging the Status Quo: Explore the boundaries and limitations that may be holding you back and discover new possibilities for leadership growth.
Before listening, ask yourself: Are you aware of your blind spots and their impact on your leadership? Are you stuck in firefighting mode, unable to think about the future? Do you have a clear definition of success and is it aligned with your team's? Join Jay Weiser and Marcus Cauchi as they challenge your thinking and empower you to embrace your leadership potential. After listening, be prepared to shift your perspective, take ownership of your agency, and unlock new possibilities for success.
Websites:
- jayweiser.com (Company)
- youtube.com/@jayweiserconsulting (Other)
- medium.com/@jayweiser (Other)
Email: jay@jayweiser.com
Twitter: Jay_R_Weiser
--
Struggling? Can't work out why your training and experience aren't delivering the results you need? Take my selling strategy audit and claim 30 minutes with me debriefing you on the implications of your results and how you can take control and improve within 30 days. Learn something you didn't understand about yourself and start on a journey of permanent improvement.
I will not sell you coaching. you can ask about working with me but you are going to have ask, I don't push. I want volunteers not hostages.
https://mailchi.mp/laughs-last.com/satp
Learn how the top 4% sell whatever the market conditions, competitive landscape and close excellent deals at premium prices that customers love.
Wednesday Dec 06, 2023
Wednesday Dec 06, 2023
In this captivating episode of TheInquisitor Podcast Interview, join host Marcus Cauchi as he sits down with renowned marketing expert Mike Maynard to delve into the world of B2B marketing. Uncovering the blind spots and debunking common misconceptions, they explore the true essence of effective marketing strategies. Get ready to shift your perspective and rethink what's possible in the realm of business growth.
In this thought-provoking conversation, Mike Maynard and Marcus Cauchi tackle five meaty points of interest. They discuss the importance of focusing on outcomes rather than the amount of hard work put into a project. They challenge accepted marketing opinions and emphasize the need for tailored approaches that consider individual markets and audiences. They also shed light on the power of testing and encourage marketers to explore new avenues for lead generation. Plus, they highlight the significance of aligning marketing goals with overall business objectives.
Before you hit play, take a moment to ponder these powerful questions: How well do you truly understand the blind spots in your marketing strategies? Are you too focused on the work itself rather than the desired outcomes? Are you open to testing and exploring new approaches to generate leads? Prepare to challenge your beliefs and expand your horizons as Mike Maynard and Marcus Cauchi provide eye-opening insights into the world of B2B marketing. After listening, you'll be equipped with fresh perspectives and empowered to revolutionize your own marketing efforts.
Contact Mike on linkedin.com/in/mikemaynard
Website: NapierB2B.com (Company)
Twitter: Mike_Maynard
--
Do you want to raise your performance and experience permanent improvements in the next 30 days?
https://mailchi.mp/laughs-last.com/satp
Complete my selling strategy audit to see how you compare with the world's top 4% performers and how you can move the needle to the right to perform more like them. No pressure. Free 30 minute consult. You'll have to ask me if you want more coaching. I won't sell it to you. You will ask for help if and when you're ready and you don't need any pressure from me to know if you need my help.
Monday Dec 04, 2023
Monday Dec 04, 2023
In this captivating episode of The Inquisitor Podcast, join CEO of Nucleus Research, Ian Campbell, as he delves into the world of creating value and unlocking its true potential. From mastering the art of persuasion to maximising return on investment, Ian shares invaluable insights and techniques that will transform your approach to sales. Get ready to shift your perspective and discover what's truly possible!
Key Points of Interest:
- Learn how to articulate the benefits and value of your offering to captivate your customers.
- Understand the different types of benefits and how to leverage them in your business case for accelerated success.
- Discover the secrets behind crafting a compelling value proposition that turns features into irresistible value.
- Uncover the blind spots that may be hindering your ability to create value and overcome them.
- Gain expert advice on handling the ROI conversation with finesse and avoiding common pitfalls.
Listen to this episode to challenge your beliefs, expand your boundaries, and tap into the limitless potential of value creation. Prepare to be inspired and empowered to take your sales game to new heights.
Powerful Questions to Shift Your Thinking:
- How can I use value to truly help my customers and accelerate my deals?
- Have I been overlooking the different types of benefits and their impact on my sales success?
- What changes can I make in my approach to turn features into a compelling value proposition?
- Am I aware of my blind spots when it comes to creating value, and how can I overcome them?
- How can I navigate the ROI conversation with confidence and unlock new opportunities?
Listen to this thought-provoking episode now and experience a paradigm shift in your sales strategy.
--
Get 30 minutes of my coaching free.
Take my audit and I'll coach you. No charge. No pressure.
https://mailchi.mp/laughs-last.com/satp
Just honest insights to improve in 30 days.
Want more? Ask about paid coaching. We'll go deep.
I'm selective. I push for what matters, not distractions.
Are you making sacrifices you don't want? Wrong reasons?
What do you want from your career? What matters most?
Is something missing? Let's discuss.
Take the audit now. Book a free consult. Start the journey today.
Sunday Dec 03, 2023
Sunday Dec 03, 2023
In this captivating episode of The Inquisitor Podcast, join Marcus Cauchi as he delves into the fascinating career path of Andy Cunningham, a positioning and branding expert who had the incredible opportunity to work alongside the legendary Steve Jobs. Discover how Andy's journey led her from Silicon Valley to collaborating with one of the most influential figures in the tech industry. Gain insights into her role in launching the Macintosh and the profound impact it had on her expertise in positioning and branding. Get ready to be inspired by Andy's remarkable career journey and learn how her experiences with Steve Jobs shaped her approach to business and innovation.
Key Points of Interest:
- Andy Cunningham's early days in Silicon Valley and her introduction to the world of technology.
- Her pivotal role in the launch of the Macintosh and collaboration with Steve Jobs.
- How working with Steve Jobs influenced Andy's expertise in positioning and branding.
- The lessons learned from her experiences in the tech industry and their impact on her career path.
- Insights into Andy's unique approach to business and innovation, shaped by her time with Steve Jobs.
Discover how Andy's collaboration with Steve Jobs and her expertise in positioning and branding have paved the way for her unique approach to coaching.
Andy coaches me through rebranding, repositioning, and realising my message. Andy guides me through a process for developing a strong message architecture.
Tune in now to unlock the secrets of creating a compelling brand message and witness the power of message architecture coaching in revolutionizing your marketing strategy. Prepare to shift your thinking and discover what's truly possible for your business. Are you ready to elevate your brand to new heights?
Websites
- andycunningham.com (Personal)
- cunninghamcollective.com (Company)
Twitter: andycunningham4
--
Get 30 minutes of my coaching free.
Take my audit and I'll coach you. No charge. No pressure.
https://mailchi.mp/laughs-last.com/satp
Just honest insights to improve in 30 days.
Want more? Ask about paid coaching. We'll go deep.
I'm selective. I push for what matters, not distractions.
Are you making sacrifices you don't want? Wrong reasons?
What do you want from your career? What matters most?
Is something missing? Let's discuss.
Take the audit now. Book a free consult. Start the journey today.
Saturday Dec 02, 2023
Saturday Dec 02, 2023
Discover how simplicity can be the key to unlocking your inner sophistication and brilliance.
In this episode of TheInquisitor Podcast, join Marcus Cauchi as he interviews Ben Guttmann, a marketing executive and professor at Baruch College. They dive into the topic of clear communication and its importance in messaging and design.
Ben shares insights from his book, "Simply Put: Why Clear Communication Matters and How to Achieve It," where he outlines five principles:
- beneficial
- focused
- salient
- empathetic
- minimal
Do you waffle? Is your communication confusing?
The meaning of your communication means nothing if the other person cannot receive it or understand it. YOU are responsible for making sure your message is fit for purpose.
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If you want to raise your performance to the role you are in or prepare for your next role, take a few minutes to complete this Selling Strategy Audit, then book your free 30 minute consult with me.
If YOU want to talk about working with as your coach we can discuss that but I won't be selling you coaching.
You'll learn something you didn't know about yourself, something you can act on and improve within 30 days and how you affect your buyer's perception of risk and how they perceive you - you know the stalls you can't explain - the buyers who ghost you - deals that drift.
https://mailchi.mp/laughs-last.com/satp
Happy selling.
Thursday Nov 23, 2023
Thursday Nov 23, 2023
Dan Pfister says "When you winback a customer, their lifetime value more than doubles."
Dan is my guest on ep.508 of #TheInquisitor podcast
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Higher ROI due to significantly lower marketing and sales costs required. This improves overall profitability.
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More predictable and stable revenue stream from reactivating known customers versus unpredictable new prospects.
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Increased customer retention and lifetime value as #winbacks are more likely to reorder than one-time buyers. This cultivates a more durable customer base over time.
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Ability to highly target winback campaigns using past customer data and insights, improving conversion rates versus unfocused prospecting.
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Lower risk profile since value has already been proven with past customers, unlike acquiring unknown prospects.
Website: winbacklabs.com (Company)
Email: dan@winbacklabs.com
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Looking to gain an outside perspective on your sales approach? Take my quick 10-minute Sales Strategy Audit to receive personalised insights and recommendations. You can grab a free 30 minutes in my calendar for a detailed debrief once you complete it.
I'll give you my analysis and we'll look at the unintended effects of your current sales strategies through an unbiased lens. You'll discover new opportunities and blindspots.
- Increase conversion rates now
- Grow pipeline faster
- Land bigger deals
- Shorten the sales cycle
- Beat quotas sustainably
https://mailchi.mp/laughs-last.com/satp.
Friday Nov 17, 2023
Friday Nov 17, 2023
In this episode, Nicky Parker immerses us in the world of customer interviews, unveiling their significance for executives seeking genuine insights. Beyond relying on metrics like Net Promoter Score, Nicky emphasises the need for structured conversations, cautioning against the limitations of digital surveys that often capture only extreme sentiments.
Discovering the real meaning behind customer data is an art, and Nicky underscores the transformative power of third-party agencies in turning disgruntled customers into raving fans. Third-party involvement takes emotion out of the equation and fosters objective discussions, ensuring a more nuanced understanding.
For those opting to conduct interviews themselves, Nicky advises keen observation for unspoken cues, highlighting the importance of what customers don't say.
Buyer and customer interviews have the potential to break down internal barriers and unveil unexpected product uses, providing invaluable insights for business growth.
Nicky advocates letting customers take the lead in conversations. Post interview, sharing findings becomes a crucial step, making customers feel heard and valued.
Offboarding interviews are a key opportunity for learning and improvement.
Customer understanding, Nicky asserts, is a collective responsibility, urging board members to take an active role. True customer-centric success involves empathy, walking in your customer’s shoes to really understand their struggles. Nicky explains how focus groups can really help refine your message.
The episode concludes with a thought-provoking question.
Nicky can be contacted at LinkedIn
or via email: info@bangconsulting.co.uk
Test your Sales Strategy: https://bit.ly/SalesStrategyTest
Tuesday Nov 14, 2023
Tuesday Nov 14, 2023
Leaders, listen up! An inclusive culture is your shortcut to success. Nothing fluffy about it, but it does mean you're going to want become OK with difference because of the incomparable value delivered by teams of diverse thinkers with range, and breadth of life experience. Your job and the job of your managers will be harder to begin with as you adapt.
When you surrender to the idea that the right mix of people looking at a problem, working on projects, selling, buying, running operations, leading and managing works so much better if your team can think AS your customer. A fraction are genuinely aligned around the customer and the outcomes they intend to rent. Fewer still play nicely with others to ensure the customer gets the best possible outcome and their risk is reduced to zero or as close to. A smaller fraction would be willing to recommend a competitor if it was better for the customer. And their leadership will probably not be happy if the experience of my clients is anything to go by! But the results are well worth it ...
Too many companies leave talent and treasure on the table by ignoring diversity. Just like top teams scout far and wide for recruits, you need all hands on deck to win consistently, repeatedly, predictably in today's uncertain, fast paced, ultra competitive market. A diverse team often sees what a homogenous group misses - they connect with a wider customer base and bring in more revenue - but the best thing is they catch the negative consequences one department's success inflict elsewhere in the value chain. This can give you back 1-4 days PER MANAGER and PER SALESPERSON per week. How?
Listen to Raymona and me discuss:
- The importance of understanding different perspectives and backgrounds
- Common challenges with D&I, such as lack of focus on culture change and middle management training
- Recruiting for culture add vs culture fit and screening in vs screening out
- The importance of identity and the previously confusing world of pronouns while maintaining civility in discussions
- Overcoming fear and bias through self-awareness, interaction and difficult conversations
- Aligning D&I with business goals like maximising talent and customer connections
The business case for diversity is a no-brainer, but most pay lip service to it or miss it entirely by confusing a better future for everyone with political squabbling. Forget labels, focus on our shared humanity. Make understanding each other a priority. Diverse perspectives lead to better decisions and more innovation - talents you can't afford to leave on the bench!
For those facing glass ceilings, developing self-awareness is your game-changer. Know thyself and seek out of uncomfortable but important conversations to strengthen crucial skills. Emphasise common goals over perceived differences. With the right coaching, middle managers can remove barriers facing most of their peers in the competition.
In today's marketplace, diversity dictates your fate.
Will you be victims of your own blindspots or victors with vision? The choice is yours - but choosing inclusion unlocks unlimited potential for your people and profits. The winning team has a place for everyone's talents. Will you build one?
Connect with Raymona via linkedin.com/in/drraymonahlawrence.
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If you'd like to learn what you can do to improve your results in the next 30 days
- growing your pipeline
- raising your prices with confidence and no reduction in close rate, accelerating deal velocity
- maximise your close rate
Click here to complete the Sales Gap Audit. If you want the detailed report and some cold hard truths we need to talk it through so you don't misinterpret what it tells you No charge, 30 minutes.
Obviously, I make my living through coaching so it'll come up once. If you want to talk about working with me as your coach, that's your call. I won't pressure you. If you ask me, I'll happily discuss it.
We'll spend the last 5-10 minutes discussing next steps - what you can do on your own, and what's possible with my help. Then you can decide "No thanks", "Not now" (I will ask what needs to change or happen for us to reengage and when to avoid hope, assumption or guessing), or "Yes" please and we discuss what you would consider an excellent win within 30 days of us starting to work together for our trial engagement of 3 sessions (£1500+VAT if applicable).
And you can say no at any time if you don't think we're a good fit. I'll do the same so as not to waste either your time or mine. Is that reasonable?
Sales Gap Audit - https://mailchi.mp/laughs-last.com/satp