216.6K
Downloads
550
Episodes
Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success. I’m always grateful for Reviews and remember to Subscribe
Episodes
Sunday Sep 06, 2020
Sunday Sep 06, 2020
#SteveHall helps salespeople perform at their peak when selling to the C-suite. We both started selling when Moses was in short trousers and have been involved in helping our clients sell $billions of new and expansion business.
We vent our spleens as we lament the lack of preparedness so many salespeople think is acceptable. We bemoan that half arsed or non-existent research, piss poor planning and failure to rehearse that seems all to common in many sales organsations today. There is no excuse for behaving in such a slapdash manner, so many managers tolerate or enable such behaviour by focusing on stuff that really doesn't matter.
Consider for a moment how much a CEO or CFOs time is worth. They are responsible for $hundreds or $billions each year. That means their time is worth between $50,000-$500,000 PER HOUR. How dare you allow your salespeople to turn up ill equipped and half cooked?
Steve can be contacted on linkedin.com/in/stevehallsydney
Website: executivesalescoaching.com.au (Company Website)Twitter: stevehallsydney
--
If you want to get a bit of an arse kicking and jump on a 1 to 1 with me you can do that via https://calendly.com/marcuscauchi/linkedin-discovery-call
Subscribe to my newsletter, #TheGrumbler here: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Sunday Sep 06, 2020
Sunday Sep 06, 2020
#MartinStevens, founder of the #PipelineDoctors, is a grizzled old veteran salesman with nearly 3 decades of telephone prospecting experience under his ample belt. We explore why the phone is still relevant, and often the fastest way into the hearts and minds of your prospect.
We discuss mindset, skillset, intent, tactics and techniques that work in the current environment. Martin makes his living prospecting by phone for himself and his clients, securing meetings with executives, founders, owners and CEOs. He builds sales pipeline in recession, despite all the hype you hear that the phone is no longer relevant.
We explore how you can optimise your telephone effectiveness and deliver value on your cold calls. Funny, uncompromising and forthright, Martin, a whingeing Pom based in Oz, lifts the lid on the myths and best practices to be an effective telephone warrior.
You can contact Martin via LinkedIn at linkedin.com/in/martin-stevens
Website: pipelinedoctors.com (Company Website) Twitter: martinedward1
Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call
Subscribe to my newsletter, #TheGrumbler here: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Wednesday Sep 02, 2020
Wednesday Sep 02, 2020
"Imagine 3 impossible things before breakfast", says #RobTurley, cofounder of #WhiteRabbitIntel. His mission is to democratise Ai and put the technology in the hands of salespeople even in SMEs.
We discuss what is and what isn't Ai and why most of the stuff on the market is not Ai. He explains how marketing departments can stop blanket broadcasting with irrelevant, contextually inappropriate, interruptive marketing and replace that with marketing that offers pinpoint accuracy. We discuss how salespeople can save time and wasted effort by using Ai to pull together razor sharp prospect lists comprised of only suitable people for you to sell to, based on your psychographics, behavioural analytics and fit within your ideal customer profile.
We explore the future of Ai, it's application in hiring, team building, team selling and channel development.
You can contact Rob via LinkedIn on linkedin.com/in/robert-turley
Website: whiterabbitintel.com (Company Website)Twitter: WhiteRabbitIntl
--
If you are growing your business and want to speak to someone who will challenge your thinking, help you avoid the mistakes and horrors that were inflicted on you when you were a corporate wage slave, and you want to hire great talent and help them succeed, book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-call
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Tuesday Sep 01, 2020
Tuesday Sep 01, 2020
#AmyBrown, founder and CEO of #AuthentiCx is a pioneer in the field of bidirectional conversational AI to improve:
- #CustomerExperience #CX
- #Sales
- #Marketing
- #MarketingStrategy
She help US Healthcare companies to understand what their customers truly want and need. She explains why #customersalisfactionsurveys and #netpromoterscores #NPS are fundamentally flawed and inaccurate. She identifies where to look for clues as to why otherwise loyal customers are prevented from buying from their providers, how call centres contain a rich, mostly untapped diamond mine of information and why executives are volitionally deaf if they aren't utilising this unfiltered, unbiased resource of rich customer insights.
A fascinating exploration into the power of AI if used well and the value of all the #smalldata that you already own
Amy can be contacted on linkedin.com/in/amy-brown-84821210
Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call
Subscribe to my newsletter, #TheGrumbler here: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Monday Aug 31, 2020
Monday Aug 31, 2020
"A map tells you where you’ve been, where you are, and where you’re going — in a sense it’s three tenses in one.” - Peter Greenaway
#AnthonyWilloughby is an adventurer. For the past 40 years he has been learning from indigenous people in Kenya, Mongolia and Papua New Guinea and applying those lessons in some of the world's most successful companies to build powerful teams, increase the success of sales and marketing operations and improve the clarity of senior executives to deliver a cohesive, unifying vision across their entire company.
Reluctantly educated at Harrow, Anthony scraped through until eventually escaping his self confessed "massive arrogance, minimum substance & effortless insincerity" instilled by privilege and entitlement of his education, being humbled and schooled by people with a rich tradition stretching back thousands of years.
Funny, poignant and eye opening, this interview is a must listen.
Email: anthony@nomadicschoolofbusiness.com
- -
Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call
Subscribe to my newsletter, #TheGrumbler here: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Friday Aug 28, 2020
Friday Aug 28, 2020
"Most salespeople aren't willing to make any changes at all because they are entirely self-serving", says #ChrisOrtolano, and I agree. Service is understanding both sides of an opinion to be able to reconcile both sides of an issue. You must be able to have a productive disagreement. Sadly, too many salespeople see the customer as their adversary and when things go wrong, they blame the customer.
Understanding who you are talking to creates an opening for them to want to understand you. A powerful opener for understanding is telling 2-way stories which inspire the other person to tell their story too. Setting the stage and understanding the back story is critical. 3 critical skills you have to develop to be effective in sales are:
- Learn to Facilitate
- Learn to Collaborate
- Learn how to Disagree
Abdicating the solving of our problems to technology has amplified our problems by masking them and letting them persist. So often, such decisions are made because no one unmasks the real problem at its cause.
In this lively discussion, Chris and I explore the power of #playbooks, #mapping the #customerjourney and much more.
Chris can be contacted via LinkedIn on https://www.linkedin.com/in/salesnerdo/
Twitter: salesnerdo
SalesStack.io #ShiftHappens on #Slack--
Book a 1 to 1 with me to explore how you can scaleup and achieve hypergrowth without hiring an army of mediocre salespeople or wasting a fortune on unproductive marketing or advertising - https://calendly.com/marcuscauchi/linkedin-discovery-call
Sign up for #TheGrumbler newsletter: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Monday Aug 24, 2020
Monday Aug 24, 2020
#RinkuBanger is a new business founder. We discuss the journey from his early years, how he was forged into a top sales perfomer, the ups and downs, the good and the bad, and the hard lessons he's having to learn as he establishes his new business as the owner.
In a frank and vulnerable conversation we explore his early days in boiler room sales, what he\'s stopped doing, how he's recruiting and developing his team and the challenges he's still facing.
When you get to my age it's easy yo forget just how tough it is for new salespeople to get started and make it. It's tempting to blame them for their behaviour and results but it is on us as experienced sales leaders to take responsibility for hiring well, understanding personal motivations of our people, onboarding effectively, developing and growing talent to help them make progress and achieve their goals and ambitions. Far from creating a holiday camp, this is the hardest job of manager, hiring the best and getting the best out of them. There is nothing soft or fluffy about these soft metrics.
You can contact Rinku, who is the founder and CEO of #Excellen via LinkedIn at linkedin.com/in/rinku-banger-96122a65
- -
If you are establishing your business and want to speak to someone who will challenge your thinking, help you avoid the mistakes and horrors that were inflicted on you when you were starting out in your career, want to hire great talent and help them succeed, book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-call
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Sunday Aug 23, 2020
Sunday Aug 23, 2020
5 years ago Thycotic was an unknown start up. Today they are on the lips of virtually every Fortune 500 Boardroom conversation. #SilkeAhrens is their international #ChannelChief. She explains how they have built their international presence through a special forces unit of partners, not by being distracted into recruiting a land army of conscripts.
Achieving an average of 60-70% quarter on quarter growth internationally takes meticulous planning coupled with a high degree of adaptability and flexibility, a huge tolerance for change and a genuine understanding of what partners really want.
Silke Ahrens is the embodiment of the modern #channelsales leader who is committed to only authentic partnerships with the channel and their customers. Learn how she does it and the mistakes she's made along the way.
Silke can be contacted on LinkedIn via linkedin.com/in/silke-ahrens-5845a58
--
Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Friday Aug 21, 2020
Friday Aug 21, 2020
"To be vulnerable is the be the most courageous", says #VictoriaBoxallHunt, Group Operations Director at the Private Equity group, MARCOL. We discuss work-life balance under lockdown and in the (post)Covid era. We explore why you must show up as the best version of yourself by having a healthy balance between work and home life, health, sleep, diet and family.
We argue over when to raise price in the sale, we agree vehemently that there is a need to raise the game when it comes to investing in women and non-white run businesses. We explore how the best managers are finding ways to ensure individuals feel part of their company culture and have a voice under these new working conditions we are having to which we are having to adapt.
A genuinely fascinating conversation with a powerful female leader who has risen to the top through merit and authenticity.
You can contact Victoria via LinkedIn linkedin.com/in/victoria-boxall-hunt-897669120
- -
Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Thursday Aug 20, 2020
Thursday Aug 20, 2020
"Direct sales leaders are passing on the same bad genes to the kids. Learn this one thing. The channel can open doors that you don't even have the keys to the house", says #RodJefferson.
What most vendors do to decrease time to revenue, increase seller productivity, remove selling obstacles, and create customers for life is the antithesis of what is needed to achieve these goals.
We explore the significant differences between enabling a direct sales force and enabling a #SalesChannel. It is not a matter of putting "Channel" in front of your sales training programme.
Listening is the most important part of conversation and selling. When you're selling through and selling with partners, you must slow down, stop trying to be the smartest person in the room, demonstrate humility and recognise, as the vendor, youa re probably a bit player in the grand scheme of things that the partner and the customer are working towards.
By bringing in the right partners, you will accelerate achievement of all your fundamental goals. The problem is that most sales leaders and direct salespeople don't understand partners or the different types of partners (service, technical, implementation), when or how to bring them in. We explore how to sell channel programmes internally and how to hire effective channel managers.
--
Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065