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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
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
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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
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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
Wednesday Aug 19, 2020
Wednesday Aug 19, 2020
#SuhailKhan says that where marketing is asking for budget, they should also agree what they are going to deliver to the functions they support and then be held accountable every quarter or half year for their contribution to the results of sales, account management, customer success and renewals.
What you measure happens, What you don't, doesn't.
Measuring marketing on the number of leads with no measure of quality means marketing will deliver "X" number of leads but if they're crap, they are worse than worthless. Bad marketing sucks the profits of your business dry and is symptomatic of the disconnect between marketing and the rest of the sales organisation. Not only that, the lack of alignment means sales resources are distracted by pursuing non-opportunities, speaking to the wrong people, and leads to internal conflict and a blame culture.
Without shared KPIs and common purpose sales and marketing will be at odds. Compensation that drives the wrong behaviours must be scrapped in favour of reward mechanisms that align purpose and intent across your organisation.
Good marketing spends time talking to customers. Why did we decide to invest in marketing? Marketing isn't cheap. If we're doing marketing because everyone else does it or because we intend to support sales AND deliver what our customers want and need.
Twitter: Suhail_K
- -
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
Tuesday Aug 18, 2020
Tuesday Aug 18, 2020
How Do You Earn The Faith of Loyal Customers For Life?
"In the absence of value we will discuss price ... discuss the value of the experience of working with us that you cannot get anywhere else ... stop giving discounts right away ... discounting is for you and your company it's not for the customer ... once it's out there, you can't take it back"says #RoderickJefferson. Scared money doesn't sell.
Rod has run sales enablement at @Siebel, @NetworkAppliance, @BusinessObjects, @eBay, @HP, @PayPal, @Salesforce and @Marketo.
Sales Enablement 2.0 is about designing, building and deploying sales enablement differently to shift to how can we help our clients hold on to their clients, how do help increase profit, reduce cost, mitigate risk
Sales enablement should be true partners who align, connect and collaborate across all the lines of business. Stop trying to shoehorn prospects into your sales process. Sales enablement's job is to make sure the right salespeople are having the right conversations with the right people in the right way at the right time.
#SalesEnablement #SalesTraining #SalesProductivity #SalesEnhancement
Websites
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roderickjefferson.com (Company Website)
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facebook.com/ThevoiceofRod/ (FaceBook)
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Book a 30 minute one to one conversation with me: https://calendly.com/marcuscauchi/book-a-free-30-minute-call
Order your paperback copy of #MakingChannelSalesWork: https://tinyurl.com/Making-Channel-Sales-Work
Making Channel Sales Work LinkedIn group: https://www.linkedin.com/groups/8553361/
Making Channel Sales Work Playlist on YouTube: https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq
You can subscribe to #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
Sunday Aug 16, 2020
Sunday Aug 16, 2020
"If you live your life in balance sheet you are back to an account telling an entrepreneur telling them how to run their company". #CallumLaing lifts the lid on the broken and corrupt world of #venturecapital and #privateequity.
PE/VC had their heyday 20 years ago when they were able to pay much less to buy companies, but their success back then has led to massive inflation. In order to make money today, they have to force their investments to strip out costs, go into massive debt and pursue insatiable growth and the expense of longevity.
In this very frank interview we discuss toxic impact of the Silicon Valley boys club. We explore the damaging illusion that VC/PE are the smartest people in the room, the cartel like behaviour PE firms operate to give the illusion of success - in 2019 over 30% of PE sales were to other PE companies.
"I need to give my investors their money back with a return so I sell you my company on the promise I will buy 2 of yours next year. That way I can show how clever I am when I pay back my investors today, and you can do the same next year". Well over 70% of companies seduced by the promise of rapid growth and riches, lose everything. Often it's closer to the 95% mark.
We lift the lid on the facade of stock options as a way to get rich. Too often it's a honeytrap that leaves those who made the company exitable, nothing, or worse. In the dot.com boom, options saddled paper millionaires with a crippling tax liability and they were forced into bankruptcy.
We examine the myth of the great minds in many of the big management consulting and strategy firms and their broken business models.
Callum shares his philosophy that is allowing MBH Corporation PLC to achieve hypergrowth in the value of their stock by acquiring profitable, traditional, "boring" businesses like kitchen fitting companies, construction, caravan companies, leaving majority ownership and control in the hands of the business owner.
Callum gives a fantastic piece of advice as his best lesson from his years of scar tissue.
We discuss the potency of gender and ethnic diversityto add value and perspective and the idiocy of limiting your talent pool. We didn't intend to make many friends with this episode and I think we succeeded. Please share your thoughts.
LinkedIn: linkedin.com/in/callumlaing
Websites
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unity-group.com (Unity-Group)
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entrevo.com (Entrevo)
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callumlaing.com (CallumLaing.com)
Twitter: LaingCallum
--
Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
Subscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
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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 14, 2020
Friday Aug 14, 2020
"Engagement cannot be fixed; engagement is a symptom not a cause" says #MichaelPuck, Senior Partner HCM Advisory Group at #Kronos
Companies that deliver exceptional employee experience have shown annual ROI on their share price of 42.33% per annum compared with the S&P 500 annualised ROI of 14.46% during the same period of 56 months over 2010-2016
2/3rds of the working population is disengaged or actively disengaged. The knock on effects of disengagement are poor customer service, low productivity, poor profitability but attempting to fix these problems or fix engagement inevitably fails to deliver the result. Michael has uncovered 30 factors that help you pinpoint the causes of disengagement. We discuss them in this episode.
If you want to drive up profitability, efficiency, productivity and stop wasting time on change programmes that fail to deliver the intended results, stop the wrong type of talent turnover, listen and apply what you learn in this interview.
If you question why this is important, the highest performing organisations see on average:
- 20% higher productivity
- 40% lower turnover
- 430% profitability per employee compared with their peers
- 290% more revenue per employee
Michael can be contacted via LinkedIn at linkedin.com/in/pucknusa
- -
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 13, 2020
Thursday Aug 13, 2020
#ScottLeese is a 6x Startup Sales Leader, 3x Top 25 AA-ISP Inside Sales Leader, 2x Founder, 1x Author and strategic advisor to many scale up business founders.
Serious illness took away Scott's future, he became an opiate addict and when he recovered he was unqualified for anything but sales. It was tough, but he'd beaten death, so he wasn't going to let something trifling like the hardest, simple job in the world beat him. He had an epiphany by reflecting on his addiction which resulted in his philosophy and approach to selling.
Scott has built 6 x $200,000,000 companies. SIX! From scratch. Listen to his approach to hiring and recruitment, management and training. It will blow your mind. Yes, it's a lot of work up front, but it SAVES time, builds individuals' to meet their potential, earns loyalty and delivers extreme results. Pay attention to what he measures.
This interview is such a breath of fresh air. Scott hosts Thursday Night Sales to help ambitious salespeople develop themselves. https://thursdaynightsales.com
He's constantly hiring, so if you are looking for a place to grow and develop your sales career, get in touch. And if you want to sell and surf, there is no one better on the planet.
LinkedIn: linkedin.com/in/scottleese
Websites:
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scottleeseconsulting.com (Personal Website)
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surfandsales.com (Personal Website)
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patreon.com/thescottleese (Personal Website)
Twitter: sleese555
--
Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
Subscribe to #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
Wednesday Aug 12, 2020
Wednesday Aug 12, 2020
#JamesFarmer has been a pioneer in the field of #B2BMarketing for the past 16 years. James had an epiphany after a long history in publishing and direct marketing - business to business marketing was operating out of the Dark Ages, and it needed modernising. He and a partner from university, #JoelHarrison, set up B2B Marketing and have worked with most of the major names in technology and other fields.
James and I have a robust conversation about the highs and lows of modern B2B marketing. We disagree on many aspects which makes for a lively conversation. Tell us what you think.
They publish the latest thinking in B2B marketing at https://www.b2bmarketing.net/en-gb/user/register, their blog is one of the most widely respected in the industry and their events are popular because they are packed with usable insights
James can be contacted on LinkedIn at linkedin.com/in/jamesfarmerb2b
Website-
b2bmarketing.net (Company Website)
- -
Sign up for #TheGrumbler newsletter: http://eepurl.com/gu2Yd1
Book a 1 to 1 call with me (no charge, fully confidential) https://calendly.com/marcuscauchi/discovery-call-15-mins
#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 09, 2020
Sunday Aug 09, 2020
"Humans are bad at understanding other humans", says #MartinLucas, CEO of #GapInTheMatrix. Together with #PaulAlexandrou and #AlexMoscow, we explore how to get inside the minds of your customers to decide to buy or stick with the status quo.
Martin is a #MathematicalPsychologist, Alex is a consummate storyteller of his clients' customers' stories, and Paul has helped a $2m Norwegian business acquire over 1 billion unique users, 77m of whom use their product every day.
We explore the power of understanding and tailoring your story to the #archetypes who make up the majority of your customers. We discuss the pitfalls of getting this wrong and the power of targeting your message to maximise the success of your marketing investment.
If you enjoy this podcast, please like, comment and share. And if you want to get in touch with one of the fellows, drop me an email or ping me a LinkedIn message
--
Book a 1 to 1 with me at https://calendly.com/marcuscauchi/discovery-call-15-mins
Get my newsletter #TheGrumbler: http://eepurl.com/gu2Yd1
Listen to both my podcasts:
#TheInquisitorPodcast
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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