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Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success.
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Episodes
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
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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
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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
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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
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