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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 Jul 12, 2020
Sunday Jul 12, 2020
"My best example of service is my father. The man who was the CEO in that office didn't look at himself as a CEO. He looked at himself as an enabler, a protector, as a servant ... I watched my dad ... We teach people over products, and community over commission cheque ... There's a good way to sell and a bad way to sell, and there's a staunch difference in between. Both can lead to success and that's the problem with sales", says #DaleDupree. His father went to the market intentionally looking for someone he could give a chance to shine.
Curtis Dupree founded his copier business in 1984. Dale was born with toner flowing through his veins in 1985. He rebelled and vowed he wouldn't sell copiers, so he followed his dream of becoming a musician. After realising the music industry wasn't for him despite winning a recording contract with Warner Music, he went back to selling copiers. "I sucked, became better, I became the best, I became VP of sales. I had it all."
What do you do when the doors are closed and no one is looking? Dale is a breath of fresh air in a profession with a reputation that has been hard earned for being manipulative, inauthentic and self-serving.
Have a listen to my chat with Dale about how he serves the lost, the weary and the broken at one end and the self-aware, highly driven sales professional at the other, and everyone in between.
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SalesRebellion.com (Company Website)
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CopierWarrior.com (Personal Website)
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#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
Friday Jul 10, 2020
Friday Jul 10, 2020
How you retain clients as we go into the toughest economic conditions any of us have ever experienced is going to be critical.
#VictorAntonio discusses the power of intrinsic motivation, the unintended effects of the wrong compensation plan, the critical importance of developing existing clients. We pull no punches in this conversation. We explore what you can do to improve your sales, management, recruitment and how technology can be brought to bear to enhance performance, protect your intellectual capital and ramp up new hires.
Author, speaker and business consultant, Victor started life as electrical engineer eventually moving into sales with 20 years as a top sales executive and then CEO of a high-tech company.
AMAZON Books:
- Sales Ex Machina: How Artificial Intelligence (AI) is Changing the World of Selling (AI in Sales)
- Sales Models: 50 Models for Effective Selling (Sales)
- The Greatest Gift (Motivation)
You can contact Victor via:
LinkedIn: linkedin.com/in/victorantonioTwitter: VictorAntonio--
Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
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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
Wednesday Jul 08, 2020
Wednesday Jul 08, 2020
#DrMarkGoulston is the world's leading expert on #EmpathicListening. Author of #JustListen, a highly sought after international speaker and passionate protector of young people in the fight against #TeenageSuicide.
Mark has been a mentor of mine for a few years and has had a profound positive impact on my perception of myself, my role in the world and how I engage with others.
He shares several practical ways in which you as a parent can help your sons and daughters, whether they and children, teens or young adults best handle the stress of uncertainty created by the Covid crisis, lockdown and economic uncertainty - isolation, missing exams, being separated from friends and family, high unemployment entering into the workforce.
Have a listen. I hope this helps and get in touch with Mark
LinkedIn: linkedin.com/in/markgoulston
Website: markgoulston.com (Company Website)Twitter: MarkGoulston
Saturday Jul 04, 2020
Saturday Jul 04, 2020
"Expose the cracks, don't paper them over", says #TamaraMcMillen. She is a breath of fresh air in sales leadership. Until recently she was the EVP of Sales for Virgin Media, is a non-Exec with CSO UK and a relentless advocate for diversity and inclusion. Consistently helping her teams smash quota,We explore her journey as a woman in tech sales and leadership - the highs and lows, obstacles and prejudices, and the missed opportunity these biases represent. Her emphasis is on creating intentional, cognitive diversity to improve the quality and richness of thinking.
Tamara shares her insights and lessons to build, enable and develop high performing salespeople and teams.
We explore the challenges with the right and wrong pre-onboarding, onboarding, training, coaching, measurement and sales enablement of your team.
She observes that you must meet your new employee where they are in their life, and right from the starting gate have a transparent conversation about where their gaps are. She is passionate that you have a moral obligation as leaders and hiring managers to treat new employees as human beings. They join a company and hope to be successful. It is your responsibility to make sure you make no assumptions, you listen, you question and you understand the individual so you can tailor your approach to get the best out of them. If any one of your people fail in role, you are responsible for their failure. if your salespeople fail in role that is a teaching moment for the manager. How did you let your salesperson down?
We discuss why the Player/Manager/Coach hybrid role rarely works well for anyone. In start ups there is a brief window where that is a necessity but why you must quickly separate these functions to stop yourself from failing at all of them.
We discuss the shameful statistic that the average turnover in sales is 34%. Imagine if you recruited and hired well, did a good job of onboarding and developing your people, how much faster you would get the right people up to speed and how much more profit you will have to invest in developing them and recruiting more A-players. It takes at least 2 years for salesperson to hit their full stride, so if you are turning over salespeople at 12-18 month cycles, you never achieve optimal performance and then you reset from scratch. Crazy and wasteful.
Symptoms like 7/8 first meetings don't result in a second meeting because of lack of pre-call planning, rehearsal, post-call debriefing, lack of coaching and ride-along coaching. She explains the importance of the partnership between sales management and leadership, L&D, HR and sales enablement. Tamara also explains the danger of letting people from the bottom 80% of your sales team spend time with new hires.
She highlights the critical importance of leaders having a growth mindset, understanding that selling is a team sport, and having the courage to stand up to investors to ensure that you can implement a long term plan instead of sacrificing longevity in favour of rapid, uncontrolled growth.
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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 Jul 02, 2020
Thursday Jul 02, 2020
"The world doesn't respond to stepwise evolution or innovation any more. The world is moving so fast, they respond to disruption. Don't do little steps. Do big steps. Think the unthinkable".#PierreVanWeperen is a grizzled #pharma and #healthcare executive who started his career in sales, moved into management and leadership, and subsequently into investment in start ups and scale ups.
Today he leads #GrowPharma and #GrowBiotechUK, a #medicalmarijuana company.
He makes the important distinction between complexity and complicated, the focus on end user outcomes to deliver change and restructures that leave the team aligned, experience meaningful change that improves their business and their execution. We explore common purpose, the need to clear direction, a robust plan that looks far enough into the future to stay ahead of your sales growth.
Pierre says that fast growth coupled with a highly regulated market means he and his team must focus on the present whilst having a clear long term vision, and avoid getting overwhelmed by the glut of data. When his team come up with a solution he sends them away to come back with a better one until they can't come up with a better one.
He hires managers who are:
- Willing to make decisions with incomplete information
- Willing to fail and not punish failure
- Hire managers who are willing to take risks and doesn't play safe
"The failure to fail ... takes the people who could make the change and turn them into a reporting capacity. .. If you train them properly, if you coach them properly they should know what they have to do to make a change", Pierre believes that first line management is the weakest link in any organisation because they aren't involved in the decision to change and they don't allow their people to make mistakes.
Contact Pierre via LinkedIn: linkedin.com/in/pierrevanweperen
Websites
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grow-pharma.com (Company Website)
--
Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
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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
Tuesday Jun 30, 2020
Tuesday Jun 30, 2020
"The evidence is there and the results aren't", says Mark Schaefer about the utter waste in global marketing. If you are a business leader, you are in for a good kicking. if you are a marketer or working agency side, you are probably going to hate this episode.
#MarkSchaefer started his career in Fortune 100 corporates, he is an Adjunct Professor of Market at Rutgers and is author of the very excellent #MarketingRebellion. He is an outlier in the world of marketing.
Mark says that marketing has to own the answer to this question. "How do customers experience us in their environment?" Our customers are doing over 2/3rds of the job of marketing. Our customers are doing the marketing for us. HELP THEM TO DO THEIR JOB!
The job of marketing is to listen to the customer. You have got to be in the trenches. Whatever you think about your customer is probably wrong. Deafness to what matters to your customer means you are missing opportunities, alienating loyal customers and your reliance on #BigData that you don't understand means you are asking the wrong questions. The answers lie in #SmallData.
This is a blisteringly good episode. have all the leaders in your business complete this sentence ... "Only we ..." If you come up with several different responses, you don't have a marketing strategy!
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businessesGROW.com (Company Website)
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businessesGROW.com/blog (Blog)
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youtu.be/gehWpd4AGyE (Speaking video)
--
Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
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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
Sunday Jun 28, 2020
Sunday Jun 28, 2020
#KateLewis is founder and CEO of #e4enable. She is a passionate advocate of coaching of developing your salespeople and equipping your managers to coach.
We discuss what coaching is and what it isn't, why it is so critical to the success of any business. especially ones looking to scale at speed or survive the imminent economic depression that will kick in around September 2020.
Kate has led many successful sales teams throughout her career and has seen first hand the impact good coaching can have on the lives and performance of individuals and teams. She has also seen the negative impact that a lack of coaching or bad coaching and management can have. Bad coaching or no coaching cost companies their future, depress morale, limit the potential of high flyers and encourage cultures that tolerate blame and excuses, avoidance and politics.
Kate can be contacted on
LinkedIn: linkedin.com/in/katellewisWebsite: e4enable.com (Company Website)Twitter: katellewis--
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#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
Thursday Jun 25, 2020
Thursday Jun 25, 2020
The Queen probably thinks the world smells of fresh paint because whenever she shows up, they've spruced the place up for her. When you go out into the field on #ridealongs with your salespeople, do you ever get the sense something similar is happening? Do your salespeople line up friendly customers and everyone is on their best behaviour?
Ridealongs are NOT just for new salespeople to shadow an experienced salesperson. Nor are they a gotcha moment to try and catch out veteran salespeople. Veterans are NEVER the finished article. Every salesperson ALWAYS has room for improvement.
A sales manager has 4 functions:
- Hire the best salespeople
- Get the best out of them
- Make sure they have the tools and resources they need to do their best work every day
- Help by clearing the path of road blocks and protecting them from acts of idiocy from your own senior management
We discuss why ridealongs are important, what the roles of seller and manager are, and the importance of strong, clear, up front contracts and effective debriefings after each call.
You can buy #The21stCenturyRidealong from Amazon where you can learn about the tools of management. You cannot identify a salesperson's development needs from a monthly report. You need to understand whether they need help with behaviour, attitude or technique.
Antonio shares a template for an effective ridealong. Have a pen and paper to make notes
Contact Antonio on:
LinkedIn - linkedin.com/in/antoniogarrido
Website - absolute.sandler.comTwitter - SandlerASDMiami--Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
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#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
Wednesday Jun 24, 2020
Wednesday Jun 24, 2020
#JulianaVida is Chief Technical Advisor to #Splunk's #PublicSector sales team. 27 years in the US Navy, combat pilot, deputy CIO to the US Navy, 3 years at Gartner advising governments, and special advisor to Washington Cyber Roundtable, Juliana is the voice of the customer for sales. She's not technical by background and spends much of her time reminding salespeople that their buyers are human beings! She reminds them that to have an executive level conversation you have to invest time on the human level of discovery if you want to avoid being sent to Siberia, stuck in the IT department.
We have a very robust conversation about why buyers really buy and what salespeople do to prevent them from buying. Juliana is an advocate of thinking AS THE CUSTOMER instead of about the customer - if you think about the customer you are making assumptions and those assumptions are probably wrong. We discuss what managers need to do to recruit diverse teams who have breadth and perspective that transcends sales and engineering. Look outside for people who come with different experiences, who think differently, who ask questions your specialists would never think of. We discuss training managers and salespeople, the value of constructive conflict, the need for planning, rehearsal to get ahead of any problems that might occur in the sale.
Splunk has created a fun, creative, innovative culture in a mature business to drive the constant feeling that everyone has to be very creative, embrace different opinions, stand up for what they believe to best serve the customer, to offer a better solution. We explore how to identify top talent by how they present their personal brand on platforms like LinkedIn.
The best vendors make their customer the hero, help them become wildly successful. Juliana explains why salespeople must build relationships that matter, why they must act as if they have no fear, and the negative effects of ego.
A genuinely insightful conversation about #sales and #selling, #salesmanagement, #salesleadership.
Contact Juliana via LinkedIn - linkedin.com/in/julianavida
--
Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
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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
Sunday Jun 21, 2020
Sunday Jun 21, 2020
Pinpointing why your customer buys is critical to eliminate waste, inefficiency and lost sales. Only by aligning with your customer and the context in which they exist will you be able sell consistently and predictably to your customers. Recognising the buyer archetypes you attract as a brand will drive systemic growth.
As salespeople, it's incumbent upon us to adapt to our customers and prospects. If you're hiring and onboarding new salespeople, expose them to buyers; have them listen to their story, listen to the language they use, learn their preference for detail or big picture, fast or slow pace, people or result orientation. Listening is a creative act. Speak to your customers to understand what it's like to be them, what matters to them, what pressure they are under, what they consider important. Make it mandatory for your CEO, your CFO, your COO, your CMO, your CRO, your CIO, you middle managers, your marketers and your salespeople speak to your customers to eliminate the errors that creep into your theories and assumptions.
Controversially, we discuss why most big data programmes operating on theory are a waste of time because they are built upon flawed thinking. Inadvertently, they lead to focus on the wrong end of the problem, then to a blame culture, misalignment away from service and frustrated customers who are unhappy and disappointed.
Hot tip: Look at what your end user customer is NOT doing rather than what they are doing. The strongest indicators for how you will grow will come from looking at those gaps
#AlexMoscow (#9mmPR), #PaulAlexandrou (#ModernEquivalent) and #MartinLucas (#GapInTheMatrix) join me to discuss the duality of business to help you focus on what the best organisations are doing that the average vendor does not.
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