TheInquisitor Podcast with Marcus Cauchi

How To Phone Your Way To A Strong, Full Sales Pipeline: Caryn Kopp

#CarynKopp has been opening doors by phone for her business clients for nearly 3 decades. She has built a team of experienced door openers, accumulating 300+ years of lessons from cold calling. We discuss why the phone is still relevant and an incredibly powerful route to market. We role play various common scenarios and offer up some better alternatives to traditional prospecting strategies.

The phone is an incredibly powerful sales tool which is underused and underestimated. Its power lies in the intimacy a phone call creates. The buyer is letting you right into their personal space, speaking directly into their ear.

Many salespeople have grown up with the myth that prospecting by phone doesn't work any more. This is a bullshit fabrication of social media "gurus" trying to peddle their programmes to suckers. Bad telephone prospecting doesn't work. It NEVER worked. A great prospecting mindset, with great technique and the right intent can be super effective. And as part of a mix of prospecting activities, it is even more powerful than just cold calling alone.

We discuss why so many sales managers are incapable of training and coaching their salespeople to use the phone and reach a depressing conclusion which offers great managers a fantastic chance to get even further ahead.

You can contact Caryn via:

Caryn’s LinkedIn Profile: linkedin.com/in/carynkoppWebsites

• koppconsultingusa.com  (Kopp Consulting USA)
• koppconsultingusa.com  (Company Website)

Phone: +1 908-781-7546 (Work)Email: ckopp@koppconsultingusa.comTwitter: ChiefDoorOpener--

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#TheInquisitorPodcast

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The #ScaleupsAndHypergrowthPodcast

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Are Your Customers Telling Powerful Stories About You?

#PaulAlexandrou is a seriously effective storyteller. Founder and CEO of #ModernEquivalent, Paul helps fast growth companies adapt to moments of deep change. Pivots, strategic change, outrageous growth are often very uncomfortable. Managed well, those moments can deliver incredible competitive advantage. Mismanaged and they can sound the death knell for your business or a life of mediocrity swimming with all the other fish in your pond.

The danger of being feature obsessed is that you paint yourself into a box as a commodity provider. MinimumViableBrand (#MVB). Story and brand are misplaced in marketing departments. Founders are so close to the narrative and that informs decisions at a product and culture level. Paul believes it's imperative to position brand and story in the C-suite for them to use them as a lens, especially at moment of change.

Your story is the narrative of why you exist. It's the bridge that connects who you are as a business and what matters most to the people you serve. Story is too important for it to be merely a marketing output. Does your story tell how are you different or make you sound like everyone else?

CEOs are the chief story tellers. Companies that are winning are leaning into the challenge by pivoting around their purpose or their brand, often away from their old feature sets. CEOs need to embrace their responsibility. They need to author and co-author their story with their teams so they are at the centre of their story as it evolves. Paul introduces the concept of the Brand/OS (operating system) to keep the brand fluid and iterative so it evolves with real world market conditions.

If you are scaling up your business, this is essential listening. If you don't leverage your story and your brand effectively, you are going to make that growth heavy going and you will become an obstacle to your own growth. You will create confusion, conflict and silos, you may take on money that is divisive, leading to politics and turf wars due to misalignment.

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Check out my new #ScaleupsAndHypergrowthPodcast at:

Podbean: scaleupsandhypergrowth.podbean.com

Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u

Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

 

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Are You Qualifying Conceptually To Deliver High Performing Relationships With Your Prospects?

#JohnRosso inspires me. He's been an inspiration to me for the past 17 years and is someone all Sandler trainers and clients have been influenced by. His impact cannot be overstated within our community.

John and I explore what's going on in the sales community under Covid-19. We investigate what's working and what isn't, what managers can do to help or hinder their salespeople. And what salespeople are doing to hinder themselves. He uses real world examples to show best practices and what the average salespeople and average managers are doing. If you are doing those things, take a hard look in the mirror and ask yourself why? Is it fear, apathy, ignorance, denial or ego that holds you back the most?

If you are fan of qualifying for BANT (budget, authority, need and time) you are going to hate this interview because we put that ugly baby to bed once and for all when we discuss the importance of qualifying conceptually. Average (BAD) salespeople try to qualify for BANT because they've been taught to do that by terrible managers (94% of managers are UNQUALIFIED for the job based on SRC's 2020 global research study, and frankly, I'm amazed it's that low a percentage!). John sheds light on a far more elegant way of engaging in the qualification process that true sales professionals will love.

I'm not going to give away any more. Have a listen. Pure gold throughout.

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Check out my new #ScaleupsAndHypergrowthPodcast at:

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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

 

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How To Engage Your Customer With Emotion and Powerful Stories

 

At least 19 / 20 marketing attempts completely miss their mark if you lead with features and benefits or talk about the logical reasons why customers and prospects should buy from you. 95%+ of decisions are 100% emotional. Speak to your best customers. Your best customers will tell you what you need to know to sell to other people just like them. The most important player in your story is your audience.

Are you killing sales, alienating loyal customers and failing to identify gaps in your competitors' offering because you don't understand your customer?

Alex Moscow is CEO of 9mmPR and an expert at auditing the stories in your head and translating the voice of your customer into powerful stories that make them the hero. He gets you noticed by editors and has helped clients grow 13,000%

Martin Lucas, is a mathematical psychologist, CEO of Gap In The Matrix, and the world's foremost modeller of why human beings really make decision for consumer and high tech brands. Gap In The Matrix has a blue chip and tech scale up client base. One added £64m to their bottom line by changing 7 words in their copy!

Paul Alexandrou, is an expert is making your audience central to your story developing your brand and taking your story from marketing into the boardroom. Brand codifies the soul of a company and allows you to differentiate in a crowded market. Story enables you to communicate it to your audience.Paul has helped take Kahoot! from start up to 70m daily users and 700m unique users through brand and story

We explore the power of story to attract and keep top talent, the power of structure, word of mouth, build deliberately sharable narratives, creating #SocialArtefacts, how to use micro-nudges effectively and why they don't work when badly used. A veritable masterclass in the power of story, emotion and applied intelligence.

• Do your stories scream out for attention amongst all the noise?
• Are you preventing loyal customers from buying from you because you are letting ego get between you and their decision to buy?
• Are you forgetting the power of your internal story to have everyone in your business marching in lockstep?

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Useful resources you might want to check out

#TheGrumbler newsletter: http://eepurl.com/gu2Yd1 Not for softies!

 

#TheInquisitorPodcast

Podbean: marcuscauchi.podbean.com

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Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

 

#ScaleupsAndHypergrowthPodcast

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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Is Your Need For Control Killing Your Salespeople's Motivation?

Did you know it takes 38 months to recover the sales you lose after you lose a salesperson?

#Phill McGowan is a serial entrepreneur who has built 8 businesses and sold 5 of them. He left school at 15 and got a series of badly paid jobs until he eventually fell into sales. When his wife and business partner passed away, he decided to change his direction and chose to study sales as an academic. He gets his PhD in September.

We discuss the link between control and motivation - the more control managers have the lower salespeople's motivation. In this outstanding discussion, you will learn how to so much. Bring a pen and paper!

The best sales leaders are spending at least 40-60% of their time teaching? They are servant leaders in both directions - servant leaders internally and servant leaders on behalf of the customer.

Phill and I discuss the 3 critical themes that his research covers that limit your success

• Failure of sales strategy
• Failure of salespeople
• Failure of sales management

What is the price of winning a profitable order from the wrong type of customer?

Where do you really want to sell? If you aren't very clear about who your customer is and who your customer isn't, you're in danger of hurting your business in the long term. Are you asking your managers to enact your strategy through their rhythm of the right type of training, coaching and accountability? Or are your managers actually focusing your salespeople on the wrong customers?

Are your eyes open to what's coming from left field that will make your niche disappear from under your feet? Phill recommends that you invest in higher education to give yourself time and space to think about your market, your competition, trends in your market.

 

Games Your People Need to Play

Tore Byström, Sales Director of #Celemi. He plays games for a living. Celemi is the world's leading experiential learning company and for the past 16 years Tore has been helping leaders, executives and manager in many of the world's biggest, most fast moving companies develop, retain and apply practical skills where people can see the consequences of their decisions in a low risk environment.

We discuss the power of play for adults. We explore how it creates constructive conflict, cohesion and commitment. Tore shares examples of the impact this approach can have to repairing fractured teams, eliminate political infighting, pull down walls and break down silos, bringing unity, respect and understanding.

A refreshing look at what is possible with great programme design coupled with the opportunity to fail repeatedly because these failures become teachable moments. What's most interesting is that the delegates teach each other, get to try out ideas, experiment and everybody, even your introverts get to be heard and make often stunning contributions.

Get in contact with Tore via:

Tore’s LinkedIn Profile: linkedin.com/in/torebystrom

Email: tore.bystrom@celemi.se

 

 

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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Lisa Magnuson: How Can You Win Deals That Are 5X Your Average Deal Size?

#LisaMagnuson is author of #TheTopSalesLeaderPlaybook and #TheTopSellerAdvantage. Her expertise is helping tech companies chasing large, #complexenterprisesales win deals that are 5X their average deal size.

We discuss the importance of planning and strategising, rehearsal and role play to iron out problems, preempt obstacles and objections and reduce the probability of chasing deal you cannot or should not win. Have you ever worked out the cost of an enterprise pursuit, win or lose? It can run into the £tens or £hundreds of thousands. If you have a low #winrate or a low order value it can mean you don't see a profit for months, even years. The second highest hidden cost in any business is the hidden cost of sales and one that bites deep into your bottom line.

If you aren't clear about what's the intersection between what the customer wants and needs and your strengths you can find yourself wasting an eye-watering pile of cash, squandering scarce and costly resources and diverting them from high value, high return real business you can and will win.

• Do you know what your win themes need to be?
• Have you agreed clear roles, responsibilities and #accountability in your account teams?
• Do you have #executivesponsorship and involvement from both sides?
• Have you identified the winning plays to win 5X deals?

Lisa and I have a very honest, unvarnished conversation that will help you identify what your team can be doing to raise your enterprise sales game, drive growth and secure the future of your tech business.

Contact Lisa via:

Lisa’s Profile: linkedin.com/in/toplinesalesWebsites

• toplinesales.com  (Company Website)
• toplinesales.com/blog/  (Blog)

 

Twitter: Lisa_magnuson--Register for our newsletter on sales, channel sales and scale ups here: http://eepurl.com/gu2Yd1Listen to my #ScaleupsAndHypergrowthPodcast on: 

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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Never Waste A Good Crisis

Crises don't create weaknesses, they expose them.

The Covid-19 crisis exposed massive deficiencies in many businesses: in their sales approach, their pipeline, in sales management, a lack of vision, lack of preparation, and highlighted serious talent gaps across the global sales profession.

#CarlosGarrido is co-CEO of #SandlerMiami. He is a keen student of the human condition and psychology. In this frank conversation he admits how he had become comfortable, deluding himself into thinking he was doing a great job. When the lockdown hit, he realised that he'd allowed himself to become complacent.

It was the shot in the arm he needed to get back to core principles. Unfazed by the noise, the doomsayers and the competitions' acceptance of their fate, Carlos went on a mission to thrive in the depressed, frightened economy. We discuss how we have both seized this, the BEST OPPORTUNITY almost every professional salesperson WILL EVER HAVE IN THEIR CAREER to get ahead.

He shares real world tactics that are working today. Many of you will find this uncomfortable because it was our intent to hold up the ugly mirror to you and shock you out of your excuses and torpor. Stop blaming the economy, the lockdown, the negative sentiment and grab the bull by the bollocks and wrench. 

You are responsible for your results. You are responsible for making the best of this bad situation. Your families, your company, your team and your customers depend on you to provide leadership and a safe pair of hands to guide and help them out of this.

Nothing happens in the economy until salespeople sell something. We are the engine that will drive recovery. 

"All will be well. We have, I believe, within us the life-strength and guiding light by which the tormented world around us may find the harbour of safety, after a storm-beaten voyage." - Winston Churchill

Carlos’ Profile: linkedin.com/in/carlosgarrido0Website: absolute.sandler.com  (Company Website)

Twitter: GarridoCsg

 

If You Want To Make Enemies, Recommend Change!

Prof #EddieObeng is CEO of #PentacleVirtualBusinessSchool and founder of #Qube. Eddie is the most famous business guru you've never heard of. An expert in facilitating lasting, effective change we tackle critical questions like:

• Should expensive CEOs be replaced by AI?
• Can virtual workplaces produce better results than physical office environments?
• Why do change programmes fail 75-80% of the time?
• How will others respond to the change you implement?
• How do you get your people to come up with the answers?
• How do you bed in new ways of working?
• What do most organisations overlook that lose them their intended competitive advantages?
• Why are your meetings boring and unproductive?
• How do you maximise effectiveness in a virtual business environment?
• Why benchmarking encourages terrible business practices & hides the truth about performance?

Change doesn't happen in isolation. If you change one moving part, it affects other parts of the business, people or your model. Eddie shares his 5 step E.D.D.I.E. model to prevent change programmes from being set up to fail from the start.

Eddie is a powerhouse of ideas, a serial business disruptor and a pioneer in the field of virtual business execution.

Join Eddie and me for an informative and highly engaging conversation about the future of work and how virtual workplaces will allow improved collaboration, greater diversity of thought and improved efficiency

To contact Eddie about #Qube, Pentacle Virtual Business School or have him guide you through a critical change programme that has buy in, beds in and delivers the results you were hoping for:

Eddie’s LinkedIn Profile: linkedin.com/in/prof-eddie-obengWebsites

• PentacleTheVBS.com  (Company Website)
• pentaclenewworldtimes.blogspot.com/  (Pentacle: New World Times Blog)
• imagineafish.blogspot.com/  (Blog)

Phone

• +44 (0) 1494678555 (Work)

 

Twitter

• EddieObeng
• PentacleTheVBS
• QUBEcc

Who Is The 1 Constant In All Your Dissatisfying Relationships?

#AmyWoodall is back for the 3rd time discussing why you must own your 50% of every interaction. We explore how to stay out of psychological games is possible if you own your 50. If you let your ego get hooked you will be dragged kicking and screaming into the #Drama Triangle, which describes every f**ked up, broken, dysfunctional relationship you can or will ever have.

We explore what that means for leaders, managers, salespeople and customers.

We delve into the #Winners' Triangle and how being vulnerably assertive can give you power and strength in the face of bullies, victims and micromanagers.

This episode is a tour de force by a genuine master of #TransactionalAnalysis. Listen to Amy and then listen to the world's most famous #ChipDoyle in my interview with him about using #TA in the sale and how to stay unattached and egoless in the sale: https://www.podbean.com/media/share/pb-8wfhf-d90b64

Together these interviews delivers the fundamental principles of #authenticselling and #authenticmanagement and help you take and maintain control over your own response to adversity, conflict or disappointment.

Please COMMENT and SUBSCRIBE. DOWNLOAD this episode to listen at your leisure.

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