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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
Friday Jun 05, 2020
Friday Jun 05, 2020
#DavidDavies, the Cod Father, former #1 frozen fish salesman and international DJ has spent the past 35 years helping small technology businesses. Dave and I co-wrote #MakingChannelSalesWork #MCSW which has quickly become the go to bible for turning around and/or building successful #SalesChannels, #Alliances and #Partnerships.
Lack of Boardroom congruence, misalignment and an unhealthy focus only on empirical data, silos and empire building instead of focusing on having the biggest positive impact. Dave introduces the idea of developing a #ValueProvocation instead of a #valueproposition. This is only possible if you have a clear, singular vision. A failure to have that cohesive vision and aligned focus, means that teams you will suffer from organisational Chinese whispers.
People step as led. Executives often send unintended messages with how they behave and what they measure but these fly in the face of their stated intent. In the channel, this is amplified and the positive or negative impact is even greater.
We discuss what makes for successful channel development, the importance of being committed to developing and growing other people's businesses, the vital qualities of being able to train and coach how to sell to your end user. Developing channels is hard. Really, really hard. What are the mistakes vendors make when building their channels, hiring channel managers and channel chiefs, identifying the right kind of partners, the critical importance of understanding how to run a partner's business. Hiring channel managers who were big, swinging enterprise Richards at a megalithic vendor rarely work out.
How will Covid impact sales, and what is the opportunity this represents to capitalise by building your channel with cultural experts locally? We discuss the faux pas trap faced by non-local salespeople and culturally unaware leadership.
This episode is packed with warnings signs, real world advice that has been learned from our 70+ years combined scar tissue, great advice that works when building a partner-centric, customer-centric channel to deliver a win-win-win outcome. BRING A PEN AND PAPER to this episode. Listen more than once.
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Get hold of Dave on LinkedIn: linkedin.com/in/davidwdavies
Email: david.davies@sandler.comTwitter: SandlerTV--Book time with me for a 1 to 1 discovery call: https://calendly.com/marcuscauchi
Sign up for my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1
Buy a copy of Making Channel Sales Work: https://tinyurl.com/Making-Channel-Sales-Work
Join the Making Channel Sales Work LI group: https://www.linkedin.com/groups/8553361/
Watch my Making Channel Sales Work Playlist YouTube: https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq
Tuesday Jun 02, 2020
Tuesday Jun 02, 2020
#GeoffBurch is back! Geoff's childhood was unorthodox. His parents escaped the Gestapo in Vienna in 1938. They were out with friends at the opera, and at the end of the performance one of his officer friends warned him not to go home as he was going to be arrested. A Viennese Jewish psychiatrist, Geoff's father taught him about the bizarre, self destructive, delusional nature of people with stories of his patients.
Geoff grew up to be a maladjusted, troubled youth who naturally fell into sales. His stories will make you howl with laughter whilst making the point about why people do what they do, even though it is rarely rational. We explore #TransactionalAnalysis in detail, discuss its application in sales and management, and generally have a rip roaring time.
If you ever have need to a belly laugh at your sales or management kick off, Geoff is your man for the job.
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Contact him via:
Geoff’s LinkedIn Profile: linkedin.com/in/geoff-burch-73754821Websites-
geoffburch.com (Company Website)
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geoffburch.com (Blog)
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If you want to learn more about sales, channel sales, management click here to receive #TheGrumbler newsletter and find out about my events: http://eepurl.com/gu2Yd1
Join me for one of my live sales, leadership and scaleup clinics: www.marcuscauchi.eventbrite.com
Book me for a free, confidential 30 minute call - https://calendly.com/marcuscauchi/book-a-free-30-minute-call
Sunday May 31, 2020
Sunday May 31, 2020
#JeffJHunter has a background in developing virtual teams, serving founders of tech start ups to develop their personal brand and become known as experts in their field.
Jeff describes branding as intentional transactions. He describes the 4 elements to your personal brand
- Connection - how are you really connecting with your target audience?
- Omnipresence - where are you and how do you show up?
- Relevance - why should people listen to you? How are you of value to the people you serve? What problems do you help solve?
- Engagement - what's the evidence that you are helping people? How are you helping them achieve their desires?
We discuss the importance of genuinely paying attention, listening to hear what another person is saying, understanding to the other person's satisfaction.
If you focus on making your clients the hero, there must be a villain. The villain is the problem your clients are trying to defeat. Be very careful not to make yourself the hero. Your job is to be your clients' guide.
Jeff makes the point that marketing is always about generating the right results. We explore where you start when developing your personal brand and the answer is obvious but will probably surprise you.
Why is there a disconnect between sales and marketing? Why must you have an ongoing conversation with your existing customers? How do you deliver valuable content? How do you identify villains in your prospects' world?
Jeff and I will upset you if you are looking for an easy life in your marketing and your sales.
Contact Jeff at:
Jeff LinkedIn Profile: linkedin.com/in/jeffjhunter
Websites-
JeffJHunter.com (Company Website)
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vastaffer.com/ (Company Website)
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virtualassistantmarketing.com (Company Website)
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Additional Resources
Book a free, confidential 30 minute consultancy call with me - https://calendly.com/marcuscauchi/book-a-free-30-minute-call
Sign up for #TheGrumbler newsletter: http://eepurl.com/gu2Yd1
Making Channel Sales Work: https://tinyurl.com/Making-Channel-Sales-Work
Making Channel Sales Work LI group: https://www.linkedin.com/groups/8553361/
Making Channel Sales Work Playlist On YouTube: https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq
Join me at one of my live Sales, Tech Hypergrowth and Leadership clinics: www.marcuscauchi.eventbrite.com
Tuesday May 26, 2020
Tuesday May 26, 2020
**** This is a MUST LISTEN episode if you are on my sales training programme ****
This is a masterclass in pricing genius. #DavidAbbott, author of #HowToPriceYourPlatypus, shares 4 simple psychological pricing strategies to help you get paid what you're worth. He spills the beans on how to get buyers to negotiate in £1's, £10's and £100's instead of £1000's, £10,000's and £100,000's.
Whether you are selling products or services, your house or your company these strategies work in the real world. We explore the power of pricing techniques by starting from a better position before you ever negotiate. The better your starting point, the better your ending point.
We discuss the importance of making the decision to proceed at the start of the sale, then make dozens of little agreements instead of making one big decision at the end.
David also explains how you can use your win-lose ratio as a trigger to raise your prices.
You'll find yourself slapping yourself on your head when you realise how simple getting pricing right is, and what a pig's ear you've made of discussing pricing in the past
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If you'd like to explore how you sell more, more often for more money to more people, you can book time with me via this Calendly link: https://calendly.com/marcuscauchi/book-a-free-30-minute-call
Email newsletter signup link to #TheGrumbler: http://eepurl.com/gu2Yd1
Order your copy of #MakingChannelSalesWork: https://tinyurl.com/Making-Channel-Sales-Work
Sign up for one of my live clinics: www.marcuscauchi.eventbrite.com
My podcasts can be be found on Podbean, Spotify and ApplePodcasts:
#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
Saturday May 23, 2020
Saturday May 23, 2020
#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)
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koppconsultingusa.com (Company Website)
Subscribe to my newsletter, #TheGrumbler here: http://eepurl.com/gu2Yd1
Book a free, confidential consulting call with me:
https://calendly.com/marcuscauchi/book-a-free-30-minute-call
#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 May 21, 2020
Thursday May 21, 2020
#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
Get my newsletter #TheGrumbler: http://eepurl.com/gu2Yd1
Buy #MakingChannelSalesWork here: https://tinyurl.com/Making-Channel-Sales-Work
Sign up for my #techHypergrowth events, clinics and masterclasses:https://www.eventbrite.co.uk/o/marcus-cauchi-30077128364?aff=odeimcmailchimp3/techhypergrowth
Tuesday May 19, 2020
Tuesday May 19, 2020
#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:
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Get my newsletter #TheGrumbler: http://eepurl.com/gu2Yd1
Buy #MakingChannelSalesWork here: https://tinyurl.com/Making-Channel-Sales-Work
Tuesday May 12, 2020
Tuesday May 12, 2020
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
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
#ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Saturday May 09, 2020
Saturday May 09, 2020
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.
Thursday May 07, 2020
Thursday May 07, 2020
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.
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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