216.5K
Downloads
550
Episodes
Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success. I’m always grateful for Reviews and remember to Subscribe
Episodes
Friday Feb 07, 2020
Friday Feb 07, 2020
"When a man asks to meet you halfway, he probably thinks he's already standing on the halfway line" - JD Rockerfeller
#AllanTsang is a globally recognised commercial negotiator. He is the man you want on your side when negotiating big deals, critical deals or when you're having tough, career stopping conversations. He demonstrates, with live examples from the real world, what real negotiation looks like.
- Deescalate emotion
- Slow down
- The power you gain through good research
- Understanding your counterpart's agenda
- Stay unattached emotionally to the outcome
- Increase your potency with rehearse and role-play
- Staying calm
- Turn around bad situations
- Not split the difference
- Prevent bad decisions
- Offering up the "No"
- Secure great deals
Allan's first mentor was the legend #JimCamp, author of the stunningly good book, #StartWithNo. His current mentor is another one of my guests, former head of the FBI National Crisis Unit, #GaryNoesner
If you've followed me for a while, you know I'm usually pretty rude about negotiation because in sales it usually means how can we compromise, give unilateral concessions and live with regret leading to resentment. Allan is nothing like that! He is authentic, curious and a delightfully effective listener. You will learn a lot from this interview.
LinkedIn:linkedin.com/in/allantsang
Website: 88owls.com Email:allan@88owls.com
Wednesday Feb 05, 2020
Wednesday Feb 05, 2020
#JeffBajorek believes #salesmanagers need to treat their salespeople as customers. They have to ask their people to do things they might not ordinarily do.
We slaughter several fatted calves around management. It's an ugly car crash of a conversation if you're a typical sales manager. We explore the idiocy of scale at the expense of effectiveness with salesforce automation and sales enablement. We dig into why sales recruitment is done so poorly resulting in a generous estimate that only 46% of sales reps hit target in 2019 (even after their targets have been reduced).
Whilst he doesn't entirely blame managers for managing the numbers instead of managing people because that is what they are being asked to do by senior management, but he is pointing the finger for their refusal to do what they know is right coach, train, hold their people accountable. He explains how to avoid being perceived as a micromanager and how to contract mutually with salespeople to be able to help them. He shows you how to eliminate excuses from your sales team.
We discuss the importance of focusing on managing behaviour not the numbers, how to turn sales meetings into events that salespeople look forward to, learn from and improve because they participated.
We lay bare the excuses sales management and leadership and show them for the bullshit they are.
Jeff explains why it's so important to take the risk of behaving differently and encourage diversity. He reminds us not to get stuck in a rut by fearing change, staying wedded to orthodoxy. He warns against playing it safe or letting your fear of losing control get between you and helping your reps succeed. Never tell your reps that you've made all the mistakes and what you tell them or else you will surround yourself with people who are willing to work that way! Don't be tied to the implementation at the expense of the fundamentals.
Engage in challenge and constructive conflict. Encourage diverse thinking. Be willing to break the rules. Jeff's superpower is that he has the ability to tell someone that they're full of shit without them getting mad at him. He explains why understanding why you do things in a particular way enables you to work out how you can do things differently.
Jeff identifies the qualities of top performers. The most surprising quality isn't hard work, it's what they aren't doing. These people are very intentional, disciplined about how they use their time and measured. He shares the secret of being hyper-productive.
Jeff possesses an exceptionally strong self-concept. It was a privilege to spend time with him.
Listen to the end for some absolute gems to get more done with less effort.
--
Contact Jeff at:
Website: jeffbajorek.com
Email: jb@jeffbajorek.com
Twitter: jeffbajorek
Instagam: RethinkTheWayYouSell
--
If you are the owner or CEO of a technology company in the £10m-50m revenue range, 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
See Jeff deliver an Elite Workshop at the #Outbound conference in May 2020: PROMO CODE: WhyBuyJeff100 for $100 off
Tuesday Jan 28, 2020
Tuesday Jan 28, 2020
#GaryNoesner is the former head of the FBI's National Crisis Unit. He was responsible for 350 FBI negotiators worldwide resolving kidnappings, robberies, prison riots, dealing with terrorists, disgruntled employees or military veterans with guns. I interviewed Gary to learn what makes a great negotiator and how to take the skills he learned and taught at the FBI in the context of high-stakes business negotiations.
We explore cause and effect, motivation and thinking, teamwork, planning, research, preparation, the importance of understanding the differences between what you can and can't control, why it's crucial to keep your head when the pressure is on and why role play is so essential.
I asked Gary what makes a good crisis negotiator. The qualities that make a good FBI negotiator are the same as the qualities that make a strong commercial negotiator. Good self control, being a good listener, being someone who sincerely wants to help someone get out of a bad situation but what he said all great negotiators have in common will probably surprise you.
We explore the psychology of negotiation, the challenges of negotiating through 3rd parties (think #channelsales / #agencysales or working with internal champions to sell into an enterprise where you don't have access to the ultimate decision makers or a committee) when the stakes are high.
In the final section Gary and I discuss what he is wrestling with and this opens up a really fascinating discussion about the distorted power of labelling, partisanship and the danger of cult-like figures in our political and social arenas.
--
Gary is semi-retired now but available for key note speeches and will bring some fresh perspective to any sales or leadership kick off.
You can contact him via his website garynoesner.com and via email at contact@garynoesner.com
#negotiation #negotiator #crisisnegotiation #commercialnegotiation #negotiationtraining #negotiationinstruction
--
If you are the owner or CEO of a technology company in the £10m-50m revenue range, 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
Tuesday Jan 14, 2020
Tuesday Jan 14, 2020
#AmyFranko, LinkedIn 2019 Top Sales Voice, Author of #TheModernSeller and Board Chair for the Girl Scouts casts the spotlight on what makes the difference in top performers in the modern sales profession.
Amy has a take on how modern sellers stand out:
- The value delivered by the solution is less valuable without you as the seller being part of the equation
- YOU are personally seen as a differentiator in the buyers experience of buying from your company
- YOU are seen by your clients and your prospects as delivering a competitive advantage to their business by being the person who sell to them
Amy introduces the 5 dimensions of #modernselling:
- Agile
- Entrepreneurial
- Holistic
- Social
- Ambassador
She defines and explains each in detail. We investigate why lacking any of these qualities results in a weak pipeline full of maybes and call me backs.
We delve into why 83% of first meetings worldwide never result in a second meeting. Read that again. Most of the 4 in 5 of first meetings are so badly run by the salesperson they are not invited back. Consider the epic waste to your business. Sure, some may be qualified out by the salesperson but consider how much marketing, prospecting, lead generation time, money and resource is squandered thanks to unprepared, badly trained, inept salespeople.
Amy shares a gut wrenching indictment by explaining that research tells us that only 6 minutes in every hour salespeople are in front of prospects delivers any value. 6 ****ing minutes folks!
We have a dig into management and leadership patterns of behaviour that eat into your profits and fritter away opportunities through ignorance, misplaced emphasis and habituated stupidity. Their lack of rigour filters down into the salespeople on the front line.
Have a listen. Please like, comment and share this podcast. Click follow to get notified when I produce a new podcast
You can contact Amy via her websites, LinkedIn or Twitter
-
amyfranko.com (Keynotes & Sales Programs)
-
amyfranko.com/blog (Global Top 50 Sales Blog)
-
impactinstruction.com (Customised Training)
--
If you are the owner or CEO of a technology company in the £10m-50m revenue range, 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
Saturday Jan 11, 2020
Saturday Jan 11, 2020
#GlennRobertson is MD of #PureChannels, the #ChannelMarketingAgency.
We discuss why most #MDF (#MarketingDevelopmentFunds) is better spent on buying lottery tickets. Partners are in business for their own reasons not the vendor's reasons. Vendors' attempts to get partners to market their products is so often a disappointing affair.
Never forget, partners don't care about you, your company, your products or your targets. They want to sell their services and your products are simply a means to sell those services. Think about that before you blow a load of cash and effort trying to get your partners to market your widget.
Glenn believes, as do I, that you will make your money work much harder for you if you use your MDF to help them get in front of more qualified prospects, market their own business and services, train them to sell more effectively.
Reframe what you do with those funds and start by calling them something else. Business development funds or sales development funds speaks to what partners actually want from vendors. They are looking to vendors to help them sell more products and services to help them grow their own businesses, to train them how sell those products and accompanying services.
Your channel is your biggest source of potential revenue and the greatest opportunity for sustained, manageable, predictable growth IF you do it right. If you don't, it's a money pit fraught with trouble. This means you MUST optimise their performance and introduce a level of mutual accountability where the partner determines how they will hold you accountable based on the criteria that matter the most to them and vice versa.
We explore the importance of #diversethinking, #constructiveconflict, #channelevolution and the trap of conservative, familiar thinking. Channel is not easy not is it a #GetOutOfSaleFreeCard. There are so many moving parts in the channel. It's a minefield. If your partners aren't working that is YOUR FAULT. When was the last time you asked your partners what they wanted, surveyed them, and put those recommendations into action? Invite the uncomfortable truth of negative feedback to help you to improve your partner experience which translates into improved customer experience. Stop playing the game of delayed catch up with your competition by following what others are doing 5 years after them.
You can contact Glenn via email glenn@purechannels.co.uk
Pure Channels can be found at https://purechannels.co.uk/
Download Glenn's whitepaper on The Future of MDF
--
If you are the owner or CEO of a technology company in the £10m-50m revenue range, 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
Wednesday Jan 08, 2020
Wednesday Jan 08, 2020
"With integrity you have nothing to fear because you have nothing to hide" - Krish Dhanam
#KrishDhanam worked with the legendary #ZigZiglar for 25 years. He in high demand across 6 continents and 70+ countries as a keynote speaker. Krish brings a refreshingly authentic approach to sales. We discuss the differences between a salesperson and a sales professional around:
- Habits
- Values
- Mindset
- Vision
- Discipline
- Systemisation
- Limiting Beliefs vs Empowering Beliefs
- Ethics
- Prospecting & Pipeline
- Money Concept (hint: Just add a zero)
- Personal Standards
- Accountability
- Personal Study and Self-Development
We explore what works and what doesn't in sales management and hiring salespeople, why playbooks, coaching and role play are so important and Krish's 3T's model for driving team performance improvement
Listen to the end to hear Bob Townsend's 3 disarmingly simple but exceptional interview questions when hiring new salespeople
There is so much content it is worth listening to twice with a note pad
Contact Krish on LinkedIn or via either of his websites:
or
I saw Krish speak in 2019. He was so good delegates asked for him to come back in 2020. If you have a company event and you want a breath taking, powerful speaker to sharpen the thinking of your audience, I cannot recommend Krish highly enough.
- -
If you enjoyed this podcast please tell your friends - like, comment and share on LinkedIn and your other networks
If you know someone who would be a great podcast guest, drop me a line with their details and I'll see if I can invite them
--
If you are the owner or CEO of a technology company in the £10m-50m revenue range, 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
Tuesday Dec 17, 2019
Tuesday Dec 17, 2019
5 times #bestsellingauthor #HilmonSorey and co-founder of #ClozeLoop is back on #TheInquisitorPodcast. Hilmon spends his life helping tech scale ups in #SiliconValley achieve rapid, sustainable sales growth.
We explore the power of #SalesPlaybooks to drive #ontarget performance especially in the middle of bell curve, the mistakes to avoid and the best practices to maximise ROI from hires & your #CRM system, by creating a meaningful, dynamic feedback system.
We discuss scale ups and how to prevent poorly or unplanned #hypergrowth turning into turnaround. We explore why the current private equity land-grab model is broken and the bubble on unprofitable, unsustainable #TechScaleUps is likely to burst.
Hilmon shares his insights into the do's and don'ts of raising funding. There is plenty of money available in the market today. He offers clarity on how to raise it and make it work for you so you and your investors don't lose your shirts and you focus on execution, sales and the right personas.
We dive into ClozeLoop's T.E.A.M. methodology of #predictivehiring, #onboarding and #ramping salespeople, the subject of HIlmon's latest book.
Another engaging, entertaining and detail packed interview with Hilmon. Worth several listens and having a pen and paper to hand if you are serious about building and scaling up your business without the wheels coming off when you hit the curve of the hockey stick.
If you want to get hold of Hilmon his contact details are:
Phone510-693-0000 (Work)LinkedInhttps://www.linkedin.com/in/hilmonsorey/Twitterhilmonsorey--Please like, comment and share this interview. Subscribe if you haven't already done so. Why not give a subscription as a gift to someone you admire or believe could do with the very best in sales, sales management and channel sales advice. Share the link: https://marcuscauchi.podbean.com/
--
--
If you are the owner or CEO of a technology company in the £10m-50m revenue range, 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
Thursday Dec 12, 2019
Thursday Dec 12, 2019
#IanBrodie chats to me about #ValueBasedMarketing. We discuss why so much marketing misses the mark, why #LinkedIn is drowning in spam (when will LinkedIn introduce spam filters??), what makes #GreatMarketing great and how delivering genuine value to your audience in your marketing differentiates you from your competition's selfish, bland, valueless marketing.
Good value based marketing pays dividends over time because it positions you as the expert in your field and the go-to person when people are ready to buy.
We explore the imperative of delivering value in your #marketing not only to help fill the top of the funnel but to focus on the #MiddleOfTheFunnel where it can really make the difference to sales. Then we delve into how value based marketing impacts #CustomerExperience by supporting the #CustomerJourney.
This interview is packed with refreshing perspectives on original marketing that you can implement in your business.
Ian’s LinkedIn Profile
Websites
-
ianbrodie.com/welcome-linkedin (Get More Clients)
-
ianbrodie.com/moreclientstv (More Clients TV)
Email: ian@ianbrodie.com
Twitter: ianbrodie
--
--
If you are the owner or CEO of a technology company in the £10m-50m revenue range, 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
Monday Dec 09, 2019
Monday Dec 09, 2019
#ChrisMurray of @vardakreuz, author of #SellingWithEase and #TheExtremelySuccessfulSalesmansClub discuss what's broken in #sales and #salestraining.
Chris introduces a really powerful concept from Portuguese, #Saudade. It doesn't translate directly into English easily but it means a sense of knowing something is missing but you can't put your finger on exactly what that is. For salespeople this is a genius attack. It is exactly what you should be tapping into in your prospecting and sales activities. Find people who think they're well and scratch the scab until you uncover a little bit of hurt. Keep probing until you diagnose they're sick. Dig deeper and understand why they're in need of help. Offer a glimmer of hope - a better future.
We don't pull our punches, get right down to what is wrong with prospecting, sales, selling, management, leadership.
Chris makes the point that "We're on the third generation of sales manager who doesn't know how to prospect"
We identify why amateur salespeople get kicked out of prospects businesses. We uncover why buyers really buy and what salespeople are responsible for establishing if they want to have any hope of making the sale, hitting quota without burning through relationships and working yourself into an early grave.
We explore service, sales ethics, why sales is a force for good. Plenty of banter between two grizzled old sales veterans who have earned their experience through the acquisition of plenty of scar tissue
Email: chris@vardakreuz.com
Twitter: VardaKreuz
--
If you are the owner or CEO of a technology company in the £10m-50m revenue range, 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
Thursday Dec 05, 2019
Thursday Dec 05, 2019
#MattMcDarby, author of #TheCadenceOfExcellence and I explore the key habits, beliefs and values of excellent sales managers. Matt's distinguished career as a top performing salesman and sales manager; he cut his teeth and evolved into a world class sales manager at #Huthwaite under #NeilRackham, creator or the #SPINsellingsystem. He trains, coaches and offers interim sales leadership to his tech and professional services clients and is often brought into turnaround situations.
This interview is dripping with usable insights and practical advice from start to finish. Make sure you have a pen and paper handy and listen more than once. We discuss why to role of sales manager is precarious, and why sales managers are so depressingly undertrained and exposed by senior leadership.
We explore recruitment, onboarding, training, coaching and accountability with a no holds barred. We discuss the toughest and most common challenges managers face routinely; some self-inflicted, some inflicted upon them by leadership who don't understand the role of sales manager. Sales Manager's time is stretched, they have to learn how to prioritise and put first things first, and one of the most divisive mistakes leadership makes is to have player-managers who will naturally focus on hitting their personal quota over helping their salespeople hit theirs.
Manager's need to spend 80% of their time coaching, in role plays, in the field, on the job with their salespeople NOT jockeying spreadsheets or in an ivory tower.
Managers have 4 critical functions:
- Hire the best salespeople
- Get the best out of them
- Ensure they have the tools and resources they need to do their best work every day
- Protect your salespeople from the idiocy of senior leadership (e.g. CFO's refusing to pay commission, changing the comp plan, setting stupid targets without giving any thought to HOW the target might be achieved)
We dispel the myth that salespeople are primarily money-motivated and why salespeople who profess that their primary motivation is to make money are likely to make poor hires. Matt's response to sales managers who say they're in it for the money is priceless.
Leaving talent management and recruitment to chance or making it a secondary activity is an act of gross misconduct on the part of sales managers. Easier said than done when senior management is ragging on the manager to "drive results" which focuses managers on the wrong end of the problem.
If you want to get in touch with Matt his LinkedIn Profile is:
His websites can be found at:
-
specializedsalessystems.com (Company Website)
-
mcdarby.net (Personal Website)
--
If you are the owner or CEO of a technology company in the £10m-50m revenue range, 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