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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
Wednesday Oct 02, 2019
Wednesday Oct 02, 2019
Warning: Some salty, impassioned language, fuelled by fury and rage!
What's wrong with sales? What's wrong with sales management? What's wrong with the intent of salespeople and their bosses?
The quest for magic dust and #commissionbreath! Everyone wants to be a rock star - fame and fortune - without putting in the graft. The Beatles were an overnight success only after playing 12 hours a day, 7 days a week for 7 years in a Hamburg cellar.
Lack of patience, failure to coach, confusing coaching with telling, lack of leadership, unstructured sales, lack of planning, failure to rehearse, winging it are topics we dig deep on. Imagine what would happen if everyone in your sales team was held account to practice, plan and prepare.
And what the hell is going on with the failure to invest in your managers? It's lunacy that senior leaders in business refuse to invest in sales management or veteran salespeople. #SalesManagers are in the most precarious management position there is, and according to #JonathanFarrington only 6% (SIX PERCENT) are qualified to be in the role, WORLDWIDE. Just because you were successful as a salesperson does not equip you to manage salespeople. far from it. And the idea that veteran salespeople don't need to be developed, trained and coached is another harmful myth. They need it as much, if not more than your juniors. Why? Because they are running your biggest and best accounts and they're facing predation from the competition every day. They need to stay fresh. Overlook them and one of 3 bad outcomes will happen:
1. They'll stagnate and become a problem in time, or block progression of brighter, younger rising stars
2. They'll be outsold and you'll lose some of your best accounts
3. They'll get so pissed off with you they'll set up in competition with you
This is a barnstormer of an interview with Larry and I competing for the worst acts of idiocy and self-sabotage we've seen in the sales arena.
Larry tells how he was humbled and schooled by a CFO who kicked his arse because the experience of being the buyer was excruciating. It fuelled a sea change in his selling beliefs, changed his behaviour forever and catalysed the values that built the foundations of Selling From The Heart.
If you've not yet read Larry's exceptional book, #SellingFromThe Heart, go and get it now. If you comment on this podcast I can send you the first 3 chapters for free.
You can contact Larry on:
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sellingfromtheheart.net/ (What's Selling From the Heart?)
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sellingfromtheheart.net/podcast-home/ (Listen to the podcast)
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amzn.to/2Mvdrd1 (Learn about his book)
Phone
- +1(805) 586-3245 x 302 (Work)
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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
And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
Sunday Sep 29, 2019
Sunday Sep 29, 2019
#TonyJHughes is the most widely read sales expert on LinkedIn with over 100,000 followers, author of 2 bestselling books, #TheJoshuaPrinciple and #ComboProspecting, successful enterprise sales professional and serial CEO.
We discuss #Attitude and #Mindset, we explore how to exploit traditional and modern #prospecting tools and tactics in combination to maximise #prospectingeffectiveness. We explore #salesleadership beliefs, behaviours, #salesbestpractices and #salesmisconceptions.
To be an effective salesperson who differentiates in the minds of your prospects, you have to behave differently from the outset. Great salespeople understand that the heavy lifting needs to be done before you first speak to the prospect. Tony shares his 3 decades experience in #sales, #salesmanagement and #salesleadership to do the right things, in the right way at the right time, with the right people and the right intent.
A refreshingly frank, pragmatic and practical conversation with all theory based in practice, Tony's insights are based on his real world experiences and persistent success. His lessons are critical for all sales leaders, business owners and salespeople to heed.
You can connect with Tony here: https://www.linkedin.com/in/hughestony/ or visit his website at
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tonyhughes.com.au (Personal Website)
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rsvpselling.com/ (Company Website)
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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
Friday Sep 27, 2019
Friday Sep 27, 2019
#DebCalvert @PeopleFirstPS is best selling author of " #StopSelling#StartLeading " and " #DISCOVERQuestions ", founder and President of People First Productivity Solutions and founder of #TheSalesExpertsChannel
We have a very robust conversation about what good, bad and ugly look like in the area of sales and management questions. #Questioning and #listening are critical skills in sales and leadership that are often butchered by average practitioners. Average questions leave your prospects saying "Meh!" and leave your salespeople confused or no better off. Questions should deliver insight, demonstrate credibility and differentiate you from your rivals. Most are like being savaged by a damp sheep!
Deb and I explore #SalesEnablement vs #SalesEnoblement, a long overdue conversation about #Values and #SellerIntent. Too many golden nuggets to mention here. You're just going to have to listen.
And then we pronounce a death sentence on sales management mediocrity. If you own or run a business, this section is a must listen. If you think hiring a bad salesperson is expensive, hire a series of bad managers and see how far back that sets your exit plan, your profits and your reputation.
Deb is a sales titan who influences and serves some of the most successful sales organisations and top performers in the world. Smart, savvy and pulls no punches
Check out her profile on #LinkedIn here: linkedin.com/in/debcalvertpeoplefirst
Follow #TheSalesExpertsChannel here: https://www.linkedin.com/groups/13500564/
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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 Sep 25, 2019
Wednesday Sep 25, 2019
Have you ever wondered what it's really like to be one of your customers? In the cutthroat world of technology, your customers' experience can mean the difference between winning or keeping £billions in lifetime customer revenues.
#LeahanneHobson and her Vienna based company #AlineaPartners uncover the truth about buying from you. #CustomerExperience goes so much deeper than the simple transaction. Every touch, from their first visit to your website, to trying to find information, even as simple as your phone number, how long it takes to get an answer to questions, to aftercare and handling complaints determines who buys and who doesn't, how much they buy, how long they remain a customer and how often they will refer or damn you in the eyes of others.
It's too important to leave to chance. Imagine a buyer having to make 27 attempts to get through to you or leave 23 messages before getting any response! Of course this doesn't happen often. Actually, such stories are all too common.
Fighting so hard to get business in through the front door only to let it run out of the back door due to avoidable oversights, laziness, underinvestment and neglect are false economies.
Leahanne and I have a robust conversation about the #customerjourney, translating that into the #partnerexperience and the simple changes you can make to create a winning #buyerexperience, to build #loyalty, #referrals and #growprofits through
- improved buying processes -- more people buy from you & are happier when they do
- aligned, optimised sales & marketing for the betterment of customers
- changed business models - do not force customers to accept something new just because it’s new
- nurtured salespeople with larger communities & more buyers who want to buy from them
Better buying processes mean more successful salespeople. You know how hard it is to find and recruit good salespeople. Making their job harder than it needs to be means the wrong type of sales turnover. Ensuring #sales, #marketing and #customersuccess teams are aligned means you spend less time undermining your investments in all 3 and you realise your investments in #salesenablement technologies.
Contact Leahanne on leahanne.hobson@alinea-partners.com or by phone on +4369911801433. Follow her on Twitter @LeahanneHobson
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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 Sep 09, 2019
Monday Sep 09, 2019
#JayMcBain, lead analyst at Forrester coined the term #ShadowChannel in homage to a trend last decade called shadow IT or rogue IT. You brought your own devices to work and IT Directors had heart attacks. Well, the shadow channel simply refers to non-traditional partners who are becoming a powerful force in the technology market - professional services like accountants, SaaS ecosystem partners like media agencies, born-in-the-cloud, start-ups, systems integrators moving down into the mid- and small business market. It includes, Marketplaces, App Exchanges, the sale of IoT (Internet Of Things), hardware, software, Plug and Play Services
Why would you care?
This shadow channel is experiencing explosive growth - #Salesforce is closing down its reseller channel and recruiting 250,000 new non-transacting partners over the next 4 years to exploit the $4.14 downstream revenue for every $1 Salesforce generates. Forrester is forecasting that ISVs (independent software vendors) will grow their tech alliance partnerships from 175,000 worldwide today to more than 1,000,000 by 2029. Investment is flooding into the space with over 5,000 ISVs receiving in excess of $1m in investment in 2019 to co-sell, co-market with alliance partners. The exponential growth in RPA (robotic process automation), low or no-code programming of software, AI (artificial intelligence), ML (machine learning) and other forms of emerging technology is causing heads to reel.
Jay and I discuss the changing channel landscape, what it means for laggards and thought leaders, the size of the market, the opportunity it represents and why demographics is having such a marked impact on the technology channel. We explore a concept Jay calls #vectors which allows you to make some sense of the channel complexity which is coming which looks like it will offer 35 MILLION permutations to hyper-specialise.
We discuss the new buying journey and how you can get in at the start of that journey to influence the buying journey to capitalise on your clients' rapidly changing needs with margins as high as 60-80%. You'll learn why it is critical that you adapt what you say and who you are speaking to if you are to survive in a market where up to 80% of buying decisions will be made by the lines of business managers NOT by IT, and in a market where 90% of technology will be sold with or through partners by 2026, which is just around the corner in case you thought you had a lot of time!
Eye-opening change being delivered at eye-watering speed, this interview with Jay McBain explains why understanding the shadow channel could represent a watershed moment in your business or career
Jay's excellent blog can be found here: jaymcbain.com
He can be found on Twitter
Jay has been involved in the channel for the past 3 decades at #IBM, #Lenovo, #Datto and #ChannelEyes, is a key global influencer and a highly sought after speaker
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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 Aug 28, 2019
Wednesday Aug 28, 2019
#PaulLloyd has been involved in #channelsales for the past 35 years. He's made a lot of mistakes along the way. Failure is your best teacher - your own and the failures of others. Paul has developed a lot of scar tissue in that time, seen fads come and go and has learned that success in #partnerships happens when you have to focus on doing the basics well, consistently, over time and meaning them.
He's worked in #VAR, #MSP, #Disti / #Distribution and #ITVendor. He's worked in small and medium operators, #scaleups, #startups and #turnarounds.
Like me, his experience has made him suitably cynical and jaded because he sees so many acts of stupidity, self-sabotage and selfishness in the channel. We discuss some of them in detail
* Why #DealRegistration is a bad thing for smaller partners and for customers
* Why #partners suffer from vendor fatigue and frustration
* Why partners aren't loyal
* Why cultural lack of awareness kill opportunities and damages trust
Paul has built a software vendor's channel sales into the £multi-millions by working with fewer partners, understanding what they want to achieve and helping them achieve it and supporting them to meet their own goals and objectives. He's built an MSP from virtually the ground floor to £90m per annum.
He pulls no punches, speaks directly to what's wrong, what works, what doesn't.
Well worth an hour of your time.
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You can contact Paul at #Sellerly via linkedin.com/in/plloyd
Or phone 07764 247444 (Mobile)Or email paul@sellerly.co.ukOr Twitter paullloyd1
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If you want to be a guest or have someone you believe would be a great guest for me to interview, please email me at marcus@laughs-last.com with "Podcast Guest" in the subject line
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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
Friday Aug 23, 2019
Friday Aug 23, 2019
#BradMcDonald was the captain of a nuclear submarine before he retired from the navy and became a salesman. Going from being the master of his own destiny where his word was law, responsible for the lives and security of millions in his hands, to a sweaty handed, gibbering wreck terrified by secretaries giving hem a hard time the other end of a phone, Brad documents his journey from sales dud to sales stud!
Author of the excellent book THE ART AND SKILL OF SALES PSYCHOLOGY (UK link), Brad and I discuss the science behind the art of selling, sales psychology and sales management.
Today, Brad is one of the home office coaches for the Sandler franchisee network so he gets to speak to a lot of messed up, sick puppies like me! He had his own franchise for many years and prior to that sold financial products.
He explains the foundations of the Sandler selling system, Transactional Analysis. Sandler has great technique which works well on their own BUT, if you understand the psychological underpinnings to the system, and apply them with the techniques, you can take your selling to another level entirely.
Like, comment and share this video with your sales team, your managers, your bosses. Buy Brad's book (US link)
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Do you know someone who'd be an interesting guest for my podcast? Email me their detail on marcus@laughs-last.com
Perhaps you'd be a good guest? Have you written a book on sales, management or channel sales? Are you interesting? Drop me a line.
Happy selling folks!
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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 Aug 21, 2019
Wednesday Aug 21, 2019
#DavidWalsh has a #YouTube subscriber base of over 150,000 people built by using the tactics he explains in this interview. He's taken his clients from being an also ran to number 1 in their market.
We discuss Tim Berners-Lee's view on the internet and cat videos, outsourcing video production and how to create content that is sticky, appeals to YouTube's algorithm, gets people coming back time and again, builds your subscriber base with the right kind of subscribers.
We explore what not to do, what to do, how to do it. We talk about story telling, on screen presence, audio, video, design, structure, keywords, vlogging, mobile video, thumbnails and headlines.
You can see David at
https://www.youtube.com/user/DavidWalshOnline
or via his LinkedIn profile
https://www.linkedin.com/in/davidwalshonline/
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If you would like to be a guest on my podcast, please email marcus@laughs-last.com and we can chat about how you can bring value to my audience and how I can get you some targeted exposure
Thanks for listening
And in case you were in doubt about the importance of #catvideos here are some of the best https://twitter.com/bestcataccount
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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 Jul 18, 2019
Thursday Jul 18, 2019
#BarbGiamanco is VP Sales #ECHOListeningIntelligence, author of #TSW #TopSalesWorld #Top50SalesBook2019 #TheNewHandshakeSalesMeetsSocialMedia chats to me about the importance of listening and asking exceptional questions
We discuss how listening is a catalyst for success in #Sales, #ChannelSales & #Partnerships, #Management and #Recruiting & #Hiring.
Barb and I had a very direct conversation about what holds businesses, leaders, managers and salespeople back, how poor listening can negatively impact partnerships and why we don't seem to learn from our very obvious mistakes.
We also explore the importance of continuous learning and the effect it can have on your career and your culture.
Have a listen and please comment, like and share. Get in touch with both of us and definitely check out the books we each recommend
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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
Friday Jul 12, 2019
Friday Jul 12, 2019
"Is curing people a viable business model?" - does this question asked by Goldman Sachs raise the hackles on your neck or make you think, "that sounds like a reasonable question"? Why as a society are we asking the wrong questions?
#JonThorSigurleifsson is a #TechnologyEvangelist and #CorporatePunk whose purpose is to inspire us to ask better questions and better the lives of those he serves and wider society. He delivers a refreshing, well considered, disruptive message. Yes, he is an idealist but also very much a pragmatist.
We cover a wide range of societal, commercial and moral questions in a lively discussion and I can't wait to have him back for another conversation about asking the right, tough questions to which we might not want the answers but need to be asked.
We draw on our diverse international and commercial experiences, we discuss value, ethics, priorities that are affecting us today with the stranglehold of the global financial system, corporate selfish-self interest pitted against human rights, unnecessary human suffering. We touch on the #FinancialSingularity that has already occurred and why #AI should be welcomed not feared.
Mostly, an optimistic view of the future and a thoroughly enjoyable conversation.
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I welcome your thoughts, questions, comments and suggestions. Have a listen and if you want to book Jon Thor for a talk at your company or your children's school (he does offer less inflammatory titles). You can get hold of him through LinkedIn or https://jon-thor.com/ or email him at jon@jon-thor.com
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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