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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
Thursday May 16, 2019
Thursday May 16, 2019
#HilmonSorey, co-Founder of #ClozeLoop, co-developer of #TriangleSelling and co-author of #TheSalesEnablementPlayBook,#SalesPlaybooks: The Builder's Toolkit, #SalesDevelopment chats to me about his experience working with series- A, B, C and D technology scale ups and the horrific acts of idiocy and self-sabotage he's seen repeated that are wasting growth opportunities.
Learn from the depressingly deep scar-tissue Hilmon and I have earned over the past 3 decades, serving scale up founders and CEOs, building their teams, helping them achieve exits to cash out like bandits or to crash and burn into anonymity and poverty.
Learn from the mistakes we have seen countless founders make with poor planning, failure to implement a joined up marketing, business development, sales, account management, customer success, customer service experience. Bringing costly business in through the front door, only to let it out the back door is STUPID but some many companies focus on new business and don't focus on retention.
We've seen founders and investors focus on new business and land grabbing new customers instead of building their business on the principle that they're in business to make a profit and then scratch their heads when things go tits up. Sure there's a well trodden model that says you can do that but it creates bubbles and is onanistic and short sighted.
We've heard founders who said "If only we could kick sales into touch and focus on product development. then we could create a great product and people would come knocking at our door in their droves!" Bulls**t!
We have seen some really crazy things go on with channel partners - some suffer from premature channelisation, and others come too late to the channel (no groaning at the innuendo please)
Hilmon and I pull no punches. We slag off the parasites sucking the lifeblood around scale ups. He's much nicer about them than I am but I know he feels the same level of abhorrence I do towards the bad recruitment practices and bad recruitment practitioners.
A fun, lively interview and I am very much looking forward to interviewing him again on some more contentious subjects.
Please like, comment and share this podcast.
If you want to get hold of Hilmon on LinkedIn ... https://www.linkedin.com/in/hilmonsorey/
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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
Wednesday May 15, 2019
Wednesday May 15, 2019
The tastiest plate of food, that looks like dog food isn't nearly as appealing as one that is presented well. The same applies to video for business.Get it wrong and the effect is ruined. Get it right and great things happen
#EvelyneBrink coaches CXO's and professionals who want to use video to build their business, raise their profile and establish a strong personal brand. If you need to convince an audience, promote your products or services or become known as an expert in your field, video is a fantastic medium.
Unfortunately, most videos produced by well intentioned but unskilled practitioners are excruciating to watch. The result. Dwell time of a few seconds, objective missed, time and money wasted.
Evelyne is an actress, comedienne, internationally renowned Madonna impersonator, coach and all bon viveur. She shares 16 easy to apply tips that can turn your video nightmares into 24 hour a day sales engines that attract the right people, engage prospects in dialogue and build your reputation as the go to expert in your niche.
Evelyne has been my coach for the past couple of months and the difference in my video quality is obvious. I always had decent content but the production values left something to be desired. Take a look at my latest series of videos on blindspots in your business.
You can find Evelyne on https://www.linkedin.com/in/evelynebrink/ and via her website https://brinkcoaching.com/
And if you were around in the 80's here's a nostalgic trip down memory lane https://www.youtube.com/watch?v=OsVplKh434g with Evelyne as Europe's number 1 Madonna impersonator
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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
Saturday May 11, 2019
Saturday May 11, 2019
"The customer is not always right but when they wrong, it's often our fault" - Amy Woodall
In this interview Amy shines a glaring light on the idiocy of traditional sales and marketing culture. Looking after your customers is the cheapest way of growing your profits. It can cost 6-25 times more to win new customers than to keep them.
Amy teaches companies why putting the customer at the heart of everything they do, paying real service, not lip service, to customer experience is the best investment you can make in your business.
We discuss how to hire great customer service and customer experience representatives who retain and grow your loyal customers and remain loyal themselves. And we identify the biggest red flag to help you prevent making bad CX hires who will cause you loses and lose you clients.
Companies that focus on getting business in through the front door and let it out of the back door are focused on the wrong end of the problem. It makes no sense to invest a lot of money attracting prospects, investing time, money and resources selling to them, and once they're customers only to treat them as less important than new business. Absolutely crazy, crazy, crazy!
46 minutes of pure gold
https://www.linkedin.com/in/amywoodall/
https://www.youtube.com/watch?v=XdLl6BWVZ3Y
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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
Wednesday May 01, 2019
Wednesday May 01, 2019
#TimRoberts is one of my role models. He is a deeply valued friend and an inspiration to me and many in our network. He was recognised in March 2019 by all of the #SandlerFranchise owners when he was voted the #DavidHSandlerAward winner for his contribution to our community.
Tim and I discuss selling with honour. What is sacred to Tim? Trust, honour, integrity are his guiding principles. He explores the guiding principles that have helped him become a giant in his market and in the #SandlerNetwork.
We explore the meaning and realities of #service and #contribution. These are not tree hugger speak for rolling over and being the whipping boy for your customers or being run ragged in servitude. They take courage and vulnerability. They require you to have a "no hostage" policy & culture, no judgement, a growth mindset.
Tim's core values are based in trust & justice. He is the keeper of the Sandler brand. His approach to selling is refreshingly judgement free. What makes him stand apart from this competitors and his peers is his willingness to lose his self, subordinating his ego to the service of others. Time explains how to build trust, encourage transparency and discover the truth.
Tim's wife Katie contracted with Tim, "No plan B" when he first bought their franchise. He explains what it means to be vulnerable, accountable and authentic, raising the bar - say what you do and do what say.
Tim explains why a problem/hurt is a gift. Reframing problems as a temporary challenge means you can overcome them, but continuing to perceive it as a problem makes them a burden.
This interview is a keeper and one you will want to listen to several times.
Please share this interview with the people who lead your business, with your clients, with your suppliers and with your partners. I welcome your comments.
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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
Tuesday Apr 30, 2019
Tuesday Apr 30, 2019
#FraserHay is the most accomplished marketer I have ever met. He approaches marketing as a science, he is utterly obsessed with testing and measuring what works, what doesn't and why not? He is prolific, methodical and effective.
Fraser is founder of the Grow You Business Club, best selling author of 20+ books. He lives 14 miles past the back of beyond in Scotland and wins clients globally without ever leaving his house. I've worked with Fraser over the past 13 years to develop his sales process and he has integrated sales and marketing into a continuous, fully integrated process which will take your breath away
He shares dozens of tips and tricks that help you generate traffic, backlinks, exposure and automate leads, to self-disqualify non-prospects and create opportunities that convert into cash.
https://www.gybtv.net/grow-your-business-school-2019/
https://www.youtube.com/watch?v=Z05B5g_zCf0
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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
Monday Apr 29, 2019
Monday Apr 29, 2019
YAWN! Who the hell wants to listen to an hour of some Canadian trainer going on about planning and systems?
If you're wise, you will. #AndrewWall routinely helps his clients achieve triple digit growth in a manageable and controlled manner. He retains and grows his clients, generates an insane volume of referrals by practicing what he preaches.
Andrew is a #sales and #salesmanagement veteran with 30+ years experience, the last 12 with Sandler, Milton, Ontario. Andrew is known for his rigorous planning and execution based on systems. His clients achieve significantly higher growth than standard thanks to the up front effort he encourages them to make in identifying their #values, #mission and #planning. He has systems for everything. These systems help his clients control their growth, know well in advance if there is a problem and prevent those problems from happening.
We discuss designing your future business, building a roadmap to get there from where you are now, recruiting the right people, setting them up for success, measurement & accountability, and enhanced decision making. This interview if jam packed with usable insights and practical advice that you can apply to your business now.
We mentioned 2 podcasts:
1. Your Credibility Comes From The Questions You Ask
2. What is the #1 Mistake Every Bad Sales Manager Makes?
If you are based near Milton, Ontario and want to get in touch with Andrew you can find him through his LinkedIn profile or via his website. His clients will tell you how he's helped them grow between 100-600%!
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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
Friday Apr 26, 2019
Friday Apr 26, 2019
#GeorgeDziedzic spent his career in the channel, building Intergraph into a channel powerhouse. He founded and ran #FosterMcCallum helping start ups to the likes of #Cisco and #IBM build their channels by partnering with & onboarding the #rightpartners. Building on good decisions early in the relationship, George helped his client develop an ecosystem that serves both vendor and partners
We focus on the ultimate objectives of growth, profitability, risk minimisation, speed-to-market and rapidly building critical mass
We explore each phase of the lifecycle of a partner network, from conception and recruitment, to management and restructuring, as well as providing partner and partner manager training
We discuss sales, accountability, codeveloping solutions, coopetition, partner with partner collaborations
This interview is packed with valuable insights and advice for anyone considering developing a channel or wanting to work out why their channel isn't working and wanting to revitalise it
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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
Wednesday Apr 24, 2019
Wednesday Apr 24, 2019
You can tell people to go to Hell and if you tell them in the right way they'll say "That sounds like a nice place at this time of year"
How do you define someone as a "difficult person"? How does your perception affect your judgement of a person who is upset or picking a fight with you?
In this interview, Amy Woodall, EVP at hashtag#SandlerTrustpointe discusses practical, real world tactics you can use every day to neutralise hostile situations, achieving agreement & commitment, even without having consensus.
She teaches you to take control of difficult situations, achieve a satisfactory outcome & retain customers even when they are angry or threatening to leave for a competitor We explore the psychology behind conflict & your reaction to it. She offers tips & tactics on dealing with your own feelings when confronting a difficult person so you stay calm & in control.
We discuss why people get upset, the psychology beneath their behaviour & how you can overcome your own triggers & harmful scripting We explore how you can raise the quality of customer complaint management to drive sales & customer retention
Amy recommended the book "A Complaint is a Gift" by Janelle Barlow
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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
Friday Apr 19, 2019
Friday Apr 19, 2019
#BillBartlett is #bestsellingauthor of #TheSalesCoachsPlaybook - unleashing the performance code and #DavidHSandler #AwardWinner
I had the privilege of interviewing Bill Bartlett about #salescoachingbestpractice. We explore the 7 step Sandler coaching process, 3 power of the 3 P's (permission, potency and protection)discuss in detail:
- #Hiring
- #Onboarding
- #IndividualPerformanceDevelopment
- #KPI's
- #Skills
- #Behaviour #Behavior
- #Technique
- #Motivation
- #Attitude
- #Headtrash #LimitingBeliefs #Scripting
- #Identity
- #TransactionalAnalysis
- #Goals #GoalSetting
- #180DegreeThinking
Bonus material on #ChannelDevelopment #ChannelManagement #ChannelAlignment
Bill's book is available on Amazon, Audible and via the Sandler shop (links in first comment)
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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
Thursday Apr 18, 2019
Thursday Apr 18, 2019
#Firewalker, #glasswalker, #influencer and #coach, @LottieMooreHere chats to me about the myths and facts around motivation and mindset
A lot of crap is bandied around about motivation. The fact is, real motivation is intrinsic (i.e. internally generated) and cannot be imposed, beaten into someone, bribed, bullied or cajoled. At best you will achieve a short term uplift in behaviour or performance but it WILL NOT sustain. People do stuff for their reasons not your reasons. And for true motivation to sustain, the individual must feel like they are in control, 100% control, of their piece of the puzzle.
If either component is missing, you're deluding yourself into believing your own onanistic rhetoric.
Lottie Moore of #MindsetMetaphors and I discuss #motivation and #mindset, how to uncover them, how to get teams working towards common purpose. We delve into the realms of #headtrash and #limitingbeliefs which we all suffer from to a greater or lesser extent. We explore the power of #mindfulness to help calm stressful situations that can lead to #amygdalahijack and loss of #control
Lottie is expert in facilitating #firewalks and #glasswalks to build #teamcohesion and #collaboration
You can contact Lottie on 0333 772 9692 or via her website on mindsetmetaphors.com
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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