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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 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
Monday Apr 15, 2019
Monday Apr 15, 2019
#RianLanigan is a feckless Millennial from #Ratoath in #Ireland who doesn't understand that the path to success is paved with years of hard work. Nor does he understand that you need a bit of grey hair or a massively receding hairline to be taken seriously in corporate boardrooms.
Which is why the fact that he has a rapidly growing international client base is even more galling and perplexing. Rian is a next generation digital marketer.He understands that to grow big you have to aim small. He operates in a very tight niche in which he is rapidly becoming the dominant force. He combines well considered strategy with simple but sublime tactical marketing that help his clients achieve triple digit growth at negligible additional cost.
In this interview we discuss 10 practical tips to explode your marketing's performance. Each tip is clearly explained, examples given and the tactics you need to apply them, shared.
- How to grab and keep attention
- Nobody likes to be told what to do
- What's the point of sending it if they don't open it?
- How to go viral
- Avoid SNAFUs
- The slingshot effect
- You bring the audience and I'll bring the candy
- Skinning the cat
- Emerson's law of compensation
- Prepare your day
He's helped one client grow their audience from a couple of hundred to 600,000 in 24 months. He's filled events that have earned his clients a 25,000% ROI in 6 weeks or less. He's secured the corporate digital marketing contract for a $250,000,000 global business. He turns flat business into self-funding growth business.
Listen to what he has to say. Put his suggestions into practice. Report back in 30 days what impact he's had on your business. I challenge you NOT to make money off the back of this podcast.
If you want a free chapter of his forthcoming book email mcauchi(at)sandler(dot)com
If you want my mindmap of this conversation type "Go Nuclear" in the comments
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Would you like to be a guest on my show? If you have something of interest to say for an audience of ambitious owners who want to grow at speed without losing control, relating to sales, sales enablement, management, sales recruitment, growing a business or building a profitable, sustainable channel then email me.
If there is someone you'd like me to interview, drop me a line with their details
#marketing #freemarketing #nocostmarketing #marketingthatworks #acceleratemymarketing #leadgeneration #goingviral #marketingROI
Friday Apr 12, 2019
Friday Apr 12, 2019
How skinning the cat can 6x your revenues!
This is 1 of 10 tips #RianLanigan gives on my next podcast to help you increase your revenues by 600% or more. 2 minutes and 26 seconds of pure gold
Millennials are lazy, entitled, have a short attention span and expect the Earth. Rian Lanigan proves that is utter bullshit.
Fresh faced and depressingly young he may be, but the man knows more about street-fighter marketing than almost anyone I have met in the past 32 years. A relentless tester of his theories, he distils 2 years of concentrated effort into 10 practical tips even old fuddy-duddy baby-boomers can apply for immediate profit. Yes, even you!
Simple, practical and tested in the real world. He's helped one client grow his audience from a couple of hundred to 600,000 in 2 years. He routinely secures 65% open rates on email campaigns. Another client of Rian's won 2 new 5-digit clients by leveraging her competitor's network!
Rian Lanigan turns your marketing nuclear!
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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 Mar 20, 2019
Wednesday Mar 20, 2019
The Evil Bald Genius, #JonMcCulloch, is a brick and mortar marketer whose opinions are frank, forthright and pointed. Don't listen if you are easily offended. He is on a mission to #SaveTheHighStreet.
We discuss why brick and mortar marketers generally aren't very good at marketing and why they are leaving s***loads of money on the table, why they struggle to differentiate and why they are letting their market disappear from under them through lack of imagination and not doing even the basics of marketing.
There is a little swearing so again, if you're offended by this, don't listen or if you do, please wrote in the comments to complain so I can tell you "I told you so".
He is on the spectrum which gives him a refreshing honesty. He's not in business to pander to your whims or spare your feelings but to put cash in your bank account.
Enjoy!
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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 Mar 18, 2019
Monday Mar 18, 2019
Louis Gudema, author of the excellent Bullseye Marketing, has developed a 9 point checklist to analyse whether your marketing is effective or not. Louis discusses the common mistakes marketers make and busts a load of myths around what works and what doesn't. He warns us against being tempted away from what works by what is popular and in fashion.
- Did you realise that email marketing can be nearly FORTY (40) times more effective than social media? (#McKinsey, 2014)
- Are you using intent data to identify quality prospects?
- Are you spreading your message too thin and losing customers to your competition?
- Are you working with your partners to develop customer personas and jointly define leads?
- Are your sales and marketing at odds or in alignment?
- How does mapping the customer journey help you improve #CX #CustomerExperience? Why does this matter?
- What are the challenges you face because of #SmallData?
- Have you fallen into the trap of ignoring the single best source of #CustomerInsight?
Louis is a practical marketer whose career stretches back over 30 years and has been responsible for helping several brands achieve massive sales growth by focusing on the #bullseye - more or the right type of customers. He is eloquent, outspoken and has the track record to prove his point.
Have a listen, take notes, and please like, comment and share if you found this interview helpful.
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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 Mar 15, 2019
Friday Mar 15, 2019
"Your Press Release is Breaking My Heart" is Janet Murray's warning shot across your bows about the dangers of producing bad, unremarkable, selfish content if you want to capture the attention of journalists to promote your business
The past, present & future walked into a bar … it was tense!
- Do your headlines leave your target audience scrolling on past you to your competition?
- Are you producing content that is the equivalent of showing strangers photos of your ugly kids or holiday snaps?
- Is your LinkedIn content strategy "Fire, aim, ready?"
- Why aren't you generating business from LinkedIn, Twitter, Facebook, Instagram or YouTube?
#JanetMurray @jan_murray #contentmarketingexpert, is a former journalist turned poacher. She helps business owners, coaches, consultants and trainers cut through the wall of noise surrounding their target market to speak directly to their prospective clients and stand apart from their competition.
Most content produced by small business is excruciatingly bland and unremarkable. You've probably ignored hundreds of attempts at securing your attention today alone. Why?
Because your content needs to be relevant, timely and enter the conversations your prospects are already having or you'll find yourself in the wilderness on social media, your emails will end up being deleted or sent to spam, and your hard won email list will dwindle as demand for their attention deserts you.
I asked Janet, what makes a great story that will grab the attention of journalists? And what turns them off? What is the best medium to get through to them? How can tiny tweaks to your social media profiles make all the difference in your being found?
We explore how to build your online audience, the right ways and the wrong way to build a paying audience, some simple steps you can take to rank more highly in the search engines. And we discuss the most obvious way to understand what your audience is hungry for ... but you probably aren't doing.
We discuss email sequencing and why some platforms don't work ... for you ... and why you are likely to be the problem
An engaging, content rich interview, packed with real world experience and tips you can put into practice immediately.
Contact Janet via her website www.janetmurray.co.uk or connect with her on LinkedIn
If you've enjoyed this podcast please like, comment and share it. And if there's a topic you'd like me to discuss or someone specific you'd like me to interview, please email me on marcus@laughs-last.com with "Podcast Request" in the subject line.
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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 Mar 13, 2019
Wednesday Mar 13, 2019
#BillMorrison, Managing Director of #SandlerCorporateAccounts EMEA explains why #CorporateSalesTraining fails and what to do to ensure you get buy-in & sustainability from the #SalesTeam. We discuss the importance of #training managers so that they can reinforce the learning and turn the new behaviours into habits and what happens if you ignore this critical aspect of training.
Drawing on real world experience we discuss the importance of involving the overall P&L owner, the owner of the sales number and HR/L&D to ensure that your training programme delivers the results you want from your investment. Many training programmes fail because they aren't reinforced and Bill explains how the real value of training happens in away from the spotlight of the classroom.
We explain the 4 different roles of management and why ignoring any one of them can prove fatal to the success of your training investment.
Bill and Marcus have nearly 7 decades of real world scar tissue in direct, enterprise and channel sales. They've trained tens of thousands of salespeople and teams and have contributed to over £12bn in sales. Both are seasoned salespeople who train practical sales behaviours, attitudes and techniques, not trainers who teach selling.
If you are considering training your salesforce and you already have a sales methodology like #Challenger #MillerHeiman, #SPIN, #MEDDIC, #Sandler enhances what these companies offer.
Bill can be contacted on +41 21 802 3117 or via email on william.morrison@sandler.com or corporatetraining@sandler.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
Tuesday Mar 05, 2019
Tuesday Mar 05, 2019
#GavinIngham is a sales veteran, a #TEDxSpeaker and #founder of #IAm10. He specialises in helping companies build powerful sales teams on a foundation of #MentalToughness.
We discuss questions like:
- What is mental toughness?
- Can it be developed? How?
- What separates the winners from the losers in sales?
- Why do bad habits persist in sales and sales management?
- What impact can managers have on the performance of a sales team?
- Why do gaps in management capability exist?
- How important is management culture in creating the conditions for mental toughness?
- What do bad leaders do to hamstring good salespeople?
- What is motivation?
- Can a manager really motivate a salesperson?
Gavin and I have a frank conversation about the highs and lows in sales, the roots of self-sabotage, the power of cultural pressure to conform instead of challenge the status quo.
As usual, no punches are pulled. Practical advice based on over 60 years of scar tissue, this interview is a must for #BusinessOwners, #CEO's, #VPSales, #SalesDirectors who want to build #HighPerformance #SalesTeams.
Listen if you're frustrated because:
- Your sales team suffers from #FeastAndFamine #performance
- Your managers rescue (help without boundaries or permission)
- Your sales team suffers from #HighTurnover
- You struggle to retain #APlayers and #TopTalent
- You keep hiring b- and c-players
- You're failing to develop #YoungTalent who show aptitude
- You've ever hired a #HeavyHitter who promised the earth and failed to deliver
- Your own #SalesCareer isn't moving as fast or as far as your #ambition demands
Mental toughness is a prerequisite in a role where rejection is the order of the day. Mental toughness enables winners to bounce back, to keep going when hard times hit, when rejection is the order of the day and when all around you are crumbling under the pressure of professional sales.
To contact Gavin Ingham connect with him on LinkedIn
His website is www.gaviningham.com
This links to his author's page on Amazon
Gavin is a highly sought after speaker for sales kick offs and conferences and has trained hundreds of thousands of salespeople over the past 30 years. If you want a keynote with content and laughter, get in touch.
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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