213.6K
Downloads
547
Episodes
Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success. I’m always grateful for Reviews and remember to Subscribe
Episodes
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.
--
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.
--
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
--
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.
--
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 Feb 27, 2019
Wednesday Feb 27, 2019
Best selling author of one of the Top 50 Selling Books of ALL Time (according to Top Sales World Magazine), #SandlerEnterpriseSelling (published by #McGrawHill, #BrianSullivan chats to me about his 30+ year career in big ticket, complex sales and sales management. We chart his journey from #XeroxCorporation to #CapGemini and now as VP of Sandler Enterprise Selling (#SES) at #Sandler.
We discuss a number of simple, practical tools that Brian has designed to help enterprise, transactional and channel salespeople:
- Sell more
- Sell more often
- To more buyers
- For more money
- And get out of deals they can't win, fast
I'm a huge fan of these tools because unlike the tools I was given earlier in my career these take a fraction of the time to complete. They have been designed by salespeople for salespeople to help us do our job instead of being designed by audit for audit purposes. No 3-day off site meetings to complete blue sheets, green sheets or pink sheets that gather dust in the boot of your car.
We explore the hidden cost of sales in enterprise selling and why it's imperative to know what's real and what isn't quickly, to prioritise your scarce and expensive resources on deals you should, can and will win and get out of the others as quickly as possible.
Enterprise selling is 90% project management and 10% selling. The best enterprise salespeople are like generals, making sure the right people on your team are having the right conversations with the right people on the buying side at the right time in the right way.
They make it all about the customer. Brian is a master at making you feel like nothing and no one else matters because he delivers his full attention to you when you're in the conversation. His system and tools liberate you to focus on being fully present, to put the customer at the heart of everything you do. And the results speak for themselves.
--
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 Feb 22, 2019
Friday Feb 22, 2019
Businesses stay small because the owner keeps them that way!
#DaveHiatt is a 25 year #Sandler veteran who has run his own #SandlerFranchise and for the past 15 years has been working for Sandler at Home Office. He is the product champion for the #OrganizationalExcellence #OrganisationalExcellence programme.
Dave and Marcus discuss the blind spots that are probably holding you back and dive deep into the details of the 6Ps of Leadership for Organisational Excellence:
- Planning
- Positions
- People
- Processes
- Performetrics
- Passion
As a franchisee with Sandler for the past 15 years, I have seen massive positive transformation since our CEO #DaveMattson has applied the principles of #OE in his business. He felt is was so good he bought the rights to the content and we have brought it all together in one place.
The principles and process we discuss enables companies to achieve #hypergrowth and #hyperprofits without losing control. In our own business it has allowed us to map out our path to 600% growth over 3 years which makes for a very exciting future. I would love to hear your experiences of applying OE in your business.
If you'd like to build an excellent business, with excellent people, excellent processes and hyper-efficient systems that allow you replicate best practices and improve consistently, please email me on mcauchi@sandler.com with "Scaling Up" in the subject line. I will arrange a call with you and try to find a local trainer who can introduce you to the principles.
As a start you can buy #TheRoadToExcellence by Dave Mattson on Amazon here:
--
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 Feb 21, 2019
Thursday Feb 21, 2019
#AntonioGarrido, author of #AskingQuestionsTheSandlerWay discusses the power of questions in this lighthearted but not lightweight interview. Plenty of vital information and plenty of laughs.
We explore why your credibility comes from the questions you ask not the information that you give. We explain why answering a prospect's questions actually does you harm and does your prospect a massive disservice. We share stories about how we have failed and messed up and how our scar tissue has made us better salespeople, better managers and better people.
We explore the psychological underpinnings of the #SandlerSellingSystem and how it is rooted in biology and evolution. Trust me, you are NOT good enough to override 300 million years of evolutionary hard wiring. When you understand how the brain works, how people make decisions, you realise that you can stop making effort to convince people to buy.
My motto in life and business is do less but better on purpose. Actually, it's double the money for half the work! If you follow the advice in this podcast and read Antonio's book, you will make more money and have the option to spend FAR LESS TIME at work.
--
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 Feb 20, 2019
Wednesday Feb 20, 2019
Fewer than 12% of sales leadership positions are held by women. I interview #LorraineFerguson author of #TheUnapologeticSaleswoman where she explores why women can make a great career in sales. Sales offers high income potential with flexibility, the ability to carve out your own path and to advance on your own merit.
Historically there have been many barriers, not least among them, prejudice which has been rife. That said, many women don't see themselves conceptually as salespeople despite the fact they possess many of the attributes that can make them great at this, the oldest profession! All adults are children trapped in adult bodies so the skills of motherhood can be easily transferred - empathy, listening, caring, understanding - which are in direct opposition to the gung-ho version of testosterone fuelled bad salesmanship that has given the profession a bad reputation.
We discuss the challenges and opportunities represented by sales for women who want to have a satisfying career and have a family. We explore the qualities that make female salespeople different and in many cases, better than their male counterparts.
Experience shows that women sales leaders can build amazing teams and the best managers I've had the privilege to work with are either women or if they're male, possess many qualities that women prize and value. They are tough but fair, listen and show empathy, without allowing excuses or pathetic behaviour to sway them from their course. They are clear and establish unambiguous boundaries, empower their people to become the best they can be and don't get in the way of their people and their potential or progression. They are staunch advocates of coaching but not rescuing, they let their people fall and fail, and help them work out why, get back up and learn.
I believe the time is long overdue for girls to see sales as a glorious profession where they can shine and balance their lives and careers. Lorraine is a passionate advocate for advancing women in sales and I am too. Of the top 10 salespeople I have ever had the privilege to work with 7 were women. We have 3 daughters and to help them see fantastic female role models we have sponsored 4 #VenusAwards for #WomenInBusiness and have commenced our first #ScholarshipForWomenInSales with our winner, #EmmaBarrettHoey. We are taking applications for the 2020 scholarship now.
You can contact Lorraine via #LinkedIn at https://www.linkedin.com/in/lorraineofsandlertraining/ or through her website https://www.winningprocess.sandler.com/
She is a keynote speaker of note who is on point and always finishes on time!
--
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 Feb 15, 2019
Friday Feb 15, 2019
Would it surprise you that the average length of time a company has been breached before a cyber-attack or physical theft happens is 242 days.
#JennyRadcliffe is the #PeopleHacker. Her company, #HumanFactorSecurity helps corporates mitigate the single biggest threat to your security. This weak point is responsible for 80-90% of breaches of security in corporates. £millions are spent each year on IT & physical security - firewalls, password access management, email security, identity badges, fingerprint scanners, security guards - yet each week we hear about attacks like those on #Starwood (#Marriott etc), #Visa, #MumsNet, #Facebook and #Aadhaar (1,000,000,000 records!!)
What is the chink in your armour?
People. Common or garden human beings. Whether through malice, stupidity, carelessness, naivety or ignorance, your people are probably leaving you exposed.
Jenny discusses how her clients employ her fascinating and very rare skillset of people hacking and explore the subject in the context of security, law enforcement, management, interviewing & recruitment, negotiation and sales.
She teaches you a simple but powerful set of tactics to build trust and rapport quickly. These psychological tools can be used to open up even the hardest negotiator and toughest security.
Jenny takes a deadly serious subject and makes it engaging, entertaining and eye opening. She uses real life examples to explain what human hacking is, how anyone can be deceived and how important it is to raise awareness in your business before someone does you lasting harm. Under new rules in Europe and the UK, you can be fined 4% of your global turnover or £25,000,000 for EVERY breach that is discovered.
Security is not a box-ticking exercise. It can make the difference between survival as a business and career ruin for senior executives. It can mean sensitive strategic and financial information is stolen, competitive advantage lost or personal details of minors and medical records abused, criminal investigations compromised and governments toppled.
"There are only 2 type of business. Those who've been hacked ... and those who don't know they've been hacked" - Jenny Radcliffe
Contact Jenny on LinkedIn or via her website.
She is a fantastically engaging speaker who will have your audience on the edge of their seats and raise awareness of how they need to think and behave differently to safeguard their data and your business
--
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 Feb 01, 2019
Friday Feb 01, 2019
Mike Crandall and I discuss true Motivational Management (Audiobook). None of the ra-ra crap you read about or have to suffer at sales kick-offs when some snake oil salesman tries to get you pumped up and within days you are back to performing like you always have. This is the stuff of champions
Motivation comes from within every person. It is every manager's job to uncover it, stoke it and direct it to ensure that a salesperson's personal goals are aligned with their corporate goals in order to get the best out of them AND serve the business.
Both Marcus and Mike have a deep interest in what drives people to behave in the ways that they do and they share an interest in psychological models proposed by Transactional Analysis.
We discuss the difference between internal and external motivation, the impact of culture on motivation, how managers can apply strengths to maximise performance and developing resilience. Mike introduces the BAT model for which Sandler is famous - Behaviour, Attitude, Technique - as a means of balancing a manager's focus on all the elements that matter to drive peak performance in salespeople.
And we explore how to drive top performance from your channel using the principles Mike wrote about in Motivational Management (Kindle)
Channel sales management is the toughest job there is in sales, bar none. Few do it well. Those that do, have mastered the principles contained in Mike's book.
We give some cracking book recommendations. Listen to find out what they are.
Please like, comment and share this podcast to someone you know will find it helpful.
Mike Crandall is a Consultant, Coach, Trainer, Speaker, and Author focused on the Subconscious Psychology of Human Interaction and Motivation. He is brought in by Business Owners and Executives to work on the Behaviours, Attitudes, Techniques, and Guts needed to be more Successful in Business Improvement, Sales / Revenue Growth, and Employee Development. His firm specialises in helping identify the Blind Spots and Obstacles that are holding you back and then implementing Systems, Behaviours, and Guts to become more Successful. Clients ultimately develop new Habits that lead to Proactive Growth Professionally and Personally.
He is based in Oklahoma City, OK and serves Visionary clients across the United States.
Mike earned a MBA in Leadership and Organizational Development from Oklahoma Christian University and a BS at the University of Nebraska.
He is the author of the Best-Selling Book – Motivational Management the Sandler Way
He is a contributing writer and columnist for several publications including The Business Times of Edmond, The Oklahoman, News OK, and The Edmond Sun.
Mike is active in The Oklahoma Professional Sales Association; The National Speakers Association; The Oklahoma Business Ethics Consortium; The Greater Oklahoma City Chamber of Commerce; The Northwest Oklahoma City Chamber of Commerce; and The Edmond Area Chamber of Commerce. Additionally, he serves as the Administrative Council Chair at Acts 2 United Methodist Church.
Mike can be reached by phone at 405-844-1700 or by e-mail at mike.crandall@sandler.com.
View his company website at www.customgrowth.sandler.com.
View his blog at www.customgrowth.sandler.com/blog.
View his LinkedIn profile at www.linkedin.com/in/mikecrandall.
Find Sandler Training – Oklahoma on Facebook at www.facebook.com/SandlerTrainingOklahoma on LinkedIn www.linkedin.com/e/vgh/3020194 or on Twitter http://twitter.com/SandlerOklahoma
--
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