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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 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.
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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 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:
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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 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.
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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 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!
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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 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
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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 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
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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
Sunday Jan 20, 2019
Sunday Jan 20, 2019
The devil is in the detail. #JayMcBain, #Forrester's lead analyst on all things #Channel says that "More has changed in the last 18 months than in the previous 36 years". Listen to find out what and why.
Jay explains why 96% of MSPs can't scale beyond 10 people and why 70% of MSP owners are working incredibly long hours for average margins that are barely break-even. We discuss what effect is that having on their businesses, the global trend towards consolidation, recruitment of talent and customer loyalty.
How will the winners in the future of channel have to evolve their business models to stay alive or go the way of the dinosaurs? How are buying patterns changing that materially impact when, where and how vendors can reach them? How will those trends impact the partner eco-system across all 27 industry verticals?
Forrester's #MarketResearch shows unequivocal trends which you ignore at your peril. 75% of ALL products are sold via the channel today. No later than 2026 we will see 90% of technology sold via the channel. 100% of businesses are in effect becoming technology companies with as much of 60% of all executive roles being occupied with technology. And it's not just #tech ... we've seen massive shifts in other industries like #Hospitality, #FMCG, #FinancialServices, #Transport, #ProfessionalServices, #LifeSciences, #SemiConductor, #Manufacturing, #IndustrialChemicals
Jay can be found on Forrester.com or jaymcbain.com
Check out our our earlier conversation on The #FutureOfTheChannel & how it will affect you here
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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 Jan 09, 2019
Wednesday Jan 09, 2019
Entrepreneurs! Listen to to my interview with Mike Michalowicz and learn how to liberate yourself from entrepreneurial poverty!
- Are you sick of being a cash crop for the taxman?
- Are you tired of working stupid hours, building a "successful" business yet you get to keep too little money?
- Do you know which traditional business practices are holding back your financial freedom?
- What prevents you from optimising your efficiency & effectiveness in your business?
The traditional accounting model of "Sales Revenue - Expenses = Profits" is broken. The smartest entrepreneurs take out profit first and use the remainder for expenses & costs.
Utilising the principles of #ProfitFirst:
- Get your business to pay your PERSONAL tax bill
- Intelligently use your scarce resources for maximum profit
- Establish a business of significance that serves you instead of you being a slave to it
- Regain control of your time so you can spend it with the people you love doing what you love
- Be known for excellence in your market attracting the best customers and the best employees
- Create a systematised business whose goals are aligned with the personal goals of your people
- Connect your company to your customers and your marketplace
- Discover how to recruit and develop your team to be 9x as productive as your competitor's staff
- Create a business that will attract prospective buyer willing to pay outrageous multiples of as much as 40x profits
- Generate #HyperProfits, #ScaleUp fast without losing control
You can buy Mike's books on Amazon:
You con connect with Mike at www.mikemotorbike.com
If you'd like to speak to a Profit First professional about helping you in your business or you would like to be considered to become a Profit First professional yourself go to https://www.profitfirstprofessionals.com/ready-to-find-a-profit-first-professional/
#ScaleUp #Turnaround #HyperProfits #HyperGrowth #MarcusCauchi #MikeMichalowicz
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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 Dec 20, 2018
Thursday Dec 20, 2018
Accountability is freedom. It should never be used as a stick. Instead it should be used to ensure you and your people win or learn. Certainly, there will be some instances where a failure to perform will result in termination of a salesperson or a partner, but Hamish Knox explains how and why an accountability culture increases clarity, encourages personal responsibility and drives predictable results.
Almost no one comes to work wanting to do a bad job. As a manager it is your job to find the best people and then help them perform at their best. Accountability takes the guesswork out of leadership and management and it gives focus and purpose to your people. It helps establish the ground rules for success and reward and it removes the culture in management where the boss is Fire Chief and Chief Arsonist.
Sales Management is not a place to get your emotional needs met; it's a place to help your salespeople go to the bank. We explore how it helps identify unhelpful management, recruitment, compensation practices that may be deeply ingrained into your culture. We discuss how it can refocus you towards more productive recruitment, onboarding, training, coaching, mentoring and supervisory functions. And we identify why it can help create natural turnover of non-performers (a huge hit with HR and your legal team BTW)
Hamish is a twice published author of "Accountability" and "Change". He is a highly respected Sandler franchisee in Calgary, Canada who routinely wins top sales awards for his own sales performance.
This interview delivers plenty of punch - win and learn
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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 Dec 13, 2018
Thursday Dec 13, 2018
I interviewed Cees Quirijns, co-Founder of #Portland Europe (www.portland.eu) about the channel blindspots, traps, pitfalls and mistakes vendors commonly make that prevent their channel from maximising sales. We explore vendor-partner psychology and the mismatches channel managers need to prevent.
We explore the #HypeCycle, #EnablingTechnologies, #ChannelBestPractices, #ChannelPartnerMotivation
This is a very frank, no holds barred interview that is completely packed with pragmatic content you can apply immediately including the B.I.T.S.E.R. model to maximise production and collaboration and the critical importance of selling during the service delivery phase. We discuss how channel managers self-sabotage and why the obvious importance of listening to your partners is too often ignored and the impact that has on your success as a vendor.
Cees is very approachable and knowledgeable. Call him if you want to get an objective look at which technologies you can use to build your channel. It is well worth getting in touch with him via LinkedIn or via the numbers on his website. Ask for him personally and mention you heard him on @The_Inquisitor podcast with Marcus Cauchi.
Thank you for listening. If you know someone who has something of value to say about the channel, enterprise sales, direct sales, hiring salespeople or management best practices, please refer them to me so I can interview them.
If you want to get hold of a copy of #MakingChannelSalesWork you can get it on Kindle 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