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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
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
Friday Nov 23, 2018
Friday Nov 23, 2018
I interviewed #DarraghPower who is a global corporate trainer for a major software vendor. We discussed how the changing channel environment is presenting opportunities and threats to vendors and service providers. We explore how you as vendors and partners need to better align with the changing requirements of your end user customers.
We delve deep into how the increased complexity of the buyer-seller-end user environment requires a very different sort of channel sales professional & channel chief.
We discuss why behaving in a "Partner Centric" manner is no longer optional and why executive engagement is critical to the success of partner programmes.
Unless you are adopting a much wider perspective and get away from the traditional approach of selfish selling through the channel you are going to become a relic of the past. You will be left behind by challengers in your market who understand their partners sell for their reasons not your reasons. Unless you understand why they are in business and what they want to achieve, partners will drop you in favour of vendor relationship managers who understand them and are committed to supporting the partner's aspirations, goals and objectives.
We even share a couple of excellent book recommendations along the way.
Darragh produced the fantastic graphic summary of #MakingChannelSalesWork on this podcast. He can be contacted via LinkedIn at https://www.linkedin.com/in/darraghpower/ or on Twitter here https://twitter.com/DarraghPower
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If you have an interesting story to tell about channel sales, scale ups or turn arounds and like the way I interview my guests, drop me a line to see if we can produce a podcast together
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 Nov 11, 2018
Sunday Nov 11, 2018
Veteran of the UK financial services industry, Nick Chisnall, discusses the challenges and future of selling financial services.
We pinpoint several common obstacles to success and how to fix them both for advisers and managers.
#IFA #IndependentFinancialAdvisor #FinancialServicesSales #ManagingFinancialServicesSales #FinancialServices #WinningMoreSales #WinMoreSales #GrowingYourIFAPractice #TiedAdvisorSales
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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 Nov 11, 2018
Sunday Nov 11, 2018
This has to be one of my favourite interviews ever. Doug Sandler tells Marcus what he learned from his father, David H Sandler! If your life has been touched by David Sandler's work this is a must listen conversation.
Doug will be familiar to #Sandler clients and trainers who have listened to the #BestOfSandler Collection because he is "Dougie" of baseball and school bus fame.
Doug is a big boy now! He's a husband, father, very successful podcaster, entrepreneur and author of the excellent book "Nice Guys Finish First".
Get in touch with Doug at doug@dougsandler.com. He is incredibly approachable and if you ever want to produce your own podcast, he can definitely help you.
We get a glimpse inside David Sandler the human being and Doug and I explore #SandlerRules, #SalesEthics, #TransactionalAnalysis, the power of #nurturing, #SalespersonsRights, #Reversing, the trap of emotional attachment, communication, customer experience, seduction and much more.
Let me know if you have questions for Doug for my next conversation with him early next year.
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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 Oct 19, 2018
Friday Oct 19, 2018
According to CSO Insights 2018, 64% of salespeople worldwide hit their quota in 2013. In 2018, it looks like that has fallen to BELOW 50%. The blind reliance on social selling, propagated by people with an axe to grind to sell social media training, is in large part responsible for this shocking result.
In part 2 of my packed interview with #SamRathling, we discuss the opportunities and pitfalls for corporate executives of using LinkedIn.
Listen in for some tough home truths and practical tips on using LinkedIn to build your company, hire the best talent, enhance your reputation personally and as a business leader.
Sam is Europe's number 1 #LinkedIn trainer for Corporates. She's been a user of LI since 2003 and she eats her own dog food. She is always booked months in advance, and personally secures 10-30 INBOUND enquiries per day using what she teaches! Her clients generate immediate positive results which can be as high as a 400% increase in pipeline. She regularly helps them win 6-figure accounts. It starts with aligning your company strategy with your @LinkedIn strategy.
We discuss company branding for sales and attracting top talent. We explore personal branding, sales, rekindling lapsed relationships, the power of testimonials, the mistakes corporates make when they misuse LinkedIn, the potential for reputation damage or career advancement and much more.
This interview is packed with practical advice on #winning and building #enterprise accounts using the #power of LinkedIn.
For the avoidance of doubt, LinkedIn alone without picking up the phone & creating engagement is like running your car on only one cylinder.
We'd love to hear from you about your tips for building your brand, winning sales, expanding accounts and developing partnerships using LinkedIn.
Please like, comment and share this podcast
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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 Oct 18, 2018
Thursday Oct 18, 2018
Did you know you have a social selling score? Linkedin provides all users with a Social Selling Index (SSI). Does it have any value? How can you use it to improve the results you are getting from your LinkedIn subscription?
In part 1 of 2 episodes, I discuss how corporates can use LinkedIn to build their brand, find and win new business, hire top talent and generally improve their performance both as individuals and companies on the world's largest business community.
How you measure your effectiveness is the Social Selling Index. You can learn more about it here:
https://www.linkedin.com/sales/ssi
Reps who employ social selling only hit target about 47% of the time. Reps who employ social selling effectively hit target about 75% of the time. According to CSO Insights 2018, the AVERAGE number of reps hitting target globally has dropped from a disappointing 64% in 2013 to below 50% in 2018 which, frankly, is pitiful.
Many blame the reliance on social media and not picking up the phone. Perhaps there's some truth in that, but not because social selling doesn't work, but because they have NO IDEA how to use LinkedIn effectively.
#SamRathling is a superstar when it comes to using LinkedIn as a business builder. She has gone from £0 to £30,000 a month revenues in her brand new business with 85% utilisation in only 4 months using social selling via LinkedIn.
A user of LinkedIn for a decade, she was one of the early adopters and has used it to recruit, to build pipeline, to build her personal brand and the brands of her own and several other businesses. She serves global brands (Fortune 500/FTSE 100) through to SMEs and startups through a mix of in-house reinforcement programmes, master classes, coaching and tools.
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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 Oct 15, 2018
Monday Oct 15, 2018
Do you run a media agency?
Or do you want to start your own agency and break away from a media group so you have more control over your own destiny and pricing?
- Digital
- Advertising
- Design
- PR
- Web
- SEO
I interviewed my former client Jenny Plant, The #1 UK expert in #AccountManagementSkills for media agency owners, account directors and account managers. Listen to her story. She was under pressure, behind on target, being stretched beyond an reasonable expectations and having to keep her top talent when they were suffering from burnout and frustration ... until she learned how to bring all that under her control.
We discuss how to stop getting suckered into costly pitches that tie up your most expensive creative talent that result in your giving away the crown jewels. We explore how to get past the procurement trap. We delve into the mistakes agencies make when they find themselves being invited to give free consulting and how to sell past such requests.
Learn how to close business without pitching, without spending weeks preparing for pitches, without having your best ideas stolen and your top talent taken up in non-fee earning activities.
If you're part of a network of agencies, discover our top 5 tips that will help you prioritise which ones to pursue and which ones you shouldn't.
Jenny has worked in media for 25+ years, has headed up a publicly listed agency, turned around and transformed the fortunes of dozens of owner managed firms and is at the bleeding edge of best practices in account management for media companies. She speaks from the heart and from experience of what works ... and what doesn't.
Enrol on one of her programmes
Visit Jenny's website
Contact her via LinkedIn
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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