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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 Jun 28, 2023
Wednesday Jun 28, 2023
In the realm of go-to-market operations, confusion and disagreement run rampant. Different teams have their own goals and metrics, causing inefficiency and distrust. Sales teams, driven by short-term objectives and quotas, are pushed to behave poorly. This damages relationships with both customers and employees. To regain trust, businesses must listen to their customers and align their objectives with what the customers truly need.
Recruiting, onboarding, and compensation often miss the mark. Instead of focusing on values, trustworthiness, and mindset, companies prioritise competencies alone. Communication and cooperation between teams like sales, marketing, product, and customer success are lacking. They must find ways to collaborate more effectively.
Over-reliance on tools and technology without proper employee training has made the sales profession dull. Companies should prioritise essential skills like interpersonal relationships and communication.
To improve collaboration, businesses should appoint individuals who can identify gaps, foster communication, and resolve conflicts between teams.
This is a critical juncture. Will businesses rise to the challenge and address their issues, or will they succumb to the consequences of chaos? The future of go-to-market operations hangs in the balance, and the world watches with anticipation.
Websites:
- calendly.com/productledgrowth (Other)
- jpeterwheeler.com (Portfolio)
Phone: +1 619 703 7162
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If you want to grab 15 minutes with me to discuss how you can:
- Ignite Sales Excellence.
- Elevate Performance.
- Unleash Revenue Growth.
Click this link https://calendly.com/marcuscauchi
Wednesday Jun 28, 2023
Wednesday Jun 28, 2023
- David Kurkjian is a sales consultant and author of the book "6X Convert More Prospects to Customers".
- The book focuses on helping salespeople construct high-value discovery calls and build conversations that rightly communicate value to prospects.
- We explore:
- The Importance of Early-Stage Selling Conversations
- Early-stage selling conversations are critical because they set the tone for the rest of the sales process.
- If you can't build rapport and establish trust with your prospect during these early conversations, it will be very difficult to close the deal.
- How to Master Early-Stage Selling Conversations
- There are a few key things you can do to master early-stage selling conversations:
- Focus on the prospect's problems, not your product.
- Use contrast to show how your solution can solve the prospect's problems.
- Ask questions to get to the root of the prospect's concerns.
- Be honest and trustworthy.
Compensation plans that reward salespeople for closing deals, regardless of outcomes, incentivise the wrong behaviours. Leadership sets the culture of the company. David offers a powerful litmus test for founders considering taking investment.
Additional thoughts:
- I agree with David that salespeople talk too much about their products and not enough about the value that their products can provide to prospects. This is a common mistake that many salespeople make, and it can be a major obstacle to closing deals.
- I also agree with David that leadership sets the culture of the company. If the leadership team is not supportive of sales, it will be very difficult for salespeople to be successful.
- I think the advice to ask VCs how they would handle real-life employee issues is very insightful. This is a great way to get a sense of their values and how they would treat employees.
- Finally, I think the advice to pay attention to the words that you use when talking to prospects is very important. The words that you use can have a big impact on how prospects perceive you and your product.
Website: mastermessaging.com
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If you wish to unlock your sales team's potential, drive certain, sustainable growth, exceed targets, and dominate your market without manipulation, coercion or deception - https://calendly.com/marcuscauchi
Tuesday Jun 20, 2023
Tuesday Jun 20, 2023
Philipp and Marcus dished out some storytelling secrets in their latest chat on sales, just enough to pique your curiosity. They've got this mysterious yet effective SURF formula: Surprising, Emotional, Relatable, and Visual. Want to know more? Well, you'll have to dive in!
Imagine meeting a prospect and instantly clicking with a short, engaging connection story. And what if you could level up their game with thought-provoking scaling questions? Intrigued? We thought so.
Success stories that turn customers into heroes, with snappy dialogue and irresistible benefits, are just the tip of the iceberg. Exciting story openings, a human touch, and a sprinkle of ChatGPT's creative flair – that's the recipe for storytelling magic.
But wait, there's more! Philipp and Marcus share extra nuggets of wisdom to leave you hungry for the full conversation. Open questions with customers, razor-sharp editing, and storytelling that genuinely connects – it's all there. Making customers the stars, inspiring change, and transforming small talk into memorable moments – the secrets are waiting to be unveiled.
Are you ready to uncover the power of live storytelling clinics and stories tailored for the buyer's journey? Join Philipp and Marcus as they ride the wave of storytelling in sales, applying the SURF formula to captivate and compel audiences. Don't miss out on this thrilling adventure!
Contact Phillip on linkedin.com/in/philipphumm
Website: power-of-storytelling.com (Personal)
Email: p.k.humm@gmail.com
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If you want a coach who will always tell you what you need not what you want to hear, who will leave you nowhere to hide from your excuses, and will give you the firm, fair and focused direction you need to make and realise your plan for the certain future you want for yourself and those you care about.
Book 15 minutes for free or 45 minute paid initial coaching call
https://calendly.com/marcuscauchi
For details of my coaching, consulting, predictive hiring and other services https://www.laughs-last.com/training-and-coaching/#successfulsellingshowmore
Monday Jun 12, 2023
Monday Jun 12, 2023
AI FOR THE REST OF US: How To Outsmart Big Tech And Become An AI Master
Does AI mean the end of businesses like yours? Think again.
In this no-holds-barred discussion, AI expert Lisa Palmer and strategist Marcus Cauchi reveal how underdogs like you can outsmart Big Tech and become an AI master.
Lisa argues AI fear-mongering misses its TRUE benefits: efficiency, productivity and solving wicked problems. The key? Setting guardrails while leveraging AI's potential.
But how can we gain the upper hand? Lisa notes companies often lack a deep understanding of their data to ask the right AI questions. Marcus proposes a disruptive approach: a team of advisors researching companies simultaneously to reveal opportunities traditional approaches miss.
They discuss the challenges of integrating AI into inflexible cultures and outdated business models. Lisa believes an agile culture is pivotal for success. Marcus cites examples of how AI is transforming sales - from automating content to tailoring customer interactions.
In this episode, you'll discover:
✅ How to regulate AI responsibly while capitalizing on its advantages
✅ How to develop an agile culture that EMBRACES - not fears - AI
✅ Tactics for using MULTIPLE AI tools to gain original perspectives
✅ Strategies for using AI to REINVENT business models and gain competitive edges
Don't miss this robust discussion on the realities - and possibilities - of how AI can give YOU the upper hand against Big Tech. You'll learn how to develop the RIGHT attitudes, habits and outlooks to navigate the AI revolution and gain an advantage today.
Sunday Jun 11, 2023
Sunday Jun 11, 2023
Arnold Beekes and Marcus expose hidden truths hindering personal growth. Society's conditioning and crisis blind spots are revealed, empowering listeners to find transformative solutions. No word wasted, only powerful insights.
Arnold's career weaves technology, leadership, psychology, coaching, and startups. Unveil the impact of conditioning and critical thinking, balancing profit and societal well-being. Beware of advanced technology's dangers, challenging norms and revealing hidden connections.
Embrace self-awareness, ignite change through emotional intelligence. Address burnout, align values in the workplace. Govern with structured thinking, embrace diversity, wise technology use. Discover top business lessons, unlock potential in this charged journey of hidden truths and transformation.
Arnold Beekes chats to me about:
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Living Someone Else's Life: Symptoms and Blind Spots - Marcus and Arnold discuss the signs of individuals living someone else's life and explore the blind spots that hinder personal growth and fulfilment.
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Finding Solutions in Crisis: Societal Conditioning and Critical Thinking - Arnold explains the reasons behind people holding back from finding solutions during crisis moments, including societal conditioning and lack of critical thinking. He emphasises the importance of asking critical questions and recognising blind spots.
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Arnold's Career Journey: Technology, Leadership, and Startups - Arnold shares insights from his career, which spans new technologies, personal leadership, psychology, coaching, and starting startups.
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Impact of Conditioning and Critical Thinking on Individuals and Organizations - Marcus and Arnold explore the influence of conditioning on individuals and organisations, stressing the significance of critical thinking and diversity in innovation teams. They also discuss the need to balance monetisation with societal well-being and caution against the potential dangers of advanced technology.
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Self-Awareness and Ownership: Moving Beyond Individualism - The hosts emphasise the importance of self-awareness and taking ownership of one's life. They advocate for a holistic approach in problem-solving and highlight the necessity of understanding the whole picture to address critical issues effectively.
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Emotional Intelligence and Enabling Change - Arnold discusses his approach to enabling people to change by asking questions about their emotions, highlighting the role of emotional intelligence in personal growth.
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Burnout, Values, and Mental Health in the Workplace - Marcus and Arnold explore the prevalence of burnout and compromised values in the workplace. They emphasise the connection between the brain and the body, as well as how stress and emotional issues can manifest as physical problems.
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Governing Actions with Structured Thinking - Arnold advises on consistently allowing thinking to govern actions rather than being reactive, emphasising the importance of structure, systems, and considering opposing opinions. They also discuss the value of multiple perspectives and avoiding narrow-mindedness.
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Technology, Informed Discussions, and Brain Fitness - Marcus and Arnold stress the importance of being informed and using technology wisely to engage in meaningful discussions and challenge arguments. They recommend listening to podcasts on various topics to broaden knowledge and suggest resources such as "The Founders" podcast and books on human nature, mental health, and conditioning.
- Recognise and overcome societal conditioning to live authentically.
- Develop critical thinking skills and ask critical questions to find solutions.
- Embrace self-awareness and take ownership of your life.
- Foster emotional intelligence to enable personal and organisational change.
- Address burnout and prioritise mental health in the workplace.
- Govern actions with structured thinking and consider opposing viewpoints.
- Utilize technology wisely for informed discussions and growth.
- Explore brain fitness to enhance performance and well-being.
Join Marcus and Arnold as they dive into these powerful lessons for personal and professional growth. Discover how to break free from societal constraints, think critically, and nurture a healthy mindset. Tune in to @TheInquisitor for insightful conversations and practical strategies to live a fulfilling life.
Website: brainathletes.club (Company)
Phone: +31621274776 (Mobile)
Email: beekes@mac.com
Twitter: ArnoldBeekes
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Grab 15 minutes in my diary for a quick chat about the one question that you are burning to ask about your sales, career or dilemma. https://calendly.com/marcuscauchi
Friday Jun 09, 2023
Friday Jun 09, 2023
Websites:
- bit.ly/3hny6Lq (Company)
- bit.ly/387BkwN (Company)
Email: thejourneyalive@gmail.com
Twitter: atravelersnote
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Am I the coach you need or the one you want?
I'm here to ask you the questions you've been avoiding. If you're prepared to face your own barriers, I'll be there, guiding you to step out of your own way.
Ask me your most pressing question about sales. It's free and no pressure to buy either now or in the future. https://calendly.com/marcuscauchi
Monday Jun 05, 2023
Monday Jun 05, 2023
Twitter: markstouse
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If you're looking for clear direction navigating the changing market, build a consistent pipeline of quality leads, close more profitable deals, more often, let's talk.
Let's find 15 minutes, we can see if there's a fit. Click the link https://calendly.com/marcuscauchi.
Wednesday May 31, 2023
Wednesday May 31, 2023
🤿Today we dive deep into the entrepreneurial mindset with Jake Rosenberg, founder of Krete, a successful skincare company.
🚀 Discover how Jake demystifies the process of starting a business and creating a winning product, even with limited resources. He breaks down tasks, leverages available resources, and optimises efficiency to achieve remarkable results. 🚀
💪 Jake understands the struggle of getting started on something new, but he shares his secret weapon: embracing the power of AI and online resources like Google and YouTube. With these tools by your side, the learning process becomes a breeze, saving you time and boosting your productivity. 💪
🔎 Learn from existing examples! Jake encourages aspiring entrepreneurs to analyse successful products, businesses, and podcasts to gain valuable insights. By studying competitors, understanding packaging, formulas, and customer experience, you can make informed decisions and adapt your approach to stand out in the market. 🔎
⏰ Resource management, strategy, and time management are key ingredients for success. Jake shares how his experiences in high school shaped his entrepreneurial mindset, allowing him to excel in various areas. Find out how to optimise your performance and think critically about efficient solutions. ⏰
🌟 This episode of offers powerful insights into the mindset and strategies of successful entrepreneurs. Demystify the initial steps of starting a business. 🌟
📚 Get ready to increase your chances of success in the dynamic business landscape by adopting a systematic approach, learning from examples, and embracing continuous improvement. 📚
Contact Jake on LinkedIn
Monday May 29, 2023
Monday May 29, 2023
Join us for an insightful interview as Jay Allen, the visionary entrepreneur behind My True North, takes the spotlight. In this captivating episode, Jay fearlessly shares his remarkable journey, revealing invaluable insights and hard-earned lessons that will propel your business forward.
Discover the four key questions that will revolutionise your business strategy. Jay's expertise will empower you to make strategic decisions that drive growth while avoiding common pitfalls.
Gain a deeper understanding of the real impact of business failures on employees and suppliers, and the importance of purpose and values in building ethical and thriving enterprises.
Jay's research uncovers hidden causes of business failure, providing you with the knowledge to safeguard your business, align stakeholders, and build a talented team.
Explore the realm of people-centric leadership as Jay and Marcus discuss the pitfalls of overemphasising finance, technology, and data. Learn how to foster collaboration and ensure customer satisfaction throughout your organisation.
Avoid hitting a glass ceiling by mastering the art of identifying and hiring top talent. Jay shares valuable insights and the four key questions that will help shape the future of your business.
Discover the power of purpose-driven leadership, diversity, and adaptability in building sustainable enterprises. Prioritise customer interests and navigate change for long-term success.
Gain inspiration from captivating books and concepts as Jay explores history, financial cycles, and societal dynamics. Learn from his experiences to avoid prioritising commercial success over customer-centricity.
Uncover the secrets of business success with Jay Allen. Tune in to this unforgettable episode and propel your business to new heights of growth and fulfillment.
Tuesday May 23, 2023
Tuesday May 23, 2023
My guest is Brent Keltner, CEO of Winalytics. We dig deep into the impacts of self centred selling, we delve into the need to ask yourself better questions and reflect on the ripple effects of our decisions, our actions and how we think about our customer. This is not going to be a pretty episode as there are several moments where we hold up the ugly mirror. Buckle up. So much value packed into one show. Bring a means to make notes.
Book recommendations:
- Brent Keltner - "The Revenue Acceleration Playbook"
- Todd Capone - "The Transparency Sale"
- Marcus Sheridan - "They Ask, You Answer"
- Carol Mahoney - "Buyer First"
- Charles H Green - "Trust-Based Selling"
- Andy Paul - "Sell without Selling Out"
- Bob Moesta - "Demand-Side Sales"
- Smibert, Maloney, Clulow - "The Wentworth Prospect"
Connect with Brent Keltner via email at bekeltner@winnalytics.com
Website: winalytics.com/ (Company)
Email: bkeltner@winalytics.com
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Book 15 minutes to explore if coaching with me is a good fit for you or if you're familiar with my work and you prefer to dive straight in, we will help you develop your plan for making sure you succeed and enjoy life in the process - https://calendly.com/marcuscauchi
Work to live, don't live to work!