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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
Monday May 22, 2023
Monday May 22, 2023
Unleashing Sales Success: Key Insights from Evan Kelsay
Show Notes:
Evan Kelsay, an experienced sales leader, shares his valuable insights on sales strategies, team dynamics, and organizational success in this episode of TheInquisitor podcast.
Key Points:
- The importance of understanding customers: Gain deep insights into customers' language, pain points, and desired outcomes to create timely and relevant solutions.
- Orchestrating internal collaboration: Foster cooperation across departments, remove egos, and align teams towards shared objectives for effective execution.
- Embracing dissent as a virtue: Encourage diverse viewpoints and open discussions in critical decision-making processes to avoid blind spots and improve outcomes.
- The significance of financial literacy: Develop financial acumen to understand how professionals think, interpret financial statements, and navigate business conversations effectively.
- The value of long-term thinking: Focus on the long-term success of your company, considering governance, change management, and resource allocation beyond immediate results.
In conclusion, Evan Kelsay's extensive experience and insights shed light on crucial aspects of successful sales strategies, team collaboration, and financial literacy, offering valuable guidance for sales professionals and business leaders aiming to drive revenue growth and create lasting impact.
Phone: +1 347-849-7284 (Mobile)
Email: evankelsay@gmail.com
Twitter: EvanKelsay
Friday May 19, 2023
Friday May 19, 2023
Are you ready to embark on a transformative journey? The latest episode is an absolute must-listen for those brave enough to venture down "The Road Less Stupid." In this riveting discussion with Matthew Dashpher Hughes of Gunner Cooke, you'll explore the profound significance of Values and how they shape our organisations and our lives.
🔑 Unlocking the Power of Values
One of the central themes of this conversation is the paramount importance of defining values. You’ll understand the value of diversity in many aspects of your organisation. However, when it comes to Values, Matthew stresses that diversity must take a backseat:"Hire for diversity in everything but Values". Hiring individuals who align with your organisation's values is crucial to prevent toxicity from seeping into your team and tarnishing customer relationships.
💡 Illuminate the Concept of Values
It's remarkable how often we overlook the profound significance of values. Matthew skillfully illuminates this blind spot, urging us to delve deep into our own understanding and interpretations. He emphasizes the importance of ensuring clarity and alignment when communicating with others about values, so that everyone is on the same page.
🌐 The 6C's: Building a Community Based on Values
Matthew introduces his captivating concept of the 5Cs, which magically evolve into the 6Cs during their conversation. Their discussion revolves around building a community founded on values, trust, and honesty. Together, they explore the significance of communication, coordination, cooperation, collaboration, community, and common purpose. And they offer invaluable insights on striving for both the minimum and world-class levels in each area.
The challenges of cultural dissonance and the dangers of incentivising the wrong behaviours with compensation plans are touched upon. The duo also explore the elusive concept of trust and share practical ways to demonstrate it.
As always, the podcast combines personal experiences with wisdom from renowned authors. Matthew draws inspiration from Peter Drucker's letters and Benjamin Franklin's 13 virtues, offering a wealth of knowledge for those seeking to unlock their leadership potential. He unravels the intriguing concept of "meatware," shedding light on why People often play a central role in failures. And a reason for excellent interview performance which we might overlook.
📚 Unlock a World of Knowledge
As always, this episode offers a plethora of book recommendations that will leave you hungry for more. Discover thought-provoking works such as:
"The Road Less Stupid" by Keith J. Cunningham
"The Solution"
“Loonshots” by Safi Bahcall,
"The Brand Bucket" by Barnaby Wynter
"Demand Side Sales" by Bob Moesta
"Trust based selling" by Charles Green
"The Trusted Advisor" by David H Maister
"Selling transformed by Philip Squire
Matthew also recommends listening to TheInquisitor episodes with Darryl Stickle and David Allison
Contact Matthew via linkedin.com/in/matthewdashper-hughes
Phone: 07715 269724 (Mobile)
Email: matthew.dashper-hughes@gunnercooke.com
Twitter: mdh_matthew
Talk to me about coaching and training https://calendly.com/marcuscauchi
Book me for your podcast https://calendly.com/marcuscauchi/bookme
Wednesday May 17, 2023
Wednesday May 17, 2023
Ultimate transparency nerd, sales historian, collector, author, teacher of many of the world's most successful sales producers, Todd Caponi is my guest on this week's episode #481.
We dive deep into the history of sales, exploring its cyclical nature from being trusted and respected to being terrible and back again. We shed light on the striking similarities between the current economic situation and that of 1921-23, emphasising the need for salespeople to adapt and embrace new strategies in a rapidly changing world.
- A Mirror to the Past: Comparing the current economic situation to 1919-1922, with high salesperson turnover rates and the need to be prepared for upcoming changes.
- Arthur Sheldon's Timeless Wisdom: "True salesmanship is the science of service" - how this principle still holds true today.
- The Evolution of Sales Processes: From the AIDA model to the shift towards seller activity-based approaches and recognising buyer behaviour.
- The Modern Buying Journey: Understanding the needs of today's well-informed buyers and questioning outdated sales techniques.
- Honesty, Service, and AI: How technology can enhance sales by predicting objections and providing valuable information.
- The Pitfalls of Metrics Obsession: Avoiding a decline in win rates and an influx of wrong prospects by focusing on quality over quantity.
- IKEA's Lesson: The importance of expectation setting and branding to improve customer satisfaction.
- Building a Customer-Focused Team: Hiring and compensating individuals who prioritise long-term relationships and customer satisfaction.
- Intrinsic Motivation in Hiring: Identifying candidates driven by a thirst for learning to reduce turnover.
- Sales Management & Leadership: The crucial role of skilled managers in a tight economy.
- Creating a Positive Work Environment: The benefits of transparency, ethical selling, and a supportive atmosphere on performance and creativity.
Sales have come a long way, and it's time for businesses to embrace change by understanding their customers' needs, adopting modern approaches, and fostering a positive work environment. Let's learn from history and build a future of ethical, transparent, and service-oriented sales. (ROFLMFAO!)
Enjoyed this episode? Don't forget to subscribe to The Inquisitor Podcast and share it with your friends and colleagues. Help us transform the world of sales one conversation at a time!
Websites:
- toddcaponi.com (Company)
- toddcaponi.com/blog/ (Blog)
Phone: +1 847-999-0420 (Work)
Email: tacaponi@gmail.com
Twitter: tcaponi
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I'm auditioning 3 new clients. If you'd like to be considered to be invited to join my exclusive Successful Selling programme, book 15 minutes to discuss what's involved and what you can expect to gain from participating - https://calendly.com/marcuscauchi
Tuesday May 09, 2023
Tuesday May 09, 2023
Rebecca Murtagh is founder of the Human AI Institute.
Get ready for an insightful episode of the Inquisitor Podcast 🎧! Marcus Cauchi and Rebecca Murtagh explore the compelling world of AI, technology, and human growth 💡. Join them as they face challenges and opportunities in a rapidly changing world 🌎.
Discover the secrets to asking better questions, prioritising profitability over revenue, and using AI to boost your creativity and critical thinking 🧠. Feel the excitement as they discuss cognitive diversity and AI's potential to hep us tackle complex problems 🤖!
Embrace collaboration and community to future-proof your career and business 🤝. Marcus and Rebecca dive into AI ethics, leadership, and untapped investment opportunities in emerging markets 🌍.
Don't miss this engaging episode that blends the future of AI, technology, and human innovation 🚀
Contact Rebecca on linkedin.com/in/rebeccamurtagh
Websites
- HumanAI.Institute(Company)
- rebeccamurtagh.com (Blog)
- milliondollarwebsite.tv (My Book)
- https://successwithrebecca.com
Twitter: VirtualMarketer
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To talk to me about coaching, mentoring or training - https://calendly.com/marcuscauchi
DM to learn how you can use ChatGPT to get your next job without going through the advertised job market or use recruiters.
Thursday May 04, 2023
Thursday May 04, 2023
Tim J Smith of Wiglaf pricing shares my view that discounting is a sin. Giving away margin because your reps have a bad money concept is unforgivable.
How often does a founder or leadership team encourage discounting? Do you ever calculate what the true, full hidden cost of an initial discount will be over a customer's lifetime? It'll make your FD or CFO weep.
Tim and I don't pull any punches. This will be an uncomfortable listen for many of you.
Websites:
- wiglafpricing.com (Wiglaf Pricing)
- wiglafjournal.com (Wiglaf Journal)
- depaul.edu (DePaul)
Phone: +1 8728292495 (Work)
Twitter: timo437
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Contact me to chat about coaching and training https://calendly.com/marcuscauchi
Wednesday May 03, 2023
Wednesday May 03, 2023
Kieran Krohn - Individual Contributor, Partner Manager and Mid-Market Sales Manager discusses the qualities of great salespeople and effective managers.
We discuss the dangers of playbook blindness. In this episode of the Inquisitor podcast, Marcus interviews Kieran Krohn, a highly effective mid-market direct manager. We discuss Kieran's transition from being a phenomenal channel manager to a successful direct manager and the importance of developing partnering skills to become an effective manager.
Kieran shares his process for recruiting and how he worked on it to take it to a whole new height. They also talk about the importance of understanding the strengths and weaknesses of each team member to manage performance effectively.
Kieran delves into the three key traits of a successful salesperson: being driven, self-motivated, and coachable. We explain the concept of Price's Law, which emphasises the importance of prioritising the right fit business and identifying prospects and customers that have a lot of potential.
Finally, Kieran suggests that empowering individuals with autonomy, competency, and trust leads to achieving outcomes. To learn more about Kieran Krohn, you can connect with him on LinkedIn at https://www.linkedin.com/in/kierankrohn/.
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To discuss coaching and training with me https://calendly.com/marcuscauchi
Wednesday Apr 26, 2023
Wednesday Apr 26, 2023
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The importance of storytelling in sales and the need for salespeople to be able to tell a compelling story that resonates with their audience.
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The significance of brand positioning and how it can help sales teams differentiate themselves from the competition and better target their ideal customers.
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The value of building strategic relationships with clients and partners, as these relationships can help to foster trust, credibility, and loyalty.
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The need for sales leaders to have strong coaching and mentoring skills, particularly when working with younger generations who may have different values and expectations.
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The importance of choosing the right business partner and understanding the size of the organization that one wants to be a part of.
Email: jamie.h.snow@gmail.com
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If you want your career in sales to give you more in life, let's talk about training and coaching: https://calendly.com/marcuscauchi
Monday Apr 24, 2023
Monday Apr 24, 2023
Tommy McNulty, investor, scale-nut, second time founder of Rhythm, to explore the power of financial metrics and their impact on sales growth. Learn how Tommy transformed his own sales journey, and how his 2nd baby, Rhythm, is revolutionising the way sales leaders and teams approach financial planning and analysis.
- The game-changing power of understanding and maximising contribution margin
- Leveraging internal experts and resources to supercharge sales growth
- Practical advice, tips, and resources to boost your financial acumen in sales
- Discover Rhythm: The cutting-edge platform empowering sales teams with financial insights
Book Recommendations:
- Thinking in Numbers by Daniel Tammet - Unlock the power of quantitative thinking in your decision-making process
- Thinking in Systems by Donella H Meadows - Master the art of systemic thinking for sustainable success
Get ready to transform your sales strategy and skyrocket your growth with this unmissable episode filled with invaluable financial insights and expert advice!
Website: onrhythm.io (Company)
Excellent Resource Library: https://www.onrhythm.io/resource-library
Wednesday Apr 19, 2023
Wednesday Apr 19, 2023
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If this episode really resonated with you, go ahead and like, comment, and share it with your friends and colleagues. Don't forget to leave an honest review on your favourite podcast platform, and check out the coaching opportunities with me by clicking the link. Want to learn more about AI in sales? Reach out to Dustin or me on LinkedIn. Join me and Moeed Amin on ChatGPT for Sellers 21 April 1600-1730 UK.
Book time to talk about coaching or training https://calendly.com/marcuscauchi
Monday Apr 17, 2023
Monday Apr 17, 2023
Martin Ellis is not your average recruiter. He came t the industry late in life after having built businesses, led teams and seen what doesn't work. Grizzled, no frills but plenty of finesse. Martin is sharp minded, humane, empathetic and someone his clients trust to always tell them the truth whether they want to hear it or not.
Listen if you are keen to improve as a leader, a manager or a candidate seeking a new role where you can flourish, have a listen. We explore how to headhunt your next boss, improve the quality of your relationships, advance your questioning and focus on creating #buyersafety.
We explore how to walk the tightrope between doing what is right for your customer, meeting quota, keeping your bosses happy and fitting in with the culture of the company.
And we look at the critical role managers play in the success or failure of a team and the individuals within it. Managers can be the single most powerful catalyst for driving positive change and rapid, sustainable growth, but only if they let go, give up trying to control things and trust their people. Listen to learn more.
Contact Martin on linkedin.com/in/martinellisheadhunter
Website: rsegroup.agency/ (UK Company Website)
Phone: +44 (0)7823 887982 (Mobile)
Email: therealmartinellis@gmail.com
Twitter: RSEHeadhunter
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To grab 15 minutes with me to talk about any sales related challenge - https://calendly.com/marcuscauchi
For more information and previous episodes of #TheInquisitorPodcast go to https://www.laughs-last.com/theinquisitor/
To accelerate your career: https://www.laughs-last.com/successful-selling/