TheInquisitor Podcast with Marcus Cauchi (Marcus Cauchi, Laughs Last Ltd)
Explore every episode of TheInquisitor Podcast with Marcus Cauchi
| Pub. Date | Title | Duration | |
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| 25 Nov 2022 | Ian Koniak: $100m in Sales at Salesforce and Miserable | 00:59:20 | |
WARNING: Deeply personal episode delving into topics many of you will find familiar and very uncomfortable to discuss. A bit of a look into the ugly mirror around success, ambition, and painful personal growth. “When we don’t put the brakes on our self-absorption, we have nothing stopping us from total self-destruction. We become the fruits of our actions.” ~ Zeena Schreck Ian Koniak has the t-shirt - $100m in sales at Salesforce, at the time, their highest ever performing salesperson ... and he was miserable and on a path to self-destruction. Fortunately, Ian caught himself at rock bottom when everything looked perfect on the surface. But underneath, he was going through a personal crisis that had him behaving in ways he hated, and that ate into his self-concept. “Self destroyer, wreck your health, destroy friends, destroy yourself. The time device of self-destruction, lies, confusion, start eruption.” ~ Ray Davies We explore mental health and top performers, the danger of becoming complicit in creating the destructive conditions because of culture, peer pressure and competitive short-term thinking driven by greed and fear. We explore how the money behind an organisation permeates the culture and affects its people. A frank, highly charged conversation that talks in depth about success and the personal toll the wrong mental state can lead to when you achieve success. We talk values, faith, love and friendship, responsibility and locus of control. Buckle up. It's a goodie. Contact Ian via linkedin.com/in/iankoniak Websites
YouTube: https://www.youtube.com/channel/UCKwbDwBK_adh4AgzprZb5FQ Email: ian@iankoniak.com Twitter: DriveSalesNow -- Email me on marcus@laughs-last.com with "Inquisitor Guest" if you'd like to come on the show or wish me to interview someone specific. Please tee up an introduction if you think you or they'd make a good guest. And please leave an honest review of the podcast on your favourite platform (and tag me or send me the link please). If you want to talk about advancing your career or the performance of your salespeople and your middle management, book some time for us to chat and explore what you're hoping to be able to accomplish. https://calendly.com/marcuscauchi/let-s-explore-coaching-training Happy selling folks! | |||
| 20 Dec 2020 | The Psychology of Pricing (So You Don't Get Shafted) | 01:14:23 | |
Dave Abbott is the author of #HowToPriceYourPlatypus which is an outstanding book on how to price your products and services so you get to keep a decent profit. In this episode we explore how to understand different pricing models around:
We explore why many businesses don't understand their pricing and end up making no profit or worse, paying to work for their customers. We delve into pricing with partner channels and explore strategies to help you make more and keep more money.
Contact Dave via linkedin.com/in/diabbott Websites
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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 | |||
| 04 Jul 2020 | Leaders and Managers, Why Are You The Problem? | 01:10:56 | |
"Expose the cracks, don't paper them over", says #TamaraMcMillen. She is a breath of fresh air in sales leadership. Until recently she was the EVP of Sales for Virgin Media, is a non-Exec with CSO UK and a relentless advocate for diversity and inclusion. Consistently helping her teams smash quota,We explore her journey as a woman in tech sales and leadership - the highs and lows, obstacles and prejudices, and the missed opportunity these biases represent. Her emphasis is on creating intentional, cognitive diversity to improve the quality and richness of thinking. Tamara shares her insights and lessons to build, enable and develop high performing salespeople and teams. We explore the challenges with the right and wrong pre-onboarding, onboarding, training, coaching, measurement and sales enablement of your team. She observes that you must meet your new employee where they are in their life, and right from the starting gate have a transparent conversation about where their gaps are. She is passionate that you have a moral obligation as leaders and hiring managers to treat new employees as human beings. They join a company and hope to be successful. It is your responsibility to make sure you make no assumptions, you listen, you question and you understand the individual so you can tailor your approach to get the best out of them. If any one of your people fail in role, you are responsible for their failure. if your salespeople fail in role that is a teaching moment for the manager. How did you let your salesperson down? We discuss why the Player/Manager/Coach hybrid role rarely works well for anyone. In start ups there is a brief window where that is a necessity but why you must quickly separate these functions to stop yourself from failing at all of them. We discuss the shameful statistic that the average turnover in sales is 34%. Imagine if you recruited and hired well, did a good job of onboarding and developing your people, how much faster you would get the right people up to speed and how much more profit you will have to invest in developing them and recruiting more A-players. It takes at least 2 years for salesperson to hit their full stride, so if you are turning over salespeople at 12-18 month cycles, you never achieve optimal performance and then you reset from scratch. Crazy and wasteful. Symptoms like 7/8 first meetings don't result in a second meeting because of lack of pre-call planning, rehearsal, post-call debriefing, lack of coaching and ride-along coaching. She explains the importance of the partnership between sales management and leadership, L&D, HR and sales enablement. Tamara also explains the danger of letting people from the bottom 80% of your sales team spend time with new hires. She highlights the critical importance of leaders having a growth mindset, understanding that selling is a team sport, and having the courage to stand up to investors to ensure that you can implement a long term plan instead of sacrificing longevity in favour of rapid, uncontrolled growth. LinkedIn linkedin.com/in/tamaramcmillen Twitter Tamara_McMillen--Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 15 Feb 2022 | Is This Quarter REALLY More Important Than Every Subsequent Quarter? | 01:03:21 | |
Andy Champion is a breath of fresh air in tech sales leadership. Have a listen to understand why. He's not alone. I have been fortunate enough to meet several through #TheInquisitorPodcast. Andy, and leaders like Tom Schodorf, Tom Castley, Gerry Hill, Andy Shaw, Mark Herbert, all carry an air of calm. They exude an air of steady,, reasoned intelligence. You know that their decisions won't be rash or rushed. Neither do they dither. And they are always fair. They love their people. And their people love them because they feel safe and that their backs are covered. In this episode, Andy explores some common sales leadership blindspots that are creating obscene amounts of unnecessary work, duplication of effort and wasted spend. We focus your attention on the right end of 3 very serious, widespread and persistent problems that you are probably familiar with. We dig deep into the impacts of underinvestment in management, short term thinking in leadership and investors, lack of focus on moving performance of the mediocre middle, why failing to identify your mobiliser is probably losing you deals. We dive into how quota over-assignment is fuelling #TheGreatResignation. According to a study by TalentLMS, as many at 72 % of employees in the Tech sector will be looking to change roles in 2022 and many looking to leave corporate life and even leave the industry. We are in for a tumultuous few years ahead. How are we preparing our managers for what's to come? So much to consider in this episode. Bring a pen and paper and listen a couple of times. Please @tag a friend who would benefit from this. *************************************************************** Join us at Sales A Force For Good #SAFFG - Identify YOUR Blindspots Which widely help beliefs do we as salespeople and management hold that aren't true, and do us harm? 1700-1800 UK - 24th February. Learn more here - https://www.linkedin.com/groups/12530021/ *************************************************************** Andy is growing his team so if you are looking for a kick start to your career in a great company with a fantastic team and leadership that actually has your back, drop Andy a line over Linkedin on linkedin.com/in/andychampion Website: highspot.com (Company Website) Twitter: andrewchampion -- Contact me at marcus@laughs-last.com. Check out my articles on Medium (here's an understated example that fits nicely with the theme of this episode - https://procustomer.medium.com/is-your-leadership-a-bunch-of-horses-arses-7f2c9e1ae0ab)
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| 26 May 2020 | David Abbott: How To Price Your Way To A Strong Bank Balance | 00:56:45 | |
**** This is a MUST LISTEN episode if you are on my sales training programme **** This is a masterclass in pricing genius. #DavidAbbott, author of #HowToPriceYourPlatypus, shares 4 simple psychological pricing strategies to help you get paid what you're worth. He spills the beans on how to get buyers to negotiate in £1's, £10's and £100's instead of £1000's, £10,000's and £100,000's. Whether you are selling products or services, your house or your company these strategies work in the real world. We explore the power of pricing techniques by starting from a better position before you ever negotiate. The better your starting point, the better your ending point. We discuss the importance of making the decision to proceed at the start of the sale, then make dozens of little agreements instead of making one big decision at the end. David also explains how you can use your win-lose ratio as a trigger to raise your prices. You'll find yourself slapping yourself on your head when you realise how simple getting pricing right is, and what a pig's ear you've made of discussing pricing in the past -- If you'd like to explore how you sell more, more often for more money to more people, you can book time with me via this Calendly link: https://calendly.com/marcuscauchi/book-a-free-30-minute-call Email newsletter signup link to #TheGrumbler: http://eepurl.com/gu2Yd1 Order your copy of #MakingChannelSalesWork: https://tinyurl.com/Making-Channel-Sales-Work Sign up for one of my live clinics: www.marcuscauchi.eventbrite.com My podcasts can be be found on Podbean, Spotify and ApplePodcasts:
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 28 Jan 2020 | Secrets of High-Stakes Negotiation with FBI’s Gary Noesner | 01:07:03 | |
#GaryNoesner is the former head of the FBI's National Crisis Unit. He was responsible for 350 FBI negotiators worldwide resolving kidnappings, robberies, prison riots, dealing with terrorists, disgruntled employees or military veterans with guns. I interviewed Gary to learn what makes a great negotiator and how to take the skills he learned and taught at the FBI in the context of high-stakes business negotiations. We explore cause and effect, motivation and thinking, teamwork, planning, research, preparation, the importance of understanding the differences between what you can and can't control, why it's crucial to keep your head when the pressure is on and why role play is so essential. I asked Gary what makes a good crisis negotiator. The qualities that make a good FBI negotiator are the same as the qualities that make a strong commercial negotiator. Good self control, being a good listener, being someone who sincerely wants to help someone get out of a bad situation but what he said all great negotiators have in common will probably surprise you. We explore the psychology of negotiation, the challenges of negotiating through 3rd parties (think #channelsales / #agencysales or working with internal champions to sell into an enterprise where you don't have access to the ultimate decision makers or a committee) when the stakes are high. In the final section Gary and I discuss what he is wrestling with and this opens up a really fascinating discussion about the distorted power of labelling, partisanship and the danger of cult-like figures in our political and social arenas. -- Gary is semi-retired now but available for key note speeches and will bring some fresh perspective to any sales or leadership kick off. You can contact him via his website garynoesner.com and via email at contact@garynoesner.com
#negotiation #negotiator #crisisnegotiation #commercialnegotiation #negotiationtraining #negotiationinstruction -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, 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 And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety | |||
| 21 Jan 2021 | Leigh Ashton Are There Really Any Secrets To Unlocking a Winning Sales Mindset? | 01:09:51 | |
Leigh Ashton went from successful salesperson to befuddled and confused sales leader. After her early success, Leigh was promoted to sales manager where she discovered selling and managing salespeople require a massively different skillset. Leigh has spent her career researching and applying sound psychological principles in her development of sales people and teams, as a manager, a trainer and as a coach. She understands the power of mindset, values and motivation over tactics and technique. Technique without these principles has the finesse of a heavy stick. Understanding yourself, your buyer, their desired outcomes, their culture, environment, political landscape, how they are measured, scrutinised, promoted, rewarded, coupled with giving them a damned good listening to, is equipping your salespeople with a razor sharp sword that can cut a hair along its length. Few salespeople attain that level of mastery of human understanding, so their tactics are used to bludgeon buyers into buying whether it's right for them or not ... just so long as the salesperson makes the sale and adds towards their quota. Don't get us started on the poison of VC backed companies and the toxic infliction they bring to a sales floor! Contact Leigh on linkedin.com/in/leighashton1 Websites
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| 20 Jun 2023 | Philipp Humm: Grow Your Business through Transformative Storytelling | 01:01:57 | |
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 linkedin.com/in/philipphumm Website: power-of-storytelling.com (Personal) Email: p.k.humm@gmail.com -- 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
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| 26 Jan 2023 | Antonio Garrido - Does Your Leadership Scorecard Turn Your Frown into a Heartfelt Smile? | 01:07:51 | |
"What would your leadership report card look like today? A's across the board?" asks Antonio Garrido, CEO of My Daily Leadership and author of the book My Daily Leadership - a powerful roadmap for leadership success. We discuss the surprising power of journalling for leaders. "If you aspire to leadership start journalling" he advises. "You'll stumble at first trying to understand what you want to write, how much time to invest in your journal. You'll wonder about the ROI (it may be worth calculating the COI (cost of inaction), how and if it will help you. You'll never know until you give it a go" He invites you to ask yourself, "Am I future-proofing myself, my people and my business? How close to achieving my full potential am I? How close to our full potential are we achieving collectively as a team? How do I know I am learning what I need to learn?" Antonio highlights 4 core components in need of a leader's special and consistent attention - * People * Company * Self * Strategy I took 2 pages of notes during our call. Bring a notepad and pen, turn on "airplane mode" or "Do not disturb" and learn. Antonio learned his leadership skills in the trenches at the feet of a great leader. He describes an economy of effort and the achievement of success through concerted collective effort. That comes from deep reflection and understanding of the circumstances, the context and choices to be made. Keeping a calm head whilst those around you are losing theirs marks out those who might lead. Contact Antonio via linkedin.com/in/antoniogarrido Website: mydailyleadership.com Email: antonio@mydailyleadership.com Phone: (+1) 786 527 0277 (Mobile) -- Feeling the weight of having to sacrifice your ethics for the sake of your quota? Does your self-concept wince when you're asked to use unprincipled ruses, tactics and bribes to force a deal over the line before your customer is ready, and you do it even though you know it isn't in your buyers' best interests? What if you can be successful and prioritise your values to find meaning and satisfaction in your work. For Rapid Results: https://calendly.com/marcuscauchi/rapid-results-audition Let's talk if you're looking for someone to help you. I help principled salespeople, managers and leaders navigate their own environment to succeed AND minimise or eliminate the need to behave in ways that conflict with your values. You'll decide if we're a good fit when we speak. At the end we can agree next steps or part as friends. Either way. no pressure. Click the link to book | |||
| 19 Oct 2022 | Rob Morley: Understanding The Curse and The Gift of Neurodiversity as an Employee and and Employer | 00:56:30 | |
Rob Morley, co-founder The Fountain Partnership. Our topic of conversation is #neurodiversity. His condition is #ADHD. We identify a few of the more commonly known #neurodiverse conditions are #Aspergers, #Autism, #Dyslexia with the lens of how do turn these conditions into gifts. We begin by defining what neurodiversity is and isn't, and how the labels and words we use make all the difference in how we perceive a situation and judge people. We explore the economic and human arguments for building diverse teams of people - a range of histories, demographics, ethnic, religious, age are great - but unless the team is neurodiverse, there is a grave danger of groupthink and parochialism taking root. Rob and I dig into intentionally hiring for neurodiversity Rob can be contacted on linkedin.com/in/robmorley2 Website: fountainpartnership.co.uk Email: rob@fountainpartnership.co.uk -- Contact me on marcus@laughs-last.com or book a time to talk about how you can achieve your full potential - https://calendly.com/marcuscauchi/let-s-explore-coaching-training | |||
| 11 Apr 2020 | Why Is Compromise Harmful To You in Negotiations? | 00:50:45 | |
#ToddLCamp is Founder of the Pareto Group and Co-Owner of Camp Negotiation Systems. His father, Jim Camp, wrote the BEST book about negotiation you will ever read, #StartWithNo. Jim was trained by David Sandler and evolved his negotiation system in line with core Sandler principles which is why I am so excited to bring you this interview. Todd shares real world examples of negotiation that delivers to #mission and #purpose. Mission & purpose are all about the what matter to the customer and how they need us to deliver it. They have nothing to do with you, your company or your needs. If you fall into the trap of delivering your proposal too quickly you do yourself harm. Great negotiators are willing to slow down to speed up. They usually get everything they want. Average negotiators give away their power, start from a position of fear or subservience and never get more than they are willing to ask for. Manage each negotiation ONE conversation at a time. Don't take yourself hostage by jumping to conclusions or you will be leaving money on the table. Don't give away your power. Realise you have equal business stature with your counter party. He crushes the myth of win-win in negotiation. Win-win is not compromise. He shares critical rules that prevent you from performing acts of idiocy and self-sabotage. He answers the question "What is a successful negotiation?" You can't manage results. You can only manage your behaviour. This interview is a MUST LISTEN for all CEOs, founders seeking funding, salespeople, channel managers. You can contact Todd through: Todd's LinkedIn Profile:linkedin.com/in/todd-l-camp-6903904Websites
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| 16 Feb 2021 | Filling Up Your Brand Bucket | 00:56:51 | |
"Never assume you are in relationship with someone", says Barnaby Wynter, author of #TheBrandBucket. "The power base has shifted to the buyer", he continues since the advent of the internet and the smart phone. 88% of buying journeys start online in consumer sales, but that is being mirrored in B2B. The Brand Bucket process:
The vast majority of the value in your business is intrinsically tied to looking after your paying prospects (Barnaby says talking about them as customers makes companies complacent, and I agree) Contact Barnaby via LinkedIn - linkedin.com/in/barnabywynter Websites
-- 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 | |||
| 10 Oct 2020 | Gabrielle Blackwell's Hero's Journey In Technology Sales | 01:10:50 | |
Gabrielle Blackwell is an extraordinary young saleswoman. Over the past 5 years she has already carved out a meteoric sales career. Her story echoes so many I've heard. Being a young, black woman in technology sales presents challenges that many of us will never have to face. Without malice or bitterness she tells her story which includes facing her own burnout and recovery and her extraordinary resolve to learn, improve, prioritise, take full personal responsibility and incredible organisation. We explore her values and purpose, her approach to dealing with difficult conversations, her beliefs and behaviours as a manager. Gabrielle is one to watch for the future. A future CEO? I think so ... Contact Gabrielle on LinkedIn at linkedin.com/in/gabrielleblackwell
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Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 10 Jun 2021 | The Greatest Among Us Serve The Most | 01:07:48 | |
Max Cates discusses the power of servant leadership. We explore leadership's role in developing their executive team, their management team and building the culture and operations. We discuss the good, the bad and the ugly of ethics, compensation, measurement. Contact Max via LinkedIn https://www.linkedin.com/in/max-cates-0a8b4175/
-- Please share this with a friend who'd find it helpful -- Contact me on marcus@laughs-last.com
-- If you found this episode useful, please think of someone who ill benefit and share it with them -- To contact me marcus@laughs-last.com | |||
| 16 Nov 2021 | The Inquisition Of The Inquisitor | 01:02:29 | |
Another vanity experiment? Regular listener and commentator on #TheInquisitorPodcast John Robinson turns the tables on me and asks the burning questions that have been keeping him up at night. It was fun having the tables turned and John made me think. We cover a range of practical topics around sales, management, leadership and funding. I bring a locked and loaded shotgun and a very sturdy soap box to stand on. As I hope you'd expect, I do pull the trigger on both barrels. If you'd like to interview me on anything to do with the wicked problems in sales, selling, sales management, sales leadership, sales recruitment, the future of sales, collaboration, channel sales, pre-competitive alliances, channel partnerships and strategic alliances drop me an email on marcus@laughs-last.com Thanks John. Great job | |||
| 12 Apr 2022 | If You Want To Change The World Start By Taking Care Of Yourself | 00:56:45 | |
Johan Taft is half Swedish-English-Belgian. He left school at 16, and after a couple of years in the navy, he left and worked his way up the fast food industry. At the age of 19 was managing the world's busiest restaurant. In this high pressure, fast, paced environment he developed his management approach. Deeply spiritual and a martial artist, Johan's thinking is disciplined, humane and is focused on building people up, helping them meet their true potential. Contact Johan linkedin.com/in/magnifyyourgreatness Websites
-- Contact me on marcus@laughs-last.com -- Get in touch if you are looking want to talk about how sales is going to evolve in the future, you think you'd be a good guest or you've read a really good book you think our audience would like to learn about | |||
| 07 May 2024 | Kyle Gray: Create Credibility Faster Through Strategic Communication & Storytelling | 01:02:53 | |
The smarter and more experienced you get, the more important it is for you to hear this. You're facing dangerous pitfalls. Listen and discover how to avoid them. Make sure you have a pen and paper ready. Kyle Gray uses the life changing impact of the work he does to reinforce the power of story telling. He explains how we can create credibility faster and change the direction of our client's lives through strategic communication. One of the problems we face when we're teaching or selling is that we don't understand what our audience needs to hear. We don't appreciate the limiting beliefs that keep them from working with us. And when we present from the stage we can get so lost in our teaching that we don't have time to make our offer. Kyle suggests that if we can articulate our story better we start to understand our 'Why' better and our 'Purpose' better. If you've been using the same old stories you crafted years ago and you've been winging it ever since, it's time to stop, listen and learn how to get the brilliance in your head to land in the minds of your prospects. If you're ready to learn how to let the world know that you're out there. Contact Kyle LinkedIn https://www.linkedin.com/in/kylethegray Website Homepage - The Story Engine
Contact Marcus LinkedIn https://www.linkedin.com/in/marcuscauchi Test Your Sales Strategy and 30 minute debrief https://bit.ly/NewSellingAptitudeTest Or https://bit.ly/TalkWithUsNow
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| 24 Dec 2020 | The Power Of Transparency, Authenticity and Empathy | 01:01:13 | |
"It is difficult to get a man to understand something when his salary depends on him not understanding it" Upton Sinclair This roundtable is powerful, as you'd expect with Dr Mark Goulston, Todd Caponi and Michael Brody-Waite as my guests. We explore self-deception, self-limiting beliefs and self-sabotage. And we look at the remedies. We practice some radical honesty. And we dig deep into the power of transparency, authenticity and empathy. Dr Mark Goulston is the world's foremost authority of empathic listening, teenage suicide prevention and author of #JustListen (the book I have most frequently recommended), #TalkingToCrazy and his latest book, #WhyCopeWhenYouCanHeal (about healing from the stress of being a frontline worker in the fight against Covid or any other trauma), Todd Caponi author of #TheTransparencySale and Michael Brody-Waite, author of #GreatLeadersLiveLikeDrugAddicts. Contact Information: Dr Mark Goulston linkedin.com/in/markgoulston Website: markgoulston.com (Company Website)Twitter: MarkGoulston
Todd Caponi - linkedin.com/in/toddcaponi Websites
Twitter: tcaponiMichael Brody-Waite linkedin.com/in/michaelbrodywaite Website michaelbrodywaite.com (Personal Website)Twitter mikebrodywaite--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 | |||
| 29 Oct 2020 | Unlocking the Salesperson's Secret Code | 01:02:51 | |
Mark Ridley and his team have researched the qualities and behaviours consistently exhibited by the top 5% of salespeople and sales leaders. We discuss these qualities in detail and share our experiences. Mark is the author of #TheSalesPersonsSecretCode and #TheLeadersSecretCode We discuss fulfilment, control, resilience, influence and communication and the importance of reflective learning and readiness to adapt. Mark can be contacted on linkedin.com/in/markridley1 Websites
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Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 24 May 2022 | The Rise of China Is Inevitable, How You Respond Is Not | 01:03:23 | |
"In a country well governed, poverty is something to be ashamed of. In a country badly governed, wealth is something to be ashamed of." Confucius If the short, medium and long term economic trends are to be believed, the USA's empire and economic hegemony are on the decline, whilst simultaneously China's stars are on the rise. That terrifies many in the West. But China needs strong global markets to continue its remarkable economic achievement. 60 years ago 96% of China was below the poverty line; today, fewer than 2% are below the poverty line. Whatever your views on their human rights and politics, there is no denying that is a breathtaking accomplishment. My feeling is we can fight the trend and lose a costly uphill battle. or we can accept the change and embrace the possibilities. I'd love to hear what you think and how you see ways we can take advantage of this change rather than fearing it and letting it consume our time and energy in a lost cause. Contact Kathryn if you are planning to export to Eastern Europe, Middle East or China. Her LinkedIn profile is at linkedin.com/in/kathrynread WeChat: KathrynRead Website: https://kathrynread.com/blog -- Contact me if you are looking for innovative, proven ways to 10x your sales revenues without losing control or the wheels coming off via marcus@laughs-last.com If you are the bees knees in your field and you want a steady stream of new business and established , stable accounts, and ask me how you can be part of our RevOps ecosystem -- And remember, "Before you embark on a journey of revenge, dig two graves." | |||
| 31 Oct 2020 | Why And How To Build Your PERSONAL Brand On LinkedIn | 01:06:21 | |
Wendy van Gilst is a personal branding expert who also happens to work at #LinkedIn as a Client Solutions Manager. She shares a plethora of insights on how to build your personal brand on LinkedIn and why it is so important. Practical, no fluff and instantly applicable, Wendy and I discuss the practical side of personal brand building - what to do and what not to do. Contact Wendy via linkedin.com/in/wendyvangilstWebsites
Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 09 Nov 2020 | Meet The Impossible Enterprise Saleswoman From Splunk | 00:50:59 | |
I LOVE Carolaine Pino. By the time you listen to this, you will too. She is in a league of her own. In January 2020 she started a new job at Splunk and was diagnosed with cancer a couple of weeks into her initial training. She spent much of the year in chemotherapy and recovering from the after effects of her treatment. Her bosses were totally supportive and gave her the time and space to recover. Brilliant bosses. Carolaine had other ideas. Nothing was going to stop her. Part time she has crushed her quota. 10 months into the year she is at 300% and to quote her, "The year isn't over". With all the usual pressures of life, and high rest requirement she only has about 2 hours per day of being at full energy levels. We explore how she has managed to come out of the starting gate and maintain her relentless pace with only 20-25% of the time available to healthy account executives. Her use of time blocking, prioritisation, her charm encourages massive discretionary effort from others, her massively high EQ and compassion, coordinating resources and drawing on Splunk's team have left her with a huge objective for next year ... 3x this year's quota. Carolaine reminds me of mountaineers who when asked "Why do you climb mountains?" come back with "Because they're there!!" I promise you her story gets better in the telling by her. I am her number 1 fan. Connect with Carolaine on LinkedIn via https://www.linkedin.com/in/carolainepino/
- - To book a confidential 1 to 1 with me https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 08 Sep 2020 | Conflict Is A Catalyst | 00:52:20 | |
#JaneGunn is a corporate mediator who has been helping people resolve their differences for the past 37 years. As a lawyer she saw the damage of adopting an adversarial approach and has spent the past 20 years helping find common ground between parties in dispute In this conversation we explore how conflict can be a powerful catalyst and how the skills of mediation can be applied in your business Jane is currently the Chair of the Board of Management of Chartered Institute of Arbitrators and a past President of the Professional Speaking Association Contact Jane linkedin.com/in/collaborativeculturespeaker Website: janegunn.co.uk (Personal Website)Twitter: JaneGunn
-- If you want to get a bit of an arse kicking and jump on a 1 to 1 with me you can do that via https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 16 Aug 2022 | How Do The Best Managers Build Trust and a Culture of Cooperation? | 01:00:13 | |
Danny Wareham is CEO of Firgun. Firgun is slang in Hebrew for taking delight in the joy of others. It is the opposite of schadenfreude. Danny's approach to life and business is how do always set others up to succeed. And it is a remarkably effective strategy that help you make friends, build bridges and find common ground. In the 411th episode of #TheInquisitorPodcast, Danny provokes you to think deeply. An insightful, demanding and substantial conversation packed with practical questions, challenging answers and unvarnished truths. I had a blast! You will too. Contact Danny via linkedin.com/in/danny-wareham Email: danny@datamouse.biz -- Contact me on marcus@laughs-last.com to explore whether we can work together to help you achieve your goals in life and work. If you're looking to develop the vital behaviours you need succeed, perhaps coaching can help | |||
| 19 May 2020 | Are You Qualifying Conceptually To Deliver High Performing Relationships With Your Prospects? | 00:46:51 | |
#JohnRosso inspires me. He's been an inspiration to me for the past 17 years and is someone all Sandler trainers and clients have been influenced by. His impact cannot be overstated within our community. John and I explore what's going on in the sales community under Covid-19. We investigate what's working and what isn't, what managers can do to help or hinder their salespeople. And what salespeople are doing to hinder themselves. He uses real world examples to show best practices and what the average salespeople and average managers are doing. If you are doing those things, take a hard look in the mirror and ask yourself why? Is it fear, apathy, ignorance, denial or ego that holds you back the most? If you are fan of qualifying for BANT (budget, authority, need and time) you are going to hate this interview because we put that ugly baby to bed once and for all when we discuss the importance of qualifying conceptually. Average (BAD) salespeople try to qualify for BANT because they've been taught to do that by terrible managers (94% of managers are UNQUALIFIED for the job based on SRC's 2020 global research study, and frankly, I'm amazed it's that low a percentage!). John sheds light on a far more elegant way of engaging in the qualification process that true sales professionals will love. I'm not going to give away any more. Have a listen. Pure gold throughout. -- Check out my new #ScaleupsAndHypergrowthPodcast at: Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
Get my newsletter #TheGrumbler: http://eepurl.com/gu2Yd1 Buy #MakingChannelSalesWork here: https://tinyurl.com/Making-Channel-Sales-Work | |||
| 05 May 2020 | Lisa Magnuson: How Can You Win Deals That Are 5X Your Average Deal Size? | 00:56:02 | |
#LisaMagnuson is author of #TheTopSalesLeaderPlaybook and #TheTopSellerAdvantage. Her expertise is helping tech companies chasing large, #complexenterprisesales win deals that are 5X their average deal size. We discuss the importance of planning and strategising, rehearsal and role play to iron out problems, preempt obstacles and objections and reduce the probability of chasing deal you cannot or should not win. Have you ever worked out the cost of an enterprise pursuit, win or lose? It can run into the £tens or £hundreds of thousands. If you have a low #winrate or a low order value it can mean you don't see a profit for months, even years. The second highest hidden cost in any business is the hidden cost of sales and one that bites deep into your bottom line. If you aren't clear about what's the intersection between what the customer wants and needs and your strengths you can find yourself wasting an eye-watering pile of cash, squandering scarce and costly resources and diverting them from high value, high return real business you can and will win.
Lisa and I have a very honest, unvarnished conversation that will help you identify what your team can be doing to raise your enterprise sales game, drive growth and secure the future of your tech business. Contact Lisa via: Lisa’s Profile: linkedin.com/in/toplinesalesWebsites
Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 15 Apr 2019 | 10 Tips To Go Nuclear With Your Marketing At No Cost with #RianLanigan | 00:49:29 | |
#RianLanigan is a feckless Millennial from #Ratoath in #Ireland who doesn't understand that the path to success is paved with years of hard work. Nor does he understand that you need a bit of grey hair or a massively receding hairline to be taken seriously in corporate boardrooms. Which is why the fact that he has a rapidly growing international client base is even more galling and perplexing. Rian is a next generation digital marketer.He understands that to grow big you have to aim small. He operates in a very tight niche in which he is rapidly becoming the dominant force. He combines well considered strategy with simple but sublime tactical marketing that help his clients achieve triple digit growth at negligible additional cost. In this interview we discuss 10 practical tips to explode your marketing's performance. Each tip is clearly explained, examples given and the tactics you need to apply them, shared.
He's helped one client grow their audience from a couple of hundred to 600,000 in 24 months. He's filled events that have earned his clients a 25,000% ROI in 6 weeks or less. He's secured the corporate digital marketing contract for a $250,000,000 global business. He turns flat business into self-funding growth business. Listen to what he has to say. Put his suggestions into practice. Report back in 30 days what impact he's had on your business. I challenge you NOT to make money off the back of this podcast. If you want a free chapter of his forthcoming book email mcauchi(at)sandler(dot)com If you want my mindmap of this conversation type "Go Nuclear" in the comments - - Would you like to be a guest on my show? If you have something of interest to say for an audience of ambitious owners who want to grow at speed without losing control, relating to sales, sales enablement, management, sales recruitment, growing a business or building a profitable, sustainable channel then email me. If there is someone you'd like me to interview, drop me a line with their details #marketing #freemarketing #nocostmarketing #marketingthatworks #acceleratemymarketing #leadgeneration #goingviral #marketingROI | |||
| 23 Oct 2020 | How To Maximise Your Employee Engagement And Earn Consistent Discretionary Effort | 01:01:08 | |
Erynn Bell of #Degreed and Michael Puck of #UKG #UltimateKronosGroup get stuck into the weeds as to why only 13% of employees are actively engaged. What qualifies for active engagement? What motivates people? Why do managers make misguided assumptions about the motivations of their people? We share practical tips and tools that the best managers use to create a safe environment, to earn discretionary effort, to manage inclusively. We identify what the best and the worst managers do that impacts engagement. We define the qualities of teams that are managed in such a way as they bring out the best in you, challenge you and earn loyalty.
We explore what makes the best millennial and Gen-Z employees scrappy and the trend towards purpose led capitalism. Packed with usable insights every manager needs to know and apply. Contact Michael: linkedin.com/in/erynn-bell Contact Erynn: linkedin.com/in/pucknusa -- Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
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| 24 Mar 2022 | Humanising S&M: Knowing How To Scale Is Often About Knowing What NOT To Do | 01:00:59 | |
Rahul Chauhan says you have to, "Only 1 in 200 start ups become scale up. Start by defining your market fit. Who is the customer you are intending to serve? How do you know whether you have uncovered your true market fit? Do what you do better. Innovate with purpose" Rahul is Group MD at Foresight Digital, a digital consultancy for scale ups and challenger brands. He explains why you need to be thinking Now - New - Next
Rahul warns, if you don't keep one eye on the horizon you quickly become irrelevant. He reminds founders on the need to keep their feet on the ground and remember the price of vanity and ego. Knowing what you shouldn't do is more than half the battle. What is your value exchange with your customer - 1. price, 2. social currency, education (smarter), 3. speed (core problem relates to lack of time), 4. Do you fit within an ecosystem or package (sticky, easy to connect, complement) Have you iterated your product? Is it future proof? What's its shelf life? Rahul says, "Focus on scale. Turn funds into actionable growth. Structure your people and roles for growth. Make sure your team is ready to support scale because when you scale, customers expect delivery at speed - if your services are not delivered at the pace they want, you're creating the conditions for churn." Contact Rahul on linkedin.com/in/rahulchauhan1 Websites
-- Contact me on marcus@aughs-last.com. Ever wondered if there is a better way to sell than selling cold? Imagine a 14-18x higher close ratio. Contact me via email or DM me on Linkedin | |||
| 11 Jan 2020 | Glenn Robertson: Why Your Channel Marketing Is Crazy Stupid | 00:46:35 | |
#GlennRobertson is MD of #PureChannels, the #ChannelMarketingAgency. We discuss why most #MDF (#MarketingDevelopmentFunds) is better spent on buying lottery tickets. Partners are in business for their own reasons not the vendor's reasons. Vendors' attempts to get partners to market their products is so often a disappointing affair. Never forget, partners don't care about you, your company, your products or your targets. They want to sell their services and your products are simply a means to sell those services. Think about that before you blow a load of cash and effort trying to get your partners to market your widget. Glenn believes, as do I, that you will make your money work much harder for you if you use your MDF to help them get in front of more qualified prospects, market their own business and services, train them to sell more effectively. Reframe what you do with those funds and start by calling them something else. Business development funds or sales development funds speaks to what partners actually want from vendors. They are looking to vendors to help them sell more products and services to help them grow their own businesses, to train them how sell those products and accompanying services. Your channel is your biggest source of potential revenue and the greatest opportunity for sustained, manageable, predictable growth IF you do it right. If you don't, it's a money pit fraught with trouble. This means you MUST optimise their performance and introduce a level of mutual accountability where the partner determines how they will hold you accountable based on the criteria that matter the most to them and vice versa. We explore the importance of #diversethinking, #constructiveconflict, #channelevolution and the trap of conservative, familiar thinking. Channel is not easy not is it a #GetOutOfSaleFreeCard. There are so many moving parts in the channel. It's a minefield. If your partners aren't working that is YOUR FAULT. When was the last time you asked your partners what they wanted, surveyed them, and put those recommendations into action? Invite the uncomfortable truth of negative feedback to help you to improve your partner experience which translates into improved customer experience. Stop playing the game of delayed catch up with your competition by following what others are doing 5 years after them. You can contact Glenn via email glenn@purechannels.co.uk Pure Channels can be found at https://purechannels.co.uk/ Download Glenn's whitepaper on The Future of MDF -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, 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 And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety | |||
| 09 Feb 2023 | Steve Weinberg: How to Help Your Sales Team Achieve Consistent, Predictable Over Quota Performance | 01:04:07 | |
| 17 May 2023 | Todd Caponi: Is it a Case of History Repeatin’? What you are probably doomed not to learn! | 00:42:17 | |
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.
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! Contact Todd via linkedin.com/in/toddcaponi
Websites:
Phone: +1 847-999-0420 (Work) Email: tacaponi@gmail.com Twitter: tcaponi -- 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
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| 27 Mar 2020 | How Can Digital Help You Win Clients and Attract Talent? | 00:56:25 | |
My guest is #KurtShaver, Chief Sales Officer at #Vengresso. He is a tech sales veteran of 36 years who moved into digital B2B social selling. Kurt explains the difference between social marketing and social selling. As a seller, your objective is to get engagement to generate a sales conversation. We explain how to use social selling to drive opportunities forward or out of the funnel, how to identify the players in the buying committee and deliver value to open them up to your offering. Kurt raises the question about how do you track success in you digital selling? How else can social and digital platforms help your company? Where else can we take this social lark? Digital technologies like LinkedIn can support your sales, your recruitment and your marketing. Kurt cites an example where a potential heavy hitting new hire that an MSP was hoping to hire, was concerned because their strategy on LinkedIn was weak and it was affecting his decision. We identify a serious gap which presents an important opportunity, which is the recruitment of partners. We dig into why selfish vendor marketing leaves their partners cold and is a hangover of traditional marketing not adapting to the social era. Social has flattened and democratised content distribution but few vendors or marketers have adapted well. We investigate why too much IT marketing is focused too narrowly on IT, and is missing their real audience in the line of business. Kurt gives you a beautifully elegant tip to tap into the expertise of your technical leads who suffer the curse of knowledge so they can position themselves as subject matter experts but keep them under control so they don’t sink your sale. We investigate how to win mindshare in a crowded market with your customers and your partners. Kurt identifies the crucial importance of being timely, to localize your content by putting the power in the hands of the individual salesperson to ensure that the right conversations are coordinated and delivered correctly to the right people with the right buyers. I explain why failure to coordinate effectively will rack up unnecessary and eye-wateringly high, hidden costs of sale. The metrics that used to work in the past, no longer do, because of the current level of complexity, the number of buyers involved, and the increased difficulty.
Contact Kurt: Kurt’s LinkedIn Profilelinkedin.com/in/kurtshaver Websites
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| 01 Jan 2021 | Motivation Is An Internal Force. You Can Only Feed Someone Else's Motivation | 00:59:09 | |
James Sale, founder of #MotivationalMaps discusses what motivation is and what it isn't. We explore the power of understanding your own and other people's motivation as a management tool, for leadership and to drive personal achievement. Too many managers misunderstand how motivation works. This is a powerful deep dive into the reality of motivation. If you want to get the best from your people consider using Motivational Maps with your team If you want to learn more about Motivational Maps drop me a line at marcus@laughs-last.com
Contact James via LinkedIn at linkedin.com/in/jamesmotivationsale Websites
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| 15 Mar 2019 | 13 Remarkable Ways To Get Lucky With Your Content | 00:56:30 | |
"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!
#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 And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer | |||
| 05 Nov 2020 | What Is The Perfect Close? | 01:01:50 | |
James Muir, author of #ThePerfectClose has been building, managing, developing and leading sales teams for the past 13 years. He has been a student of selling for the past 20 and is a keen observer of the human condition. We explore what closing is and what it isn't. We delve into why most salespeople are leaving money behind, missing opportunities and leaving their prospective buyers cold. This is going to be a painfully direct, honest and uncomfortable listen for many of you. We shove your face in the ugly mirror and show you every wart, blemish and carbuncle. Hell this was fun to do. Bring a pen and notepad to this episode. James can be contacted on LinkedIn via linkedin.com/in/puremuir Websites
--
To book a confidential 1 to 1 with me https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 01 Oct 2020 | Stop Treating Your Channel Like The Bastard Ugly Step Daughter | 00:56:17 | |
Marc Sumner runs one of the UK's most successful channel recruitment agencies, #RobertsonSumner which has been recognised by CRN as the UK's best in 2020. He also runs a successful podcast, #ChannelChat.
We rip the arse out of what passes for average in sales and channel sales recruitment. WAKE UP PEOPLE! The channel is not somewhere you send Tim Nice But Dim to chew the cud on his way to retirement. Nor is it somewhere you put your greenhorn salespeople to cut their teeth.
Channel sales is THE HARDEST JOB THERE IS IN SALES, bar none. Nothing comes close to being this difficult. You have over 90 hats to wear. In the morning you could be planning their territory with a partner, settling a dispute and forecasting for LATAM, over lunch you could be midwifing a deal or saving a critical opportunity, in the afternoon you may be having a strategy call with your distributor in Canada and by night you might be training your Australian partners. And that's just Monday.
Treat the channel with the respect and seriousness it deserves. Recruit seasoned channel managers, onboard them well, train them in sales, management, planning, strategy, communication, dispute resolution and emotional intelligence. Coach them, love them to death, teach them how to coach, make sure they are spending as much as 70% of their time in their partners' business, helping them achieve their goals, targets and objectives. That's what the best channel managers in the world are doing.
Why aren't your channel managers up to snuff?
Marc and I pull no punches in this episode. Bring a pen and take notes.
Contact Marc via LinkedIn - linkedin.com/in/marcsumner
Website: robertson-sumner.com (Company Website)Twitter: MARCSUMNER76- - Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 21 Sep 2021 | Why You MUST Stop Preparing To Fight The Last War In Your Sales | 00:55:18 | |
"If you have to ask what budget do you have, you have no right to be in that conversation" says Angelique Rewers, CEO of BoldHaus. We discuss how to position yourself at the top of the pile in the minds of your prospects and customers. We challenge the received wisdom that blows traditional BANT qualification out of the water. She explains how to make yourself the ally of CXOs by delivering genuine relevance and value. "I don't understand why sellers and business owners are so thick when it comes to understanding their prospects ... they're going to destroy the relationship. Sales should be part of the customer team" This is packed with controversial but well considered, field tested and proven and heard earned lessons learned. You are in for a treat. Contact Angelique on linkedin.com/in/angeliquerewers Websites:
Twitter: CorporateAgent -- If you want to eliminate 95% of the waste in your marketing and sales operation, win only ideal clients and scale at 200%+ by only selling into your HOT MARKET instead of flogging your salespeople to death, DM me or email marcus@laughs-last.com
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| 13 Dec 2023 | Vlad Blagojevic: Is Your ’GTM Process’ Actually Sabotaging Your Success? | 00:52:12 | |
Every post I've come across by Vlad Blagojevic for the past couple of years since stumbled across his content has been on the money. He is a long overdue guest and you won't be sorry you listened a few times and took notes. Vlad is the co-founder of FullFunnel, which helps B2B companies implement account-based marketing strategies. He has built a large, loyal and appreciative audience on LinkedIn sharing practical advice on topics like understanding buyers, content marketing, and challenging traditional sales assumptions. Key discussion points:
Contact Vlad: To learn more about Vlad's work helping companies implement customer-centric strategies, check out fullfunnel.io or connect with him on LinkedIn. Website: fullfunnel.io LinkedIn: linkedin.com/in/vladblagojevic *** Want 30 minutes of my coaching free? Take my audit and I'll coach you. No charge. No pressure. https://mailchi.mp/laughs-last.com/satp
Just honest insights to improve in 30 days.
Want more? Ask about paid coaching because I won't sell it to you! We'll go deep. We focus on what matters and let go of what doesn't.
Are you making sacrifices you don't want? Wrong reasons? What do you want from your career? What matters most? Is something missing? Let's discuss. Take the audit now. Book a free consult. Start the journey today. | |||
| 09 Oct 2020 | Why Sales Is In Need Of A Good Old Fashioned Bloodbath | 00:55:39 | |
Steve Hall and I are like the ghosts of Statler and Waldorf in this episode, scary and grumpy. Putting the human cost aside of Corona virus, we are both grateful for the blessing that Covid presents for the profession to clean house. Sales is in dire need to a blood letting. What passes for average is atrocious both in sales and in sales management. Listen to us rant and rave about what is bad and what sales could be and should be. We'd love to hear your thoughts on the subject. let us know if you think we're being unfair. How do we need to change as a profession? If you had a blank sheet of paper, and you were redesigning your sales and marketing operation from scratch, what would that look like? You can contact Steve via LinkedIn: linkedin.com/in/stevehallsydney Website: executivesalescoaching.com.auEmail: steve@executivesalescoaching.com.auTwitter: stevehallsydney- -Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 14 Apr 2022 | Eric Steeves: Are You Intentionally Winning By Design or Losing By Default? | 00:56:16 | |
Eric Steeves is someone who has really impressed me. In the past 2 weeks he has opened my eyes to the future of #SalesManagement and #RevenueOperations. His approach is one I find deeply refreshing. Listen and you'll understand why. He is measured, humble and committed to helping others succeed. Hear how differently he approaches sales, how he involves others, his diagnosis of the true problems his customers need to addess. Listen to his approach towards competition, cooperation and partnering. Eric is a deep thinker who spends time patiently understanding the problem and the intended outcome to create elegant solutions that deliver the intended result, are widely adopted with minimal friction, and sustain the ravages of time and use. And if you ever wondered how to create a fair compensation plan that rewards all those who contributed to the successful execution of the sale all the way through to the customer reporting they have accomplished their intended outcome, bring a pen and notepad. We may just have cracked the compensation problem! Contact Eric via linkedin.com/in/eric-steeves Websites
Spotify: https://lnkd.in/dW6kPwaQ Apple: https://lnkd.in/dXxF5vBB ListenNotes: https://lnkd.in/dTsbprp6 Amazon: https://lnkd.in/dwniAAbB -- We'd love your thoughts. Please comment and tag someone who needs to hear this episode. Get in touch with either of us with questions. Share and please do subscribe to #TheInquisitor podcast If you want to get hold of me marcus@laughs-last.com | |||
| 18 Jan 2022 | Debunking The Most Harmful Sales Management Myths | 01:01:08 | |
"How does the monthly forecast update cycle distract you from the real job of management?", asks Mark Boundy. Mark, Mikey Maynard and Marcus Cauchi explore why coaching is dead and managers are fooling themselves into thinking that sales can be reduced to a series of CRM reports. What is "pipeline blindness"? Why is MRR worship such a danger? This is a very robust conversation that delves deep into some of the most critical obstacles to sales success and business growth. Contact Mikey Maynard on linkedin.com/in/mikey-maynard-93b7791 Email: mmaynard@keyser.com Contact Mark Boundy on https://www.linkedin.com/in/markboundy/ Websites
Email: mark@boundyconsulting.com Twitter: BoundyMark -- Contact me on marcus@laughs-last.com if you found this episode thought provoking. Please tag someone who needs to hear it | |||
| 18 Apr 2020 | Why You Need To Coach Your Salespeople Properly With Genuine Data | 00:53:16 | |
I hope this interview upsets a lot of you. You need a kick up the arse if you are not coaching effectively. Telling is NOT coaching. Coaching is NOT OPTIONAL. NOT, NOT, NOT optional. And now you have no excuse under the corona lockdown because you can't hide behind being stuck in meetings or foreign travel Coaching is a board level issue. Ignore this fact at your peril. Visit https://www.linkedin.com/pulse/sales-coaching-board-level-discussion-richard-smith if you question this fact. Dynamic coaching can deliver a 27.6% improvement in win rates for forecasted deals. Even a formal approach to coaching can deliver a 13.5% improvement in win rates. (CSO Insights) Those sales people who aren’t coached are 27% MORE likely to miss quota than those who are coached. #RichardSmith is Sales Director at #Refract.ai. Refract record and analyse sales calls and coaching calls to help managers improve their coaching of their salespeople. Their AI analyses the call and helps managers pinpoint teachable moments drawing on the millions of calls from which they have captured. What was the talk time balance? Use of verbs and adjectives? How silence was used (or more likely NOT used!)? Emphasis, nuance, when specific topics are brought up in the call e.g. price, competitors, specific objections and how they were handled or neutralised. Coaching is NOT an option if you want to see performance of your salespeople rise. It is an act of gross negligence by you as the manager to fail to coach your people. It is an act of stupidity, ignorance and idiocy (am I making the point forcefully enough?) and should be seen as an act of gross misconduct. Leaders, you are not free of blame. Stop over-burdening sales managers, who have the most precarious position in your business with utterly onanistic reporting to feed your bean counters with data that is frankly inaccurate and often potentially harmful to feed your bad decisions. Making investment decisions based on forecasts that a Voodoo soothsayer could do a better job of predicting than your salespeople is utter lunacy. Have a listen and weep You can get hold of Richard at: Richard’s Profile: linkedin.com/in/richard-smith-refractWebsite: refract.ai (Company Website)Email: richard@refract.aiTwitter: richard_refractPlease COMMENT and SUBSCRIBE to receive more in-depth interviews with sales leaders. DOWNLOAD this episode to listen at your leisure. Check out my new Podcast #ScaleupsAndHyperGrowth for intimate, in-depth interviews packed with real world lessons from disruptive technology #scaleups who have architected and navigated the turbulent and often terrifying waters of #hypergrowth and made it out the other side without the wheels coming off ScaleupsAndHyperGrowth or on Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u | |||
| 20 Dec 2022 | Natasha Cleeve: What Might Happen When You Treat Your Candidates Like They’re People You Respect? | 00:50:12 | |
Tash Cleeve is an old school headhunter who takes care of her candidate's careers by matching them with the right company, in the right role in the right team to do the right job at the right time, where they can succeed and stay. This means investing time in her relationships with candidates, hiring managers, Boards, investors, potential reports. She's not afraid to get down into the weeds, because she knows that no one wants to make a hire. People want to hire someone who is a good fit with the team, succeeds, improves over time as they grow into the role, and stays. When they leave they want to leave a strong and positive legacy having done the job for which they were hired and successors who will surpass their achievements. And they will delight in their being eclipsed. We discuss how to make that possible. Great chat with someone who is totally sincere and committed to excellence. No wonder Tash and the ineffable @Martin Ellis are like peas in a pod. Contact Tash via linkedin.com/in/natasha-cleeve-a151b34 Website: cleevepartnership.com (Company) Phone: 07702 133097 (Mobile) Email: nc@cleevepartnership.com Twitter: TashCleeve -- If you like the sound of how I approach sales, management and leadership and want to explore if I can help through coaching, training, consulting or my network let's chat over Zoom. https://calendly.com/marcuscauchi/let-s-explore-coaching-training To explore if we can make a good episode together with you as my guest, please find a time to jump on a planning call - https://calendly.com/marcuscauchi/podcast-planning-call
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| 07 Dec 2021 | What Makes A Wicked Company, Wicked? | 01:02:39 | |
Marcus Kirsch has written a hidden gem of a book | |||
| 18 Nov 2022 | Mitch Sullivan: Are You Selling Your Jobs So Candidates Who Are Already Successful Want to Apply? | 00:47:11 | |
Mitch Sullivan, creator of Copywriting For Recruiters, talks to me about the importance of selling your job if you want to attract the right candidates. "Job adverts have an audience of one", says Mitch. "Why should a successful candidate who has no need to move, leave a job they are successful and happy in to join your business?" If you make your advert like everyone else's, and you focus on you, your company and what you think is important, you might attract applicants but you will find the experience disappointing. Recruiting well is every managers' number 1 responsibility. Contact Mitch on linkedin.com/in/mitchsullivan Websites
Phone: 07725 185395 (Mobile) Email: mitch@fasttrackrecruitment.com Twitter: mitchsullivan Company LinkedIn: https://www.linkedin.com/company/copywriting-for-recruiters/ Company Website: https://www.copywritingforrecruiters.com/
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| 08 Dec 2020 | Lead Like A Drug Addict | 00:59:47 | |
Why do 70% of employees hide from difficult conversations? Why in an age where we are hyperconnected in true connection at an all time low? (Did you know that when you lose wifi, the most common emotion we feel is ... isolation!)? I'm in conversation with Michael Brody-Waite. Definitely one of my most insightful and valuable interviews. "The way we treat others is the way we treat ourselves", says Michael. We explore how we harm ourselves and those we serve by hiding behind one or several of 4 masks. Do you:
Michael’s TEDx Nashville YouTube video “Great Leaders Do What Drug Addicts Do” is stunning. It's been seen by over one million people in over twenty-five countries and provides insight into his seventeen-year journey from addiction and near homelessness to CEO and co-founder of an Inc. 500 startup that he sold to a publicly-traded company. https://www.ted.com/talks/michael_brody_waite_great_leaders_do_what_drug_addicts_do?language=en This talk grabbed my attention. It sparked the #MaskFreeMovement and brought awareness to Michael’s Mask-Free Program, built on three principles inspired by his recovery, showing leaders how to achieve balance, reclaim energy, and thrive in work and life. Michael is a recovering addict, acclaimed speaker, entrepreneur, award-winning three-time CEO, leadership coach, and author. His accomplishments include being named a Most Admired CEO, named to the Top 40 Under 40, and being recognised by the Nashville Chamber of Commerce as Healthcare Entrepreneur of the Year. Today, Michael is on a mission to teach individuals, organisations, and communities how to lead themselves by living mask-free. In his personal time, he is focused on being the best husband, father, and recovering addict he can be.
Website - michaelbrodywaite.com (Personal Website) Twitter - mikebrodywaite
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 | |||
| 20 Jan 2022 | Isn’t It Time We Rethink The Role of Sales Manager? | 01:04:08 | |
"How can you produce a plan when you have no vision?", asks Lenwood M. Ross. We explore why training fails repeatedly and predictably. We identify where leadership's attention is focused and why it often results in damaging unintended consequences. We ask the question why L&D isn't the right hand of the Board, spearheading the execution of their strategy. "The behaviour change is what's important", says Lenwood. By enabling to become operational coaches, your middle management layer, particularly in sales, will release the full creativity of every employee simultaneously. By enabling managers to offer Operational Coaching(TM), you free upwards of 40-60% of an average manager's working day to spend on high value management activities. Lenwood's core business is delivering digital transformation. The difference is he starts with the people. #Change, #Transformation and #OrganisationalDevelopment programmes are GUARANTEED to fail unless you bring your people on board and help them understand why the better future is worth the upheaval of changing. Contact Lenwood via linkedin.com/in/lenwoodmrossWebsite: accelery.com/ (Business Transformation Firm) Twitter: lenwood_ross -- Are you looking to create a better future for yourself, your family and your business, and you want to achieve profitable, sustainable scale, email me marcus@laughs-last.com or better, find me on LinkedIn | |||
| 27 Mar 2023 | Dr Carolina Billings: Empowering Women and Building Successful Business Ecosystems | 00:54:33 | |
Dr Carolina Billings discusses entrepreneurship and building successful ecosystems. We explore the power of leveraging ecosystems, the importance of self-care and emotional independence, the need for diversity of thought and experience, and dig deep into these topics. Carolina also shares insights into her membership-based business model, which offers different tiers of investment and trust, and explores how to create momentum for a community with a common purpose. This is of specific interest to me as around 100 of my closest friends have built an ecosystem of go-to-market experts who work as a cooperative. Whether you're an entrepreneur or someone looking to build a successful ecosystem, this episode offers valuable insights and actionable tips for achieving success. Contact Caroline on linkedin.com/in/carolinabillings Website;powerfulwomentoday.com (Company) Email: info@powerfulwomentoday.com Twitter; carolina_CHRP -- Are you considering how to take your career up several notches? Let's chat about coaching and training. No pressure, just an honest conversation about what you want from life and how you can accomplish it all without selling your soul or selling out - book a free 15 minute call to establish is I'm what you're looking for to help you - https://calendly.com/marcuscauchi/
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| 18 Dec 2020 | Own Your Shit, Grow Yourself, Ask For Help, Serve Your People | 00:55:27 | |
"If you don't have time for coaching your reps that's bullshit. You want your reps making more bad calls? Management is hard and caring is hard." KD, Kevin Dorsey is a force of nature. Nothing will hold him back. He doesn't whine and moan about how tough the economy is, or how he didn't have the chances others did. He's a man of decisive action and enormous compassion. We discuss the role of the SDR. management and leadership. We discuss the importance of taking personal responsibility, of investing relentlessly in yourself, in study, mentorship, coaching and how there is no excuse for you not to get better in this profession of selling. KD uses the BPS system to coach his people - behaviour, process and skill to help them become great. We kick the arse out of bad management, team building and culture. This is a belter of a conversation. Buckle up. Contact KD via LinkedIn: linkedin.com/in/kddorsey3 Website: patreon.com/insidesalesexcellence --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 | |||
| 10 Mar 2023 | Gin Lalli: A Question of Pain: What Sort of Therapist Doesn’t Want to Hear About Your Problems? | 01:13:37 | |
Gin Lalli chats to me about solutions focused therapy. If you're in sales, management, leadership or customer success, you really want to pay attention to both content and form in this interview. We listened deeply a few episodes back with Beshlie Donaldson. In this episode with Gin we learn how to uncover someone's real motivation to change and work past resistance without resistance. Seriously folks this is a gem of an episode. Contact Gin via linkedin.com/in/ginlalli Website: ginlalli.com (Solution Focused Therapy) Phone: +44 (0) 7590 317 318 (Mobile) Email: gin@ginlalli.com Twitter: GinLalli -- To chat to Marcus about what you want your career in sales to give you in life and how you plan to make that your reality - https://calendly.com/marcuscauchi/ Use this link to register for #ChatGPT4Sellers - Saturday 1 April 1600-1730
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| 14 Oct 2021 | What Is Radical Value And How Do You Deliver It? | 00:56:26 | |
I was blissfully unprepared for this conversation with author of #RadicalVale, Mark Boundy. You are in for a real treat Grab your pen and paper. You're going to want to make notes. If you're a regular listener (thank you so much BTW), you know cores theme are #customercentricity and #buyersafety. No lip service in this episode. This is up to your neck in radical self-reflection and radical authenticity. 5-star episode Contact Mark via linkedin.com/in/markboundy Websites
-- Drop me a line on Marcus@laughs-last.com -- And if you believe (as I do) that success in the future will be determined by your ability to collaborate, consider joining the #BlackPearl #StrategicAlliances #Mastermind group. Only 12 people per group. We go live 9th November 2021 | |||
| 31 Jan 2024 | Emma Claire Davis: Who Are You Really? | 01:06:52 | |
Are you ready to take your sales career to the next level? In my conversation with transformative coach, Emma Claire Davis, we discussed how top performers approach their work in a whole-life, values-led way. Rather than chasing the next deal or promotion, they align their careers with a deeper purpose of making a positive impact. Emma shared how understanding our true nature allows us to feel fully present in conversations without fear. This cultivates authentic connections that lead to increased sales. We explored how maintaining well-being across aspects of our lives actually boosts performance in the long run. Too often, overworking and an imbalanced lifestyle hold us back. But taking a whole-life approach means leaving space to invest in relationships, communities and personal growth. Emma also revealed how getting curious about our thoughts and emotions, rather than reacting to them, provides clarity and confidence. This inner work is key for navigating challenges that will only increase in today's uncertain world. This episode will invite you to reflect deeply, think differently and challenge your limitations. Connect with Emma on LinkedIn via linkedin.com/in/emmaclairedavis Websites
And be sure to ask about her leadership retreats! ** If you want to take your performance up several notches take my selling audit, grab 30 minutes in my diary, no charge. I won't pitch, just give honest feedback as if you were a paying client. If you want to talk about coaching by the end of that, ask me. https://mailchi.mp/laughs-last.com/satp I'm taking on 5 private coaching clients this quarter. If you want to be one of them, click the link above, and tell me you want to talk about coaching. | |||
| 31 Dec 2020 | The Power Of Story, Your Partner Sales Channel And Making Great Hires | 00:55:19 | |
@Mike Adams is author of #7StoriesEverySalespersonMustTell and heads up global partnerships at #Anecdote, Story Powered Sales We revisit the subject of story telling by looking at the stories required by buyers at each step of the buying cycles. We focus on memorable story telling through channel partner sales and the use of story to help prospects diagnose their own problems. We dig into several story types that create trust
We also rip apart why company stories produced by marketing departments are not stories; they're just a series of often boring, unrelatable facts. Mike explains the anatomy of great stories
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| 15 Oct 2020 | Why Success In The Future Will Depend On Collaboration | 01:05:28 | |
Ayman Husain shares example after example of how the smartest companies and best sales organisations are taking a #collaborative approach to #selling. We discuss the importance of being a true #partner with your #customers, operating like a general not a foot soldier. Have you considered the difference between playing the long game, spending enough time in research, creating relationships with people in the lines of business, investigating the risks they are trying to mitigate, their targets, taking the time, in advance, to understand what drives procurement, how they are measured, what they are focused on and the Board level strategies they're being asked to execute? We delve into the counter-intuitive world of #coopetition, and having the foresight and courage to admit when they can do a better job than you, when to back away, when to take the lead and when to partner with even your fiercest rivals. Ayman explains the challenges of oiling the wheels in your own organisation, making sure that the customer is put ahead of politics and empire building. We discuss how compensation of all those involved in winning, securing, growing, and keeping a client, turning them from a customer into a marketplace is critical to drive the correct behaviour, and in turn maximise utilisation and value for the customer. Bring a pen and notepad to this episode. You will learn so much. Contact Ayman: linkedin.com/in/aymanhusain Website: microsoft.com Twitter: aymanhusain -- Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
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| 24 Jun 2020 | Juliana Vida: You Sell More When You Think As The Customer | 00:53:52 | |
#JulianaVida is Chief Technical Advisor to #Splunk's #PublicSector sales team. 27 years in the US Navy, combat pilot, deputy CIO to the US Navy, 3 years at Gartner advising governments, and special advisor to Washington Cyber Roundtable, Juliana is the voice of the customer for sales. She's not technical by background and spends much of her time reminding salespeople that their buyers are human beings! She reminds them that to have an executive level conversation you have to invest time on the human level of discovery if you want to avoid being sent to Siberia, stuck in the IT department. We have a very robust conversation about why buyers really buy and what salespeople do to prevent them from buying. Juliana is an advocate of thinking AS THE CUSTOMER instead of about the customer - if you think about the customer you are making assumptions and those assumptions are probably wrong. We discuss what managers need to do to recruit diverse teams who have breadth and perspective that transcends sales and engineering. Look outside for people who come with different experiences, who think differently, who ask questions your specialists would never think of. We discuss training managers and salespeople, the value of constructive conflict, the need for planning, rehearsal to get ahead of any problems that might occur in the sale. Splunk has created a fun, creative, innovative culture in a mature business to drive the constant feeling that everyone has to be very creative, embrace different opinions, stand up for what they believe to best serve the customer, to offer a better solution. We explore how to identify top talent by how they present their personal brand on platforms like LinkedIn. The best vendors make their customer the hero, help them become wildly successful. Juliana explains why salespeople must build relationships that matter, why they must act as if they have no fear, and the negative effects of ego. A genuinely insightful conversation about #sales and #selling, #salesmanagement, #salesleadership. Contact Juliana via LinkedIn - linkedin.com/in/julianavida -- Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 18 Jun 2020 | Imagine Turning The Worst Performing Part of Your Business Into Your Best Performing | 00:36:35 | |
Let's pretend it is possible to implement 100% of your change programmes successfully! #IanDodds has been a champion and practitioner of #inclusiveness and #diversity for the past 50 years. He started out life on a council estate in the North of England, and early on he realised he was different from others at school. He earned a place at Oxford University and quickly became inspired to create inclusive work environments as a manager within ICI. He was working in one of the worst performing factories in all of ICI. He realised that there was a void in communication between managers and employees. A branch of the Communist party had been established, industrial conflict, high staff turnover, low productivity were all symptoms of this symptomatic failure. Ian started talking to workers without judgement or prejudice. The very fact they were being heard opened them up to trusting him. He did the same with management, eventually managing to get both sides to listen to each other. In under 5 years he turned the worst into the best performing factory in ICI and he rolled out his approach across the business. The impact? Great working environments, with happy, loyal, fully engaged staff operating in multicultural, employing the best local talent and attracting top performer internationally, increased profitability, optimised efficiency and enhanced shareholder value and profitability. Have a listen to my interview with Ian and let me know what you think. You can contact Ian via LinkedIn Website: iandoddsconsulting.comTwitter: IanDodds--If you would like to talk to me in confidence you can arrange a 15-30 minute call hereYou can get notified about my events and receive my newsletter by subscribing here Get notified when I release a new podcast interview here | |||
| 18 May 2022 | Do You Love Diving Down A Rabbit Hole? | 00:53:11 | |
Red Stafstrom teaches introverts how to sell without compromising their core values or who they are. Introverts aren't naturally hardwired as transactional hunter types, but they can be massive billers and keep profitable customers for life. We dig into how introverts and extroverts differs and what they have in common. Red compares how introverts feel when extroverts use leading questions with #kettling, the police tactic used to contain crowds. Often it is the introverts in those crowds who crack under the pressure and lose control. Under those conditions their lower brain function triggers freeze fright or flight, which explains why hard sell tactics so often shut buyers down. An intelligent and very instructive episode. Contact Red if you are an introvert and struggling to thrive in a world dominated by extroverts. LinkedIn: linkedin.com/in/red-stafstrom-🦁-161b0921Website: brokensalespeople.com (Company Website) -- Contact me if you see your success in the future will be determined by your ability to cooperate. I have some tried and tested ideas which i'm happy to share with you. Contact me on marcus@laughs-last.com or book some time in my diary for a chat about working together https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching | |||
| 20 May 2021 | Why Is Sales Training Measured On Knowledge Retention Not Outcomes? | 00:54:18 | |
Ben Eddy is co-founder and CEO of Mobile Practice. As head of sales enablement for a large technology manufacturer he realised that most of the money and effort on training was wasted. 70% of learning happens in the field AFTER training is over. 74% of managers believe they are coaching their salespeople whilst only 17% of their salespeople believe they are being coached. The most effective learning occurs when a salesperson becomes aware of the impact their behaviour is going to have on their prospect, recognises how they need to modify their approach and then practices the new behaviour until it becomes habit. When they own the new behaviour and put it into context of their real life experience, they improve results. And isn't that really the reason why any business is investing in training their people? Not to get good scores on the smile sheets or track retention. Contact Ben via LinkedIn at linkedin.com/in/ben-eddy-7123b12 Website: mobilepractice.io Phone: +33 6 56 66 77 07 (Work)Email: ben@mobilepractice.ioTwitter: eddyben
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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 And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer
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| 28 Jul 2020 | Sales Channels Succeed When You Are A Good Partner First | 00:54:10 | |
#DanielGraffRadford, CEO of #Allbound explains the critical importance of enabling your partners to succeed. We discuss how effective #PRM #PartnerRelationshipManagement can play a vital role in your channel programme, onboarding, training and developing your partners' teams.
If you don't understand what drives your partners, why they are in business, what they are trying to achieve, you run the risk of driving them to go silent inside 90 days of signing them up.
Contact Daniel on LinkedIn at: linkedin.com/in/daniel-graff-radford-93899
Check out the Allbound Podcast; available on iTunes, Google Play, or live stream from the web: https://itunes.apple.com/us/podcast/the-allbound-podcast/id1153309766
Twitter: http://twitter.com/allbound http://www.facebook.com/allbound
And to see the #AllStars lovable little friends: https://www.instagram.com/allboundcritters/
Website: http://www.allbound.com
-- Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call
Subscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
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| 02 Aug 2023 | Unleashing the Power of Mental Toughness with Anthony Taylor | 00:56:34 | |
Discover the transformative potential of mental toughness in leadership and team building. Tune in to his insightful podcast with Anthony Taylor, a recognised expert in mental toughness and author, to delve into the art of cultivating resilient leaders and high-performing teams. Understand the power of mental toughness, the balance of sensitivity and toughness, and the tools to build mental fitness. Dive deep into the world of empathetic leadership, mental fitness, and innovative recruitment strategies. Take your leadership skills to the next level and meet the challenges of the modern work environment head-on. Ready to start your journey? [Book a coaching session with Marcus](https://calendly.com/marcuscauchi). Mental toughness is more than just a buzzword; it's a critical personality trait that dictates how we respond to stress, pressure, and challenges. It's not about being macho; it's about the power of the mind. This podcast will guide you through the complexity of mental toughness, its benefits, and its impact on performance. The MTQ+ test offers a glimpse into people's mental responses in varying situations, can be an invaluable tool in recruitment, leadership development, and team building. Cultivating mental fitness requires understanding one's mental toughness profile, developing emotional intelligence, and fostering good mental health through exercise, healthy eating, and volunteering. Being a good leader is not about controlling but about influencing others with praise, empowerment, and delegation. Remember, setbacks should not affect one's self-concept or self-worth. Instead, they should be seen as opportunities for growth and learning. Contact Anthony via LinkedIn - linkedin.com/in/ant-taylor-mentaltoughness Mobile 07771 892479 Email anthony@threefifty9.com Twitter: AntTaylor72 -- Ready to transform your leadership skills and create high-performing teams that thrive in the face of pressure? [Book your coaching session with Marcus Cauchi today](https://calendly.com/marcuscauchi). | |||
| 23 Dec 2020 | One Size Doesn't Fit All In D.A.C.H. Stop Being Surprised When You Fail In Region! | 00:59:15 | |
Americans and Brits, Europe is NOT a country. Germany is made up of several different regions. the north is different to the south. Straight translations into German don't translate sentiment or what matters most to your various German speaking audiences. The Swiss are very different to the Austrians, and Austrians are different to Northern Germans. DACH buyers don't do business in the same way that buyers from New York, California, Salt Lake City, London or Scunthorpe do. Localisation is critically important not only in your marketing and collateral but also adapting to local cultures and business preferences A fast talking seller from Brooklyn will probably struggle to sell to a buyer from Louisiana or Georgia. Given that Europe is made up of 27 nation states and many hundreds of regional groups why do you think it might be any different in the DACH region. My interview with Tobias Kopp is a full frontal exposure of what British and US companies get wrong culturally, in their communication and in trying to transcribe the culture to a region that needs and wants different things. Pay close attention and add up all the things you are doing in your failing DACH operations. Practical operational advice you can implement immediately. Tobias can be contacted via LinkedIn linkedin.com/in/tobiaskopp Website: collibra.com/ (Company Website)Email: tobias.kopp@collibra.com-- 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 | |||
| 22 Nov 2020 | Mapping The Motivation Of Your Team | 00:58:04 | |
Mark Terrell is a performance coach who specialises in identifying and leveraging individual motivation. We explore the different types of motivation, what they imply for managers and individual performance, and how you can use the #MotivationalMap to uncover what drives an individual. We explore the relationship between the different types of motivation, the impact of having the well or poorly met and why managers so often fail to understand what drives and individual's performance. Contact Mark via LinkedIn at linkedin.com/in/markterrellreluctantleader Website: thereluctantleader.academy/ (Company Website)--To book a confidential 1 to 1 with me https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 19 Jun 2021 | Why Your Customer Journey Is Vital To Define A Great Strategy? | 01:07:30 | |
"Strategy should be simple", says Gary Mitchell. He has never had a transformation programme fail to meet its desired goals in 35 years. Gary explains why starting with your customer journey is the foundation of great, #executablestrategy. He explains why failing to start with your customer sends you off target from the start. We break this down in a blow by blow approach to developing customer insights, mapping the customer journey, extracting the knowhow and real world experience from your people to define the 3-8 bets you are going to make that will get you 80% of your intended end point. We discuss who should be involved? When? Their roles? What will cause this process to fail? The role of leadership? And the importance of hitting the 6 month milestones to cement the credibility of your strategy across your entire organisation. Gary helps #PrivateEquity backed companies build strategies that deliver the growth and exit ambitions of their shareholders, their leaders and their employees by putting the customer at the heart of everything you do. Contact Gary via linkedin.com/in/garymitchellgmc Websites
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| 01 Jun 2021 | How Understanding Your Mental Toughness Will Boost Your Sales Performance | 00:54:47 | |
Lorna Lawless, is coaching psychologist specialising in coaching mental toughness. She coaches MMA fighters, salespeople and business leaders. We explore what is mental toughness? Why do people lack it? How does one acquire it? Unless you are aware of where you fit on the 4C-scale of mental toughness it is easy to self-sabotage or fall prey to your internal dialogue. It can diminish you power, eat into your self-concept or make you come across as rude, brash and insensitive. Lorna makes the point that we all have it and are born with a propensity to mental toughness, and it can be developed and coached, but too few managers and leaders are asking is what can they do to develop mental toughness in their people
Contact Lorna via linkedin.com/in/lorna-lawless-b4729a40 Email: lorna@nextlevelcoaching.ie-- Who do you know who needs help with their #mentaltoughness, #resilience or #empathy? Please share this episode with them | |||
| 09 Aug 2020 | What Can Help You Better Understand Customer Decisions? | 01:12:42 | |
"Humans are bad at understanding other humans", says #MartinLucas, CEO of #GapInTheMatrix. Together with #PaulAlexandrou and #AlexMoscow, we explore how to get inside the minds of your customers to decide to buy or stick with the status quo. Martin is a #MathematicalPsychologist, Alex is a consummate storyteller of his clients' customers' stories, and Paul has helped a $2m Norwegian business acquire over 1 billion unique users, 77m of whom use their product every day. We explore the power of understanding and tailoring your story to the #archetypes who make up the majority of your customers. We discuss the pitfalls of getting this wrong and the power of targeting your message to maximise the success of your marketing investment. If you enjoy this podcast, please like, comment and share. And if you want to get in touch with one of the fellows, drop me an email or ping me a LinkedIn message -- Book a 1 to 1 with me at https://calendly.com/marcuscauchi/discovery-call-15-mins Get my newsletter #TheGrumbler: http://eepurl.com/gu2Yd1 Listen to both my podcasts: #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
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| 11 Aug 2022 | Have You Heard The 12 Proven Ways To Capture Customers For Free? | 00:55:38 | |
Michael F Schein says, "Hype can be used for good or evil. I got curious to understand how great influencers, historical demagogues, cult leaders, Rap promoters and band managers can influence so many people to do what they want them to do, because I figured if you could harness that ...!" Mike is CEO of MicroFameMedia, an agency delivering hype strategies for fast growth companies with ambitious founders who want to bootstrap fast so they can fund the next phase of their business. MicroFameMedia's research has identified 12 hype strategies that have proven themselves to work repeatedly and any business can apply if they are willing to get uncomfortable, put in the hard work and be courageous enough to handle the polarising effect some of the strategies might have. And before you throw hype away as destructive, consider the value to you of your hype marketing self-disqualifying non-buyers and non-prospects without you ever wasting a moment's effort on them. Better still, how about have your rivals and detractors become your best marketing channels. Buckle up. This is one helluva ride. Contact Mike linkedin.com/in/michaelfrancisschein Website: MicroFameMedia.com (Company) Email: mfs@microfamemedia.com Twitter: MichaelSchein1 -- If you want to discover the vital selling behaviours of the most successful salespeople in your industry and learn to apply them in your sales, DM me on LinkedIn or email marcus@laughs-last.com | |||
| 23 Sep 2021 | The Power of Authentic Communication | 00:52:27 | |
Shelley O'Donovan started her career in politics, became a lobbyist driving policy change. Her work required her to understand what was not being said as much as what was. She trained intensively to understand the rich underlying communication that comes from body language. We discuss why clear communication, that is easily digestible by your audience is essential if you're to have the impact you want in influencing people. The conversation evolves to cover body language, social engineering, authentic communication, persuasion vs influence vs manipulation. A wide ranging conversation. Well worth a listen Contact Shelley via linkedin.com/in/shellyodonovan Website: authenticinfluencegroup.com (Company Website) Twitter: ShellyOdonovan
-- Contact me via DM or marcus@laughs-last.com | |||
| 05 Dec 2022 | David Heinemeier Hansson: Bootstrapping Your Way To Success: The 37 Signals Story from Their CTO | 01:09:49 | |
David Heinemeier Hansson has achieved something seemingly rare in tech - a stable, highly profitable tech software company with a huge customer footprint and no VC or PE money. He and his co-founder, Jason Fried escaped corporate careers with a view that taking money from investors would be bad for building a profitable, sustainable business. Three times in the past 20 years, they've been proven right. With just 80 people on the team they produce the same revenues as companies with hundreds even thousands of employees. An uncompromising and pragmatic conversation that will challenge the status quo with the question, "What if growth is not the goal?" Contact David via linkedin.com/in/david-heinemeier-hansson-374b18221 Email: david@basecamp.com -- Contact me on marcus@laughs-last.com or DM on me on LinkedIm to discus: 1. Coaching and training 2. Predictive hiring 3. Selling hot not cold | |||
| 18 Jul 2023 | Tal Paperin: Success Comes To People Who Plan, Execute and Adapt Not Those Who Talk About It | 01:01:19 | |
Unlocking Sales Success for Founders and Startup CEOs Tal emphasises why identifying ideal customers, tailoring approaches, and focusing on meaningful conversations over mindless dials is key. He challenges common founder induced sales foul ups due to their over-reliance on their technical backgrounds. Tal offers strategies for building customer-centric sales operations that serve both the customers and the company. We dig into the need to adapt if/when recession hits you on sales execution and the adoption of sustainable sales practices to weather economic storms. We share real-world examples, case studies, and practical advice to help founders navigate these challenges. In addition to addressing prospecting, go-to-market strategies, and sales metrics, the episode sparks debates around ego, incentives, and the mindset required for founders to admit their need for sales help and reform. This episode is filled with actionable insights and inspiring stories that will empower founders and startup CEOs to unlock their sales potential. Tune in now to gain the knowledge and tools needed to drive sales success in your entrepreneurial journey. Contact Tal on linkedin.com/in/talpaperin Websites:
Phone: +972-54-5308119 (Mobile) Email: tal@ksw.solutions -- In the final quarter of 2023 through the first quarter of 2024, Marcus will be dedicating 50 focused hours of immersive coaching to three exceptional founders. This hands-on, intensive coaching period aims to drive significant development and optimization of your business strategies and execution plans. Our primary objective will be to formulate or fine-tune your vision, crystalising it into a compelling strategy that can attract high-caliber talent to your enterprise. We'll then work on effectively engaging these individuals, clearly outlining their roles and the expectations associated with them. This will ensure they fully understand their contributions to the overall mission and the specific tasks they are responsible for executing. This in-depth coaching will also involve a comprehensive review of every aspect of your organisation. We will meticulously scrutinise every process, role, individual, system, and structure within your enterprise, with a view to identifying areas of strength, weakness, and opportunities for improvement. This isn't about change for the sake of change, but about aligning every element of your organisation more closely with your overarching goals. Furthermore, we'll be laying out a robust strategy designed not only to achieve short-term wins but also to build a foundation for long-term success. We'll work on fostering a cohesive and driven team, one that is fully committed to the mission and capable of delivering exceptional results. Ultimately, our work together will culminate in the development of a resilient and adaptable customer strategy that turns every client interaction into an opportunity for building enduring relationships. By the end of our time together, you'll have the strategic blueprint, the dynamic team, and the loyal customer base you need to propel your organisation forward in a sustainable and meaningful way. For a #SalesBreakthrough https://calendly.com/marcuscauchi | |||
| 04 May 2022 | Playing Nicely With Others Doesn’t Mean You’re Soft or Lack Ambition | 00:58:16 | |
Amelia Taylor is one of the new generation of fast, paced, bright, ambitious sales leaders of the future. By day she sells RevOps-as-a-Service, and by night she helps other salespeople who are struggling to find their rhythm in sales. We discuss why cooperation is an undervalued and mostly untapped resource that salespeople fail to tap into at their personal cost. Humanity's superpower as a species is cooperating to solve problems by putting lots of our big brains together to understand the problem deeply, work out an elegant, sustainable solution and communicate what we learned to others so they can build on what we have already created whilst continuously working towards a better future. We also discuss what happens when management and sales take the opposite approach. Contact Amelia via linkedin.com/in/amelia-taylor1 Website: https://carabinergroup.com/services -- Book time to talk about training or coaching you and your teams - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching
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| 06 Jul 2022 | How Do Ethical Managers Develop Salespeople Who Earn Buyers’ Trust and Loyalty? | 00:50:16 | |
"Dysfunction is often a product of how you treat your people", says Chris Blackwell. We talk #Ethics #Values and #Purpose. We ask what are the causes of high performance? And what are the fundamental attribution errors that lead to blindspots and unintended consequences? Growing slowly is OK, stagnating isn't. If you treat your people like children they'll act like children. Treat adults like adults. Create the conditions so they think for themselves, take responsibility, cooperate and share. The deep dive on ethics in sales and management is the first of many we will be exploring on the topic. Please can you refer me to possible guests ... If you rate any authors, academics or commentators on the subject of #SalesEthics #BusinessEthics #ManagementEthics #HiringEthics please can you put us together Contact Chris on linkedin.com/in/chrismblackwellWebsite: plpconsult.co.uk (Company) Email: chris@plpconsult.co.uk Twitter: ChrisPLP1 -- Contact me on marcus@laughs-last.com If you are looking for a coach who will not let you get away with excuses, backsliding or blaming, and will focus on helping you meet then exceed what you consider possible. I am taking on 2-3 new coaching clients. If you want to explore what you can expect to accomplish with help book a call with me for a no pressure, no obligation chat - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching
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| 28 Jun 2022 | How Can CEOs Grow Profits Fast? Make RevOps An Executive Function | 00:45:10 | |
Sebastien van Heyningen, founder of Central Metric, is a new breed of sales leader. He thinks beyond the revenue. We discuss the importance of taking a more rounded approach than simply focusing on the numbers. Numbers don't generate themselves.
We explore his thoughts on management, hiring, developing people, team building AND achieving targets.
Contact Sebatien via linkedin.com/in/sebastienvanheyningen
Email: sebastien@centralmetric.tech -- Contact me marcus@laughs-last.com
Each quarter I take on 2-3 new personal coaching clients. Go ahead and check out my 200+ DETAILED testimonials over on my LinkedIn profile. There's a reason ambitious top performers seek out my help. If you want to explore coaching with me book some time here - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching
Stay safe and happy selling! | |||
| 21 Mar 2023 | Andrew Mallia: Uncovering the Dark Side of the Maritime Industry and the Challenges Ahead With Global Supply Chains | 00:56:14 | |
In this episode 466 of The Inquisitor podcast, I chat with Andrew Mallia, a former naval officer and expert on the maritime industry, about the industry's underbelly. Andrew shares his experiences with maritime piracy, human trafficking, and the dangers of the open sea, and discusses the legal frameworks that underpin the industry. The conversation also touches on the future of the industry, including the impact of space exploration on maritime conflicts. If you're interested in learning more about the maritime industry and the hidden issues that underpin it, this episode is a must-listen. Contact Andrew via linkedin.com/in/andrew-mallia-53443441 Email: marsecmalta@outlook.com -- If you are looking for an unconventional coach then book a time for a chat with me and let's explore your options - https://calendly.com/marcuscauchi/
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| 25 Jul 2021 | How To Shorten Sales Cycles by 6 weeks to 6 months | 00:40:52 | |
Karin McKercher, helps sales teams make the red tape shorter and compliance easier. Contracting with legal can be easy or hard, fast or slow. This episode is about making it easy and fast. We discuss the kinds of things you can control and get ahead of, to make this less of a nail biter, limbo space in your relationship with buyers. The legal side is an area so far out of most salespeople's daily experience that when contract negotiations do occur, they can fumble or paralyse, give away authority or squander leverage, say or do things that do harm to both sides mutual interests. Karin is CEO fo Twenty2. Their bread and butter is doing this on behalf of software companies or teaching them how. Contact Karin via: linkedin.com/in/karinmckercher Website: twenty.group Twitter: KarinMcKercher --#TheInquisitor podcast attempts to turn every stone. Ask the questions your itching to have answered. Confront what everyone is pretending doesn't matter or doesn't exist. Explore what's ahead in the future of sales. We'd love you to give an honest review on your favourite podcast player. Please write one today. And tell us what can be improved? What you get value from? What we haven't covered but should? -- Contact me marcus@laughs-last.com or DM me | |||
| 03 Jun 2021 | Are You Tapping Into The Full Potential Of Audio In Your Marketing? | 00:49:51 | |
Anna Parker-Naples is a former actress turned podcaster and podcast consultant. If you aren't tapping into the potential of audio marketing, you are definitely missing a powerful resource. An audio audience can help you build your list, grow your sales & marketing funnel in a hyper-targeted way to drive predictable sales and account growth. Anna and I explore several areas relating to setting up your own podcast, getting it widely heard and building your audience. She gives tips on technology, brand building, things to avoid #TheInquisitorPodcast fuels over 50% of my income today by bringing my work to my target audience without ever pushing or having to sell overtly. If you have something to say that others will value, consider setting up your own podcast. Globally there are only 2 million shows covering many aspects of human activity and interest. In my experience, a large proportion of my audience listen to 2 x 1 hour episodes each week. That is a lot of exposure and reinforcement. If you find this episode helpful, can you think of one other person who will benefit from listening? Please share it with them today Contact Anna via linkedin.com/in/annaparkernaples Websites
Twitter: AnnaParkerNapleFacebook Group: https://www.facebook.com/groups/thepodcastcommunity/
. -- 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 And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer | |||
| 07 Jan 2021 | Why Are Customers Not Getting What They Want? | 00:54:48 | |
My guest, Martin Lucas is rocking the boat a lot in this episode. He believes that marketing today is a house of cards which is long overdue a shake up. Better still he is doing something about it. His company, #GapInTheMatrix routinely saves client up to 26% on their advertising spend without any loss in performance. In fact, open rates on email campaigns average 150% higher than industry average and as high as 986% higher. Revenues for even $billion companies are up by 3-21%. Precision marketing is possible when you understand why customers buy. Few marketers really understand this. Same goes for salespeople. We are creatures who behave irrationally when others observe our behaviour, but to us, our decisions are perfectly reasonable and rational. Martin and his team have unlocked this arcane knowledge using data, psychology, mathematics, economics and behavioural science. We discuss the gaps in #BigData #EDP #CRM #Advertising #programmaticadvertising #creative #communication the #attributionmodel, the #sentimentgap and the #statisticalgap. We explore why sales and marketing thinking is so often flawed and incomplete. If you are a traditional marketer this episode will hit you in one of two ways - either you'll see it as a denigration of all you believe and do today, or you'll have an epiphany and see things clearly for the first time in your career. Contact Martin via linkedin.com/in/behavioral-sciences Phone 07743482437 (Home)Email martin@gapinthematrix.com--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 | |||
| 14 Jun 2022 | Delivering Revenue Certainty With Precise Webinar Marketing | 00:54:31 | |
Tom Parker is CMO of Atomley. He and his team eliminate the uncertainty out of marketing one-to-many. We discuss the mechanics, objectives, beliefs and results of putting together a series of webinars intended to build medium to long term pipeline and deep levels of credibility, engagement and intimacy with your audience. We discuss how well targeted, executed and choreographed webinars coupled with telephone, content and email reinforcement can yield ROIs in thousands of per cent with predictable certainty. Contact Tom via linkedin.com/in/thesalesarchitect Websites:
-- Contact me on marcus@laughs-last.com if you are looking for smart, innovative ways to compete in a tough, crowded marketplace where you struggle differentiate or command premium prices. | |||
| 03 Apr 2021 | Sales: A Force For Good (UK & European Launch) | 01:06:52 | |
Sales: A Force For Good is a a global community set up to ensure BUYER SAFETY and put the customer back at the heart of everything we do as salespeople:
1. Make sales the powerhouse of the economy and lead the global recovery. 2. Identify & drive success for customers, partners and sellers. 3. Reward ALL who contribute to that success 4. Raise standards of behaviour, ethics and skill in our profession 5. Build future leaders. Give them the tools & skills to make sales a force for good 6. Make sales an aspirational career choice for future generations
If you want to be a part of the change and have your voice heard, please email marcusATlaughs-lastDOTcom with "SAFFG" in the subject line or DM me on LinkedIn | |||
| 31 May 2020 | Jeff Hunter: How To Make Your Marketing Savagely Effective? | 00:58:33 | |
#JeffJHunter has a background in developing virtual teams, serving founders of tech start ups to develop their personal brand and become known as experts in their field. Jeff describes branding as intentional transactions. He describes the 4 elements to your personal brand
We discuss the importance of genuinely paying attention, listening to hear what another person is saying, understanding to the other person's satisfaction. If you focus on making your clients the hero, there must be a villain. The villain is the problem your clients are trying to defeat. Be very careful not to make yourself the hero. Your job is to be your clients' guide. Jeff makes the point that marketing is always about generating the right results. We explore where you start when developing your personal brand and the answer is obvious but will probably surprise you. Why is there a disconnect between sales and marketing? Why must you have an ongoing conversation with your existing customers? How do you deliver valuable content? How do you identify villains in your prospects' world? Jeff and I will upset you if you are looking for an easy life in your marketing and your sales. Contact Jeff at: Jeff LinkedIn Profile: linkedin.com/in/jeffjhunter Websites
-- Additional Resources Book a free, confidential 30 minute consultancy call with me - https://calendly.com/marcuscauchi/book-a-free-30-minute-call Sign up for #TheGrumbler newsletter: http://eepurl.com/gu2Yd1 Making Channel Sales Work: https://tinyurl.com/Making-Channel-Sales-Work Making Channel Sales Work LI group: https://www.linkedin.com/groups/8553361/ Making Channel Sales Work Playlist On YouTube: https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq Join me at one of my live Sales, Tech Hypergrowth and Leadership clinics: www.marcuscauchi.eventbrite.com
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| 26 Mar 2023 | Harris Kenny: Smart Outbound Demystified | 00:58:21 | |
Harris Kenny is a sales mercenary. He chats to me about the changing landscape of smart outbound, the clamp downs by Google, warming tools and email jail. We delve into best practices worst practices and practices that will get you blocked. Lively and fast paced, clear practical tips. linkedin.com/in/harriskennyWebsites
-- Contact Marcus to book a free 15 minute coaching call - https://calendly.com/marcuscauchi If you want to be a guest on #TheInquisitorPodcast email marcus@laughs-last.com
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| 07 Dec 2020 | Achieve Crazy Hypergrowth Through Your Channel Partners | 00:58:33 | |
Gilad Friedman shares his experience of driving manageable hypergrowth in technology scaleups. We really get stuck into the weeds around what works, what doesn't and how to prevent major FUBARs. Great interview packed with operational insights you can apply immediately in your sales operation. * Alignment * Leadership * Executive sponsorship * Win-Win-Win partnerships * Partner enablement Contact Gilad via LinkedIn at linkedin.com/in/gilad-friedman-289a80 Website: walkme.com (Group Site)Email: gilad.f@walkme.com--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 | |||
| 16 Dec 2020 | Customers Buy Outcomes That Are Delivered By Employees, Not Products or Services | 01:11:14 | |
Karen Mangia and Mathew Sweezey from Salesforce share their latest research which explains why many current beliefs that are driving decisions within vendor organisations are fundamentally flawed and encourage unintended consequences. This research will hopefully put a nail in the coffin of the utterly irrelevant and meaningless #NPS #NetPromoterScore. For goodness sake, why do marketing people still waste their time and company resources stressing about something so completely preposterous? We explore the shift from broad based, dated personas to narrow, deep narratives that influence buying decisions and redefine value. Experience Executives are creating new frameworks for executive thought leadership, customer feedback, customer engagement, customer advocacy and customer success in service of extracting more revenue from existing customers. Insights must move at the speed of relevance. If you want a copy of the research outputs email marcus@laughs-last.com with "Experience The Shift" (sorry to the Irish for any offence!) in the subject line. Contact Karen: https://www.linkedin.com/in/karenmangia/ Contact Matt: https://www.linkedin.com/in/mathewsweezey/
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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 | |||
| 02 Dec 2023 | Prof Ben Guttman: Simplicity is the Ultimate Sophistication: Embrace Minimalism and Unleash Your True Brilliance | 00:48:39 | |
Discover how simplicity can be the key to unlocking your inner sophistication and brilliance. In this episode of TheInquisitor Podcast, join Marcus Cauchi as he interviews Ben Guttmann, a marketing executive and professor at Baruch College. They dive into the topic of clear communication and its importance in messaging and design. Ben shares insights from his book, "Simply Put: Why Clear Communication Matters and How to Achieve It," where he outlines five principles:
Do you waffle? Is your communication confusing? The meaning of your communication means nothing if the other person cannot receive it or understand it. YOU are responsible for making sure your message is fit for purpose.
- - If you want to raise your performance to the role you are in or prepare for your next role, take a few minutes to complete this Selling Strategy Audit, then book your free 30 minute consult with me. If YOU want to talk about working with as your coach we can discuss that but I won't be selling you coaching. You'll learn something you didn't know about yourself, something you can act on and improve within 30 days and how you affect your buyer's perception of risk and how they perceive you - you know the stalls you can't explain - the buyers who ghost you - deals that drift. https://mailchi.mp/laughs-last.com/satp Happy selling.
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| 10 Aug 2021 | Why Are Marketing Funnels Inauthentic And Hurting Your Relationships? | 01:00:51 | |
Dr Terri Levine has helped hundreds of business create authentic relationships with their customers without manipulation or deceptive marketing that build barriers between you and your prospective clients. Terri explains why marketing funnels get in the way of trust, and why you should be rigorously authentic in your marketing. This was a genuinely enjoyable conversation with someone who has mastered marketing and communication at a visceral level. I hope you enjoy the episode as much as I did making it Contact Terri via linkedin.com/in/terrilevine
Websites
Twitter: MentorTerri --
Please like, comment, tag someone and share this episode. If you feel #TheInquisitorPodcast deserves wider recognition or you hate me, the style or the episode, please go and give us an honest review. We love feedback and learn from it To get in touch with me at marcus@laughs-last.com
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| 15 Mar 2024 | John Bissett: Quit the Monkey Business and Sell Well | 00:58:44 | |
Are your buyers tired of the same old sales tactics that leave them feeling manipulated and disengaged? Join Marcus Cauchi and John Bissett as they expose the toxic underbelly of conventional selling wisdom. In this no-holds-barred discussion, these two grizzled sales veterans don't hold back. John rips into the self-serving nature of common qualification frameworks, arguing they provide zero value to the buyer. "We're taught techniques that are all about controlling the process, not facilitating the sale," he laments. Marcus chimes in with a blistering critique of the metrics that plague modern sales teams. "Leaders push for revenue without considering long-term customer relationships. This cascades down, perpetuating bad seller behaviours." If you're sick of being held hostage by arbitrary targets that encourage actions that make you a threat to your buyer's unconscious mind, prepare to have your eyes opened. These battle-hardened sellers aren't just playing backseat drivers. They offer a compelling alternative vision where buyers and sellers are partners, equal business stature, different roles, and both can say no, they are sovereign. Appealing to your buyer's true motivation to change requires you listen deeply, apply empathy and acumen to ask questions that uncover the truth and what is possible - you guide them through change, not force them into it. Tired of the same old sales dogma? Ready to evolve beyond conventional wisdom and connect with buyers on a human level? Then strap in, because Marcus and John are about to take you on a journey that just might transform the way you sell. Contact John via linkedin.com/in/🐒-john-bissett-395b026 Website: slingshotedge.com (Company) ** Are you at a crossroads in your life and career, seeking a certain path that aligns with your values and allows you to make a meaningful impact? How you sell and succeed matters. If you're ready to embrace a sales philosophy rooted in integrity, empathy, and service to others, we invite you to join our movement. Be the change. Lead by example. Visit thesellercode.org. If our values resonate with who you are at your core and how you want to be successful on your own terms you have an ally in me. My gift is a 30 minutes coaching session for free. Take my selling aptitude test and I will share what your scores mean to your customers, to your pipeline and identify what you can do immediately to improve results within 90 days: https://mailchi.mp/laughs-last.com/satp
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| 20 Jun 2021 | The Art, Science And Psychology of Negotiation | 00:56:09 | |
Graham Botwright is CEO of The Gap Partnership. He specialises in the commercial psychology of #negotiation. We start by exploring the importance of internal alignment when #negotiating. Winging it is lethal. We dig into what makes for good negotiation, why price is almost never the real issue, what drives good deals, builds long term strategic relationships and value. Graham explains the power of intangible value. We delve into the importance of understanding the implications and moving parts behind the decision. Buyers RENT outcomes, they NEVER buy products or services. We point the spotlight at what buyers actually care about and what drives buyer's drivers.How do you get inside their heads? Contact Graham via linkedin.com/in/graham-botwright-0374561 Website: thegappartnership.com (Company Website)Email: graham.botwright@thegappartnership.comTwitter: g_botwright
-- Please share this with someone you know who needs help with their negotiations or needs to improve their discovery and qualification -- If you want to get in touch with me marcus@laughs-last.com. Perhaps you'd be an interesting guest or can recommend someone who would be | |||
| 07 Apr 2022 | No Mother Ever Had An Ugly Child ... Until You | 00:59:47 | |
Patrick Boucousis is a veteran salesman, sales manager and sales leader. He's been in the trenches and managed from the front. And he has led from behind creating the conditions for many moving parts to work in unison, and many people to thrive, grow and do their best work towards common purpose. We explore his mistakes and lessons learned selling locally, nationally and internationally from selling farm equipment to farmers through to complex strategic investments by global multinationals. And we dig into the importance of building a well developed, emotionally evolved management layer operating an inquiry led management style. This is a robust and frank discussion that points to so many of the most common blindspots and frequently unasked questions that are holding back the vast majority of salespeople from meeting their full potential. Contact Pat via linkedin.com/in/value-selling-coach Websites
-- Contact me on marcus@laughs-last.com
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| 22 Dec 2020 | There's No F'In Sales - A Tale Of Resilience During Covid | 00:57:48 | |
Imagine you are riding high, publishing 34 of the world's In-flight magazines, then covid hits. Your clients are on their knees, no one is flying and your revenues have dropped from well over $100m to nearly nothing overnight. What would you do when there are no f'ing sales? Simon Leslie is the author of a fun and fabulous sales book called "There's No F In Sales". He also happens to be the founder at Ink, the company that actually published 34 in flight magazines who saw his revenues plummet because of the pandemic. Did he roll over and die? Not a bit of it. Simon is a survivor, a fighter and indomitable. Just because he got served a lot of rather bitter lemons in quick succession, he seized the opportunity to minimise the impact, partner more closely with his customers, and despite all the grief and many setbacks, is finishing 2020 in profit. It hasn't been easy, and hanging on to as many of his team as he could has proven nigh on impossible, but Simon is driven by his values and loyalty. We discuss the lows and the highs, how he adapted (are you happy I didn't use the P-word??) and we explore what he's done to come out of 2020 stronger, more resilient and well placed to take advantage of what's coming in 2021 and beyond. Contact Simon via LinkedIn at linkedin.com/in/simon-leslie-b252b92 Websites
Email: simon.leslie@ink-global.com Twitter: Closerx
--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 | |||
| 15 Dec 2020 | "Carpe Per Diem – Seize The Cheque.” – Robin Williams | 00:56:06 | |
"Do not save what is left after spending; instead spend what is left after saving", said Warren Buffett. Ted Landgraf is co-founder of procurement and cost reduction giant, #ATS #AboveTheStandard who save their client $10's of billions every year. We discuss why prudent buying is as essential as effective selling and great systems. Ted shares his insights of nearly 4 decades of working with thousands of clients to generate savings to reinvest in their business. We explore why it is essential for sellers to partner with procurement to deliver the executive vision and remain relevant. Contact Ted via https://www.linkedin.com/company/above-the-standard-procurement-group/about/ Website: https://www.abovethestandard.net/ LinkedIn: https://www.linkedin.com/company/above-the-standard-procurement-group/about/
-- 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 | |||
| 24 Oct 2022 | Bob Moesta: The 5 Bedrock Skills of Innovators and Entrepreneurs | 00:57:20 | |
Bob Moesta is one of the 2 freshest minds in sales today. He apprenticed under Drs W. Edwards Demming, Genichi Taguchi, Willie Hobbs Moore and Clayton Christensen. We explore what #innovation is, and isn't. Bob then unpacks the 5 key skills great innovators demonstrate. He will unlock new ways of looking at your problems, understanding them, and producing solutions to real problems that people want to buy. Get Learning to Build here - https://tinyurl.com/2cw38ubz If you want to contact Bob (and I strongly suggest you do), the catch him on via linkedin.com/in/bobmoesta Websites:
Phone: +1 586-531-9745 (Mobile) Email: bmoesta@rewiredinc.com Twitter: bmoesta -- You can book a time in my calendar here - https://calendly.com/marcuscauchi/let-s-explore-coaching-training | |||
| 16 Dec 2021 | How Can Valuegraphics Improve Your Conversion Rates At Every Stage Of Your Pipeline? | 00:47:20 | |
David Allison and I discuss how values drive purchase behaviour and why understanding your prospects' values is a fast track to dramatically improving the efficacy and results from your marketing and sales activity.
A lively conversation teeming with pragmatic insights, fresh and better ways of understanding your customers, maximising the ROI from your data, your marketing and your sales efforts.
Contact David via linkedin.com/in/valuegraphicsfounder
Website: valuegraphics.com (Company Website) Twitter: valuegraphics_ -- Contact me on marcus@laughs-last.com. Leave an honest review at Apple Podcasts please. And tag your head of marketing so they listen to this episode too. | |||
| 18 Feb 2021 | Why Context Really Matters To Your Customers | 00:55:49 | |
Mat Sweezey says, "Using new technology with old thinking is worse than useless". The context changed in 2009 with the arrival of the internet in mainstream business. The problem is many marketing departments, CFOs and sales leaders are trying to apply old paradigms to new ways buyers are buying. Mat's excellent book #TheContextMarketingRevolution is one of the top 3 marketing books available today in my opinion. When you consider the changes that are afoot with the pressure around personal data, and the already massive waste that interruptive and stalker digital advertising represent ($265,000,000,000 is wasted every year on digital ads that secure 0 or 1 click). This episode is brimming with vital and valuable insights you can apply to develop conversations with your customers and prospects, and build a community around your brand. Powerful stuff and worth bringing a notepad and pen to the party. Mat is a futurist and researcher who works at Salesforce. His study with Karen Mangia, #ExperienceTheShift outlines a number of critical trends that you risk putting your business in peril if you continue to ignore them. (You can listen to that interview here: https://marcuscauchi.podbean.com/e/customers-buy-outcomes-not-products-or-services/ and if you'd like a copy of that research email me marcus@laughs-last.com with "Experience the Shift Research" in the subject line) Contact Mat via LinkedIn - https://www.linkedin.com/in/mathewsweezey/
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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 | |||
| 17 Sep 2020 | Patty Hatter: How Pricing Drove 98% Revenue Growth In 90 Days | 00:57:30 | |
#PattyHatter is SVP Global Customer Services at #PaloAltoNetworks. Learn how one simple idea driven by the desire to improve the experience for there customers enabled them to increase professional services revenues by 98% within 90 days. Patty is an innovator, challenger and all round good egg. In this forthright, unrestrained conversation we explore the best and the worst of #customerservices, #userexperience, #sales, #salesmanagement, #partnerships and #channelsales. She is not afraid to turn things on their head if it is better for the customer. She faced enormous internal skepticism but powered through the nay sayers because she listened to her customers and gave them what they needed. Yes it required some effort and it isn't easy, but it is the right thing to do for Palo Alto's customers, and for the business. It positioned them as different in the minds of their customers and helped them win new business away from their rivals. Have a listen and decide, could you do something similar to better serve you clients. Patty can be contacted via LinkedIn at linkedin.com/in/patricia-hatter-5473873
== Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call
Subscribe to my newsletter, #TheGrumbler here: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 05 Aug 2020 | How Do You Argue With An Idiot? | 01:14:02 | |
How do you argue with an idiot? Why don't people pay enough attention to the facts? Can the tense that you use kill your idea in the minds of others? Do you want to know how to minimise destructive conflict, maximise your impact and achieve consensus even with the most recalcitrant opponent? Have you ever wondered how people with less talent or competence can get their way whilst you struggle to even be heard? #JayHeinrichs and I discuss applied #rhetoric. Rhetoric has been a significant influence on the formation of Western democracy and is at the heart of our identity. We discuss it in the context of life, business and family. In this interview we explore how the use of the right or wrong tense can help you win or lose an argument, have your idea taken up with enthusiasm or be shot down. We explore how to build and improve your personal brand through craft, caring and cause. A fascinating conversation about something we all (mis)use inadvertently everyday. You can either make it you ally or your enemy. Jay can be contacted on linkedin.com/in/jay-heinrichs-519b427 Websites:
Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1
#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 | |||
| 20 Oct 2020 | What Is Enterprise Influencer Marketing And Why You Should Care? | 00:52:46 | |
Unless you are thinking as the customer, you are probably leaving most of the potential in your markets and your accounts, untapped. Chris Germann is an expert in #Enterprise #InfluencerMarketing. He recommends you engage in conversation with:
Why? Because those conversations have massive influence over your buyers, the kind of improvements you need to make to attract, win, keep and delight your customers over time. This conversation taps into the top and middle of the funnel, it opens possibilities to deepen and broaden your client relationships, and speaks volumes about your culture and how much you value your clients and the people you serve. Contact Chris via LinkedIn: linkedin.com/in/chrisgermann2008
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#TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 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 And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer | |||
| 06 Jan 2022 | Do The Basics Well, Consistently and Mean It | 00:56:01 | |
9x award winner, Jamie Martin joins me to discuss selling, hiring, managing and buying through the tough times. Pragmatic, no fluff Contact Jamie on linkedin.com/in/jamiemartin111 Websites
Twitter: CorrectCareers -- Email marcus@laughs-last.com if you fancy a grown up chat about enabling your managers to get the best from every single salesperson on your payroll | |||
| 26 Aug 2021 | Do You Hire For Difference And Fire For Not Fitting In? | 00:58:34 | |
Rikki Arundel is a story telling expert and high profile speaker on gender inclusion. She also happens to be trans. We discuss DE&I, bias, the journey she went through from successful salesperson and manager in the financial services world to a stalwart advocate for the rights of minority groups. We celebrate difference. We discuss the challenges, the hardships, the discrimination and the courage required to be different. We have a grown up, un-PC, un-woke discussion without treading on egg-shells. It was a wonderfully refreshing exploration of a sensitive and difficult topic which usually has white middle aged men like me fleeing for the hills. I hope it's opened your eyes and your heart to acceptance and seeing the value of hiring for difference and making it safe and possible for those who are different to fit in and contribute fully. I'm sure there will be a few of you who will allow your prejudices to get the better of you. Please don't behave like a twat in your comments. You know who you are that I'm speaking to. There's no need for it. Ask intelligent questions, challenge but play respectfully. It's the grown up thing to do. Please listen. Rikki makes immense sense and I feel richer for having met her. linkedin.com/in/rikkiarundelWebsites
-- Contact me on marcus@laughs-last.com | |||
| 07 Feb 2021 | Those Who Tell Great Stories, Outsell Their Competition | 00:57:20 | |
Alex Moscow helps you tell captivating stories that make your customer the hero. He takes your genius as a business, and brings it to life through the experience and outcomes you deliver to your clients. We explore why stories are so powerful, what makes them work and what makes so much corporate communication fall flat. Packed with usable insights, this episode will open your eyes to the power and possibilities of great business storytelling. Alex can be contacted via linkedin.com/in/alexmoscow Website: 9mmpr.com (9MM Public Relations Ltd)Phone: 07967 604 652 (Mobile)Email: alex@9mmpr.com--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 | |||
| 10 Feb 2025 | Rob Goddard: Sell More Scale Faster Exit Strong | 00:47:22 | |
Selling your business is the biggest deal you’ll ever close, but are you set up to get the best possible outcome? In this episode, Rob Goddard, business acquisitions and sales expert, shares how to maximise valuation, avoid costly mistakes, and negotiate like a pro. But that’s not all. The principles of selling a business apply to every high-stakes deal. Whether you’re an entrepreneur planning an exit or a salesperson looking to sharpen your skills, this episode is packed with insights you can use immediately. What You’ll Learn: ✅ How to increase your business’s value before selling ✅ Common pitfalls that leave money on the table ✅ The negotiation tactics that get better outcomes ✅ Why understanding buyers is key in any deal ✅ What top salespeople can learn from exit strategies
Who Should Listen? 🔹 Business owners thinking about selling 🔹 Sales leaders and professionals who want to sharpen deal-making skills 🔹 Entrepreneurs looking to build a business with exit potential Next Steps: 📌 Connect with Rob on LinkedIn https://www.linkedin.com/in/robgoddard/ 📌 Want to improve your sales strategy? https://www.linkedin.com/in/marcuscauchi/ 🚀 Don’t miss this one, press play now! | |||