TheInquisitor Podcast with Marcus Cauchi

"My best example of service is my father. The man who was the CEO in that office didn't look at himself as a CEO. He looked at himself as an enabler, a protector, as a servant ... I watched my dad ... We teach people over products, and community over commission cheque ... There's a good way to sell and a bad way to sell, and there's a staunch difference in between. Both can lead to success and that's the problem with sales", says #DaleDupree. His father went to the market intentionally looking for someone he could give a chance to shine. Curtis Dupree founded his copier business in 1984. Dale was born with toner flowing through his veins in 1985. He rebelled and vowed he wouldn't sell copiers, so he followed his dream of becoming a musician. After realising the music industry wasn't for him despite winning a recording contract with Warner Music, he went back to selling copiers. "I sucked, became better, I became the best, I became VP of sales. I had it all." What do you do when the doors are closed and no one is looking? Dale is a breath of fresh air in a profession with a reputation that has been hard earned for being manipulative, inauthentic and self-serving. Have a listen to my chat with Dale about how he serves the lost, the weary and the broken at one end and the self-aware, highly driven sales professional at the other, and everyone in between. LinkedIn: linkedin.com/in/copierwarrior Websites SalesRebellion.com (Company Website) CopierWarrior.com (Personal Website) Twitter: DaleCBS--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

How you retain clients as we go into the toughest economic conditions any of us have ever experienced is going to be critical. #VictorAntonio discusses the power of intrinsic motivation, the unintended effects of the wrong compensation plan, the critical importance of developing existing clients. We pull no punches in this conversation. We explore what you can do to improve your sales, management, recruitment and how technology can be brought to bear to enhance performance, protect your intellectual capital and ramp up new hires. Author, speaker and business consultant, Victor started life as electrical engineer eventually moving into sales with 20 years as a top sales executive and then CEO of a high-tech company. AMAZON Books: - Sales Ex Machina: How Artificial Intelligence (AI) is Changing the World of Selling (AI in Sales) - Sales Models: 50 Models for Effective Selling (Sales) - The Greatest Gift (Motivation) You can contact Victor via: LinkedIn: linkedin.com/in/victorantonioTwitter: VictorAntonio-- 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

#DrMarkGoulston is the world's leading expert on #EmpathicListening. Author of #JustListen, a highly sought after international speaker and passionate protector of young people in the fight against #TeenageSuicide. Mark has been a mentor of mine for a few years and has had a profound positive impact on my perception of myself, my role in the world and how I engage with others. He shares several practical ways in which you as a parent can help your sons and daughters, whether they and children, teens or young adults best handle the stress of uncertainty created by the Covid crisis, lockdown and economic uncertainty - isolation, missing exams, being separated from friends and family, high unemployment entering into the workforce. Have a listen. I hope this helps and get in touch with Mark LinkedIn: linkedin.com/in/markgoulston Website: markgoulston.com (Company Website)Twitter: MarkGoulston

"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

"The world doesn't respond to stepwise evolution or innovation any more. The world is moving so fast, they respond to disruption. Don't do little steps. Do big steps. Think the unthinkable".#PierreVanWeperen is a grizzled #pharma and #healthcare executive who started his career in sales, moved into management and leadership, and subsequently into investment in start ups and scale ups. Today he leads #GrowPharma and #GrowBiotechUK, a #medicalmarijuana company. He makes the important distinction between complexity and complicated, the focus on end user outcomes to deliver change and restructures that leave the team aligned, experience meaningful change that improves their business and their execution. We explore common purpose, the need to clear direction, a robust plan that looks far enough into the future to stay ahead of your sales growth. Pierre says that fast growth coupled with a highly regulated market means he and his team must focus on the present whilst having a clear long term vision, and avoid getting overwhelmed by the glut of data. When his team come up with a solution he sends them away to come back with a better one until they can't come up with a better one. He hires managers who are: Willing to make decisions with incomplete information Willing to fail and not punish failure Hire managers who are willing to take risks and doesn't play safe "The failure to fail ... takes the people who could make the change and turn them into a reporting capacity. .. If you train them properly, if you coach them properly they should know what they have to do to make a change", Pierre believes that first line management is the weakest link in any organisation because they aren't involved in the decision to change and they don't allow their people to make mistakes. Contact Pierre via LinkedIn: linkedin.com/in/pierrevanweperen Websites get-ahead-of-the-game.blogspot.co.uk (Blog) grow-pharma.com (Company Website) -- 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

"The evidence is there and the results aren't", says Mark Schaefer about the utter waste in global marketing. If you are a business leader, you are in for a good kicking. if you are a marketer or working agency side, you are probably going to hate this episode. #MarkSchaefer started his career in Fortune 100 corporates, he is an Adjunct Professor of Market at Rutgers and is author of the very excellent #MarketingRebellion. He is an outlier in the world of marketing. Mark says that marketing has to own the answer to this question. "How do customers experience us in their environment?" Our customers are doing over 2/3rds of the job of marketing. Our customers are doing the marketing for us. HELP THEM TO DO THEIR JOB! The job of marketing is to listen to the customer. You have got to be in the trenches. Whatever you think about your customer is probably wrong. Deafness to what matters to your customer means you are missing opportunities, alienating loyal customers and your reliance on #BigData that you don't understand means you are asking the wrong questions. The answers lie in #SmallData. This is a blisteringly good episode. have all the leaders in your business complete this sentence ... "Only we ..." If you come up with several different responses, you don't have a marketing strategy! LinkedIn - linkedin.com/in/markwschaefer Websites businessesGROW.com (Company Website) businessesGROW.com/blog (Blog) youtu.be/gehWpd4AGyE (Speaking video) Twitter markwschaefer-- 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

#KateLewis is founder and CEO of #e4enable. She is a passionate advocate of coaching of developing your salespeople and equipping your managers to coach. We discuss what coaching is and what it isn't, why it is so critical to the success of any business. especially ones looking to scale at speed or survive the imminent economic depression that will kick in around September 2020. Kate has led many successful sales teams throughout her career and has seen first hand the impact good coaching can have on the lives and performance of individuals and teams. She has also seen the negative impact that a lack of coaching or bad coaching and management can have. Bad coaching or no coaching cost companies their future, depress morale, limit the potential of high flyers and encourage cultures that tolerate blame and excuses, avoidance and politics. Kate can be contacted on LinkedIn: linkedin.com/in/katellewisWebsite: e4enable.com (Company Website)Twitter: katellewis-- 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

The Queen probably thinks the world smells of fresh paint because whenever she shows up, they've spruced the place up for her. When you go out into the field on #ridealongs with your salespeople, do you ever get the sense something similar is happening? Do your salespeople line up friendly customers and everyone is on their best behaviour? Ridealongs are NOT just for new salespeople to shadow an experienced salesperson. Nor are they a gotcha moment to try and catch out veteran salespeople. Veterans are NEVER the finished article. Every salesperson ALWAYS has room for improvement. A sales manager has 4 functions: Hire the best salespeople Get the best out of them Make sure they have the tools and resources they need to do their best work every day Help by clearing the path of road blocks and protecting them from acts of idiocy from your own senior management We discuss why ridealongs are important, what the roles of seller and manager are, and the importance of strong, clear, up front contracts and effective debriefings after each call. You can buy #The21stCenturyRidealong from Amazon where you can learn about the tools of management. You cannot identify a salesperson's development needs from a monthly report. You need to understand whether they need help with behaviour, attitude or technique. Antonio shares a template for an effective ridealong. Have a pen and paper to make notes Contact Antonio on: LinkedIn - linkedin.com/in/antoniogarrido Website - absolute.sandler.comTwitter - SandlerASDMiami--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

#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

Pinpointing why your customer buys is critical to eliminate waste, inefficiency and lost sales. Only by aligning with your customer and the context in which they exist will you be able sell consistently and predictably to your customers. Recognising the buyer archetypes you attract as a brand will drive systemic growth. As salespeople, it's incumbent upon us to adapt to our customers and prospects. If you're hiring and onboarding new salespeople, expose them to buyers; have them listen to their story, listen to the language they use, learn their preference for detail or big picture, fast or slow pace, people or result orientation. Listening is a creative act. Speak to your customers to understand what it's like to be them, what matters to them, what pressure they are under, what they consider important. Make it mandatory for your CEO, your CFO, your COO, your CMO, your CRO, your CIO, you middle managers, your marketers and your salespeople speak to your customers to eliminate the errors that creep into your theories and assumptions. Controversially, we discuss why most big data programmes operating on theory are a waste of time because they are built upon flawed thinking. Inadvertently, they lead to focus on the wrong end of the problem, then to a blame culture, misalignment away from service and frustrated customers who are unhappy and disappointed. Hot tip: Look at what your end user customer is NOT doing rather than what they are doing. The strongest indicators for how you will grow will come from looking at those gaps #AlexMoscow (#9mmPR), #PaulAlexandrou (#ModernEquivalent) and #MartinLucas (#GapInTheMatrix) join me to discuss the duality of business to help you focus on what the best organisations are doing that the average vendor does not. -- Book a confidential call with me : https://calendly.com/marcuscauchi Sign up for newsletter: http://eepurl.com/gu2Yd1

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.com Twitter: 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

Public sector innovation in Sweden is a shining example of what's possible with a small team of committed innovators, a modest budget and a mandate to make things better when government works in partnership with its citizenry. There are powerful lessons in this interview on #leadership, #management, #inclusiveness, #diversity, #hiringoutsiders, #accountability, #agilethinking, #agileteams, and #teambuilding every business leader and manager can learn from. #PatrickLinqvist is chief innovation advisor for the city of Helsingsborg in Sweden. He's been tasked to make his city a centre for innovation and I am very much looking forward to 2022 when they host their innovation expo. Patrick and his team are asking the questions any modern city should be asking but probably isn't. The city government is investing SKR250bn (£21m) in thinking differently. They are tackling the toughest questions around education, transport and an ageing population. They have been given permission to experiment and they are allowed to fail so they aren't constrained into playing safe. They have engaged the population from primary school children to pensioners, commuters to critics to design a better future for Helsingborg's citizens. Patrick discusses the challenges they face every day, the brilliant idea of "gap managers" whose job it is to bridge the gaps between groups to eliminate silo mentality and group thinking. I cannot begin to thank Patrick for opening up my eyes to what is possible with enlightened city leadership and a willingness to imagine a brighter future. What could our government learn from following Helsingborg's lead? Bubble bursts...! Patrick can be found on LinkedIn at linkedin.com/in/patricklindqvist Check out his views on driving #change onYouTube: youtube.com/watch?v=rHF4hARZn38&feature=youtu.be (Talk on Change)Twitter: patlindqvist-- Grab a 15 or 30 minute discovery or coaching session with me at: https://calendly.com/marcuscauchi Sign up for #TheGrumbler newsletter: http://eepurl.com/gu2Yd1 Buy my book Making Channel Sales Work: https://tinyurl.com/Making-Channel-Sales-Work Join me at one of my live clinics: https://calendly.com/marcuscauchi

#JodyWilliamson discusses the surprising aspects of #SalesEthics with me. We debate when you have no right not to sell, and it's not in a time of crisis. Covid has made a lot of salespeople squeamish about selling and that is a HUGE mistake. There are people out there in your market who need help. Who the hell are you not to help them? We are seeing companies pull their foot off the pedal which is going to result in problems downstream if they aren't already killing companies. Great managers will let you fail but will not let the business fail. There are a lot of managers who are in danger of doing precisely that, letting their businesses fail. They giving terrible direction and advice to their salespeople, they didn't use the lockdown to train and coach their salespeople, they encouraged stupid, damaging behaviours like premature, unnecessary discounting; they've let negative thinking take over and are moving the target instead of modifying their salespeople's behaviour. Jody is one of the people I respect the most in sales and he shares nugget after nugget of sales and management genius in this episode. Jody can be contacted: LinkedIn Profile: linkedin.com/in/jodywilliamson Website: jw.sandler.com (Company Website)Twitter: _JodyWilliamson--Sign up for my no punches pulled newsletter, #TheGrumbler & get notified about events: 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 Video Playlist YouTube: https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq Join me at one of my live clinics: https://calendly.com/marcuscauchi

#DavidDavies, the Cod Father, former #1 frozen fish salesman and international DJ has spent the past 35 years helping small technology businesses. Dave and I co-wrote #MakingChannelSalesWork #MCSW which has quickly become the go to bible for turning around and/or building successful #SalesChannels, #Alliances and #Partnerships. Lack of Boardroom congruence, misalignment and an unhealthy focus only on empirical data, silos and empire building instead of focusing on having the biggest positive impact. Dave introduces the idea of developing a #ValueProvocation instead of a #valueproposition. This is only possible if you have a clear, singular vision. A failure to have that cohesive vision and aligned focus, means that teams you will suffer from organisational Chinese whispers. People step as led. Executives often send unintended messages with how they behave and what they measure but these fly in the face of their stated intent. In the channel, this is amplified and the positive or negative impact is even greater. We discuss what makes for successful channel development, the importance of being committed to developing and growing other people's businesses, the vital qualities of being able to train and coach how to sell to your end user. Developing channels is hard. Really, really hard. What are the mistakes vendors make when building their channels, hiring channel managers and channel chiefs, identifying the right kind of partners, the critical importance of understanding how to run a partner's business. Hiring channel managers who were big, swinging enterprise Richards at a megalithic vendor rarely work out. How will Covid impact sales, and what is the opportunity this represents to capitalise by building your channel with cultural experts locally? We discuss the faux pas trap faced by non-local salespeople and culturally unaware leadership. This episode is packed with warnings signs, real world advice that has been learned from our 70+ years combined scar tissue, great advice that works when building a partner-centric, customer-centric channel to deliver a win-win-win outcome. BRING A PEN AND PAPER to this episode. Listen more than once. -- Get hold of Dave on LinkedIn: linkedin.com/in/davidwdavies Email: [email protected]: SandlerTV--Book time with me for a 1 to 1 discovery call: https://calendly.com/marcuscauchi Sign up for my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 Buy a copy of Making Channel Sales Work: https://tinyurl.com/Making-Channel-Sales-Work Join the Making Channel Sales Work LI group: https://www.linkedin.com/groups/8553361/ Watch my Making Channel Sales Work Playlist YouTube: https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq

#GeoffBurch is back! Geoff's childhood was unorthodox. His parents escaped the Gestapo in Vienna in 1938. They were out with friends at the opera, and at the end of the performance one of his officer friends warned him not to go home as he was going to be arrested. A Viennese Jewish psychiatrist, Geoff's father taught him about the bizarre, self destructive, delusional nature of people with stories of his patients. Geoff grew up to be a maladjusted, troubled youth who naturally fell into sales. His stories will make you howl with laughter whilst making the point about why people do what they do, even though it is rarely rational. We explore #TransactionalAnalysis in detail, discuss its application in sales and management, and generally have a rip roaring time. If you ever have need to a belly laugh at your sales or management kick off, Geoff is your man for the job. -- Contact him via: Geoff’s LinkedIn Profile: linkedin.com/in/geoff-burch-73754821Websites geoffburch.com (Company Website) geoffburch.com (Blog) Email: [email protected] If you enjoyed this podcast please subscribe, like, comment and share it. If you want to learn more about sales, channel sales, management click here to receive #TheGrumbler newsletter and find out about my events: http://eepurl.com/gu2Yd1 Join me for one of my live sales, leadership and scaleup clinics: www.marcuscauchi.eventbrite.com Book me for a free, confidential 30 minute call - https://calendly.com/marcuscauchi/book-a-free-30-minute-call

#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 Connection - how are you really connecting with your target audience? Omnipresence - where are you and how do you show up? Relevance - why should people listen to you? How are you of value to the people you serve? What problems do you help solve? Engagement - what's the evidence that you are helping people? How are you helping them achieve their desires? 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 JeffJHunter.com (Company Website) vastaffer.com/ (Company Website) virtualassistantmarketing.com (Company Website) Email: [email protected]: jhunter101-- 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

**** 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

#CarynKopp has been opening doors by phone for her business clients for nearly 3 decades. She has built a team of experienced door openers, accumulating 300+ years of lessons from cold calling. We discuss why the phone is still relevant and an incredibly powerful route to market. We role play various common scenarios and offer up some better alternatives to traditional prospecting strategies. The phone is an incredibly powerful sales tool which is underused and underestimated. Its power lies in the intimacy a phone call creates. The buyer is letting you right into their personal space, speaking directly into their ear. Many salespeople have grown up with the myth that prospecting by phone doesn't work any more. This is a bullshit fabrication of social media "gurus" trying to peddle their programmes to suckers. Bad telephone prospecting doesn't work. It NEVER worked. A great prospecting mindset, with great technique and the right intent can be super effective. And as part of a mix of prospecting activities, it is even more powerful than just cold calling alone. We discuss why so many sales managers are incapable of training and coaching their salespeople to use the phone and reach a depressing conclusion which offers great managers a fantastic chance to get even further ahead. You can contact Caryn via: Caryn’s LinkedIn Profile: linkedin.com/in/carynkoppWebsites koppconsultingusa.com (Kopp Consulting USA) koppconsultingusa.com (Company Website) Phone: +1 908-781-7546 (Work)Email: [email protected]: ChiefDoorOpener--Subscribe to my newsletter, #TheGrumbler here: http://eepurl.com/gu2Yd1 Book a free, confidential consulting call with me: https://calendly.com/marcuscauchi/book-a-free-30-minute-call #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

#PaulAlexandrou is a seriously effective storyteller. Founder and CEO of #ModernEquivalent, Paul helps fast growth companies adapt to moments of deep change. Pivots, strategic change, outrageous growth are often very uncomfortable. Managed well, those moments can deliver incredible competitive advantage. Mismanaged and they can sound the death knell for your business or a life of mediocrity swimming with all the other fish in your pond. The danger of being feature obsessed is that you paint yourself into a box as a commodity provider. MinimumViableBrand (#MVB). Story and brand are misplaced in marketing departments. Founders are so close to the narrative and that informs decisions at a product and culture level. Paul believes it's imperative to position brand and story in the C-suite for them to use them as a lens, especially at moment of change. Your story is the narrative of why you exist. It's the bridge that connects who you are as a business and what matters most to the people you serve. Story is too important for it to be merely a marketing output. Does your story tell how are you different or make you sound like everyone else? CEOs are the chief story tellers. Companies that are winning are leaning into the challenge by pivoting around their purpose or their brand, often away from their old feature sets. CEOs need to embrace their responsibility. They need to author and co-author their story with their teams so they are at the centre of their story as it evolves. Paul introduces the concept of the Brand/OS (operating system) to keep the brand fluid and iterative so it evolves with real world market conditions. If you are scaling up your business, this is essential listening. If you don't leverage your story and your brand effectively, you are going to make that growth heavy going and you will become an obstacle to your own growth. You will create confusion, conflict and silos, you may take on money that is divisive, leading to politics and turf wars due to misalignment. -- 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 Sign up for my #techHypergrowth events, clinics and masterclasses:https://www.eventbrite.co.uk/o/marcus-cauchi-30077128364?aff=odeimcmailchimp3/techhypergrowth

#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

At least 19 / 20 marketing attempts completely miss their mark if you lead with features and benefits or talk about the logical reasons why customers and prospects should buy from you. 95%+ of decisions are 100% emotional. Speak to your best customers. Your best customers will tell you what you need to know to sell to other people just like them. The most important player in your story is your audience. Are you killing sales, alienating loyal customers and failing to identify gaps in your competitors' offering because you don't understand your customer? Alex Moscow is CEO of 9mmPR and an expert at auditing the stories in your head and translating the voice of your customer into powerful stories that make them the hero. He gets you noticed by editors and has helped clients grow 13,000% Martin Lucas, is a mathematical psychologist, CEO of Gap In The Matrix, and the world's foremost modeller of why human beings really make decision for consumer and high tech brands. Gap In The Matrix has a blue chip and tech scale up client base. One added £64m to their bottom line by changing 7 words in their copy! Paul Alexandrou, is an expert is making your audience central to your story developing your brand and taking your story from marketing into the boardroom. Brand codifies the soul of a company and allows you to differentiate in a crowded market. Story enables you to communicate it to your audience.Paul has helped take Kahoot! from start up to 70m daily users and 700m unique users through brand and story We explore the power of story to attract and keep top talent, the power of structure, word of mouth, build deliberately sharable narratives, creating #SocialArtefacts, how to use micro-nudges effectively and why they don't work when badly used. A veritable masterclass in the power of story, emotion and applied intelligence. Do your stories scream out for attention amongst all the noise? Are you preventing loyal customers from buying from you because you are letting ego get between you and their decision to buy? Are you forgetting the power of your internal story to have everyone in your business marching in lockstep? -- Useful resources you might want to check out #TheGrumbler newsletter: http://eepurl.com/gu2Yd1 Not for softies! #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Did you know it takes 38 months to recover the sales you lose after you lose a salesperson? #Phill McGowan is a serial entrepreneur who has built 8 businesses and sold 5 of them. He left school at 15 and got a series of badly paid jobs until he eventually fell into sales. When his wife and business partner passed away, he decided to change his direction and chose to study sales as an academic. He gets his PhD in September. We discuss the link between control and motivation - the more control managers have the lower salespeople's motivation. In this outstanding discussion, you will learn how to so much. Bring a pen and paper! The best sales leaders are spending at least 40-60% of their time teaching? They are servant leaders in both directions - servant leaders internally and servant leaders on behalf of the customer. Phill and I discuss the 3 critical themes that his research covers that limit your success Failure of sales strategy Failure of salespeople Failure of sales management What is the price of winning a profitable order from the wrong type of customer? Where do you really want to sell? If you aren't very clear about who your customer is and who your customer isn't, you're in danger of hurting your business in the long term. Are you asking your managers to enact your strategy through their rhythm of the right type of training, coaching and accountability? Or are your managers actually focusing your salespeople on the wrong customers? Are your eyes open to what's coming from left field that will make your niche disappear from under your feet? Phill recommends that you invest in higher education to give yourself time and space to think about your market, your competition, trends in your market.

Tore Byström, Sales Director of #Celemi. He plays games for a living. Celemi is the world's leading experiential learning company and for the past 16 years Tore has been helping leaders, executives and manager in many of the world's biggest, most fast moving companies develop, retain and apply practical skills where people can see the consequences of their decisions in a low risk environment. We discuss the power of play for adults. We explore how it creates constructive conflict, cohesion and commitment. Tore shares examples of the impact this approach can have to repairing fractured teams, eliminate political infighting, pull down walls and break down silos, bringing unity, respect and understanding. A refreshing look at what is possible with great programme design coupled with the opportunity to fail repeatedly because these failures become teachable moments. What's most interesting is that the delegates teach each other, get to try out ideas, experiment and everybody, even your introverts get to be heard and make often stunning contributions. Get in contact with Tore via:Tore’s LinkedIn Profile: linkedin.com/in/torebystrom Email: [email protected] --- 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

#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. Do you know what your win themes need to be? Have you agreed clear roles, responsibilities and #accountability in your account teams? Do you have #executivesponsorship and involvement from both sides? Have you identified the winning plays to win 5X deals? 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 toplinesales.com (Company Website) toplinesales.com/blog/ (Blog) Twitter: Lisa_magnuson--Register for our newsletter on sales, channel sales and scale ups here: http://eepurl.com/gu2Yd1Listen to my #ScaleupsAndHypergrowthPodcast on: Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Crises don't create weaknesses, they expose them. The Covid-19 crisis exposed massive deficiencies in many businesses: in their sales approach, their pipeline, in sales management, a lack of vision, lack of preparation, and highlighted serious talent gaps across the global sales profession. #CarlosGarrido is co-CEO of #SandlerMiami. He is a keen student of the human condition and psychology. In this frank conversation he admits how he had become comfortable, deluding himself into thinking he was doing a great job. When the lockdown hit, he realised that he'd allowed himself to become complacent. It was the shot in the arm he needed to get back to core principles. Unfazed by the noise, the doomsayers and the competitions' acceptance of their fate, Carlos went on a mission to thrive in the depressed, frightened economy. We discuss how we have both seized this, the BEST OPPORTUNITY almost every professional salesperson WILL EVER HAVE IN THEIR CAREER to get ahead. He shares real world tactics that are working today. Many of you will find this uncomfortable because it was our intent to hold up the ugly mirror to you and shock you out of your excuses and torpor. Stop blaming the economy, the lockdown, the negative sentiment and grab the bull by the bollocks and wrench. You are responsible for your results. You are responsible for making the best of this bad situation. Your families, your company, your team and your customers depend on you to provide leadership and a safe pair of hands to guide and help them out of this. Nothing happens in the economy until salespeople sell something. We are the engine that will drive recovery. "All will be well. We have, I believe, within us the life-strength and guiding light by which the tormented world around us may find the harbour of safety, after a storm-beaten voyage." - Winston Churchill Carlos’ Profile: linkedin.com/in/carlosgarrido0Website: absolute.sandler.com (Company Website)Twitter: GarridoCsg

Prof #EddieObeng is CEO of #PentacleVirtualBusinessSchool and founder of #Qube. Eddie is the most famous business guru you've never heard of. An expert in facilitating lasting, effective change we tackle critical questions like: Should expensive CEOs be replaced by AI? Can virtual workplaces produce better results than physical office environments? Why do change programmes fail 75-80% of the time? How will others respond to the change you implement? How do you get your people to come up with the answers? How do you bed in new ways of working? What do most organisations overlook that lose them their intended competitive advantages? Why are your meetings boring and unproductive? How do you maximise effectiveness in a virtual business environment? Why benchmarking encourages terrible business practices & hides the truth about performance? Change doesn't happen in isolation. If you change one moving part, it affects other parts of the business, people or your model. Eddie shares his 5 step E.D.D.I.E. model to prevent change programmes from being set up to fail from the start. Eddie is a powerhouse of ideas, a serial business disruptor and a pioneer in the field of virtual business execution. Join Eddie and me for an informative and highly engaging conversation about the future of work and how virtual workplaces will allow improved collaboration, greater diversity of thought and improved efficiency To contact Eddie about #Qube, Pentacle Virtual Business School or have him guide you through a critical change programme that has buy in, beds in and delivers the results you were hoping for: Eddie’s LinkedIn Profile: linkedin.com/in/prof-eddie-obengWebsites PentacleTheVBS.com (Company Website) pentaclenewworldtimes.blogspot.com/ (Pentacle: New World Times Blog) imagineafish.blogspot.com/ (Blog) Phone +44 (0) 1494678555 (Work) Twitter EddieObeng PentacleTheVBS QUBEcc

#AmyWoodall is back for the 3rd time discussing why you must own your 50% of every interaction. We explore how to stay out of psychological games is possible if you own your 50. If you let your ego get hooked you will be dragged kicking and screaming into the #Drama Triangle, which describes every f**ked up, broken, dysfunctional relationship you can or will ever have. We explore what that means for leaders, managers, salespeople and customers. We delve into the #Winners' Triangle and how being vulnerably assertive can give you power and strength in the face of bullies, victims and micromanagers. This episode is a tour de force by a genuine master of #TransactionalAnalysis. Listen to Amy and then listen to the world's most famous #ChipDoyle in my interview with him about using #TA in the sale and how to stay unattached and egoless in the sale: https://www.podbean.com/media/share/pb-8wfhf-d90b64 Together these interviews delivers the fundamental principles of #authenticselling and #authenticmanagement and help you take and maintain control over your own response to adversity, conflict or disappointment. Please COMMENT and SUBSCRIBE. DOWNLOAD this episode to listen at your leisure. Click the link to receive more in-depth interviews with leaders of Scaleups and Hypergrowth technology disruptors.

If you don't understand the principles and underlying psychology of human interactions, people appear unpredictable, sales will be misunderstood as an art and you will regularly be disappointed. This episode is full of eye popping surprises you can take and apply in your selling, in managing salespeople and in your client relationships. "Selling is a science. It's a process. Sales are predictable. It's predictable just like finance or manufacturing" #ChipDoyle explains how #TA #TransactionalAnalysis plays out in every sale. We discuss the importance of applied transactional analysis to understand what is happening at every moment in every sale. I learn how to recognise when my child ego state is coming out to play and why it is so important to keep the child under adult supervision to prevent derailing your sale. Chip explains how to sell, manage expectations and win referrals by applying TA. It will surprise many of you that Chip says, "I have made more money in the post sell step than any other part of the Sandler submarine". Not the up front contract, not pain, not budget but the #postsell. Learn why? Join me and Chip in a down and dirty conversation about the deepest recesses of your mind and your prospects' minds. A fascinating expose into human behaviour. Please COMMENT and SUBSCRIBE. DOWNLOAD this episode to listen at your leisure. To receive alerts about in-depth interviews with leaders of #Scaleups and #Hypergrowth technology disruptors you can visit my other podcast go to scaleupsandhypergrowth.podbean.com.

#DrewDAgostino is CEO and founder of #Crystal. Crystal uses AI to give you insights into the preferred communication and behavioural style through their LinkedIn profile. It's between 80-85% accurate and the best $29 a month you can invest in your sales team. Drew and I discuss how being better prepared for every conversation you have with prospects and clients can positively impact your results. Understanding people with We also explore the challenges and lessons from building 2 scale up businesses. Drew talks about investors and consequences for founders of taking the different types of money: Good money Dumb money Bad money

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: [email protected]: 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

#MartinLucas, tells the brutal truth about human behaviour. Irrational is normal. Emotional is normal. We buy emotionally and we justify using reason and logic. His excellent blog on the subject https://www.gapinthematrix.com/blog/irrational is worth reading. Martin is CEO of #GapInTheMatrix. He is a #MathematicalPsychologist who advises global brands on what they are doing to prevent customers from buying, staying loyal, and wasting profits on unnecessary and fruitless advertising, marketing or damaging sales conversations. He has been a multi-award winning salesman, he's established and grown several businesses and today advises multi-$billion brands in consumer and B2B markets on how to stop self-sabotaging their efforts. He teaches sales teams how to stop projecting unconscious messages that hurt their efforts by projecting contradictory or harmful messages to customers that prevent them from buying. This interview takes a sophisticated message and dissects it into simple to understand elements you can use and apply in your business, large or small. Fascinating to listen to, Martin's work helps companies win customers, rebuild loyalty once customers have lapsed, prevent them from losing faith in your brand in the first place and secure customers from your competition. You can contact Martin through his LinkedIn profile at linkedin.com/in/behavioral-sciences

#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 negotiator-pro.com (Company Website) campnegotiationinstitute.com (Company Website) Email: [email protected]

#JayMcBain is Lead Analyst with #Forrester for #Channel, #Alliances, #Partnerships. He shares his research on how he sees 2020 panning out and the future of the channel during the #CovidCrisis and #postCovid19. The bad news if, of the 600,000 VARs and MSP partners out there in March/April 2020, up to 25% may not be here before the end of Q2. The channel is under extreme pressure because a quarter don't have the cashflow, savings or credit lines to survive, whilst those who may be in a position to survive don't feel they can furlough staff for fear of never getting them back. He also shares some really important insights for #scaleups, #techhypergrowth companies and #investors. Did you realise that the right #ChannelChief can mean the difference between and IPO at $100m or $1.5m? We explore Phases 1, 2 and 3 of this crisis, best, most likely and worst case scenarios, when channels can expect a boost to sales and recovery once the movement restrictions are lifted, why this is a perfect storm and what the new normal might look like. The trifurcation of the channel into transactional, non-transactional and retention models also bears careful consideration whether you are a vendor or a potential partner. I acknowledge the awful human cost but there is a good deal of hope, and personally, I feel this is the BEST opportunity professional salespeople and A-player channel managers and channel chiefs will EVER have in our working lives to shine, get ahead and establish our personal brands. Have a listen. Please like, comment and share and of course, subscribe Get in touch with Jay via LinkedIn, his blog, Forrester and Twitter or ping me a DM on LI and I will make a personal introduction once we've spoken

Covid-19 has thrown us all into a state of unwelcome change. The economy has been kicked in the crotch but it's not dead. Now is NOT the time for you or your salespeople to sit back and whimper about the unfairness of the situation. It is the time to seize the good in this crisis. Many of you will be going through a process identical to grief. Denial Anger Bargaining Depression Your job as a sales manager or sales leader is to help your salespeople reach Acceptance. Managers who coach each salesperson in their team for 3-3.5 hours will help their people be STRONGER through this crisis and help their business THRIVE not just survive. Business leaders, now is NOT the time to cut back on training. It is the time to double down on SALES training. Product training is NOT sales training. Develop a cadence of training and coaching because your salespeople are critical to the current and future survival of your business. Sales is the lifeblood of your business. EVERY role, your equity, shareholder value all depend on your salespeople performing during this period. Buyers are easier to get hold of now than they ever have been or will be in your lifetime. We are seeing a 300% increase in access to decision makers. Of course you need to be sensitive to their current situation but if you can help them, you do them a massive disservice by waiting, by not prospecting, by not calling customers and engaging in discussions about their business, their people, their vision, their future. No punches pulled and some very cold, hard truths in this episode. Last year 56% of salespeople worldwide FAILED to hit quota. That number will plummet this year. 13% of sales teams HIT quota last year. I believe that number will stay more or less the same. Why? Because those teams are being trained and coached by GOOD managers. This is the time invest in your managers to become great managers.Most sales managers are tapped on the shoulder and told "Congratulations. You are one" without any training or onboarding into the role. Their bosses don't coach them either. That is a massive dereliction of duty as a leader. Get outside help if you don't know how to do this yourself effectively. Now is the time to remove the salespeople who are not able or willing to change. You hired them so make sure you do everything you can to help them and if you have to cut heads, do it kindly and fairly. It is a kindness to them and good decision for the business. You can get hold of Dylis and dylisguyan.com

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 vengreso.com (Digital Sales Transformation) bit.ly/Social_Selling_Boot_Camp (Social Selling BootCamp) vengreso.com/blog (Digital Sales Blog) Phone+1 707 477-1043 (Mobile)[email protected] Twitter@kurtshaver

#AlexMoscow, CEO of 9mmPR has been working with CEOs for the past 20 years helping them to tell their story through the voice of their customers. Alex explains why you mustn't sell overtly using PR. You have to speak with the voice of your customer. Do you really know why they bought from you? Why they disqualified your competition? How far you have help them come? If you don't really know what problem you solve, it makes your sales a matter of luck rather than judgement. Understanding "Why?", "So what?", " Who cares?" This is incredibly powerful and missed by so many of your competitors. Good stories don't make you the hero. Your customer is the hero. You are Sherpa Tensing or Obi Wan. You are not Sir Edmund Hillary or Luke Skywalker, your customer is. Alex recommends you act out the story which lets them see themselves in your stories. He reminds us that we love to earwig a good conversation. We discuss why it's vital to enter the conversations that your prospects are already having using micro-narratives. What makes you, your market's perfect partner? In a world where time is a scarce commodity, failing to have a clear answer to this question means you will routinely find yourself in competitive situations. Give a clear answer and you are the only one they speak to. How do you position yourself as the aspirational choice? What makes people want to be part of the community that grows up around you? Are you using testimonials as powerful micro-narratives that make your clients the hero? PR lets you borrow the credibility of your customer and the editorial team without blowing your own trumpet. Alex elevates the why and the impact to help you tell stories that emotionally engage your target audience. If they are triggered emotionally, they will take action and contact you. Check out the freakonomics podcast for a fresh view on stuff you think you know and the book "The Great Mental Models" by #ShaneParrish Contact Alex if you want to raise your profile in the press: Alex’s Profile:linkedin.com/in/alexmoscowWebsite: 9mmpr.com (9MM Public Relations Ltd)Phone: 07967 604 652 (Mobile)Email: [email protected]

#JohnBedwany is a seasoned sales veteran who is the the world's leading expert in #AuthenticRelationshipManagement. What is #ARM? The best salespeople are able to develop peer to peer benchmarks, developing and sharing intelligence about what other comparable decision makers are thinking and worrying about. Positioning yourself as a thought leader and source of valuable executive education and insight allows you to displace incumbents. A-players stand apart from everyone else because of the authentic relationships they develop through transparent intent. Only very few salespeople do any genuine segmentation. The best identify those accounts they have a high probability of closing because you can improve their business position. We discuss how to establish control over your sales without being authoritarian, how to stay relevant over the long term & maintain deal velocity by defining personalised roadmaps to yes. We also explore how the salesperson can marshal all the resources, people and milestones to ensure predictability in your pipeline and forecast. You'll understand why winging it is an act of criminal negligence on the part of both salesperson and their manager. We explain why scripts are harmful to the buying experience. John helps his clients establish deep credibility with their prospects over time using a closed loop prospecting process but he bemoans the fact that lazy and incompetent salespeople blow up well qualified opportunities through lack of preparation. Having a mentoring system, coaching and regular investment in the individuals in the sales team with a personalised training budget will positively impact performance. I make the point that true trickledown occurs when you train and coach your senior executive team and refer to what #JeffMagee suggested which is that the Chief Learning Officer spends their time coaching and developing the leadership team. John makes some very interesting author recommendations You can contact John via: John’s LinkedIn Profilelinkedin.com/in/johnbedwany Website dbdept.com.au (Company Website) [email protected] TwitterBedwanyJohn

#KevinBeales is CEO of #Refract.ai. Refract is a canny technology that uses #AI to help managers and salespeople slice and dice sales conversations with prospects and customers. Imagine being able to break down every second of a call to understand talk time between seller and buyer, the kind of language used to persuade or dissuade a prospect, the verbs and adjectives, the use of silence or the propensity to fill silence with the sound of the seller's voice. These technologies are potentially incredibly useful for managers who can use the data to coach and deliver predictable performance improvement of individual salespeople. Kevin shares some of the frequently UNasked questions that CXOs should be asking but aren't. We dissect the gaps in management coaching capability that have led to the shocking statistic that in 2019 on 13% of sales teams worldwide hit quota and only 44% of individual, full time, "professional" salespeople hit their quota. As we face another downturn, it is more important than ever that managers invest sufficient time, consistently, in helping their salespeople improve. In particular, skills like prospecting, qualification and heading of stalls and put offs are key. But these tools can also help senior executives identify gaps in their management layer. Contact Kevin via LinkedIn: https://www.linkedin.com/in/kevinbeales/

#IanMoyse is a veteran sales director of 25+ years experience with 13 years in #cloud #technologysales. What's impeding your sales team from achieving target? What are the obstacles the manager needs to help the salesperson overcome? How can the manager help the salesperson perform at their optimal level? Why aren't CEOs and CSOs getting out in the field with their salespeople to speak to customers and experience the challenges salespeople are facing day to day? How can you use executive bridging to help salespeople win business and make customers feel special and valued? What can CEOs do to uncover the reality of the sales role instead of perceptions and conjecture? Senior leaders can learn significant lessons by getting their hands dirty by getting out in the field and in front of customers. That does NOT mean the senior manager takes over. The salesperson is the CAPTAIN, the senior executive is CREW. Both sides need to feel empowered to tell the truth, have the right to make mistakes and take risks without fear of being punished or diminished. This only works if you have planned the calls together, rehearsed the conversation and agreed clear demarkation of roles. Ian makes the important point that the salesperson needs to brief upwards and manage upwards. We explore the power of the eye baton technique and the rules of any crew member being asked and answering a question so that the salesperson isn't undermined or loses power. Ian explains the critical importance of simple dashboards that focus on the basics. What's in the pipeline? Is it stuck or moving forward? What information is being gathered as you advance? What is real and what isn't based on the quality of information being gathered? He explores the importance of gathering quality information and documenting it so the salesperson and the manager know what needs to be learned or done We touch on CRM hygiene and adoption. A huge mistake is investing in CRM to provide audit with better audit information instead of implementing CRM to help salespeople sell more, more often, for more money and do so more simply and efficiently. Building a sales playbook into the CRM will help raise the game of your middle 60% of your salesforce and assist managers with coaching their salespeople to raise their game. How is your CRM helping your managers understand what is happening, what's real, what isn't and how you're using technology to enable managers to get the best out of their salespeople? Ian's coaching philosophy is built around his "Earning, Yearning and Learning" model which has helped him help his people perform to their potential. He has a strong track record of having salespeople work for him multiple times throughout their careers because he shows he cares, he helps them grow and develop, he invests in them and invests in external training and coaching. Ian makes an interesting point that using external coaches and trainers brings fresh insights, objectivity and best practices from other markets and industries. He is refreshingly vulnerable in that he recognises he is not the finished article. He is always learning which is infectious to his team. Failure to adapt to current conditions make most salespeople a spent force because they are stuck in the past using approaches and tactics that no longer work. Ian makes the crucial point that even if you are on target, you can be better. You are NEVER the finished article. We wrap up by exploring the common mistakes with sales and sales management hiring. Recruitment is such a critical element of every manager's role and it is done so badly, so often. Hiring managers WANT the candidate in front of them to succeed, yet so many salespeople are unprepared. Hiring managers have a problem and the candidate is a potential solution. Ian's response to my golden ticket question is profoundly simple but on the money. You can get hold of Ian via #LinkedIn linkedin.com/in/ianmoyse Website: ianmoyse.brandyourself.com/ (Personal Website)

#GeoffBurch is like Marmite. He's wasp honey! We explore example after example of shit selling, fuelled by awful management and non-existent leadership. We dig into how broken compensation and measurement systems drive the wrong behaviours and self-delusion by senior management. We uncover some depressing patterns of behaviour by salespeople driven to avoid punishment. In a world where customers are better informed than ever salespeople have to adjust to what works TODAY, not rely on what used to work yesterday. We dig into how great salespeople build credibility by how they sell not what they sell. Geoff explains why you should always tell your customer when you're doing something good for your customer. He leaned how to up sell from his very canny mother. I share a fabulous tip to grow your profitable revenues and reduce my prospecting burden by 95%. Geoff is a consummate storyteller. We had such a laugh on this episode. Listen for the shooting story to learn why so many managers are so ineffective after having been successful in sales. The conversation evolves into the importance of focus, clarity and common purpose. He introduces the concept of the #talkingbottom. It is depressingly funny as it descends into how broken culture spirals into disappointing customer experience and a culture of blame and excuses. Geoff makes 2 brilliant book suggestions for your reading list. Contact Geoff via LinkedIn Websites geoffburch.com (Company Website) geoffburch.com (Blog) Email [email protected] -- If you enjoyed this interview, please comment, like and share with your network. If you'd like to join our mailing list click here You'll receive monthly tips, early access to my latest content and news

The plan never survives contact with the enemy. #DrJeffreyMagee explains why most of us only hit our peak revenue building years in our 50s, unless you're smart. Either you're a cost centre or you're a profit centre. Either you are part of your own plan or you become part of someone else's plan. He builds and develops peak performance in individuals and businesses. We explore why leaders focus on the wrong end of the problem because they are so stuck in the weeds. The questions CEOs should be asking about what works today not what used to work; what assets your competition don't have today that you can leverage; what is the 360 capability of your #humancapital; can you objectively remove the noise out of your head and look at your people as assets; what is the #trajectory you need to pursue Jeff shares his formula for growing your people to maximise their potential: Aptitude Application Attitude We delve into why sales recruitment is done so poorly. Jeff questions whether hiring managers know what they are looking for, or how to onboard them effectively, raise the bar through hiring and ongoing training and skills development. Listen to find out how to maximise successful hires. Jeff has a formula to help you manage optimal performance. We explore why modern sellers need to adapt to modern buyers' changing patterns of behaviour. We dig into the potency of a strong money concept and self concept for moving sales from transactional to value based. Jeff and I get tough around the lowering of the bar and the trend towards compromising on work standards in sales. We cut through the crap, and identify exactly why weak, ineffective, lazy sales management are passing the buck, instead of taking responsibility for the team's number. They are creating the rod of underperformance for their own back by failing to understand what will make a sales hire succeed in role and they are afraid to hold people to account. We map out the runway for sales management success. The gaping chasm between sales management excellence and what passes for average is massive. 94% (NINETY FOUR PERCENT) of sales managers are NOT QUALIFIED for the role. Player managers are like multitasking - doing twice as much as you should half as well as you could - because they are distracted from their real job by carrying a personal target. their job is to hire the best people and get the best out of them. Give them a personal target and that is where you focus their attention. Bloody idiotic and a false economy. Jeff explains why the emphasis on tactical (compliance, standard operating procedures, compliance, product knowledge etc) instead of operational (management, leadership, supervisory) and strategic (where senior leaders live) training is at the heart of why many organisations get into trouble. He explains the true value of Chief Learning Officers spending their time delivering strategic elegation (elevating & delegating) to the senior bench of the company. We draw an important parallel between how a few, wealthy, committed influencers have been able to hijack the global political narrative by playing the long game, and shift the narrative to the right and towards populism causing the average voter to fail to question what they are seeing and hearing in the media. Successful leaders need to satisfy the day to day but they also need to be courageous enough to play the long game, driving towards their long term vision. The best spread their risk, encourage diversity. The annual business report tells you how to compete with or sell to every public enterprise; they tell you about their past, present, future. Can you tap into their trends? Are you playing the future game or stuck in a rut in the past? Get our of the short term trap. Fail to learn and train yourself and your leaders, your people to think at your peril. Salesmanship is about selling only one thing, change. Unless you get your salespeople to do the basics well, consistently over time and meaning it, you are toast. Stop getting distracted by the next shiny object that is sales enablement until you have got the basics right. Once you have the basics right, then use technology to make yourself more efficient and more effective. Jeff advises you to read and listen to people who have the scar tissue from failure in the real world and their lessons learned, but find content produced by people who are BETTER than you, not at the same level or lesser. Jeff can be contacted on LinkedIn. ProfessionalPerformanceMagazine.com (Company Website) JeffreyMagee.com (Company Website) Subscribe to #ProfessionalPerformanceMagazine. It just deals with success and is packed with fantastic content every issue.

#ZachSelch has helped build sales channels across 130+ countries. As a good Jewish boy he's built successful and sustained channels in Saudi Arabia, throughout Africa, Asia, the Americas and Europe. He's a true internationalist. Zach has recruited over 1000 partners for his employers and clients but he doesn't build a land army; he builds a special forces unit. In each market he generally only works with one partner, whether they are distributors, resellers or agents. He builds clear trust based contracts and clear expectations up front that he is in it for the long term, that the partner will get paid, operate with total transparency, and uncompromising integrity. He focuses his time on helping the partners to sell because no matter how good they are at installing a product, no one makes any money and the partnership will fail. Never assume that your partners can sell. Most can't. Most partners are plumbers - they know how to weld and cut pipes - it's your job to help them build a plumbing business. That means selling, building systems and processes, hiring the right people. Zach shares his partner onboarding process which is tried and tested. Familiarisation with the local culture is critical. Providing partners with short training videos is important because distributors rarely put much time into training partners on how to sell. This meant that Zach earned the right to mentor the individual salespeople, helping them make more money because his job is to get the result no matter what it takes and not being distracted to maximise #TimeAvailableForSelling and #TimeAvailableForManagement. Stop hurting sales with the pointless, and add value each time you touch your partners' salespeople. Ignore this and you will reduce the time available for selling and they're highly productive you risk reducing the highly productive selling time to as low as 3%-7.35% of their time. Zach makes it his policy to help the careers of his distributor salespeople. Treat them like they are your own, your protégés. Stop behaving like an overpaid clerk. You need to manage your distributors. Calling once a month and adding no value is why you are failing to optimise your channel sales performance. Help them prospect. Get out in the field with them. Meeting once a year at a trade show and making a call once a month is a major dereliction of duty. Don't think that you've done your hard work and a channel role is a prize where you can sit in your ivory tower and the money will come rolling in to smash your quota. Channel sales is the toughest sales role there is bar none. It is not a place to send failed direct salespeople. It is where you send your best salespeople who have management capability. You grow companies fast by leveraging the power of your partnerships. You grow them sustainably, by planning, recruiting great partners who can sell, getting into the trenches, training & coaching them to be great sellers, holding each other accountable and making them successful. "There is only one way out of my network. And that's in a box!" - Zach Selch Zach has built a lifetime network which means he can set up a distribution network in 25% of the time than other people. We explore the up front contract he establishes to protect both sides. It will surprise you if you are only used to selling via partners in your own local market. It cuts out 3-4 months of dead time, prevents getting tied up in pointless stuff that lawyers think is important and will hurt you commercially. He establishes clear expectations in return for exclusivity. He also shares how he gets partners to open up all their customer and prospect information when you meet resistance or pushback. Subscribe to his videos. Here's one example you'll enjoy Connect with him on LinkedIn here Zach suggests these 3 biographies of General Sherman Sherman: Soldier, realist, American by BH Liddell Hart A Soldier's Passion For Order by John Marszalek Sherman Fighting Prophet by Lloyd Lewis -- If you enjoyed this podcast please subscribe, comment and share. You can also listen on Apple Podcasts here. Again, please subscribe, comment and share. If you believe you or someone you know would make an interesting guest for The Inquisitor Podcast, please let me know by emailing me on [email protected] Happy international selling!

#MikeWeinberg is one of the most authentic, sincere and dedicated sales thought leaders on the planet today. He gloriously pulls no punches. His brilliant books and training come from 3 decades of scar tissue. No arsty fartsy theory that hasn't been tested in the field with real salespeople and real sales managers. Mike is author of #SalesTruth, #NewSalesSimplified and #SalesManagementSimplified. They are must reads. Buy them all now. If they don't already grace your bookshelves, Audible library or Kindle reader, you are missing out. You can see him speak at #Outbound in May 2020. Get a taste of what to expect in our fireside chat where we tear apart the myths and truths around: #Accountability #Compensation #Culture #SalesMeetings #Coaching #FieldVisits If you're in a leadership role and don't like or understand sales, pay particularly close attention. If you have a team who is meant to be bringing in net new business ask yourself if you're trying to kill elephants with a plough? Are your farmers really zookeepers? And do your hunters use a sniper rifle or indiscriminately shoot anything that moves with an Uzi on drive by shootings. We have a laugh, occasionally at your expense. Not because we're bad people but because we are passionate about helping salespeople reach their potential and if we didn't laugh we'd have to cry. What passes for average in sales is APPALLING. Sales management is a mess and sales leaders, God help us, you really need a rocket up your arse! This interview may light the touch paper. Pucker up ladies and geniltalmen. This going to be an uncomfortable ride ...

"When a man asks to meet you halfway, he probably thinks he's already standing on the halfway line" - JD Rockerfeller #AllanTsang is a globally recognised commercial negotiator. He is the man you want on your side when negotiating big deals, critical deals or when you're having tough, career stopping conversations. He demonstrates, with live examples from the real world, what real negotiation looks like. Deescalate emotion Slow down The power you gain through good research Understanding your counterpart's agenda Stay unattached emotionally to the outcome Increase your potency with rehearse and role-play Staying calm Turn around bad situations Not split the difference Prevent bad decisions Offering up the "No" Secure great deals Allan's first mentor was the legend #JimCamp, author of the stunningly good book, #StartWithNo. His current mentor is another one of my guests, former head of the FBI National Crisis Unit, #GaryNoesner If you've followed me for a while, you know I'm usually pretty rude about negotiation because in sales it usually means how can we compromise, give unilateral concessions and live with regret leading to resentment. Allan is nothing like that! He is authentic, curious and a delightfully effective listener. You will learn a lot from this interview. LinkedIn:linkedin.com/in/allantsang Website: 88owls.com Email:[email protected] Twitter: 88owls

#JeffBajorek believes #salesmanagers need to treat their salespeople as customers. They have to ask their people to do things they might not ordinarily do. We slaughter several fatted calves around management. It's an ugly car crash of a conversation if you're a typical sales manager. We explore the idiocy of scale at the expense of effectiveness with salesforce automation and sales enablement. We dig into why sales recruitment is done so poorly resulting in a generous estimate that only 46% of sales reps hit target in 2019 (even after their targets have been reduced). Whilst he doesn't entirely blame managers for managing the numbers instead of managing people because that is what they are being asked to do by senior management, but he is pointing the finger for their refusal to do what they know is right coach, train, hold their people accountable. He explains how to avoid being perceived as a micromanager and how to contract mutually with salespeople to be able to help them. He shows you how to eliminate excuses from your sales team. We discuss the importance of focusing on managing behaviour not the numbers, how to turn sales meetings into events that salespeople look forward to, learn from and improve because they participated. We lay bare the excuses sales management and leadership and show them for the bullshit they are. Jeff explains why it's so important to take the risk of behaving differently and encourage diversity. He reminds us not to get stuck in a rut by fearing change, staying wedded to orthodoxy. He warns against playing it safe or letting your fear of losing control get between you and helping your reps succeed. Never tell your reps that you've made all the mistakes and what you tell them or else you will surround yourself with people who are willing to work that way! Don't be tied to the implementation at the expense of the fundamentals. Engage in challenge and constructive conflict. Encourage diverse thinking. Be willing to break the rules. Jeff's superpower is that he has the ability to tell someone that they're full of shit without them getting mad at him. He explains why understanding why you do things in a particular way enables you to work out how you can do things differently. Jeff identifies the qualities of top performers. The most surprising quality isn't hard work, it's what they aren't doing. These people are very intentional, disciplined about how they use their time and measured. He shares the secret of being hyper-productive. Jeff possesses an exceptionally strong self-concept. It was a privilege to spend time with him. Listen to the end for some absolute gems to get more done with less effort. -- Contact Jeff at: Website: jeffbajorek.com Email: [email protected] Twitter: jeffbajorek Instagam: RethinkTheWayYouSell -- 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 [email protected]. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety See Jeff deliver an Elite Workshop at the #Outbound conference in May 2020: PROMO CODE: WhyBuyJeff100 for $100 off

#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 [email protected] #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 [email protected]. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety

#AmyFranko, LinkedIn 2019 Top Sales Voice, Author of #TheModernSeller and Board Chair for the Girl Scouts casts the spotlight on what makes the difference in top performers in the modern sales profession. Amy has a take on how modern sellers stand out: The value delivered by the solution is less valuable without you as the seller being part of the equation YOU are personally seen as a differentiator in the buyers experience of buying from your company YOU are seen by your clients and your prospects as delivering a competitive advantage to their business by being the person who sell to them Amy introduces the 5 dimensions of #modernselling: Agile Entrepreneurial Holistic Social Ambassador She defines and explains each in detail. We investigate why lacking any of these qualities results in a weak pipeline full of maybes and call me backs. We delve into why 83% of first meetings worldwide never result in a second meeting. Read that again. Most of the 4 in 5 of first meetings are so badly run by the salesperson they are not invited back. Consider the epic waste to your business. Sure, some may be qualified out by the salesperson but consider how much marketing, prospecting, lead generation time, money and resource is squandered thanks to unprepared, badly trained, inept salespeople. Amy shares a gut wrenching indictment by explaining that research tells us that only 6 minutes in every hour salespeople are in front of prospects delivers any value. 6 ****ing minutes folks! We have a dig into management and leadership patterns of behaviour that eat into your profits and fritter away opportunities through ignorance, misplaced emphasis and habituated stupidity. Their lack of rigour filters down into the salespeople on the front line. Have a listen. Please like, comment and share this podcast. Click follow to get notified when I produce a new podcast You can contact Amy via her websites, LinkedIn or Twitter amyfranko.com (Keynotes & Sales Programs) amyfranko.com/blog (Global Top 50 Sales Blog) impactinstruction.com (Customised Training) LinkedIn linkedin.com/in/amyfranko Twitter AmyFranko -- 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 [email protected]. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety

#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 [email protected] 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 [email protected]. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety

"With integrity you have nothing to fear because you have nothing to hide" - Krish Dhanam #KrishDhanam worked with the legendary #ZigZiglar for 25 years. He in high demand across 6 continents and 70+ countries as a keynote speaker. Krish brings a refreshingly authentic approach to sales. We discuss the differences between a salesperson and a sales professional around: Habits Values Mindset Vision Discipline Systemisation Limiting Beliefs vs Empowering Beliefs Ethics Prospecting & Pipeline Money Concept (hint: Just add a zero) Personal Standards Accountability Personal Study and Self-Development We explore what works and what doesn't in sales management and hiring salespeople, why playbooks, coaching and role play are so important and Krish's 3T's model for driving team performance improvement Listen to the end to hear Bob Townsend's 3 disarmingly simple but exceptional interview questions when hiring new salespeople There is so much content it is worth listening to twice with a note pad Contact Krish on LinkedIn or via either of his websites: skylifesuccess.com or krishdhanam.com I saw Krish speak in 2019. He was so good delegates asked for him to come back in 2020. If you have a company event and you want a breath taking, powerful speaker to sharpen the thinking of your audience, I cannot recommend Krish highly enough. - - If you enjoyed this podcast please tell your friends - like, comment and share on LinkedIn and your other networks If you know someone who would be a great podcast guest, drop me a line with their details and I'll see if I can invite them -- 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 [email protected]. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety

5 times #bestsellingauthor #HilmonSorey and co-founder of #ClozeLoop is back on #TheInquisitorPodcast. Hilmon spends his life helping tech scale ups in #SiliconValley achieve rapid, sustainable sales growth. We explore the power of #SalesPlaybooks to drive #ontarget performance especially in the middle of bell curve, the mistakes to avoid and the best practices to maximise ROI from hires & your #CRM system, by creating a meaningful, dynamic feedback system. We discuss scale ups and how to prevent poorly or unplanned #hypergrowth turning into turnaround. We explore why the current private equity land-grab model is broken and the bubble on unprofitable, unsustainable #TechScaleUps is likely to burst. Hilmon shares his insights into the do's and don'ts of raising funding. There is plenty of money available in the market today. He offers clarity on how to raise it and make it work for you so you and your investors don't lose your shirts and you focus on execution, sales and the right personas. We dive into ClozeLoop's T.E.A.M. methodology of #predictivehiring, #onboarding and #ramping salespeople, the subject of HIlmon's latest book. Another engaging, entertaining and detail packed interview with Hilmon. Worth several listens and having a pen and paper to hand if you are serious about building and scaling up your business without the wheels coming off when you hit the curve of the hockey stick. If you want to get hold of Hilmon his contact details are: Phone510-693-0000 (Work)LinkedInhttps://www.linkedin.com/in/hilmonsorey/Twitterhilmonsorey--Please like, comment and share this interview. Subscribe if you haven't already done so. Why not give a subscription as a gift to someone you admire or believe could do with the very best in sales, sales management and channel sales advice. Share the link: https://marcuscauchi.podbean.com/ -- -- 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 [email protected]. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety