TheInquisitor Podcast with Marcus Cauchi

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

#IanBrodie chats to me about #ValueBasedMarketing. We discuss why so much marketing misses the mark, why #LinkedIn is drowning in spam (when will LinkedIn introduce spam filters??), what makes #GreatMarketing great and how delivering genuine value to your audience in your marketing differentiates you from your competition's selfish, bland, valueless marketing. Good value based marketing pays dividends over time because it positions you as the expert in your field and the go-to person when people are ready to buy. We explore the imperative of delivering value in your #marketing not only to help fill the top of the funnel but to focus on the #MiddleOfTheFunnel where it can really make the difference to sales. Then we delve into how value based marketing impacts #CustomerExperience by supporting the #CustomerJourney. This interview is packed with refreshing perspectives on original marketing that you can implement in your business. Ian’s LinkedIn Profile linkedin.com/in/ianbrodie Websites ianbrodie.com/welcome-linkedin (Get More Clients) ianbrodie.com/moreclientstv (More Clients TV) Email: [email protected] Twitter: ianbrodie -- -- 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

#ChrisMurray of @vardakreuz, author of #SellingWithEase and #TheExtremelySuccessfulSalesmansClub discuss what's broken in #sales and #salestraining. Chris introduces a really powerful concept from Portuguese, #Saudade. It doesn't translate directly into English easily but it means a sense of knowing something is missing but you can't put your finger on exactly what that is. For salespeople this is a genius attack. It is exactly what you should be tapping into in your prospecting and sales activities. Find people who think they're well and scratch the scab until you uncover a little bit of hurt. Keep probing until you diagnose they're sick. Dig deeper and understand why they're in need of help. Offer a glimmer of hope - a better future. We don't pull our punches, get right down to what is wrong with prospecting, sales, selling, management, leadership. Chris makes the point that "We're on the third generation of sales manager who doesn't know how to prospect" We identify why amateur salespeople get kicked out of prospects businesses. We uncover why buyers really buy and what salespeople are responsible for establishing if they want to have any hope of making the sale, hitting quota without burning through relationships and working yourself into an early grave. We explore service, sales ethics, why sales is a force for good. Plenty of banter between two grizzled old sales veterans who have earned their experience through the acquisition of plenty of scar tissue Email: [email protected] Twitter: VardaKreuz -- 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

#MattMcDarby, author of #TheCadenceOfExcellence and I explore the key habits, beliefs and values of excellent sales managers. Matt's distinguished career as a top performing salesman and sales manager; he cut his teeth and evolved into a world class sales manager at #Huthwaite under #NeilRackham, creator or the #SPINsellingsystem. He trains, coaches and offers interim sales leadership to his tech and professional services clients and is often brought into turnaround situations. This interview is dripping with usable insights and practical advice from start to finish. Make sure you have a pen and paper handy and listen more than once. We discuss why to role of sales manager is precarious, and why sales managers are so depressingly undertrained and exposed by senior leadership. We explore recruitment, onboarding, training, coaching and accountability with a no holds barred. We discuss the toughest and most common challenges managers face routinely; some self-inflicted, some inflicted upon them by leadership who don't understand the role of sales manager. Sales Manager's time is stretched, they have to learn how to prioritise and put first things first, and one of the most divisive mistakes leadership makes is to have player-managers who will naturally focus on hitting their personal quota over helping their salespeople hit theirs. Manager's need to spend 80% of their time coaching, in role plays, in the field, on the job with their salespeople NOT jockeying spreadsheets or in an ivory tower. Managers have 4 critical functions: Hire the best salespeople Get the best out of them Ensure they have the tools and resources they need to do their best work every day Protect your salespeople from the idiocy of senior leadership (e.g. CFO's refusing to pay commission, changing the comp plan, setting stupid targets without giving any thought to HOW the target might be achieved) We dispel the myth that salespeople are primarily money-motivated and why salespeople who profess that their primary motivation is to make money are likely to make poor hires. Matt's response to sales managers who say they're in it for the money is priceless. Leaving talent management and recruitment to chance or making it a secondary activity is an act of gross misconduct on the part of sales managers. Easier said than done when senior management is ragging on the manager to "drive results" which focuses managers on the wrong end of the problem. If you want to get in touch with Matt his LinkedIn Profile is: linkedin.com/in/mattmcdarby His websites can be found at: specializedsalessystems.com (Company Website) mcdarby.net (Personal Website) -- 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

#SteveNorman had a long and eventually successful career in sales and sales management for the like of Dell and Targus in APAC. He opens up about the challenges he faced when he failed and what it taught him about managing his own career and making himself recession proof as a salesperson. We move on to the lessons that helped him learn as a manager and how behaving counterintuitively helped him develop a reputation for being the manager top sales performers wanted to work for. We cover recruitment extensively because both of us have seen the destruction to companies and personal catastrophes that come about because of bad or lazy hiring practices. We explore the impact of structured vs unstructured interviews, career pathing and the impact of not building your bench for all your key positions. He answers the critical question, "What do I do when I realise I have found a superstar?" We dig deep into why and how to codify your sales process so that you can hold people to account and then we dig into why MoFu matters so much. MoFu is the middle of the funnel. Have you ever noticed how managers bang on about prospecting and as soon as you get a deal in the pipe they're asking when it will close> This management myopia misses the magical middle of the funnel where all the really hard work needs to be focused. Steve exhorts us to slow this part of the process down and we share over a dozen crucial questions you or your salespeople are NOT asking that they have to get answered. Failure to get these answered explains why 47% of opportunities end up in "no decision" and never close and why 83% of first meetings never go to a second meeting. This will also keep you out of the free consulting trap, help you stay detached from the outcome. I introduce one tip that will help you reduce your lose rates or improve your early disqualification rates by 70%+ saving you enormous amounts of time, money and resources on deals you could not win. Steve and I discuss building a compelling business case by reverse engineering the buying process and codeveloping the buyer's roadmap to execution, helping you to win more sales, earn trust, win control over the buying process and move towards a qualified decision through authenticity. -- 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

Jaques Sciammas Demonstrate value in the first 2 minutes or the #CXO will be needed elsewhere, urgently. #CSuite executives welcome great salespeople and have NO TIME TO WASTE with peddlers and product pushers. They don't care who your investors are, how long you have been in business and they don't care to see PowerPoints of your ugly kids (your product range). They have problems. Can you help fix them? If you can't, get lost. -- 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

This is THE #HeadTrash episode #PaulLanigan is a failed software engineer, failed salesman, raconteur, photographer, film maker, confused father, middling husband and all round good egg. He is the author of SoftTalesHardAsses and the longest serving international #Sandler Franchisee. I first came across Paul in 2003 We discuss head trash in all its glory - attachment, demotivation, limiting beliefs, mismanagement - and our journeys through it, facing it today and the work we do with our clients to help them through theirs. If I'm being honest, I quickly realised the best way to deal with my own head trash was to find someone who was just as messed up as me in a particular area of sales, and then get paid to fix us both. Turns out this is a good business model. I want to thank all of my early client in particular for the lessons you taught me and the help you afforded me to better understand the human condition, and for funding my decadent lifestyle. Paul and I argue about whether it is possible to motivate anyone to do anything, ever. I say so. He says yes. What do you think? (Hint - he's wrong) Paul draws a very interesting parallel between excellence in sales and excellence in photography. If you've not come across a very special blog #HumansOfNewYork, check it out. This episode has a bit of rum language and the recording quality is not great because my broadband at the office has plummeted to 0.2Mb upload speed and Paul proved why he should have left IT development by his own technical ineptitude. Sorry about that. The content is still fantastic and you'll be an absolute cretin not to listen to the end. Get stuck in. Comment. Subscribe. Share. And if you know someone who would be a great guest on #TheInquisitorPodcast please refer them to the url "marcuscauchi.podbean.com" or to your favourite episode(s). Thanks for listening. Tell your friends, Tweet and make someone's day by giving them the gift of a tag and a share to an episode today. -- 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

#MarioMartinezJr has been selling B2B for the past 22 years. He has recently merged 5 companies to form #Vengreso which is quite a feat. This interview is about digital selling. In a world where many senior executives are still holding back their business because they are stuck in traditional sales, Mario's message is a call to action for ambitious salespeople and business leaders. Last year 70% of the 220+ senior executives he met, still had serious doubts about the value of internet based technology to help drive sales. Many were still focused on activity based metrics like number of dials, presentations made, demos given instead of leading indicators that allow salespeople to know for sure where they are going right or wrong. We explore the idiocy of the battle between the silos in business. Marketing, sales, customer success, customer experience, customer service, service delivery, finance and operations are all, one in the same to your customer. Drop the ball anywhere along the way and your business will suffer as their experience suffers. Some ranting on both sides about the paucity of communication from salespeople who were using free marketing badly offline and have brought their shoddy practices to the online/social arena. Never forget this: "Free marketing isn't free. The cost of free marketing is all the people who will never do business with you" - Dan Kennedy Seriously folks, remember LinkedIn is like flirting down the pub. If you walk up and ask if someone fancies sleeping with you, mostly you'll get ignored or slapped. If you use #LinkedIn well you can make a small fortune from there. And if you run a sales team, make sure they get some proper training either from Vengreso or #SamRathling -- 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

#DaveMattson, CEO of #SandlerTraining, multiple best selling author and 30+year veteran (I know he doesn't look it!!) of the #SandlerSellingSystem chats to me about what works and what doesn't in training. We explore the mistakes we've made, the bad choices leaders and L&D folks make, why training succeeds and why it fails. Dave talks about technology, sales enablement and we raise some uncomfortable questions about the criminal waste and missed opportunities because training is poorly delivered, poorly planned and not reinforced. Dave is spearheading the transformation of Sandler from an #ILT #InstructorLedTraining operation to one that utilises ILT, audio, video #microlearning, #gamification, voiceapps, #voiceskills. If you would like to get the #MySandler #skills app pop along to the Skills & Games on the #AlexaApp dropdown FOR FREE, go get it now -- 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

#AlTepper founder of #TepFu is a master of #lazymarketing. Self-styled as the Barry White of marketing, 2 portly old geezers discuss the difference between #disruption and #innovation. Disruption is aligned to innovation but they are different. Innovation is enhancing what already exists. Disruption is doing something completely new. You win battles by not fighting the battle but by picking the terrain. In business you can out-spend or out-position your competition Al has developed a 3 step process called conversation mastery: Brand Mastery - developing the most incredible story is about winning the first mile Content Mastery - bring imagination to your content. Don't be bland. Stand apart Campaign Mastery - weaponise your brand and your content strategies into effective campaigns that will attract the people you want to come towards you Meet your prospective customers where your objectives meet their objectives. Know your "WHY". Why you do what you do. Know why they care - their Why. Where they cross over is where the emotional connection is made. We explore why ego causes the disconnect between marketing and sales. Sales is JUST A SUBSET OF MARKETING. It's vitally important but it is part of marketing. This needs to stop!! NOW!! Stop encouraging the culture where everyone in sales and marketing is out for themselves. Align everyone towards a common goal - making and keeping the customer happy. Emerson's law of compensation tells us that if you help enough other people get their needs met, you will in turn get your needs met too. Al commits a wonderfully refreshing heresy and tells you why what you are measuring in your marketing reflects more about your ego than what really matters. Marketing is a conversation. If you are not having more subsurface conversations, your marketing isn't working. We explore developing #ImplementationContracts with clients. Listen to the end to learn more. They are a stroke of genius! Contact Al on: Al’s Profile: linkedin.com/in/altepper Websites tepfu.com (TepFu can help - Find out more) freebusinessgrowth.xyz (Want Free Business Growth?) bnioptima.com (Grow a South Herts Business?) Phone +44(0)208 123 5138 (Work) Email: [email protected] Twitter: tepfu altepper If you would like me to interview someone specific for the podcast, please email me on [email protected]. Please like, comment and share the interview with Al and please subscribe now. -- 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

"If you don't like change you are going like irrelevance even less" - Eric Shinsake #AnthonyIannarino is the author of 3 best selling books #TheOnlySalesGuideYoullEverNeed #TheLostArtOfClosing and #EatTheirLunch. He is also author of TheSalesBlog. Anthony speaks a world of uncommon sense. We discuss the many and significant shortcomings of many modern sellers who are well intentioned but misdirected. At 25, Anthony experienced a serious illness that prevented him from driving for over 2 years which gave him time to study everything he could about selling and sales. His book "Eat Their Lunch" is a masterpiece for every salesperson who occupies a place in a crowded, competitive, commoditised market and wants to displace incumbent competitors. Anthony discusses the importance of uncovering what your customer values and shows you how to elevate your selling significantly so you engage with them where they are. His message pares away the distractions salespeople create to have conversations with prospects about the implications of not changing. The prospecting cadence he describes is elegantly simple and effective to help you break into accounts so you can displace incumbents. He describes the signs which make accounts ripe for displacement: Complacency Entitlement Apathy Lack of communication Systematic misunderstanding Unaddressed systemic challenges We talk about how you earn the position of a genuine trusted advisor. You build trust and you offer good, relevant advice. You have to be interesting, think deeply, well-read and capable of being a trusted advisor. He discusses how to help the individual salesperson perform better in front of the customer, when it really matters. This is a genuinely important conversation with a master of what works sustainably in the real world of competitive selling. Lack of accountability and consequences are at the root cause of non-performance of individuals and businesses. Take personal responsibility for your own learning. As managers you must be willing to enforce learning and study as part of every salesperson's role or you deserve what you tolerate. Use the resources available to you to help your team improve. Build a culture of learning, of accountability, of personal responsibility, eliminate excuses and stop tolerating low standards of personal performance. Impose your will on the outcome that is needed. "Stop focusing on measuring lagging indicators. They are an autopsy" - Anthony Iannarino Focus behaviour on what matters. Measure that. Do your research. Make sure your salespeople do their research. Be better informed than your competition. Be better informed than your prospects so that you can help them understand why and how they need to change. Ensure your salespeople are planning, well organised, rigorous in their productive behaviours making more time available for selling, disciplined about prospecting because they only have 2 functions - create opportunities or advance opportunities towards a decision. Connect with Anthony on LinkedIn -- 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

#SteveHall has carved a place for himself by helping others sell to the C-suite. He helps CEOs unblock the bottleneck to growth when sales have stalled. We explore why ineffective salespeople so often get stuck in sales Siberia, the traps many create for themselves by over reliance on one or other social media channel and why so many have bloated pipelines full on non-opportunities, stalled deals, prospects who tell them they need to "think it over" and why forecasts are little better than a finger in the air. He shares excellent ideas on how to break this pattern and reverse your sales fortunes by engaging with the people in your target accounts who can make things happen and find budget where none currently exists. Steve is another grizzled old sales veteran of complex, high ticket international sales, helping solve strategic problems for C-suite executives. We discuss why most salespeople behave like a drunk travellers back from Magaluf who insist on showing photos of their holidays to unwilling strangers! It's not pretty and it's not clever! This interview is a great precursor to my next interview with #AnthonyIannarino which explores how to #displaceincumbentcompetitors You can contact Steve via LinkedIn or via his website executivesalescoaching.com.au or via his email [email protected] and Twitter on @stevehallsydney -- 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

#NickJones has gone from start up to exit in the past 15 years. He built his business entirely through #internationalsaleschannels. The #alliances and #partnerships he built allowed him to scale and grow fast, establishing highly influential relationships through the Middle East and Africa within governments, education systems and infrastructure. He focused on working with a small group of special forces partners. He helped them sell, to make money and they have been loyal, highly productive and taken him into their best accounts. He invested time in making them successful, teaching them how to sell what his company produced. His early days in channel sales were held back by managers who thought like everyone else, lacked imagination and actually harmed the trust he'd built up with him partners who then refused to take him into their end customers. That was the catalyst that drove him to set up his own business. From humble beginnings to $hundreds of millions in annual revenues, Nick learned to scale a business without the wheels coming off. He tells his story, and discusses what worked, what didn't the challenges any scale up will face and what you need to do to stay focused, on track and keep your profits healthy. Nick is now semi-retired and looking for his next project. Together we are looking for 8 scale up technology companies who want to grow at 200%+ per annum year on year to achieve over $1billion in annual sales over the next 8 years Channel sales is THE toughest sales role there is in sales bar none. Take a look at what an average channel manager has to do ... -- 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

#DaveBrock, former theoretical physicist, author of best selling #TheSalesManagerSurvivalGuide and globally renowned sales and growth expert discusses what's wrong with sales and how to fix it. Be prepared for a trip into the world of Schrödinger's sales manager! #SalesManagers receive less than 5% of the investment in their training than salespeople receive. Yet their negative impact on a business can easily be 10x the negative impact of a bad sales hire. And a bad sales hire can easily cost a business 35 to 125x their salary. Let that sink in for a moment! Sales Managers can cost a business 350x to 1250x their salary! It doesn't make sense to be HIGHLY selective in who you hire as a sales manager, does it? Think about it, if you hire a bad manager, who is most likely to leave - your weakest or your strongest salespeople? And when they go, who will they take with them to your competition? Your best customers. Is that what you really want? Dave and I discuss in depth the problems with #salesleadership, #salesmanagement and #sales. We dig into #saleshiring, #onboardingsalespeople, #salestraining, #salesmanagementtraining. We explore the misconceptions of management, the disconnects between sales and HR, sales and marketing, sales and management. And we uncover the real #silverbullet, the #magicdust in sales management ... #DisciplinedExecution Yes, it is as painfully obvious as that. Do the basics well over time and mean it. Say no to extraneous, superfluous, shiny stuff to free up time for what actually matters. This next fact should make you want to retch if you own or run a business. Dave's research suggests that the #TimeAvailableForSelling in most organisations is as low as 9% and averages just 12-21%. In an era when fewer than 45% of salespeople worldwide are hitting quota, with 67.9% at or below 60% of quota, it's time to take a good, long, hard look in the mirror and ask, as management, what are we doing to be sales prevention officers? With the best of intentions, initiatives intended to drive performance, drive data capture, drive reporting, constant interruptions, increased complexity, have taken salespeople away from their core functions - prospecting, speaking to customers, advancing and closing sales. Subscribe to Dave's newsletter/blog. It contains a golden nugget of raw, uncommon sense #PartnersInExcellenceBlog every time it hits your in box. Dave also recommends the #FarnamStreetBlog (fs.blog) and having subscribed I wholeheartedly recommend it too. Once you learn how to sell invest ALL your time in learning about people and how they function, think and what makes them tick. FS.blog is packed with outstanding material on how people think, what drives behaviour. Dave, thank you for this amazing recommendation. -- 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

Warning: Some salty, impassioned language, fuelled by fury and rage! What's wrong with sales? What's wrong with sales management? What's wrong with the intent of salespeople and their bosses? The quest for magic dust and #commissionbreath! Everyone wants to be a rock star - fame and fortune - without putting in the graft. The Beatles were an overnight success only after playing 12 hours a day, 7 days a week for 7 years in a Hamburg cellar. Lack of patience, failure to coach, confusing coaching with telling, lack of leadership, unstructured sales, lack of planning, failure to rehearse, winging it are topics we dig deep on. Imagine what would happen if everyone in your sales team was held account to practice, plan and prepare. And what the hell is going on with the failure to invest in your managers? It's lunacy that senior leaders in business refuse to invest in sales management or veteran salespeople. #SalesManagers are in the most precarious management position there is, and according to #JonathanFarrington only 6% (SIX PERCENT) are qualified to be in the role, WORLDWIDE. Just because you were successful as a salesperson does not equip you to manage salespeople. far from it. And the idea that veteran salespeople don't need to be developed, trained and coached is another harmful myth. They need it as much, if not more than your juniors. Why? Because they are running your biggest and best accounts and they're facing predation from the competition every day. They need to stay fresh. Overlook them and one of 3 bad outcomes will happen: 1. They'll stagnate and become a problem in time, or block progression of brighter, younger rising stars 2. They'll be outsold and you'll lose some of your best accounts 3. They'll get so pissed off with you they'll set up in competition with you This is a barnstormer of an interview with Larry and I competing for the worst acts of idiocy and self-sabotage we've seen in the sales arena. Larry tells how he was humbled and schooled by a CFO who kicked his arse because the experience of being the buyer was excruciating. It fuelled a sea change in his selling beliefs, changed his behaviour forever and catalysed the values that built the foundations of Selling From The Heart. If you've not yet read Larry's exceptional book, #SellingFromThe Heart, go and get it now. If you comment on this podcast I can send you the first 3 chapters for free. You can contact Larry on: sellingfromtheheart.net/ (What's Selling From the Heart?) sellingfromtheheart.net/podcast-home/ (Listen to the podcast) amzn.to/2Mvdrd1 (Learn about his book) Phone +1(805) 586-3245 x 302 (Work) -- 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

#TonyJHughes is the most widely read sales expert on LinkedIn with over 100,000 followers, author of 2 bestselling books, #TheJoshuaPrinciple and #ComboProspecting, successful enterprise sales professional and serial CEO. We discuss #Attitude and #Mindset, we explore how to exploit traditional and modern #prospecting tools and tactics in combination to maximise #prospectingeffectiveness. We explore #salesleadership beliefs, behaviours, #salesbestpractices and #salesmisconceptions. To be an effective salesperson who differentiates in the minds of your prospects, you have to behave differently from the outset. Great salespeople understand that the heavy lifting needs to be done before you first speak to the prospect. Tony shares his 3 decades experience in #sales, #salesmanagement and #salesleadership to do the right things, in the right way at the right time, with the right people and the right intent. A refreshingly frank, pragmatic and practical conversation with all theory based in practice, Tony's insights are based on his real world experiences and persistent success. His lessons are critical for all sales leaders, business owners and salespeople to heed. You can connect with Tony here: https://www.linkedin.com/in/hughestony/ or visit his website at tonyhughes.com.au (Personal Website) rsvpselling.com/ (Company Website) -- 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

#DebCalvert @PeopleFirstPS is best selling author of " #StopSelling#StartLeading " and " #DISCOVERQuestions ", founder and President of People First Productivity Solutions and founder of #TheSalesExpertsChannel We have a very robust conversation about what good, bad and ugly look like in the area of sales and management questions. #Questioning and #listening are critical skills in sales and leadership that are often butchered by average practitioners. Average questions leave your prospects saying "Meh!" and leave your salespeople confused or no better off. Questions should deliver insight, demonstrate credibility and differentiate you from your rivals. Most are like being savaged by a damp sheep! Deb and I explore #SalesEnablement vs #SalesEnoblement, a long overdue conversation about #Values and #SellerIntent. Too many golden nuggets to mention here. You're just going to have to listen. And then we pronounce a death sentence on sales management mediocrity. If you own or run a business, this section is a must listen. If you think hiring a bad salesperson is expensive, hire a series of bad managers and see how far back that sets your exit plan, your profits and your reputation. Deb is a sales titan who influences and serves some of the most successful sales organisations and top performers in the world. Smart, savvy and pulls no punches Check out her profile on #LinkedIn here: linkedin.com/in/debcalvertpeoplefirst Follow #TheSalesExpertsChannel here: https://www.linkedin.com/groups/13500564/ -- 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

Have you ever wondered what it's really like to be one of your customers? In the cutthroat world of technology, your customers' experience can mean the difference between winning or keeping £billions in lifetime customer revenues. #LeahanneHobson and her Vienna based company #AlineaPartners uncover the truth about buying from you. #CustomerExperience goes so much deeper than the simple transaction. Every touch, from their first visit to your website, to trying to find information, even as simple as your phone number, how long it takes to get an answer to questions, to aftercare and handling complaints determines who buys and who doesn't, how much they buy, how long they remain a customer and how often they will refer or damn you in the eyes of others. It's too important to leave to chance. Imagine a buyer having to make 27 attempts to get through to you or leave 23 messages before getting any response! Of course this doesn't happen often. Actually, such stories are all too common. Fighting so hard to get business in through the front door only to let it run out of the back door due to avoidable oversights, laziness, underinvestment and neglect are false economies. Leahanne and I have a robust conversation about the #customerjourney, translating that into the #partnerexperience and the simple changes you can make to create a winning #buyerexperience, to build #loyalty, #referrals and #growprofits through - improved buying processes -- more people buy from you & are happier when they do - aligned, optimised sales & marketing for the betterment of customers - changed business models - do not force customers to accept something new just because it’s new - nurtured salespeople with larger communities & more buyers who want to buy from them Better buying processes mean more successful salespeople. You know how hard it is to find and recruit good salespeople. Making their job harder than it needs to be means the wrong type of sales turnover. Ensuring #sales, #marketing and #customersuccess teams are aligned means you spend less time undermining your investments in all 3 and you realise your investments in #salesenablement technologies. Contact Leahanne on [email protected] or by phone on +4369911801433. Follow her on Twitter @LeahanneHobson - - -- 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

#JayMcBain, lead analyst at Forrester coined the term #ShadowChannel in homage to a trend last decade called shadow IT or rogue IT. You brought your own devices to work and IT Directors had heart attacks. Well, the shadow channel simply refers to non-traditional partners who are becoming a powerful force in the technology market - professional services like accountants, SaaS ecosystem partners like media agencies, born-in-the-cloud, start-ups, systems integrators moving down into the mid- and small business market. It includes, Marketplaces, App Exchanges, the sale of IoT (Internet Of Things), hardware, software, Plug and Play Services Why would you care? This shadow channel is experiencing explosive growth - #Salesforce is closing down its reseller channel and recruiting 250,000 new non-transacting partners over the next 4 years to exploit the $4.14 downstream revenue for every $1 Salesforce generates. Forrester is forecasting that ISVs (independent software vendors) will grow their tech alliance partnerships from 175,000 worldwide today to more than 1,000,000 by 2029. Investment is flooding into the space with over 5,000 ISVs receiving in excess of $1m in investment in 2019 to co-sell, co-market with alliance partners. The exponential growth in RPA (robotic process automation), low or no-code programming of software, AI (artificial intelligence), ML (machine learning) and other forms of emerging technology is causing heads to reel. Jay and I discuss the changing channel landscape, what it means for laggards and thought leaders, the size of the market, the opportunity it represents and why demographics is having such a marked impact on the technology channel. We explore a concept Jay calls #vectors which allows you to make some sense of the channel complexity which is coming which looks like it will offer 35 MILLION permutations to hyper-specialise. We discuss the new buying journey and how you can get in at the start of that journey to influence the buying journey to capitalise on your clients' rapidly changing needs with margins as high as 60-80%. You'll learn why it is critical that you adapt what you say and who you are speaking to if you are to survive in a market where up to 80% of buying decisions will be made by the lines of business managers NOT by IT, and in a market where 90% of technology will be sold with or through partners by 2026, which is just around the corner in case you thought you had a lot of time! Eye-opening change being delivered at eye-watering speed, this interview with Jay McBain explains why understanding the shadow channel could represent a watershed moment in your business or career Jay's excellent blog can be found here: jaymcbain.com He can be found on Twitter Jay has been involved in the channel for the past 3 decades at #IBM, #Lenovo, #Datto and #ChannelEyes, is a key global influencer and a highly sought after speaker -- 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

#PaulLloyd has been involved in #channelsales for the past 35 years. He's made a lot of mistakes along the way. Failure is your best teacher - your own and the failures of others. Paul has developed a lot of scar tissue in that time, seen fads come and go and has learned that success in #partnerships happens when you have to focus on doing the basics well, consistently, over time and meaning them. He's worked in #VAR, #MSP, #Disti / #Distribution and #ITVendor. He's worked in small and medium operators, #scaleups, #startups and #turnarounds. Like me, his experience has made him suitably cynical and jaded because he sees so many acts of stupidity, self-sabotage and selfishness in the channel. We discuss some of them in detail * Why #DealRegistration is a bad thing for smaller partners and for customers * Why #partners suffer from vendor fatigue and frustration * Why partners aren't loyal * Why cultural lack of awareness kill opportunities and damages trust Paul has built a software vendor's channel sales into the £multi-millions by working with fewer partners, understanding what they want to achieve and helping them achieve it and supporting them to meet their own goals and objectives. He's built an MSP from virtually the ground floor to £90m per annum. He pulls no punches, speaks directly to what's wrong, what works, what doesn't. Well worth an hour of your time. - - You can contact Paul at #Sellerly via linkedin.com/in/plloyd Or phone 07764 247444 (Mobile)Or email [email protected] Twitter paullloyd1 - - If you want to be a guest or have someone you believe would be a great guest for me to interview, please email me at [email protected] with "Podcast Guest" in the subject line -- 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

#BradMcDonald was the captain of a nuclear submarine before he retired from the navy and became a salesman. Going from being the master of his own destiny where his word was law, responsible for the lives and security of millions in his hands, to a sweaty handed, gibbering wreck terrified by secretaries giving hem a hard time the other end of a phone, Brad documents his journey from sales dud to sales stud! Author of the excellent book THE ART AND SKILL OF SALES PSYCHOLOGY (UK link), Brad and I discuss the science behind the art of selling, sales psychology and sales management. Today, Brad is one of the home office coaches for the Sandler franchisee network so he gets to speak to a lot of messed up, sick puppies like me! He had his own franchise for many years and prior to that sold financial products. He explains the foundations of the Sandler selling system, Transactional Analysis. Sandler has great technique which works well on their own BUT, if you understand the psychological underpinnings to the system, and apply them with the techniques, you can take your selling to another level entirely. Like, comment and share this video with your sales team, your managers, your bosses. Buy Brad's book (US link) - - Do you know someone who'd be an interesting guest for my podcast? Email me their detail on [email protected] Perhaps you'd be a good guest? Have you written a book on sales, management or channel sales? Are you interesting? Drop me a line. Happy selling folks! -- 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

#DavidWalsh has a #YouTube subscriber base of over 150,000 people built by using the tactics he explains in this interview. He's taken his clients from being an also ran to number 1 in their market. We discuss Tim Berners-Lee's view on the internet and cat videos, outsourcing video production and how to create content that is sticky, appeals to YouTube's algorithm, gets people coming back time and again, builds your subscriber base with the right kind of subscribers. We explore what not to do, what to do, how to do it. We talk about story telling, on screen presence, audio, video, design, structure, keywords, vlogging, mobile video, thumbnails and headlines. You can see David at https://www.youtube.com/user/DavidWalshOnline or via his LinkedIn profile https://www.linkedin.com/in/davidwalshonline/ - - - If you would like to be a guest on my podcast, please email [email protected] and we can chat about how you can bring value to my audience and how I can get you some targeted exposure Thanks for listening And in case you were in doubt about the importance of #catvideos here are some of the best https://twitter.com/bestcataccount -- 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

#BarbGiamanco is VP Sales #ECHOListeningIntelligence, author of #TSW #TopSalesWorld #Top50SalesBook2019 #TheNewHandshakeSalesMeetsSocialMedia chats to me about the importance of listening and asking exceptional questions We discuss how listening is a catalyst for success in #Sales, #ChannelSales & #Partnerships, #Management and #Recruiting & #Hiring. Barb and I had a very direct conversation about what holds businesses, leaders, managers and salespeople back, how poor listening can negatively impact partnerships and why we don't seem to learn from our very obvious mistakes. We also explore the importance of continuous learning and the effect it can have on your career and your culture. Have a listen and please comment, like and share. Get in touch with both of us and definitely check out the books we each recommend -- 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

"Is curing people a viable business model?" - does this question asked by Goldman Sachs raise the hackles on your neck or make you think, "that sounds like a reasonable question"? Why as a society are we asking the wrong questions? #JonThorSigurleifsson is a #TechnologyEvangelist and #CorporatePunk whose purpose is to inspire us to ask better questions and better the lives of those he serves and wider society. He delivers a refreshing, well considered, disruptive message. Yes, he is an idealist but also very much a pragmatist. We cover a wide range of societal, commercial and moral questions in a lively discussion and I can't wait to have him back for another conversation about asking the right, tough questions to which we might not want the answers but need to be asked. We draw on our diverse international and commercial experiences, we discuss value, ethics, priorities that are affecting us today with the stranglehold of the global financial system, corporate selfish-self interest pitted against human rights, unnecessary human suffering. We touch on the #FinancialSingularity that has already occurred and why #AI should be welcomed not feared. Mostly, an optimistic view of the future and a thoroughly enjoyable conversation. - - I welcome your thoughts, questions, comments and suggestions. Have a listen and if you want to book Jon Thor for a talk at your company or your children's school (he does offer less inflammatory titles). You can get hold of him through LinkedIn or https://jon-thor.com/ or email him at [email protected] -- 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

#PeteNicholls, CEO of #HubDo, is a pioneer. A pioneer is man with arrows in his back. Veteran of the channel, Pete has pioneered ideas that are now the norm across the tech industry. He worked for Dimension Data (now NTT) and Cisco, and today HubDo is a Platinum Partner for #HubSpot, he represents #PandaDoc and a growing portfolio of vendors.He established HubDo in 2011 when he spotted an opportunity in the growth area of #Martech championing the concept and practice of #UnifiedBusiness. In 2019 HubDo created #HubDoCloud, the first multivendor "Cloud as a Service" (ClaaS) for Unified Business Solutions. With a variety of ISVs, HubDoCloud simplifies the selection, integration, provisioning and management of per-Client application clouds to support industry solutions. Pete's worked both sides of the fence and today works closely with #agencies and he shares his insights on what works, what doesn't and what is coming in the near future. He is leading the way in helping vendors develop a #2TierChannel model helping smaller partners achieve sales growth of both their vendor products and value added services. A lively, informative interview with a leading visionary in the #channel https://www.linkedin.com/in/penichol/ hubdo.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

#JayAllen is a friend and a client of mine. Founder of MyTrueNorth and the SCALE growth blueprint, Jay has studied the reasons behind 153 successful business failures and identified why businesses fail and what successful business do to stay successful, scale up and retain wealth for their owners. He chats with me about how to add a zero to your personal disposable income. His history is fascinating and he tells his story with passion, compassion and absolute authenticity. He is a man on a mission. This is a genuinely compelling conversation with a man who puts ethics before self-interest. He discusses the experience of true service, the heavy price he had to pay personally and how his failures, PTSD and personal injuries have helped mould him into the man he is today. We discuss at length why people get stuck, stay stuck and how finding your purpose, underpinned by your values, playing to your strengths drives incredible results. Jay is someone who literally has lived in the trenches and doesn't base his ideas on comfortable armchair theory, but lives them, applies them, delivers them into real businesses every day. He is the creator of the SCALE blueprint, a multi-award winning business leader, a multi-award winning speaker, one of the UK's leading business coaches, a former battlefield medic and champion for #PTSDwelfare, #PTSDrespite and #PTSDrecovery. His mission is to build a retreat for #PTSDsufferers and their families by 2023. He is a highly sought after speaker who donates most of his speaking fees to CombatStress. If you ever want a truly inspirational speaker, please consider Jay. You will struggle to find anyone who moves your audience to action more effectively. And check out his book, #FromBattleField2Boardroom - https://www.battlefield2boardroom.co.uk/ https://www.youtube.com/watch?v=nbaCJ3c04d4&feature=youtu.be https://www.linkedin.com/company/combat-stress/about/ You can contact Jay on LinkedIn: https://www.linkedin.com/in/jayallen-mytruenorth/ Via his webiste: https://www.mytruenorth.biz/ -- 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

#DylisGuyan is a rabidly passionate about #sales and selling as I am. This is a firecracker of an interview. Dylis specialises today in helping SMEs sell into corporate clients. We talk about what makes a great salesperson, what makes selling great and we offer at least 13 #salestips and #salestactics that you can employ immediately We discuss how to get the prospect to buy on value instead of worrying about price and cost so get paid what you are worth. We identify how to get business class and 1st class travel when clients want you to go to see them. And we pinpoint how to diagnose the real, personal, emotional problem to build a compelling business case. We debate how managers can make or break a sales team, why they are caught in a trap and why leadership teams are failing them. Exploring the effect of self-concept on your performance is so important. The biggest challenge you face is calming the inner critic and reframing the noise in your head so you establish equal business stature, know your rights as a seller, segment your target market and build up your money concept. Contact Dylis via her LI profile or her website http://dylisguyan.com/ - - If you enjoyed this podcast, LIKE, COMMENT & SHARE please. If there is a topic you'd like me to cover or a guest you'd like me to interview, please send me an email at [email protected]. -- 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

#SamSethi is a technologist with a powerful commercial vision. He was employee number 20 in #Microsoft in the UK, he worked at Netscape when you had to explain what a browser is, he brought #TechCrunch to Europe and has been a key influencer in the evolution of many of the world's ubiquitous technologies. Today Sam is pioneering #voice as the new HTML as CEO of #MadeInHead We discuss the pitfalls of #venturecapital, the hangover of #miltonfriedman on corporate culture and misdirected priorities towards short-term results leaving our economies and our companies exposed to China and companies like #Amazon who fly in the face of being slaves to #shareholdervalue. Sam shares a wealth of insights into the future of technology and its impact on the evolution of business and how we work. We discuss our favourite books and influencers. You can hear Sam interviewing me about how to cut through the noise, get to decision makers and shorten sales cycles, get paid premium and close more often here: https://www.linkedin.com/feed/update/urn:li:activity:6548829926089457664 -- 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

#DavidSloly is an award winning marketer who has helped build some of the world's largest and most successful channels. Story teller, best selling author, journalist, broadcaster, accidental creative director and marketing automation expert, David discusses how he helped Microsoft grow sign ups and engagement with their partner network of 25,000 partners and rescue a failing channel partner portal. We discuss the mistakes most companies make in their aborted attempts to create dialogue with their audience and establish trust & relevance because they market selfishly, focus on the wrong end of the problem and insist on talking about what matters to them not their customers. We dig into why emotion is more powerful than reason and logic in sales and in marketing to drive new behaviour and encourage decisions from buyers. He introduces an elegantly simple technique for creating powerful ideas that have helped him help his clients to scale massively, fast and without the wheels falling off. David is co-founder of HarveyDavid, the marketing automation consultancy #Eloqua #marketingautomation #creativity #marketing #personalisation Why You Need A Business Story And How To Create It The Eloqua Mindset: Conversations with Successful Marketers Who Are Realising the Potential of Marketing Mash-up!: How to Use Your Multiple Skills to Give You an Edge, Make Money and Be Happier Zoom!: The faster way to make your business idea happen (Financial Times Series) If you enjoyed this podcast, subscribe. There is a wealth of useful information and ideas in the series and I'd welcome your feedback or suggestions on other topics or other influencers and authors you'd like me to interview. -- 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

I interviewed #GerardTannam, MD of Island Bridge, a branding agency with a difference. Gerard explains what branding is and isn't, how it affects your relationship with your current and future customers, and why getting it right can affect the uptake and trajectory of your idea or business. Your brand describes the relationship you have with your customer or target audience. He gives several real world stories to explain how branding works, what you can do to develop a strong brand and change the behaviour of your customers, your partners, your suppliers and entire nations. Gerard has used branding to cut road deaths in Ireland by nearly 60% over the past couple fo decades, he's helped grow hotel chain sales, improve customer retention, reduce waste and drive sales. Please forgive my tinny sounding voice. I say comparatively little and Gerard is clear as a bell. He is well worth listening to. - - Please subscribe, like and share. Feel free to comment and if there is a topic on sales, sales management, sales recruitment, enterprise selling, the psychology of sales and channel sales management that you want me to discuss or you can recommend a great podcast guest, then please email me on [email protected]. -- 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 marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

#RichardFosterFletcher discusses #CustomerExperience and #PartnerExperience with me. We explore culture, recruitment, training, leadership and technology. We identify potential stumbling blocks and how the new kids on the block represent a real existential threat to the old guard software and technology giants. We kick off with the big question, which is how do we use technologies like #businessintelligence, #machinelearning and #artificialintelligence to help us ask better questions. If you want better answers, ask better questions. New technologies allow us to identify patterns and use them to ask better questions Did you know that #Mercedes are doubling their income per customer by having customers subscribe to their cars? Why is China such a huge threat and what do we need to learn to adapt or die? How do you create a frictionless experience for the end customer whether you are selling direct or with partners? Why has IT missed the opportunity to attain their place in the C-suite and what opportunity do CX, PX, AI and ML leave for marketing? Which jobs are likely to be the road to CEO in future? Why are the old guard leadership routes destined to be superseded by these new roles which didn't exist even 5 years ago? We discuss the importance of niching to power growth. We investigate how shifts in the approach to their channel that might backfire on companies like Dyson. We explore how channels are evolving and some fo the opportunities and threats posed by addressing or mismanaging partner experience. A lively and interesting discussion full of insights and challenging questions Richard is a digital optimist with particular interest in Data Enrichment, Artificial Intelligence and BlockchainStrategies. Latterly, he's been responsible for #CustomerExperience #CX in #EnterpriseSales accounts for #Oracle. He's a highly sought out public speaker and hosts #DigitalDinners for C-suite executives to discuss trends, opportunities and threats posed by the fast changing digital landscape. Richard recommends you read: For big ideas: Safi Bahcall, Loonshots. For personal journey: Ryan Holiday, The Obstacle is the way. For AI: Max Tegmark, Life 3.0. I suggest you read Hello World by Hannah Fry and listen to my podcast with #AmyWoodall called How to Explode Your Profits - - If there's a topic you'd like me to explore in one of my podcasts or a particular figure you want me to interview, drop me a line at [email protected] with the details -- 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 marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

An oft overlooked truth of partner/channel management is that you are dealing with people. People do things for their reasons, not your reasons. Channel partners are in business for their reasons, not your reasons. They don't lie awake at night, excited, thinking about selling your product. Perhaps they should, but what you NOT doing that makes them see you as a commodity, an interruption? In a very lively debate with #OlivierChoron the best practices and mistakes being made by vendors looking to scale their channel we explore the impact of good and bad use of PRM (Partner Relationship Management), niching, targeted channel marketing, expectation management, segmentation and differentiation. Olivier says that "Channel sales is a sales role with a massive coordination hat on." And he's right. We discuss the qualities and competencies needed to be an ultra successful channel manager and channel chief. These roles are closer to a general manager and a chief executive than they are to a sales manager or VP of sales. We discuss the dangers of using partner personas - one size fits all - to categorise partners into sales, technical, marketing. We investigate the danger of these assumptions and how it damages your relationships and the performance of your partners We explore what it takes to create good conditions for genuine partner engagement - Where do you start to establish a true partnership? How do you maximise your return on investment in every partnership, in every individual within every partner? How are you adapting as your partner evolves? How do you help them sell, implement and scale your partners? A crucial mistake many vendors make is their failure to communicate in a meaningful, personalised and targeted manner. The cost in a large vendor can be prohibitive but this offers scale ups in the £3-50 million turnover range an opportunity to differentiate and build their special forces unit of partners. Communicating effectively as your channel grows beyond a manageable level is tough. It's easy to fall into the comfort trap of communicating using the wrong media, the wrong language, delivering generic messages to make your life easy and keep your costs down, missing the mark for the majority of their partners. And this is a key weakness in the strength of larger vendors you could be exploiting Failing to understand how to prioritise high versus low touch partners also means that you have fallen into the one size fits all camp. Don't make this mistake and your most productive partners will engage, feel valued and understood and produce hyper-profits helping you to scale fast without losing control Large vendors have a hangover because of where sales and business leadership traditionally comes from. The smartest scale up vendors are going to have their channel chief on their board along with their VP of Customer Success/ Customer Experience because both these roles will drive growth and profitability If you want to get hold of Olivier you can connect on LinkedIn at https://www.linkedin.com/in/olivierchoron/ If you want a copy of "Making Channel Sales Work", you can buy it on Kindle on Amazon https://www.amazon.co.uk/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2/ref=sr_1_1?keywords=making+channel+sales&qid=1559125877&s=gateway&sr=8-1 For a paperback copy email [email protected] with "MCSW" in the subject line. Please provide your postal address and company details so we can invoice you correctly To be a guest on my podcast, email [email protected] with "Inquisitor Guest" and we can discuss the possible subject matter of our conversation -- 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 marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

#MikeAdams is best-selling author of "7 Stories Every Salesperson Must Tell". Mike has gone from zero to hero in 4 completely new vertical markets selling both complex and commoditised products and services internationally using the power of 7 stories. Human beings can't tear away their attention from a good story and Mike explains why and how to craft a good business story for the 7 key functions: Personal Key Staff Company Insight Success Values Teaching He coaches me through the process of developing my own customer success story to demonstrate how to build a powerful story for yourself. Experience has taught me that good stories help salespeople shortcut the need to demonstrate products or services, do presentations, write proposals by helping their prospects take care of their concerns in their own imaginations. Sandler Rule: "The best presentation you ever do, your prospect will never see" A good story helps the listener see and experience themselves in the role of the key characters with the salesperson as their guide. When that happens, the story becomes their own data and prospects never argue with their own data. By helping your prospect experience owning or using your products and services in their imagination, you help them feel as if they are already your customer, you inoculate them against making the mistakes or creating the conditions for stalls and objections, internal resistance or approaching the internal sale badly that can cause a deal to die on the vine. Stories position you as an expert, rehearse your sponsors on how to navigate their own organisation, help you neutralise resistance and turn adversaries into allies. Have a listen. See how you can develop your own stories whether for your direct sales team, your customer success team, or your channel. Mike's book, 7 Stories Every Salesperson Must Tell, is available on Amazon and Audible - - -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

#KieranKrohn was named the world's best #channelmanager at #Hubspot. Now to do that in Hubspot means you have to be very special because they have a very powerful and effective #channelsalesprogram. Kieran is 31 and has only been in sales for 7 years, so his achievement is remarkable. It was humbling to learn how he works in genuine partnership with his channel. Would it surprise you to learn that he spends 75% of his time every day coaching partners 1-to-1 and some group coaching 25% in direct prospecting activity? He shared his habits around mind-body-spirit that help him stay sharp, his #growthmindset, his cadence of mutual #accountability that he has with his #channelpartners. He explains the critical importance of understanding his partners' C-suite and salespeople's business, their personal ambitions and growth objectives for their business, their exit strategy, their challenges and adding value to their business. Focusing on them and their business means he outsells all the others in a vital and competitive sales environment. He helps them understand the sales process that helps them make money by partnering with Hubspot and specifically, by partnering with Kieran. He has become a trusted advisor despite his youth because he has so much exposure to the various business problems, challenges, best practices and opportunities he has to deal with to do his job well. His partners trust and respect his contribution because he cares and keeps his promises. He puts their interests above his own and understands the true nature of service Kieran has such a healthy attitude towards failure, taking action, taking personal responsibility, it lifted my day. He demonstrates commitment, vulnerability and empathy. He is nurturing but tough when it comes to prioritising how he uses his time and with whom, what he expects and what is expected of him, and doesn't shy away from difficult conversations Seriously good interview with a talented young man who star is rising. I predict he will go far and his impact will be great. - - -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

#HilmonSorey, co-Founder of #ClozeLoop, co-developer of #TriangleSelling and co-author of #TheSalesEnablementPlayBook,#SalesPlaybooks: The Builder's Toolkit, #SalesDevelopment chats to me about his experience working with series- A, B, C and D technology scale ups and the horrific acts of idiocy and self-sabotage he's seen repeated that are wasting growth opportunities. Learn from the depressingly deep scar-tissue Hilmon and I have earned over the past 3 decades, serving scale up founders and CEOs, building their teams, helping them achieve exits to cash out like bandits or to crash and burn into anonymity and poverty. Learn from the mistakes we have seen countless founders make with poor planning, failure to implement a joined up marketing, business development, sales, account management, customer success, customer service experience. Bringing costly business in through the front door, only to let it out the back door is STUPID but some many companies focus on new business and don't focus on retention. We've seen founders and investors focus on new business and land grabbing new customers instead of building their business on the principle that they're in business to make a profit and then scratch their heads when things go tits up. Sure there's a well trodden model that says you can do that but it creates bubbles and is onanistic and short sighted. We've heard founders who said "If only we could kick sales into touch and focus on product development. then we could create a great product and people would come knocking at our door in their droves!" Bulls**t! We have seen some really crazy things go on with channel partners - some suffer from premature channelisation, and others come too late to the channel (no groaning at the innuendo please) Hilmon and I pull no punches. We slag off the parasites sucking the lifeblood around scale ups. He's much nicer about them than I am but I know he feels the same level of abhorrence I do towards the bad recruitment practices and bad recruitment practitioners. A fun, lively interview and I am very much looking forward to interviewing him again on some more contentious subjects. Please like, comment and share this podcast. If you want to get hold of Hilmon on LinkedIn ... https://www.linkedin.com/in/hilmonsorey/ -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

The tastiest plate of food, that looks like dog food isn't nearly as appealing as one that is presented well. The same applies to video for business.Get it wrong and the effect is ruined. Get it right and great things happen #EvelyneBrink coaches CXO's and professionals who want to use video to build their business, raise their profile and establish a strong personal brand. If you need to convince an audience, promote your products or services or become known as an expert in your field, video is a fantastic medium. Unfortunately, most videos produced by well intentioned but unskilled practitioners are excruciating to watch. The result. Dwell time of a few seconds, objective missed, time and money wasted. Evelyne is an actress, comedienne, internationally renowned Madonna impersonator, coach and all bon viveur. She shares 16 easy to apply tips that can turn your video nightmares into 24 hour a day sales engines that attract the right people, engage prospects in dialogue and build your reputation as the go to expert in your niche. Evelyne has been my coach for the past couple of months and the difference in my video quality is obvious. I always had decent content but the production values left something to be desired. Take a look at my latest series of videos on blindspots in your business. You can find Evelyne on https://www.linkedin.com/in/evelynebrink/ and via her website https://brinkcoaching.com/ And if you were around in the 80's here's a nostalgic trip down memory lane https://www.youtube.com/watch?v=OsVplKh434g with Evelyne as Europe's number 1 Madonna impersonator -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

"The customer is not always right but when they wrong, it's often our fault" - Amy Woodall In this interview Amy shines a glaring light on the idiocy of traditional sales and marketing culture. Looking after your customers is the cheapest way of growing your profits. It can cost 6-25 times more to win new customers than to keep them. Amy teaches companies why putting the customer at the heart of everything they do, paying real service, not lip service, to customer experience is the best investment you can make in your business. We discuss how to hire great customer service and customer experience representatives who retain and grow your loyal customers and remain loyal themselves. And we identify the biggest red flag to help you prevent making bad CX hires who will cause you loses and lose you clients. Companies that focus on getting business in through the front door and let it out of the back door are focused on the wrong end of the problem. It makes no sense to invest a lot of money attracting prospects, investing time, money and resources selling to them, and once they're customers only to treat them as less important than new business. Absolutely crazy, crazy, crazy! 46 minutes of pure gold https://www.linkedin.com/in/amywoodall/ http://brassybroad.com/bb68/ https://www.youtube.com/watch?v=XdLl6BWVZ3Y -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

#TimRoberts is one of my role models. He is a deeply valued friend and an inspiration to me and many in our network. He was recognised in March 2019 by all of the #SandlerFranchise owners when he was voted the #DavidHSandlerAward winner for his contribution to our community. Tim and I discuss selling with honour. What is sacred to Tim? Trust, honour, integrity are his guiding principles. He explores the guiding principles that have helped him become a giant in his market and in the #SandlerNetwork. We explore the meaning and realities of #service and #contribution. These are not tree hugger speak for rolling over and being the whipping boy for your customers or being run ragged in servitude. They take courage and vulnerability. They require you to have a "no hostage" policy & culture, no judgement, a growth mindset. Tim's core values are based in trust & justice. He is the keeper of the Sandler brand. His approach to selling is refreshingly judgement free. What makes him stand apart from this competitors and his peers is his willingness to lose his self, subordinating his ego to the service of others. Time explains how to build trust, encourage transparency and discover the truth. Tim's wife Katie contracted with Tim, "No plan B" when he first bought their franchise. He explains what it means to be vulnerable, accountable and authentic, raising the bar - say what you do and do what say. Tim explains why a problem/hurt is a gift. Reframing problems as a temporary challenge means you can overcome them, but continuing to perceive it as a problem makes them a burden. This interview is a keeper and one you will want to listen to several times. Please share this interview with the people who lead your business, with your clients, with your suppliers and with your partners. I welcome your comments. -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

#FraserHay is the most accomplished marketer I have ever met. He approaches marketing as a science, he is utterly obsessed with testing and measuring what works, what doesn't and why not? He is prolific, methodical and effective. Fraser is founder of the Grow You Business Club, best selling author of 20+ books. He lives 14 miles past the back of beyond in Scotland and wins clients globally without ever leaving his house. I've worked with Fraser over the past 13 years to develop his sales process and he has integrated sales and marketing into a continuous, fully integrated process which will take your breath away He shares dozens of tips and tricks that help you generate traffic, backlinks, exposure and automate leads, to self-disqualify non-prospects and create opportunities that convert into cash. https://www.gybtv.net/grow-your-business-school-2019/ https://www.youtube.com/watch?v=Z05B5g_zCf0 -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

YAWN! Who the hell wants to listen to an hour of some Canadian trainer going on about planning and systems? If you're wise, you will. #AndrewWall routinely helps his clients achieve triple digit growth in a manageable and controlled manner. He retains and grows his clients, generates an insane volume of referrals by practicing what he preaches. Andrew is a #sales and #salesmanagement veteran with 30+ years experience, the last 12 with Sandler, Milton, Ontario. Andrew is known for his rigorous planning and execution based on systems. His clients achieve significantly higher growth than standard thanks to the up front effort he encourages them to make in identifying their #values, #mission and #planning. He has systems for everything. These systems help his clients control their growth, know well in advance if there is a problem and prevent those problems from happening. We discuss designing your future business, building a roadmap to get there from where you are now, recruiting the right people, setting them up for success, measurement & accountability, and enhanced decision making. This interview if jam packed with usable insights and practical advice that you can apply to your business now. We mentioned 2 podcasts: 1. Your Credibility Comes From The Questions You Ask 2. What is the #1 Mistake Every Bad Sales Manager Makes? If you are based near Milton, Ontario and want to get in touch with Andrew you can find him through his LinkedIn profile or via his website. His clients will tell you how he's helped them grow between 100-600%! -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

#GeorgeDziedzic spent his career in the channel, building Intergraph into a channel powerhouse. He founded and ran #FosterMcCallum helping start ups to the likes of #Cisco and #IBM build their channels by partnering with & onboarding the #rightpartners. Building on good decisions early in the relationship, George helped his client develop an ecosystem that serves both vendor and partners We focus on the ultimate objectives of growth, profitability, risk minimisation, speed-to-market and rapidly building critical mass We explore each phase of the lifecycle of a partner network, from conception and recruitment, to management and restructuring, as well as providing partner and partner manager training We discuss sales, accountability, codeveloping solutions, coopetition, partner with partner collaborations This interview is packed with valuable insights and advice for anyone considering developing a channel or wanting to work out why their channel isn't working and wanting to revitalise it -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

You can tell people to go to Hell and if you tell them in the right way they'll say "That sounds like a nice place at this time of year" How do you define someone as a "difficult person"? How does your perception affect your judgement of a person who is upset or picking a fight with you? In this interview, Amy Woodall, EVP at hashtag#SandlerTrustpointe discusses practical, real world tactics you can use every day to neutralise hostile situations, achieving agreement & commitment, even without having consensus. She teaches you to take control of difficult situations, achieve a satisfactory outcome & retain customers even when they are angry or threatening to leave for a competitor We explore the psychology behind conflict & your reaction to it. She offers tips & tactics on dealing with your own feelings when confronting a difficult person so you stay calm & in control. We discuss why people get upset, the psychology beneath their behaviour & how you can overcome your own triggers & harmful scripting We explore how you can raise the quality of customer complaint management to drive sales & customer retention Amy recommended the book "A Complaint is a Gift" by Janelle Barlow -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

#BillBartlett is #bestsellingauthor of #TheSalesCoachsPlaybook - unleashing the performance code and #DavidHSandler #AwardWinner I had the privilege of interviewing Bill Bartlett about #salescoachingbestpractice. We explore the 7 step Sandler coaching process, 3 power of the 3 P's (permission, potency and protection)discuss in detail: #Hiring #Onboarding #IndividualPerformanceDevelopment #KPI's #Skills #Behaviour #Behavior #Technique #Motivation #Attitude #Headtrash #LimitingBeliefs #Scripting #Identity #TransactionalAnalysis #Goals #GoalSetting #180DegreeThinking Bonus material on #ChannelDevelopment #ChannelManagement #ChannelAlignment Bill's book is available on Amazon, Audible and via the Sandler shop (links in first comment) -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

#Firewalker, #glasswalker, #influencer and #coach, @LottieMooreHere chats to me about the myths and facts around motivation and mindset A lot of crap is bandied around about motivation. The fact is, real motivation is intrinsic (i.e. internally generated) and cannot be imposed, beaten into someone, bribed, bullied or cajoled. At best you will achieve a short term uplift in behaviour or performance but it WILL NOT sustain. People do stuff for their reasons not your reasons. And for true motivation to sustain, the individual must feel like they are in control, 100% control, of their piece of the puzzle. If either component is missing, you're deluding yourself into believing your own onanistic rhetoric. Lottie Moore of #MindsetMetaphors and I discuss #motivation and #mindset, how to uncover them, how to get teams working towards common purpose. We delve into the realms of #headtrash and #limitingbeliefs which we all suffer from to a greater or lesser extent. We explore the power of #mindfulness to help calm stressful situations that can lead to #amygdalahijack and loss of #control Lottie is expert in facilitating #firewalks and #glasswalks to build #teamcohesion and #collaboration You can contact Lottie on 0333 772 9692 or via her website on mindsetmetaphors.com -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

#RianLanigan is a feckless Millennial from #Ratoath in #Ireland who doesn't understand that the path to success is paved with years of hard work. Nor does he understand that you need a bit of grey hair or a massively receding hairline to be taken seriously in corporate boardrooms. Which is why the fact that he has a rapidly growing international client base is even more galling and perplexing. Rian is a next generation digital marketer.He understands that to grow big you have to aim small. He operates in a very tight niche in which he is rapidly becoming the dominant force. He combines well considered strategy with simple but sublime tactical marketing that help his clients achieve triple digit growth at negligible additional cost. In this interview we discuss 10 practical tips to explode your marketing's performance. Each tip is clearly explained, examples given and the tactics you need to apply them, shared. How to grab and keep attention Nobody likes to be told what to do What's the point of sending it if they don't open it? How to go viral Avoid SNAFUs The slingshot effect You bring the audience and I'll bring the candy Skinning the cat Emerson's law of compensation Prepare your day He's helped one client grow their audience from a couple of hundred to 600,000 in 24 months. He's filled events that have earned his clients a 25,000% ROI in 6 weeks or less. He's secured the corporate digital marketing contract for a $250,000,000 global business. He turns flat business into self-funding growth business. Listen to what he has to say. Put his suggestions into practice. Report back in 30 days what impact he's had on your business. I challenge you NOT to make money off the back of this podcast. If you want a free chapter of his forthcoming book email mcauchi(at)sandler(dot)com If you want my mindmap of this conversation type "Go Nuclear" in the comments - - Would you like to be a guest on my show? If you have something of interest to say for an audience of ambitious owners who want to grow at speed without losing control, relating to sales, sales enablement, management, sales recruitment, growing a business or building a profitable, sustainable channel then email me. If there is someone you'd like me to interview, drop me a line with their details #marketing #freemarketing #nocostmarketing #marketingthatworks #acceleratemymarketing #leadgeneration #goingviral #marketingROI

How skinning the cat can 6x your revenues! This is 1 of 10 tips #RianLanigan gives on my next podcast to help you increase your revenues by 600% or more. 2 minutes and 26 seconds of pure gold Millennials are lazy, entitled, have a short attention span and expect the Earth. Rian Lanigan proves that is utter bullshit. Fresh faced and depressingly young he may be, but the man knows more about street-fighter marketing than almost anyone I have met in the past 32 years. A relentless tester of his theories, he distils 2 years of concentrated effort into 10 practical tips even old fuddy-duddy baby-boomers can apply for immediate profit. Yes, even you! Simple, practical and tested in the real world. He's helped one client grow his audience from a couple of hundred to 600,000 in 2 years. He routinely secures 65% open rates on email campaigns. Another client of Rian's won 2 new 5-digit clients by leveraging her competitor's network! Rian Lanigan turns your marketing nuclear! -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

The Evil Bald Genius, #JonMcCulloch, is a brick and mortar marketer whose opinions are frank, forthright and pointed. Don't listen if you are easily offended. He is on a mission to #SaveTheHighStreet. We discuss why brick and mortar marketers generally aren't very good at marketing and why they are leaving s***loads of money on the table, why they struggle to differentiate and why they are letting their market disappear from under them through lack of imagination and not doing even the basics of marketing. There is a little swearing so again, if you're offended by this, don't listen or if you do, please wrote in the comments to complain so I can tell you "I told you so". He is on the spectrum which gives him a refreshing honesty. He's not in business to pander to your whims or spare your feelings but to put cash in your bank account. Enjoy! -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

Louis Gudema, author of the excellent Bullseye Marketing, has developed a 9 point checklist to analyse whether your marketing is effective or not. Louis discusses the common mistakes marketers make and busts a load of myths around what works and what doesn't. He warns us against being tempted away from what works by what is popular and in fashion. Did you realise that email marketing can be nearly FORTY (40) times more effective than social media? (#McKinsey, 2014) Are you using intent data to identify quality prospects? Are you spreading your message too thin and losing customers to your competition? Are you working with your partners to develop customer personas and jointly define leads? Are your sales and marketing at odds or in alignment? How does mapping the customer journey help you improve #CX #CustomerExperience? Why does this matter? What are the challenges you face because of #SmallData? Have you fallen into the trap of ignoring the single best source of #CustomerInsight? Louis is a practical marketer whose career stretches back over 30 years and has been responsible for helping several brands achieve massive sales growth by focusing on the #bullseye - more or the right type of customers. He is eloquent, outspoken and has the track record to prove his point. Have a listen, take notes, and please like, comment and share if you found this interview helpful. -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

"Your Press Release is Breaking My Heart" is Janet Murray's warning shot across your bows about the dangers of producing bad, unremarkable, selfish content if you want to capture the attention of journalists to promote your business The past, present & future walked into a bar … it was tense! Do your headlines leave your target audience scrolling on past you to your competition? Are you producing content that is the equivalent of showing strangers photos of your ugly kids or holiday snaps? Is your LinkedIn content strategy "Fire, aim, ready?" Why aren't you generating business from LinkedIn, Twitter, Facebook, Instagram or YouTube? #JanetMurray @jan_murray #contentmarketingexpert, is a former journalist turned poacher. She helps business owners, coaches, consultants and trainers cut through the wall of noise surrounding their target market to speak directly to their prospective clients and stand apart from their competition. Most content produced by small business is excruciatingly bland and unremarkable. You've probably ignored hundreds of attempts at securing your attention today alone. Why? Because your content needs to be relevant, timely and enter the conversations your prospects are already having or you'll find yourself in the wilderness on social media, your emails will end up being deleted or sent to spam, and your hard won email list will dwindle as demand for their attention deserts you. I asked Janet, what makes a great story that will grab the attention of journalists? And what turns them off? What is the best medium to get through to them? How can tiny tweaks to your social media profiles make all the difference in your being found? We explore how to build your online audience, the right ways and the wrong way to build a paying audience, some simple steps you can take to rank more highly in the search engines. And we discuss the most obvious way to understand what your audience is hungry for ... but you probably aren't doing. We discuss email sequencing and why some platforms don't work ... for you ... and why you are likely to be the problem An engaging, content rich interview, packed with real world experience and tips you can put into practice immediately. Contact Janet via her website www.janetmurray.co.uk or connect with her on LinkedIn If you've enjoyed this podcast please like, comment and share it. And if there's a topic you'd like me to discuss or someone specific you'd like me to interview, please email me on [email protected] with "Podcast Request" in the subject line. -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

#BillMorrison, Managing Director of #SandlerCorporateAccounts EMEA explains why #CorporateSalesTraining fails and what to do to ensure you get buy-in & sustainability from the #SalesTeam. We discuss the importance of #training managers so that they can reinforce the learning and turn the new behaviours into habits and what happens if you ignore this critical aspect of training. Drawing on real world experience we discuss the importance of involving the overall P&L owner, the owner of the sales number and HR/L&D to ensure that your training programme delivers the results you want from your investment. Many training programmes fail because they aren't reinforced and Bill explains how the real value of training happens in away from the spotlight of the classroom. We explain the 4 different roles of management and why ignoring any one of them can prove fatal to the success of your training investment. Bill and Marcus have nearly 7 decades of real world scar tissue in direct, enterprise and channel sales. They've trained tens of thousands of salespeople and teams and have contributed to over £12bn in sales. Both are seasoned salespeople who train practical sales behaviours, attitudes and techniques, not trainers who teach selling. If you are considering training your salesforce and you already have a sales methodology like #Challenger #MillerHeiman, #SPIN, #MEDDIC, #Sandler enhances what these companies offer. Bill can be contacted on +41 21 802 3117 or via email on [email protected] or [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 And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer