TheInquisitor Podcast with Marcus Cauchi

Best selling author of one of the Top 50 Selling Books of ALL Time (according to Top Sales World Magazine), #SandlerEnterpriseSelling (published by #McGrawHill, #BrianSullivan chats to me about his 30+ year career in big ticket, complex sales and sales management. We chart his journey from #XeroxCorporation to #CapGemini and now as VP of Sandler Enterprise Selling (#SES) at #Sandler. We discuss a number of simple, practical tools that Brian has designed to help enterprise, transactional and channel salespeople: Sell more Sell more often To more buyers For more money And get out of deals they can't win, fast I'm a huge fan of these tools because unlike the tools I was given earlier in my career these take a fraction of the time to complete. They have been designed by salespeople for salespeople to help us do our job instead of being designed by audit for audit purposes. No 3-day off site meetings to complete blue sheets, green sheets or pink sheets that gather dust in the boot of your car. We explore the hidden cost of sales in enterprise selling and why it's imperative to know what's real and what isn't quickly, to prioritise your scarce and expensive resources on deals you should, can and will win and get out of the others as quickly as possible. Enterprise selling is 90% project management and 10% selling. The best enterprise salespeople are like generals, making sure the right people on your team are having the right conversations with the right people on the buying side at the right time in the right way. They make it all about the customer. Brian is a master at making you feel like nothing and no one else matters because he delivers his full attention to you when you're in the conversation. His system and tools liberate you to focus on being fully present, to put the customer at the heart of everything you do. And the results speak for themselves. -- 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

Businesses stay small because the owner keeps them that way! #DaveHiatt is a 25 year #Sandler veteran who has run his own #SandlerFranchise and for the past 15 years has been working for Sandler at Home Office. He is the product champion for the #OrganizationalExcellence #OrganisationalExcellence programme. Dave and Marcus discuss the blind spots that are probably holding you back and dive deep into the details of the 6Ps of Leadership for Organisational Excellence: Planning Positions People Processes Performetrics Passion As a franchisee with Sandler for the past 15 years, I have seen massive positive transformation since our CEO #DaveMattson has applied the principles of #OE in his business. He felt is was so good he bought the rights to the content and we have brought it all together in one place. The principles and process we discuss enables companies to achieve #hypergrowth and #hyperprofits without losing control. In our own business it has allowed us to map out our path to 600% growth over 3 years which makes for a very exciting future. I would love to hear your experiences of applying OE in your business. If you'd like to build an excellent business, with excellent people, excellent processes and hyper-efficient systems that allow you replicate best practices and improve consistently, please email me on [email protected] with "Scaling Up" in the subject line. I will arrange a call with you and try to find a local trainer who can introduce you to the principles. As a start you can buy #TheRoadToExcellence by Dave Mattson on Amazon here: https://www.amazon.co.uk/Road-Excellence-Leadership-Strategies-Bulletproof-ebook/dp/B07B3BZJZX/ref=sr_1_1?ie=UTF8&qid=1550859949&sr=8-1&keywords=the+road+to+excellence+mattson -- 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

#AntonioGarrido, author of #AskingQuestionsTheSandlerWay discusses the power of questions in this lighthearted but not lightweight interview. Plenty of vital information and plenty of laughs. We explore why your credibility comes from the questions you ask not the information that you give. We explain why answering a prospect's questions actually does you harm and does your prospect a massive disservice. We share stories about how we have failed and messed up and how our scar tissue has made us better salespeople, better managers and better people. We explore the psychological underpinnings of the #SandlerSellingSystem and how it is rooted in biology and evolution. Trust me, you are NOT good enough to override 300 million years of evolutionary hard wiring. When you understand how the brain works, how people make decisions, you realise that you can stop making effort to convince people to buy. My motto in life and business is do less but better on purpose. Actually, it's double the money for half the work! If you follow the advice in this podcast and read Antonio's book, you will make more money and have the option to spend FAR LESS TIME at work. -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Fewer than 12% of sales leadership positions are held by women. I interview #LorraineFerguson author of #TheUnapologeticSaleswoman where she explores why women can make a great career in sales. Sales offers high income potential with flexibility, the ability to carve out your own path and to advance on your own merit. Historically there have been many barriers, not least among them, prejudice which has been rife. That said, many women don't see themselves conceptually as salespeople despite the fact they possess many of the attributes that can make them great at this, the oldest profession! All adults are children trapped in adult bodies so the skills of motherhood can be easily transferred - empathy, listening, caring, understanding - which are in direct opposition to the gung-ho version of testosterone fuelled bad salesmanship that has given the profession a bad reputation. We discuss the challenges and opportunities represented by sales for women who want to have a satisfying career and have a family. We explore the qualities that make female salespeople different and in many cases, better than their male counterparts. Experience shows that women sales leaders can build amazing teams and the best managers I've had the privilege to work with are either women or if they're male, possess many qualities that women prize and value. They are tough but fair, listen and show empathy, without allowing excuses or pathetic behaviour to sway them from their course. They are clear and establish unambiguous boundaries, empower their people to become the best they can be and don't get in the way of their people and their potential or progression. They are staunch advocates of coaching but not rescuing, they let their people fall and fail, and help them work out why, get back up and learn. I believe the time is long overdue for girls to see sales as a glorious profession where they can shine and balance their lives and careers. Lorraine is a passionate advocate for advancing women in sales and I am too. Of the top 10 salespeople I have ever had the privilege to work with 7 were women. We have 3 daughters and to help them see fantastic female role models we have sponsored 4 #VenusAwards for #WomenInBusiness and have commenced our first #ScholarshipForWomenInSales with our winner, #EmmaBarrettHoey. We are taking applications for the 2020 scholarship now. You can contact Lorraine via #LinkedIn at https://www.linkedin.com/in/lorraineofsandlertraining/ or through her website https://www.winningprocess.sandler.com/ She is a keynote speaker of note who is on point and always finishes on time! -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Would it surprise you that the average length of time a company has been breached before a cyber-attack or physical theft happens is 242 days. #JennyRadcliffe is the #PeopleHacker. Her company, #HumanFactorSecurity helps corporates mitigate the single biggest threat to your security. This weak point is responsible for 80-90% of breaches of security in corporates. £millions are spent each year on IT & physical security - firewalls, password access management, email security, identity badges, fingerprint scanners, security guards - yet each week we hear about attacks like those on #Starwood (#Marriott etc), #Visa, #MumsNet, #Facebook and #Aadhaar (1,000,000,000 records!!) What is the chink in your armour? People. Common or garden human beings. Whether through malice, stupidity, carelessness, naivety or ignorance, your people are probably leaving you exposed. Jenny discusses how her clients employ her fascinating and very rare skillset of people hacking and explore the subject in the context of security, law enforcement, management, interviewing & recruitment, negotiation and sales. She teaches you a simple but powerful set of tactics to build trust and rapport quickly. These psychological tools can be used to open up even the hardest negotiator and toughest security. Jenny takes a deadly serious subject and makes it engaging, entertaining and eye opening. She uses real life examples to explain what human hacking is, how anyone can be deceived and how important it is to raise awareness in your business before someone does you lasting harm. Under new rules in Europe and the UK, you can be fined 4% of your global turnover or £25,000,000 for EVERY breach that is discovered. Security is not a box-ticking exercise. It can make the difference between survival as a business and career ruin for senior executives. It can mean sensitive strategic and financial information is stolen, competitive advantage lost or personal details of minors and medical records abused, criminal investigations compromised and governments toppled. "There are only 2 type of business. Those who've been hacked ... and those who don't know they've been hacked" - Jenny Radcliffe Contact Jenny on LinkedIn or via her website. She is a fantastically engaging speaker who will have your audience on the edge of their seats and raise awareness of how they need to think and behave differently to safeguard their data and your business -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Mike Crandall and I discuss true Motivational Management (Audiobook). None of the ra-ra crap you read about or have to suffer at sales kick-offs when some snake oil salesman tries to get you pumped up and within days you are back to performing like you always have. This is the stuff of champions Motivation comes from within every person. It is every manager's job to uncover it, stoke it and direct it to ensure that a salesperson's personal goals are aligned with their corporate goals in order to get the best out of them AND serve the business. Both Marcus and Mike have a deep interest in what drives people to behave in the ways that they do and they share an interest in psychological models proposed by Transactional Analysis. We discuss the difference between internal and external motivation, the impact of culture on motivation, how managers can apply strengths to maximise performance and developing resilience. Mike introduces the BAT model for which Sandler is famous - Behaviour, Attitude, Technique - as a means of balancing a manager's focus on all the elements that matter to drive peak performance in salespeople. And we explore how to drive top performance from your channel using the principles Mike wrote about in Motivational Management (Kindle) Channel sales management is the toughest job there is in sales, bar none. Few do it well. Those that do, have mastered the principles contained in Mike's book. We give some cracking book recommendations. Listen to find out what they are. Please like, comment and share this podcast to someone you know will find it helpful. Mike Crandall is a Consultant, Coach, Trainer, Speaker, and Author focused on the Subconscious Psychology of Human Interaction and Motivation. He is brought in by Business Owners and Executives to work on the Behaviours, Attitudes, Techniques, and Guts needed to be more Successful in Business Improvement, Sales / Revenue Growth, and Employee Development. His firm specialises in helping identify the Blind Spots and Obstacles that are holding you back and then implementing Systems, Behaviours, and Guts to become more Successful. Clients ultimately develop new Habits that lead to Proactive Growth Professionally and Personally. He is based in Oklahoma City, OK and serves Visionary clients across the United States. Mike earned a MBA in Leadership and Organizational Development from Oklahoma Christian University and a BS at the University of Nebraska. He is the author of the Best-Selling Book – Motivational Management the Sandler Way He is a contributing writer and columnist for several publications including The Business Times of Edmond, The Oklahoman, News OK, and The Edmond Sun. Mike is active in The Oklahoma Professional Sales Association; The National Speakers Association; The Oklahoma Business Ethics Consortium; The Greater Oklahoma City Chamber of Commerce; The Northwest Oklahoma City Chamber of Commerce; and The Edmond Area Chamber of Commerce. Additionally, he serves as the Administrative Council Chair at Acts 2 United Methodist Church. Mike can be reached by phone at 405-844-1700 or by e-mail at [email protected]. View his company website at www.customgrowth.sandler.com. View his blog at www.customgrowth.sandler.com/blog. View his LinkedIn profile at www.linkedin.com/in/mikecrandall. Find Sandler Training – Oklahoma on Facebook at www.facebook.com/SandlerTrainingOklahoma on LinkedIn www.linkedin.com/e/vgh/3020194 or on Twitter http://twitter.com/SandlerOklahoma -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

The devil is in the detail. #JayMcBain, #Forrester's lead analyst on all things #Channel says that "More has changed in the last 18 months than in the previous 36 years". Listen to find out what and why. Jay explains why 96% of MSPs can't scale beyond 10 people and why 70% of MSP owners are working incredibly long hours for average margins that are barely break-even. We discuss what effect is that having on their businesses, the global trend towards consolidation, recruitment of talent and customer loyalty. How will the winners in the future of channel have to evolve their business models to stay alive or go the way of the dinosaurs? How are buying patterns changing that materially impact when, where and how vendors can reach them? How will those trends impact the partner eco-system across all 27 industry verticals? Forrester's #MarketResearch shows unequivocal trends which you ignore at your peril. 75% of ALL products are sold via the channel today. No later than 2026 we will see 90% of technology sold via the channel. 100% of businesses are in effect becoming technology companies with as much of 60% of all executive roles being occupied with technology. And it's not just #tech ... we've seen massive shifts in other industries like #Hospitality, #FMCG, #FinancialServices, #Transport, #ProfessionalServices, #LifeSciences, #SemiConductor, #Manufacturing, #IndustrialChemicals Jay can be found on Forrester.com or jaymcbain.com Check out our our earlier conversation on The #FutureOfTheChannel & how it will affect you here -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Entrepreneurs! Listen to to my interview with Mike Michalowicz and learn how to liberate yourself from entrepreneurial poverty! Are you sick of being a cash crop for the taxman? Are you tired of working stupid hours, building a "successful" business yet you get to keep too little money? Do you know which traditional business practices are holding back your financial freedom? What prevents you from optimising your efficiency & effectiveness in your business? The traditional accounting model of "Sales Revenue - Expenses = Profits" is broken. The smartest entrepreneurs take out profit first and use the remainder for expenses & costs. Utilising the principles of #ProfitFirst: Get your business to pay your PERSONAL tax bill Intelligently use your scarce resources for maximum profit Establish a business of significance that serves you instead of you being a slave to it Regain control of your time so you can spend it with the people you love doing what you love Be known for excellence in your market attracting the best customers and the best employees Create a systematised business whose goals are aligned with the personal goals of your people Connect your company to your customers and your marketplace Discover how to recruit and develop your team to be 9x as productive as your competitor's staff Create a business that will attract prospective buyer willing to pay outrageous multiples of as much as 40x profits Generate #HyperProfits, #ScaleUp fast without losing control You can buy Mike's books on Amazon: Profit First Audiobook Profit First Kindle Profit First Hardback You con connect with Mike at www.mikemotorbike.com If you'd like to speak to a Profit First professional about helping you in your business or you would like to be considered to become a Profit First professional yourself go to https://www.profitfirstprofessionals.com/ready-to-find-a-profit-first-professional/ #ScaleUp #Turnaround #HyperProfits #HyperGrowth #MarcusCauchi #MikeMichalowicz -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Accountability is freedom. It should never be used as a stick. Instead it should be used to ensure you and your people win or learn. Certainly, there will be some instances where a failure to perform will result in termination of a salesperson or a partner, but Hamish Knox explains how and why an accountability culture increases clarity, encourages personal responsibility and drives predictable results. Almost no one comes to work wanting to do a bad job. As a manager it is your job to find the best people and then help them perform at their best. Accountability takes the guesswork out of leadership and management and it gives focus and purpose to your people. It helps establish the ground rules for success and reward and it removes the culture in management where the boss is Fire Chief and Chief Arsonist. Sales Management is not a place to get your emotional needs met; it's a place to help your salespeople go to the bank. We explore how it helps identify unhelpful management, recruitment, compensation practices that may be deeply ingrained into your culture. We discuss how it can refocus you towards more productive recruitment, onboarding, training, coaching, mentoring and supervisory functions. And we identify why it can help create natural turnover of non-performers (a huge hit with HR and your legal team BTW) Hamish is a twice published author of "Accountability" and "Change". He is a highly respected Sandler franchisee in Calgary, Canada who routinely wins top sales awards for his own sales performance. This interview delivers plenty of punch - win and learn -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

I interviewed Cees Quirijns, co-Founder of #Portland Europe (www.portland.eu) about the channel blindspots, traps, pitfalls and mistakes vendors commonly make that prevent their channel from maximising sales. We explore vendor-partner psychology and the mismatches channel managers need to prevent. We explore the #HypeCycle, #EnablingTechnologies, #ChannelBestPractices, #ChannelPartnerMotivation This is a very frank, no holds barred interview that is completely packed with pragmatic content you can apply immediately including the B.I.T.S.E.R. model to maximise production and collaboration and the critical importance of selling during the service delivery phase. We discuss how channel managers self-sabotage and why the obvious importance of listening to your partners is too often ignored and the impact that has on your success as a vendor. Cees is very approachable and knowledgeable. Call him if you want to get an objective look at which technologies you can use to build your channel. It is well worth getting in touch with him via LinkedIn or via the numbers on his website. Ask for him personally and mention you heard him on @The_Inquisitor podcast with Marcus Cauchi. Thank you for listening. If you know someone who has something of value to say about the channel, enterprise sales, direct sales, hiring salespeople or management best practices, please refer them to me so I can interview them. If you want to get hold of a copy of #MakingChannelSalesWork you can get it on Kindle here: Amazon UK: https://lnkd.in/eK_AnNS Amazon US: https://lnkd.in/efsKU_X Amazon Germany: https://lnkd.in/eRtqhwZ Amazon France: https://lnkd.in/e79EBGe Email or PM on LInkedIn for a paperback copy: UK £20 including P&P with your address (£25 for international) If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

I interviewed #DarraghPower who is a global corporate trainer for a major software vendor. We discussed how the changing channel environment is presenting opportunities and threats to vendors and service providers. We explore how you as vendors and partners need to better align with the changing requirements of your end user customers. We delve deep into how the increased complexity of the buyer-seller-end user environment requires a very different sort of channel sales professional & channel chief. We discuss why behaving in a "Partner Centric" manner is no longer optional and why executive engagement is critical to the success of partner programmes. Unless you are adopting a much wider perspective and get away from the traditional approach of selfish selling through the channel you are going to become a relic of the past. You will be left behind by challengers in your market who understand their partners sell for their reasons not your reasons. Unless you understand why they are in business and what they want to achieve, partners will drop you in favour of vendor relationship managers who understand them and are committed to supporting the partner's aspirations, goals and objectives. We even share a couple of excellent book recommendations along the way. Darragh produced the fantastic graphic summary of #MakingChannelSalesWork on this podcast. He can be contacted via LinkedIn at https://www.linkedin.com/in/darraghpower/ or on Twitter here https://twitter.com/DarraghPower -- If you have an interesting story to tell about channel sales, scale ups or turn arounds and like the way I interview my guests, drop me a line to see if we can produce a podcast together If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Veteran of the UK financial services industry, Nick Chisnall, discusses the challenges and future of selling financial services. We pinpoint several common obstacles to success and how to fix them both for advisers and managers. #IFA #IndependentFinancialAdvisor #FinancialServicesSales #ManagingFinancialServicesSales #FinancialServices #WinningMoreSales #WinMoreSales #GrowingYourIFAPractice #TiedAdvisorSales -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

This has to be one of my favourite interviews ever. Doug Sandler tells Marcus what he learned from his father, David H Sandler! If your life has been touched by David Sandler's work this is a must listen conversation. Doug will be familiar to #Sandler clients and trainers who have listened to the #BestOfSandler Collection because he is "Dougie" of baseball and school bus fame. Doug is a big boy now! He's a husband, father, very successful podcaster, entrepreneur and author of the excellent book "Nice Guys Finish First". Get in touch with Doug at [email protected]. He is incredibly approachable and if you ever want to produce your own podcast, he can definitely help you. We get a glimpse inside David Sandler the human being and Doug and I explore #SandlerRules, #SalesEthics, #TransactionalAnalysis, the power of #nurturing, #SalespersonsRights, #Reversing, the trap of emotional attachment, communication, customer experience, seduction and much more. Let me know if you have questions for Doug for my next conversation with him early next year. -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

According to CSO Insights 2018, 64% of salespeople worldwide hit their quota in 2013. In 2018, it looks like that has fallen to BELOW 50%. The blind reliance on social selling, propagated by people with an axe to grind to sell social media training, is in large part responsible for this shocking result. In part 2 of my packed interview with #SamRathling, we discuss the opportunities and pitfalls for corporate executives of using LinkedIn. Listen in for some tough home truths and practical tips on using LinkedIn to build your company, hire the best talent, enhance your reputation personally and as a business leader. Sam is Europe's number 1 #LinkedIn trainer for Corporates. She's been a user of LI since 2003 and she eats her own dog food. She is always booked months in advance, and personally secures 10-30 INBOUND enquiries per day using what she teaches! Her clients generate immediate positive results which can be as high as a 400% increase in pipeline. She regularly helps them win 6-figure accounts. It starts with aligning your company strategy with your @LinkedIn strategy. We discuss company branding for sales and attracting top talent. We explore personal branding, sales, rekindling lapsed relationships, the power of testimonials, the mistakes corporates make when they misuse LinkedIn, the potential for reputation damage or career advancement and much more. This interview is packed with practical advice on #winning and building #enterprise accounts using the #power of LinkedIn. For the avoidance of doubt, LinkedIn alone without picking up the phone & creating engagement is like running your car on only one cylinder. We'd love to hear from you about your tips for building your brand, winning sales, expanding accounts and developing partnerships using LinkedIn. Please like, comment and share this podcast -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Did you know you have a social selling score? Linkedin provides all users with a Social Selling Index (SSI). Does it have any value? How can you use it to improve the results you are getting from your LinkedIn subscription? In part 1 of 2 episodes, I discuss how corporates can use LinkedIn to build their brand, find and win new business, hire top talent and generally improve their performance both as individuals and companies on the world's largest business community. How you measure your effectiveness is the Social Selling Index. You can learn more about it here: https://business.linkedin.com/sales-solutions/blog/g/get-your-score-linkedin-makes-the-social-selling-index-available-for-everyone https://www.linkedin.com/sales/ssi Reps who employ social selling only hit target about 47% of the time. Reps who employ social selling effectively hit target about 75% of the time. According to CSO Insights 2018, the AVERAGE number of reps hitting target globally has dropped from a disappointing 64% in 2013 to below 50% in 2018 which, frankly, is pitiful. Many blame the reliance on social media and not picking up the phone. Perhaps there's some truth in that, but not because social selling doesn't work, but because they have NO IDEA how to use LinkedIn effectively. #SamRathling is a superstar when it comes to using LinkedIn as a business builder. She has gone from £0 to £30,000 a month revenues in her brand new business with 85% utilisation in only 4 months using social selling via LinkedIn. A user of LinkedIn for a decade, she was one of the early adopters and has used it to recruit, to build pipeline, to build her personal brand and the brands of her own and several other businesses. She serves global brands (Fortune 500/FTSE 100) through to SMEs and startups through a mix of in-house reinforcement programmes, master classes, coaching and tools. -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Do you run a media agency? Or do you want to start your own agency and break away from a media group so you have more control over your own destiny and pricing? Digital Advertising Design PR Web SEO I interviewed my former client Jenny Plant, The #1 UK expert in #AccountManagementSkills for media agency owners, account directors and account managers. Listen to her story. She was under pressure, behind on target, being stretched beyond an reasonable expectations and having to keep her top talent when they were suffering from burnout and frustration ... until she learned how to bring all that under her control. We discuss how to stop getting suckered into costly pitches that tie up your most expensive creative talent that result in your giving away the crown jewels. We explore how to get past the procurement trap. We delve into the mistakes agencies make when they find themselves being invited to give free consulting and how to sell past such requests. Learn how to close business without pitching, without spending weeks preparing for pitches, without having your best ideas stolen and your top talent taken up in non-fee earning activities. If you're part of a network of agencies, discover our top 5 tips that will help you prioritise which ones to pursue and which ones you shouldn't. Jenny has worked in media for 25+ years, has headed up a publicly listed agency, turned around and transformed the fortunes of dozens of owner managed firms and is at the bleeding edge of best practices in account management for media companies. She speaks from the heart and from experience of what works ... and what doesn't. Enrol on one of her programmes Visit Jenny's website Contact her via LinkedIn -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Rob Goddard, founder of EvolutionCBS, has sold 353 companies for his clients. He really knows a thing or two about maximising the value for owners at exit and usually without an earnout! His company successfully sells 75% of the companies they take on which is 300% higher than the industry average. We discuss what you as a business owner need to implement before you go to market to maximise your payout and make your business attractive as an acquisition target to multiple buyers. He explains how you create a bidding war between multiple suitors, the pitfalls many business owners fall into and the mistakes they make that can halve the value of their business or worse. We explore how having a good recruitment and reliable, scalable selling system can 2x your payout. Rob and his team operate out of Reading, UK and Dubai, UAE but serve clients nationally. If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Over the next 6 years 3/4 of all people working in the channel will be Millennials. 2/3 of all purchases sold via the channel are made within the line of business. Today 75% of ALL products are sold via partners and within 8 years 90% of ALL technology will be sold via partners. If you aren't at least a little channel curious yet, perhaps you should be. The best channel managers and leaders share more in common with CEOs and General Managers than VPs of Sales. Jay McBain is head of research in the channel for Forrester. With 25 years in channel sales working for big corporates and setting up 3 of his own companies in the channel software space, Jay shares his wealth of knowledge and scar-tissue with me in this interview packed with useful suggestions, insights and challenges. We cover selection, recruitment, onboarding, operations and navigating the changing landscape in detail. You can learn more about Jay's research at jaymcbain.com For a Kindle version of #MakingChannelSalesWork: Amazon UK: https://lnkd.in/eK_AnNS Amazon US: https://lnkd.in/efsKU_X Amazon Germany: https://lnkd.in/eRtqhwZ Amazon France: https://lnkd.in/e79EBGe https://www.laughs-last.com/mcsw/ for a paperback copy: (UK £20 including P&P with your address, £22 within EU, £25 Rest of World) Please share this podcast with your team and your network -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Channel sales management is the elite parallel career path to become Direct Sales Director. Why elite? It's much tougher and requires a broader and deeper range of skills. You need to be a strategist, a planner, a manager, a coach, a trainer, a diplomat, a referee, an executive, an operator, an organiser, a leader with cat herding, communication and negotiation skills par excellence. You have to lead without power. You have to drive results without direct control. You have to inspire without direct authority. In German there is a term, "Eierlegende-Wollmilchsau" which translates to egg laying, wool making, milk producing pig. That sums up the role of channel manager pretty succinctly. Great channel managers are the special forces of sales. They are dropped behind enemy lines to do the toughest jobs working with the local resistance fighters. They eat the same food, sleep in the same trenches, suffer the same fate or worse and have to deal with the fall out of their own political leadership not understanding how fragile these relationships can be. They have to battle for resources, protect their fighters from their own side who see them as competition and resent it when their partners win business from under the direct sales force's nose. If you'd like to get a copy of #MakingChannelSalesWork, the new book by #MarcusCauchi and #DavidDavies from #Sandler then buy it on Kindle here: US: https://www.amazon.com/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2/ref=sr_1_1?ie=UTF8&qid=1536945386&sr=8-1&keywords=making+channel+sales+work UK: https://www.amazon.co.uk/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2/ref=sr_1_1?ie=UTF8&qid=1536945386&sr=8-1&keywords=making+channel+sales+work Germany: https://www.amazon.de/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2/ref=sr_1_1?ie=UTF8&qid=1536945386&sr=8-1&keywords=making+channel+sales+work India: https://www.amazon.in/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2/ref=sr_1_1?ie=UTF8&qid=1536945386&sr=8-1&keywords=making+channel+sales+work -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Bids & Tenders are among the highest hidden costs in any selling organisation Pursuing a bid can cost £tens or even £hundreds of thousands. Do you know if you really want to win it? Is it the right type of business? Can you win it? Who commissioned the tender or bid? Who helped them? Is the deck stacked against you? Are you in danger of winning the bid and then losing it to a litigious competitor? Has the commissioner wirtten the tender around the strengths of ao competitor and you are just playing the role fo column fodder? Do you know how to undermine a preferred supplier through your questioning and superior submission? Do you have the correct policies to protect your business and prevent your busy, expensive resources being sucked into a money-pit by time-bandit commissioners and procurement? Or does your senior management have a lottery mentality and have you chasing anything and everything? Do you know how to change the rules of the tender to protect your IP? Is the tender document a fishing trip for the buyer with the document having been baited to trick you into free consulting and giving away your best ideas so that a competitor can get paid on them? How do you protect your intellectual property, your time and your resources? All these questions and more are answered in this insightful and uncompromising interview with CEO of Starplan, The Winning Bid Writers. Stuart has a win rate of 88%! He likes winning and takes losing very personally, so he makes sure his clients cover all the bases and give their best submission possible. Cat wrangler, project manager, writer and general good egg, Stuart reveals a number of secrets to successful bid writing, highlights the traps and pitfalls, and gives clear advice on best practices of when to bid and when to no bid. He helps you spot bogus RFPs and when to push back against the commissioner to even the odds. You can contact Stuart directly on: Stuart’s LinkedIn Profile: linkedin.com/in/stuart-pyle-director-mba-1b22a6bWebsite: straplan.co.ukEmail: [email protected]: @Straplan -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Christine Hueber has one of the most visited profiles on LinkedIn. She is an internationally recognised LinkedIn coach and trainer. Christine discusses the importance of having a powerful profile, using the platform effectively to drive connection, engagement and build your sales pipeline Social selling is a must for anyone involved in new business development, scaling up their business or considering ways to revitalise their sales pipeline. Christine gives simple advice on steps you can take today to build your network, find prospects and have them invite you to engage to discuss their problems. I apologise for the sound quality in a couple of areas. I had problems with the sound tracks merging at odd times. If you listen carefully you can hear Christine's sage advice and it is worth listening to and putting into action If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Dr Mark Goulston wrote the book I wish I'd written, "Just Listen". He also wrote the other book I wish I'd written, "Talking to Crazy". His work has affected millions of people directly. He is a psychiatrist, has trained hostage negotiators, hobnobbed with the good and the great and his work is a powerful addition to any salesperson or sales manager's repertoire. We discuss authenticity, empathy, the power of really listening to drive up your sales, get the best out of yourself and your salespeople, to sell past no. He introduces the concept of Return on Empathy for those who want to learn how to turn soft skills into measurable returns. Mark introduces you to a range of powerful listening skills that will help you achieve more in business and in life and we discuss the parallels between what he teaches and what we teach in Sandler. I have been hoping to get Mark on to my show for many years and when I finally took the plunge and launched the podcast he was the first person I invited as my guest. I am so glad he agreed once his diary became free. It's a cracking interview with some outstanding insights that anyone can apply. Listen, Take notes. Please comment and share. I'd love to hear your stories of how you have used some of the approaches and the philosophy Mark teaches in your work and life. If you'd like to get in touch with Mark or for me to pass on your feedback please email me at [email protected] and I will pass them on to him Thank you for listening and for all your ongoing support If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Welcome to The Inquisitor Podcast - Episode 1: How To Fail BIG at Prospecting In our first episode, I interview the UK's most hated sales trainer, Benjamin Dennehy, about every salesperson's pet hate, Telephone Prospecting. No one likes prospecting but we have to do it. Nothing matters more to ANY salesperson than the quality and consistency of their sales pipeline. Benjamin and Marcus offer real-world tips, advice and war stories based on years of scar tissue, failure and personal struggle that have turned them into exceptional trainers and rock solid salespeople. They are salespeople who teach selling not trainers who teach the theory of sales. Everything they teach, they do, their clients do and work in real life with real customers today in any industry. You'll explore how to fail at prospecting and how you are getting in your own way. You'll get examples of what you can do to become excellent at identifying prospects, engaging them, closing them on a qualified appointment. Together we'll help you discover why gatekeepers have such power over unprepared salespeople and how to get past them simply. We crush the myths that surround gatekeepers, cold calling and explore the psychological head-trash most salespeople carry with them to self-sabotage and prevent their own success. Prospects don't hate cold calling. They hate bad salespeople who make bad cold calls, steal their time and interrupt. They love great salespeople who engage efficiently, offer insights, get permission to proceed and will invite you in if you learn what we discuss in this episode. A weak pipeline puts you at the mercy of prospects in EVERY deal and causes you to give away your power, squander leverage and race to the bottom on price, overservicing and free consulting. You'll learn how to establish YOUR RIGHTS as a seller. You'll discover how to CREATE EQUAL BUSINESS STATURE with DECISION MAKERS. You'll understand the psychology of buyers, sellers and gatekeepers. And you'll get access to loads of excellent and free resources to help you become a prospecting expert. _____________________________________________________________________________________________________________________ If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer