TheInquisitor Podcast with Marcus Cauchi

Pasha Irshad, founder of Shape & Scale chats to me about the rise of the tech stack, performance decline, marketing waste and the entrenched idiocy of old thinking in the current environment. Pasha advises companies on their marketing and their tech stack to ensure it is delivering the intended results and fit to scale. A value packed show that needs plenty of note taking Contact Pasha via linkedin.com/in/pashairshad Websites: shapeandscale.co (Company) https://www.pashairshad.com/

Michael Vincent is a world renowned close up magician, the most senior non-white member of the Magic Circle, a powerful keynote speaker on #leadership, #management, #DEI #Diversity, #Equity and #Inclusion, #performanceexcellence and #sales. His story of struggle over many years, and how rising to excellence has so many parallels with success in sales and management. How did his mentors affect his trajectory and velocity? Listen and learn. How did losing his hearing in 2013 affect him? How did he react and eventually apply his training to adapt? Here's his Tedx Talk: https://www.ted.com/talks/michael_vincent_the_magic_of_perception_mine_yours_and_ours Mike explains how growing up, in 1970's London as the Afro-Caribbean only child of a single mother he was largely isolated by circumstances. His mother taught him to read very early and he lived in books. When he saw his first magic show, his wonder and astonishment led him to the library and 6 years of practice in isolation. A happy meeting with his first mentor, Alan Allan, introduced Mike to a world that was previously beyond his awareness, taking him to perform across the world. A master of his craft technically, Mike explains the importance of the performance, understanding your audience and above all, understanding and acceptance of yourself. His investment in his mind, his stage performance, his communication goes well beyond mere technical performance. His stage presence is flawless, seemingly effortless and the product of a relentless pursuit of mastery of the fundamentals. Over the past 3 years Mike had to give up work to look after his mother. This chapter in his life carries so many lessons for our humanity and prioritising what really matters even at a personal price. Some of you will find this a tough episode because it holds up the mirror to who we really are and who we could be. A smörgesbord for thought in episode 421 of #TheInquisitorPodcast Contact Mike via linkedin.com/in/michael-vincent-665a01 Email: [email protected] Websites: [email protected] www.michaelvincentmagic.com www.fujiwarrior.com YouTube: www.youtube.com/michaelvincentmagic -- Contact me on [email protected]. If you want to improve your personal performance and you want a coach who will tell you the truth even when you'd rather I lied, https://calendly.com/marcuscauchi/let-s-explore-coaching-training If you want to sell more, more profitably, quicker without manipulation or pressuring customers, https://www.laughs-last.com/successful-selling-programme/ Sick of hiring James Bean instead of the James Bond you thought you had in front of you at interview? https://www.laughs-last.com/hiring-winners/

Sam Robinson says, "It's your buyers choice to buy, not yours to sell". He's a Red to Blue Coach, director of Greenock FC and his day job is sales enablement leader for the media giant, Dentsu. "Enablement is a business function not a training function," says Sam. We delve into the most effective working relationship between enablement, the Board and the business. How well does enablement support the Board's responsibility to drive results? Why isn't enablement a profit centre? How does enablement's focus on the wrong end of the problem undermine trust and respect? Who is asking the hard questions? How do you make engagement engaging? Listen, take notes, tag a friend Contact Sam via linkedin.com/in/sam-robinson-4a29326 Phone: +44 (0)7480 656 266 (Mobile)

Jason Hubbard, Founder and CEO of The Demand Magic and Adjunct Professor at University of Tennessee with a special interest in #ethics. We dig into why the outbound function is generally so badly broken and what needs to be done to fix it. We dig into the topic of #SalesEthics, #ManagementEthics and the effect leadership and investors have on culture. We take a scalpel to the rotten parts and explore options for a better future for #OutboundSales #outbound2point0 Contact Jason on linkedin.com/in/hubbardjason Websites teknovation.biz/2012/07/16/jason-hubbard-groomed-entrepreneur/ (Teknovation Article) knoxnews.com/news/2010/sep/09/energy-saving-gets-simpler-simple-control/ (Energy Savings Gets Simpler) knoxnews.com/news/2011/jun/06/software-firms-created-solutions-challenges/ (Software Firms Create Solution) Email: [email protected] -- Contact me on [email protected] or book a time for us to chat about developing you and your people - https://calendly.com/marcuscauchi/let-s-explore-coaching-training Secure your place on my Successful Selling programme for salespeople who want to be certain of improved results and less wasted effort. https://www.laughs-last.com/successful-selling-programme/

"How often is culture talked about in your business? Is it a standing agenda item?", challenges Steve Simpson, creator of the concept of Unwritten Ground Rules, UGR®'s. We explore how to develop and deliver an #aspirationalculture to make you attractive as an #destinationemployer. UGRs are answers to great questions like, "How do we treat people when ...?" Complete that sentence around real life situations and you start to uncover some blindspots, prejudices and unconscious biases that are disadvantaging you, your business, your customers, your suppliers and/or your own people. Of course biases exist. No point denying they do if your intent is really to help fix them. Our job is not to shy away from identifying biases but to do so and address them. If you ever needed a better argument for diversity and inclusion, it is the creative power of diverse teams all looking at the same problem. Where you have multi-aged, multi-ethnic, multiple socio-economic backgrounds, differing faiths, politics, technical and professional experience who share the same values and purpose, the benefits are several magnitudes greater than fighting for processes and beliefs that are no longer fit for purpose tied around a homogeneous group of like thinking people. A strong indicator of the unwritten and unspoken priorities, which may include building political power frequently shows alignment below the surface radar around cultural discrimination, intentional or unintentional, deliberate or through ignorance is the response to this deceptively provocative question - "If I asked your people what your leadership team's priorities are they'd say ...?" Steve explains how we respond to members of our teams putting forward their ideas, is indicative of your underlying culture and shared values system. The response to this kind of situation witnessed by others, quickly determines who and how discretionary effort may be offered or withheld, the temperature of relations between leadership and their workforce. A very provocative interview with plenty of practical and meaty material you can implement yourself Contact Steve via linkedin.com/in/workplaceculture Websites ugrs.net (UGRs Company Page) steve-simpson.com (Steve Simpson Personal Site) safeminingcultures.com/ (Safe Mining Cultures) Phone: +61419901391 (Mobile) Email: [email protected] Twitter: steveugrs Episode 418: Steve Simpson #SteveSimpson #UGR #UnwrittenGroundRules #employeesafety #managementethics #leadershipethics #businessethics -- If you want to explore coaching or training for you or your team book a call with me here - https://calendly.com/marcuscauchi/let-s-explore-coaching-training And if you want to learn from me, my fresh courses and programmes designed to help you sell how buyers really buy without manipulation or pressure can be found here - Successful Selling - https://www.laughs-last.com/successful-selling-programme/ Hiring Winners - https://www.laughs-last.com/hiring-winners/

Paul Morton, Founder of The Practical Leadership Academy, chats to me about leadership that is fit for the 21st Century. We argue the case for dragging yourself out of the Industrial Age and to think deeply about how you need to adapt to the rapidly changing environment. When you graduate to leadership, Paul says, "Your job is to build your business with your peers" We agree that consistent focus on, and intentional practice of the fundamentals is critical, but those fundamentals cover more than the balance sheet. We explore some interesting phenomena - how managers who are struggling tend to default to doing the job they had before, and then we start unpicking the consequences. Lively intelligent, highly provocative debate. Definitely one to take notes from. Contact Paul on linkedin.com/in/paulwmorton Website: https://www.practical-leadership.academy/ Email: [email protected] -- Contact me on [email protected] if you want to be a guest or want me to interview someone specific. Hire right, first time. Stop hiring people who interview like James Bond and perform like Mr Bean. Join my unique predictive #HiringWinners programme for senior leadership, executives and managers. Starts Oct 4th 2022. https://www.laughs-last.com/hiring-winners/ Learn to hire winners who succeed in the role, improve over time and stay for many years. Reserve your place now

Varun Anand is Head of Operations at Clay.com. We discuss what is #PLG #ProductLedGrowth? Why it matters? To which type of products is it especially suited ? How does PLG go wrong? What happens when it goes right? Varun opened my eyes to a few new things in this, our 416th episode of #TheInquisitorPodcast. Contact Varun on linkedin.com/in/vaanand Twitter: varunanand48 -- Contact me if you want to thrive through the coming recession. https://calendly.com/marcuscauchi/linkedin-discovery-call Sign up for my #SuccessfulSelling programme. Ongoing reinforcement and training https://www.laughs-last.com/successful-selling-programme/

The world of computer gaming continues to grow at breakneck speed with over $196bn being spent on games in 2020. 45% of gamers are women. And the age range is not where you might expect. Moritz Aemisegger is an expert in the gaming field, serving customers in #esports and #Gaming. His fascination with the #ComputerGaming market is justified. Fast paced, rapidly changing, massively innovative, if you are an innovative marketer, this is an episode you won't want to miss. We delve deep into the business of gaming, the allure, the marketing potential and of course we have a dig into sales, selling, and management. An outstanding episode. Bring a pen and paper. And tag someone who needs to hear this please Contact Moritz via linkedin.com/in/moritzaemisegger Phone: +41 79 824 43 45 (Mobile) Email: [email protected] -- Are you considering hiring? Have you made bad hires and lived to regret it? https://www.laughs-last.com/hiring-winners/ Want to up your sales game? - Join Successful Selling - https://www.laughs-last.com/ If you want to get hold of me, DM on LinkedIn or [email protected]

Fergus Connolly has led an extraordinary career coaching some of the world's elite - in business, in sport and in special forces. His clients have been his best teachers. His excellent book, 58 Lessons, is crammed with insights from the real world of top performers exploring their rarified view of the world. "I don't fear the man who has learned 10,000 kicks; I fear the man who has practiced the same kick 10,000 times" - Bruce Lee A key lesson is these people never forget the need to keep practicing their foundational skills whilst also extending their range. Slow is smooth; smooth is fast - a lesson from special forces, martial arts, music schools like Suzuki. They do the ordinary, extraordinarily well. We discuss mindset, psychopathy and genius, talent and graft, determination and motivation, conditioning and intuition. Genuinely one of the most fun, engaging, challenging, and remarkable interviews I've done in a long stream of very satisfying and insightful conversations. I absolutely understand why the world's very best seek him out as their coach. You will too. Have a listen. Follow him on linkedin.com/in/fergusconnolly Websites fergusconnolly.com (Company) fergusconnolly.com/lessons-from-sport (Company) fergusconnolly.com/blog (Blog) Twitter: Fergus_Connolly -- Apply to join my #SuccessfulSelling programme starting October 4th, 0930-1130. Zero technique taught. You will learn how to build a system that fits you, your values, and your communication style. This means you sell naturally, authentically and adapt to how your buyer needs you be. You're buying better results, not flashy techniques. https://www.laughs-last.com/contact-marcus-cauchi/ If you're a veteran salesperson we'll build on what you already know, and you'll develop tools, tactics and strategies to accelerate your career. If your new to sales, you'll save decades in getting it wrong and having to unlearn a load of stuff, and you'll get noticed for the right reasons building early cumulative advantage.

"The need for connection and community is primal, as fundamental as the need for air, water, and food." - Dean Omish At the Heart of Change is Empathy; it’s the Basis of Strong Community Do you derive the greatest satisfaction from receiving a great gift, or giving a great gift that makes the person you care about spontaneously light up with delight. We are social primates. Think about it. Our superpower, the one that put us to the top of the food chain, is cooperation. #Rebecca Tasetano, cofounder of Project Kick Ass, started her career as a children's entertainers age 5. Today she delivers #CommunityAsAService. How did 10 years being a clown prepare her for building, growing and galvanising communities? You hear that the future of marketing is in community, and it makes sense. Word of mouth, personal introductions, testimonials and other forms of social proof go a long way to removing barriers to buying because if others from your tribe are doing it, it's probably safe to our brains which have evolved slower than the environment we have created and now occupy. Sales generated by WOM convert between 3x-18x more often than cold generated opportunities. If someone you trust recommends a course of action, a film, a restaurant, a book or a provider, odds are, you will lower your resistance because the mutually trusted introducer lends their credibility to your cause. The most productive, engaged and thriving communities are high challenge and high support. You know if you've said or done something stupid, and if you ask for help people give willingly and without expectation of ANYTHING in return. Is this naive? Utopian? Maybe, but what if? What if you had a community that wants you to succeed, cheers you on, introduces you at every opportunity to people who fit the profile of your hero customer? What if your partners play to keep the game going instead of to win or not to lose? What if all of you play to make the pie bigger for everyone? These #communities and #ecosystems do exist already. We explore the challenges of building a community, managing expectations, creating engagement. And we explore the challenges and where people go wrong when building a community. Contact Rebecca on LinkedIn at https://www.linkedin.com/in/rebeccatasetano/ Email: [email protected] Website: PKASolves.com -- If you're curious how early stage, moderately funded business can achieve sustainable scale and accelerate past their more established competition, contact me via [email protected] or DM me on LI. Let's explore training or coaching - https://calendly.com/marcuscauchi/let-s-explore-coaching-training Hiring Winners - Predictive Hiring For Managers - https://calendly.com/marcuscauchi/hiring-winners

Justin Zimmerman, founder of Partner Playbooks. Justin helps companies scale their predictable, profitable partnership revenues through partner playbooks. We dig into what it takes to be an effective partner. We delve into #ecosystems and customer centric models that solve for customer value which then translates into revenue value and compare that with channel sales. We look into the crystal ball to try and understand what is going to change, how we are going to have to adapt and the future of sales and partnerships because of advances in marketing, integrations/APIs. If you're a direct salesperson, maybe it's time to consider how your future will be affected? Contact Justin linkedin.com/in/justinzim Website: eepurl.com/cOtYCv (Blog) Email: [email protected] -- If you want to a coach who is more than a coach, maybe we should talk. https://calendly.com/marcuscauchi/let-s-explore-coaching-training "The number one result from working with Marcus was consistent over performance. I was an average performer when we started and after a short period of working together and implementing his coaching, results took a steep incline and stayed there for good. It is difficult to narrow down to only a couple of things that I implemented after Marcus' coaching. But one of the biggest changes was confidence - Marcus does a great job of instilling confidence in his clients and ensuring they are aware they are of equal business stature to everyone they cross paths with. On top of that, working with Marcus consistently will see your overall business acumen take a big lift. This has been really impactful when it comes to adding value and asking great questions of executives." - Stephen Donohoe, Account Executive, Clari

Danny Wareham is CEO of Firgun. Firgun is slang in Hebrew for taking delight in the joy of others. It is the opposite of schadenfreude. Danny's approach to life and business is how do always set others up to succeed. And it is a remarkably effective strategy that help you make friends, build bridges and find common ground. In the 411th episode of #TheInquisitorPodcast, Danny provokes you to think deeply. An insightful, demanding and substantial conversation packed with practical questions, challenging answers and unvarnished truths. I had a blast! You will too. Contact Danny via linkedin.com/in/danny-wareham Email: [email protected] -- Contact me on [email protected] to explore whether we can work together to help you achieve your goals in life and work. If you're looking to develop the vital behaviours you need succeed, perhaps coaching can help

Michael F Schein says, "Hype can be used for good or evil. I got curious to understand how great influencers, historical demagogues, cult leaders, Rap promoters and band managers can influence so many people to do what they want them to do, because I figured if you could harness that ...!" Mike is CEO of MicroFameMedia, an agency delivering hype strategies for fast growth companies with ambitious founders who want to bootstrap fast so they can fund the next phase of their business. MicroFameMedia's research has identified 12 hype strategies that have proven themselves to work repeatedly and any business can apply if they are willing to get uncomfortable, put in the hard work and be courageous enough to handle the polarising effect some of the strategies might have. And before you throw hype away as destructive, consider the value to you of your hype marketing self-disqualifying non-buyers and non-prospects without you ever wasting a moment's effort on them. Better still, how about have your rivals and detractors become your best marketing channels. Buckle up. This is one helluva ride. Contact Mike linkedin.com/in/michaelfrancisschein Website: MicroFameMedia.com (Company) Email: [email protected] Twitter: MichaelSchein1 -- If you want to discover the vital selling behaviours of the most successful salespeople in your industry and learn to apply them in your sales, DM me on LinkedIn or email [email protected]

"What do you do when the referrals from your network dry up?", asks Christian Banach. One option is outbound, but this is a very different proposition to working ones warm market. You have to modify your expectations. These deals usually take longer, have much lower conversion rates and the thinking behind such campaigns is usually fatally flawed, short term and selfish. Christian and I discuss the importance of establishing realistic expectations between the agency and the client. Cold campaigns as frequently a knee jerk reaction to a weak pipeline and looming failure to hit quota. We explore how the best results come NOT form focusing on short term pipeline, but using cold to develop coverage and warm relationships, so that when they move from passive to active looking you are the only show in town. Lively, challenging and insightful, you can contact Christian via https://www.linkedin.com/in/christianbanach/ Website: christianbanach.com (Company) -- If you want the last laugh, get someone to coach and support you through this coming recession so you thrive and get promoted without the usual stress. If not me, maybe someone I know. Either way, email [email protected] to chat or book a time over Zoom on https://calendly.com/marcuscauchi/discovery-call-15-mins

Lauren Cartigny is a transformational coach. 15 successful years in sales and management in the Tech industry, today she supports CEOs, sales leaders, and founders to deliver sustainable results from position of wellbeing. How do you know that you are stressed? What level of stress is healthy? In a relationship what are you responsible for, and what is the other person responsible for? What conditions do you need to access your confidence? Contact Lauren via linkedin.com/in/laurencartigny Websites: laurencartigny.com (Company) instagram.com/lauren.cartigny/ (Personal) Twitter: lcartigny -- Contact me on [email protected] or via DM on LinkedIn. If you are an ambitious salesperson or a manager who wants to take your team to new heights, let's have a quick no strings, no pressure chat. https://calendly.com/marcuscauchi/discovery-call-15-mins

Today, Eric Steeves is a RevOps specialist but before he took the easy route, he was head bouncer in places you wiped your feet on the way out, he built two 7-figure businesses in the competitive world of junk removal, became a firefighter and then joined Salesforce where he thrived in sales. With the spectre of recession over the horizon, Eric and I put 2 and 2 together and figured it'd be interesting to see how his crisis management training in the fire service can be applied to managing tough times where things change fast, unexpectedly and in surprising ways. You be the judge. Have a listen with a pen and notepad. Contact Eric via DM linkedin.com/in/eric-steeves -- Contact me on [email protected] if you are looking for a coach who will never lie to you, never feed the harmful part of your ego, and will always have your back, even when you are doing stupid things. No fluff. No faff.

"3 billion years of evolutionary testing proves it works!", says Sam Tatam, author of Evolutionary Ideas, the fascinating book about creating intersectional moments between jobs to be done and nature's clever solutions. Sam heads up the behavioural sciences team at Ogilvy's. You are in for a treat. What do a penguin, the Medici's and Japanese bullet trains have in common? More than you think. Much more. Explore another way of seeing the world on the 406th episode of #TheInquisitor Podcast Contact Sam via linkedin.com/in/sam-tatam-psychologist Websites ogilvy.com (Company) linktr.ee/evolutionaryideas (Personal) Twitter: s_tatam -- Contact me on [email protected] if you are looking for a coach who gives neither quarter or bullshit, or you fancy being a guest on the podcast

"Dysfunction is often a product of how you treat your people", says Chris Blackwell. We talk #Ethics #Values and #Purpose. We ask what are the causes of high performance? And what are the fundamental attribution errors that lead to blindspots and unintended consequences? Growing slowly is OK, stagnating isn't. If you treat your people like children they'll act like children. Treat adults like adults. Create the conditions so they think for themselves, take responsibility, cooperate and share. The deep dive on ethics in sales and management is the first of many we will be exploring on the topic. Please can you refer me to possible guests ... If you rate any authors, academics or commentators on the subject of #SalesEthics #BusinessEthics #ManagementEthics #HiringEthics please can you put us together Contact Chris on linkedin.com/in/chrismblackwell Website: plpconsult.co.uk (Company) Email: [email protected] Twitter: ChrisPLP1 -- Contact me on [email protected] If you are looking for a coach who will not let you get away with excuses, backsliding or blaming, and will focus on helping you meet then exceed what you consider possible. I am taking on 2-3 new coaching clients. If you want to explore what you can expect to accomplish with help book a call with me for a no pressure, no obligation chat - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching

Todd Caponi, releases The Transparent Sales Leader on 5th July 2022. After the success of his best seller The Transparency Sale, Todd realised the depth of the problem in management when none of the 40 strong management team of a tech firm going through hypergrowth had any management training, including the CRO. We discuss the challenges associated with scaling up, becoming a manager, being successful in the role and having the framework to ensure you always know for certain where you are, your team is, the health of everyone's pipeline. Funny, poignant and informative, this interview is one you will want to take notes and share. Contact Todd on linkedin.com/in/toddcaponi Websites toddcaponi.com (Company) toddcaponi.com/blog/ (Blog) Phone: +1 847-999-0420 (Work) Twitter: tcaponi -- Contact me on [email protected]

https://www.amazon.co.uk/Transparent-Sales-Leader-Sincerity-Structure-ebook/dp/B0B23DZHFR/ref=sr_1_2?crid=3A7GNRCR7WXGR&keywords=todd+caponi&qid=1656841120&sprefix=todd+caponi%2Caps%2C60&sr=8-2 https://www.amazon.com/Transparent-Sales-Leader-Sincerity-Structure-ebook/dp/B0B23DZHFR/ref=sr_1_2?crid=3A7GNRCR7WXGR&keywords=todd+caponi&qid=1656841120&sprefix=todd+caponi%2Caps%2C60&sr=8-2

2 previous guests who are always worth a listen are Patrick Lindqvist and Gary Mitchell. They have extensive experience bringing diverse groups of people together around common purpose and the job to be done. Lively, unfluffy, pragmatic, we share ideas, join the dots and improve what we can each bring to the debate individually. Contact Patrick: linkedin.com/in/patricklindqvist Website: youtube.com/watch?v=rHF4hARZn38&feature=youtu.be (Talk on Change) Email: [email protected] Twitter: patlindqvist Contact Gary: linkedin.com/in/garymitchellgmc Websites: gary-mitchell.com/blog (Blog) gary-mitchell.com (Company) hqi-connect.com (Company) Phone: +44 7939 587 532 (Mobile) Email: [email protected] -- Contact me on [email protected]. Better still book a short call to share ideas with each other - https://calendly.com/marcuscauchi/quick-idea-share I'm taking on 2 new coaching clients. If you want help to double your impact for half the work, https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching Happy selling

Sebastien van Heyningen, founder of Central Metric, is a new breed of sales leader. He thinks beyond the revenue. We discuss the importance of taking a more rounded approach than simply focusing on the numbers. Numbers don't generate themselves. We explore his thoughts on management, hiring, developing people, team building AND achieving targets. Contact Sebatien via linkedin.com/in/sebastienvanheyningen Email: [email protected] -- Contact me [email protected] Each quarter I take on 2-3 new personal coaching clients. Go ahead and check out my 200+ DETAILED testimonials over on my LinkedIn profile. There's a reason ambitious top performers seek out my help. If you want to explore coaching with me book some time here - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching Stay safe and happy selling!

One thing I know for sure, when nuclear winter descends upon us, two things will survive, coackroaches, and Simon Leslie. Simon is CEO of Ink. Imagine it's 2019, $150m in profitable revenues, 36 exclusive inflight magazine publishing contracts. Covid hits. Almost all those revenues dried up overnight, and they had to refund customers, so the slap in the head cost him more than $150m. Our intrepid leader refused to die. In 2 and half years he has gone from the world falling out from under him to Ink having their BEST EVER quarter in Q1 2022/23. Ink now owns a closed TV network serving 12m customers a day with hyper targeted advertising. We talk data, decision making and disasters. What will surprise you is just how much of Simon's recovery has been down to the application of soft skills, and building up his people from scratch. And it is a delight to see Simon thriving. His story is a lesson in leadership, leaning into his problems and an indomitable spirit of enterprise. Contact Simon on inkedin.com/in/simon-leslie-b252b92 Websites luckyleslie.com (Personal) ink-global.com (Work) Email: [email protected] Twitter: Closerx -- Contact me on [email protected]

Neil Bhuiyan, founder of Happy Selling, and I discuss mindset, attitudes, beliefs and values. We dig into the responsibilities of the seller and management for creating the conditions for sellers to thrive. What does it take to be happy in your sales role? Why is it important? Does your happiness affect your performance? Contact Neil via linkedin.com/in/neilbhuiyan Websites: happyselling.io (Company) linktr.ee/happyselling (Blog) Twitter: HappySelling_io e: [email protected] Podcast: https://www.happyselling.io/podcast -- Contact me on [email protected] to explore how you can thrive through the coming recession.

Tom Parker is CMO of Atomley. He and his team eliminate the uncertainty out of marketing one-to-many. We discuss the mechanics, objectives, beliefs and results of putting together a series of webinars intended to build medium to long term pipeline and deep levels of credibility, engagement and intimacy with your audience. We discuss how well targeted, executed and choreographed webinars coupled with telephone, content and email reinforcement can yield ROIs in thousands of per cent with predictable certainty. Contact Tom via linkedin.com/in/thesalesarchitect Websites: thesalesarchitect.co.uk (Company) atomley.com -- Contact me on [email protected] if you are looking for smart, innovative ways to compete in a tough, crowded marketplace where you struggle differentiate or command premium prices.

Sarah Archer is an extraordinary speaking coach. Listen to what she has to say about the power of public speaking and how you can bring value to your audience that drives your sales pipeline, builds awareness and gives you reach. Hints and tips abound. Speaker marketing (#Sparketing!!) can catapult your career. Contact Sarah on LinkedIn linkedin.com/in/saraharcher15 Websites saraharcher.co.uk (Company Website) facebook.com/saraharcherspeak (Personal Website) bit.ly/2qgab9N (Company Website) Twitter: SarahArcher15 -- Contact me on [email protected]

"If you look after your customers you can almost eliminate unintended churn, win customers for life and drive net revenue retention", says Markus Rentsch, founder of Remark-able and a lonely voice of sanity, advocating relentlessly for the customer. Cost of customer acquisition has risen by 60-75% in the past few years. Investors are focusing on profitable companies. Profit from expansion is 1150% compared with new accounts generating 18% and upsells 170%. The economics of putting your customer at the heart of everything you do is multiples more profitable than the way 3 generations of leaders have led! If you don't follow Markus's LinkedIn content, make sure you do. Every post I've read from him is intelligent, well crafted and real world practical. No fluff, no faff and no lies to peddle a book or a methodology. Just down to earth, human, compassionate content that is instantly relatable. We discuss good #CustomerSuccess & #CustomerExperience and the positive impact in will have on top and bottom line, retention, customer churn, employee engagement ... I could go on, but instead just listen to what he has to say. linkedin.com/in/markus-rentsch-customer-value-led-growth-for-saas Websites: remark-able.at/ (Company) saaselerate.com/ (Company) Email: [email protected] -- DM me to get a copy of Markus' excellent Customer Value Led Growth primer, or email [email protected] if you are the owner or CEO of a technology company with a goal of generating annual recurring revenue in excess of $20M. Right now, I’m helping companies just like yours achieve real, sustainable hypergrowth with highly engaged and productive employees…and clients who stick with them year after year. If you’re up for a brief conversation, I’m happy to share with you some ideas and strategies that can help you achieve the same.

"The economics of cold prospecting is insane. Keep in mind that the data shows the biggest deals come from a salesperson's 3rd generation network. Why make thousands of cold calls to strangers? The outcome you want is a strong book of loyal, profitable customers for life. The bank doesn't care how you get there. Building your pipeline through referrals and hot personal introductions delivers you an outcome is between 3x and 18x better than if you went in cold. On your deathbed I doubt you'll be complaining you spent too little time on voicemail, being told to f*** off or getting dead and wrong numbers. Fair?" Marcus Cauchi is interviewed by John Robinson about his blended approach to generating hot, personal introductions. How can you build referrals systematically and predictably? How do you ask for referrals so you receive them and no one feels icky? Contact Marcus on [email protected] or book a call with me https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching LinkedIn: https://www.linkedin.com/in/fractionalcrotechscaleups/ -- Are you the owner or CEO of a technology company with a goal of generating annual recurring revenue in excess of $20M? Right now, I’m helping companies just like yours achieve real, sustainable hypergrowth with highly engaged and productive employees…and clients who stick with them year after year. If you’re up for a brief conversation, I’m happy to share with you some ideas and strategies that can help you achieve the same.

Ian Cartwright, author of The 6 Fundamentals of Sales Know how, chats to me about doing the basics, well, consistently, over time and meaning it. Lively discussion that serves to remind you of what probably got you going on the road to success, before you learned to get in your own way

"In a country well governed, poverty is something to be ashamed of. In a country badly governed, wealth is something to be ashamed of." Confucius If the short, medium and long term economic trends are to be believed, the USA's empire and economic hegemony are on the decline, whilst simultaneously China's stars are on the rise. That terrifies many in the West. But China needs strong global markets to continue its remarkable economic achievement. 60 years ago 96% of China was below the poverty line; today, fewer than 2% are below the poverty line. Whatever your views on their human rights and politics, there is no denying that is a breathtaking accomplishment. My feeling is we can fight the trend and lose a costly uphill battle. or we can accept the change and embrace the possibilities. I'd love to hear what you think and how you see ways we can take advantage of this change rather than fearing it and letting it consume our time and energy in a lost cause. Contact Kathryn if you are planning to export to Eastern Europe, Middle East or China. Her LinkedIn profile is at linkedin.com/in/kathrynread WeChat: KathrynRead Website: https://kathrynread.com/blog -- Contact me if you are looking for innovative, proven ways to 10x your sales revenues without losing control or the wheels coming off via [email protected] If you are the bees knees in your field and you want a steady stream of new business and established , stable accounts, and ask me how you can be part of our RevOps ecosystem -- And remember, "Before you embark on a journey of revenge, dig two graves."

Red Stafstrom teaches introverts how to sell without compromising their core values or who they are. Introverts aren't naturally hardwired as transactional hunter types, but they can be massive billers and keep profitable customers for life. We dig into how introverts and extroverts differs and what they have in common. Red compares how introverts feel when extroverts use leading questions with #kettling, the police tactic used to contain crowds. Often it is the introverts in those crowds who crack under the pressure and lose control. Under those conditions their lower brain function triggers freeze fright or flight, which explains why hard sell tactics so often shut buyers down. An intelligent and very instructive episode. Contact Red if you are an introvert and struggling to thrive in a world dominated by extroverts. LinkedIn: linkedin.com/in/red-stafstrom-🦁-161b0921 Website: brokensalespeople.com (Company Website) -- Contact me if you see your success in the future will be determined by your ability to cooperate. I have some tried and tested ideas which i'm happy to share with you. Contact me on [email protected] or book some time in my diary for a chat about working together https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching

"Before you consider using an outsourced agency like ours, have you exhausted all the free avenues available to reach your customers. If you haven't go away and try them first. We're expensive and you may not need us", says Zac Thompson, CEO of We Have A Meeting. Zac Thompson and Jack Frimston are cofounders of #WeHaveAMeeting. They are an old fashioned lead generation outsourcing agency on the surface, but dig a little deeper and they bring something fresh and dynamic to the party. "Simplicity is the key to brilliance", Zac continues, "And the fight is outside". He and Jack are building a supportive, highly competitive culture focused on creating an environment where their people want to come to work, give their best effort, and they can grow into their full potential. Contact Zac Thomson linkedin.com/in/zac-thompson-33a9a39b Twitter: ZacThompson12 Contact Jack Frimston: linkedin.com/in/jack-frimston-5010177b Website: https://www.wehaveameeting.com/ -- Contact me on [email protected] if you want to scale fast and you know you can't get away with hiring and throwing lots of bodies at the problem, I have some ideas I'm happy to share as to how you can achieve rapid and sustainable growth. Get in touch or book a quick call to discuss heling you and your team - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching

Sunil Kumar is CEO of TrainYo. TrainYo takes non-SaaS salespeople from disadvantaged backgrounds or who people would probably never have the opportunity to break into tech sales (46 year old operations manager), they train them at TrainYo's expense. They charge a flat rate for placing these outliers SDRs. The business grew out of purpose, because Sunil and his partner were frustrated at talented people not being given a chance because they lacked experience. You can't easily train improved attitude, motivation and self concept. These people have it by the truckload. Their motivation is high, their drive unparalleled in the companies they find themselves. 7 months trading and 57 placements made with ... just 1 candidate who has not worked out. Their candidates often outperform seasoned, veteran SDRs. Why? Listen and find out. 1 clue - the C-word. Sunil can be contacted on linkedin.com/in/sunil-kumar-🏳️‍🌈-247574112 Phone: 07852209460 (Mobile) Email: [email protected] -- [email protected] to get hold of me. I'm looking for great salespeople to join one or other of my teams in the UK, Americas (NC&S), Australia and Europe. Treat me like a prospect. Woo me. Research me. Get me to invite you in for an initial interview. If you know what to do, do it. I'm an easy sell!

"Are you considering the natural consequences for every responsibility on a job description?", asks Aaron Schmookler, #CultureEngineer and co-founder of #TheYesWorks. We dig into what it happen when you take your business to the point where your people are working together towards the shared outcomes. Aaron helps founders and CEOs turn dysfunctional companies into high functioning, intimate, high trust/low self-orientation teams committed to clear collective outcomes whilst getting their individual needs met. Contact Aaron on linkedin.com/in/schmookler Website: TheYesWorks.com (Company Website)Phone: +1 253-301-8004 (Mobile) Email: [email protected] Twitter: TheYesWorks--Contact me on [email protected] and if you want to discuss your own or your team's development grab some time in my calendar for a call - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching

Chris Prangley has risen through the ranks from a territory development rep (TDR/BDR/SDR) to Regional VP for Sales. His journey has exposed him to every stage of a fast growth business achieving pace and results, not without their challenges. Author of #TechSalesWarrior, he shares his experience rising through the ranks. We have a very candid conversation about the highs and lows of a modern sales career, the path into management and leadership, how you need to prepare your people for what is coming so they can thrive in a VUCA world. If his face is familiar, you may well wonder why? Go find out, making his story all the more remarkable. Contact Chris via linkedin.com/in/chrisprangley Website: https://www.varonis.com/ (Company) Amazon: https://www.amazon.com/Chris-Prangley/e/B09S5K373D%3Fref=dbs_a_mng_rwt_scns_share -- To get me [email protected]. I'm hiring. 2 Enterprise sales execs. UK, hybrid working, reporting to me, poor people. Or DM me on LinkedIn

Amelia Taylor is one of the new generation of fast, paced, bright, ambitious sales leaders of the future. By day she sells RevOps-as-a-Service, and by night she helps other salespeople who are struggling to find their rhythm in sales. We discuss why cooperation is an undervalued and mostly untapped resource that salespeople fail to tap into at their personal cost. Humanity's superpower as a species is cooperating to solve problems by putting lots of our big brains together to understand the problem deeply, work out an elegant, sustainable solution and communicate what we learned to others so they can build on what we have already created whilst continuously working towards a better future. We also discuss what happens when management and sales take the opposite approach. Contact Amelia via linkedin.com/in/amelia-taylor1 Website: https://carabinergroup.com/services -- Book time to talk about training or coaching you and your teams - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching

Alex McNaughten and his partner Scott Freeman founded #Apprento.io to help salespeople enter the #SalesProfession, get trained well, and placed in good companies with good bosses. Alex and I explore a range of topics from good and bad management, technology, culture, better questioning to developing your people. Alex's approach is refreshing, inclusive and highly effective because people get to think, grow, be highly engaged. Make sure you follow Alex on LinkedIn. His content is great. Contact Alex via linkedin.com/in/alexmcnaughten Websites: salesleaders.tech (Company Website) apprento.io (Company Website) Phone: +6421955570 (Mobile) -- Contact me on [email protected]

"Maybe 3% of your market is in the market to buy what you have to offer today. There's 40% that have problems you can fix that have no idea you exist or that they have the problems you fix. Your job is to get to speak to them" Pat Joyce is back. We unpick how he penetrates accounts and builds big pipeline, fast. It's messy and requires you to put in a LOT of HARD WORK. And it pays massive dividends. And it's predictable and reliable. Pat has repeated his success multiple times applying what we discuss in this episode. Oh, and what he does is ugly too. If you like pretty, formal, perfect, this is scrappy, short, has typos, and more importantly, it works. If you are OK with response rates below 12% off your marketing campaigns, carry on doing what you are doing. If you want to deliver results, listen with a notepad and pen. After all, the outcomes we're after are additional sales revenue growth and a fat, overstocked pipeline brimming with prospects in our ideal persona who are receptive to a conversation with us now or scheduled for when the conditions are clearly right to engage again. Why do marketing and sales exist? To help customers make the best decision they can for their business now and for the future. To do that quickly you need to speak to many people, deep and wide, across the organisation in quick succession. Learn how Pat does this and helps his clients build solid pipeline quickly. Contact Pat via linkedin.com/in/pwilliamjoyce Website: thejoyce.net (Blog) Phone: +1-206-591-3367 (Mobile) Other platforms: Spotify: https://lnkd.in/eFeZUAwk Podbean: https://lnkd.in/eJQRRPCa Apple: https://lnkd.in/eQQvvA8B ListenNotes: https://lnkd.in/ef3k9eex Amazon: https://lnkd.in/e24iH7-f -- Contact [email protected] to talk about your plans for expansion, turnaround or recovery.

Simon Severino talks to me about building velocity and resilience to thrive in times of high inflation and high uncertainty. Simon says "Never correlate goals with metrics and incentives". He is a design thinker applying the scientific method to his business, his systems and sprints. Simon shares how he's mitigating his exposure and maximising his potential upside in his personal investment portfolio. We dig into how he's refocusing his costs in preparation for what's to come. We are in for a tough ride. We are also being presented with a number of rare or unique opportunities as we come out of Covid and head into what looks like a very deep recession. Digitisation has been advanced 10 years in the first year of lockdown. Simon is a master of cooperation and collaboration through strategic alliances allowing him immense reach and revenues for a tiny core operational team. Contact Simon on linkedin.com/in/simonseverino Website: strategysprints.com (Company Website) Twitter: simonseverino -- Contact me on [email protected]. Ask me how you can increase your close rate to 8:10 or higher

"You must go looking for bad news. That's how you eliminate surprises." Steve Barnhurst is Enterprise Sales Director at Ebsta. "My job has always been to create the conditions where other people can be successful." Steve brings his wide range of experience as a sales leader through start ups to major PE backed corporates to bear as we explore why tracking engagement is such a critical indicator or deal and pipeline health. "More time, more fun, enjoy work more, get more done, do better work. We're trying to maximise collaboration. We must get rid of the Lone Wolf syndrome in sales. Enterprise sales are won by teams not individuals. Lack of predictability and consistency leads to a loss of trust. You know something is awry when your salespeople are having to sell their deals as hard internally as they are to their prospects." How many management blindspots come from salespeople seeing through rose tinted spectacles? (or plain lying to cover their backs - my words ) Uncertainty in the pipeline leads to an erosion of trust in the Sales Director, who passes the bad news up the chain of command to the CEO and the Board who get a nasty awakening from the investors if it was a surprise. The consequences of that conversation can be painful. Steve offers suggestions for building certainty and predictabliity, creating the conditions where discretionary effort is everyone's best effort. Contact Steve via linkedin.com/in/stevebarnhurst. He's hiring as of 19 April 2022. Website: ebsta.com (Company Website) -- Contact me on [email protected]

Eric Steeves is someone who has really impressed me. In the past 2 weeks he has opened my eyes to the future of #SalesManagement and #RevenueOperations. His approach is one I find deeply refreshing. Listen and you'll understand why. He is measured, humble and committed to helping others succeed. Hear how differently he approaches sales, how he involves others, his diagnosis of the true problems his customers need to addess. Listen to his approach towards competition, cooperation and partnering. Eric is a deep thinker who spends time patiently understanding the problem and the intended outcome to create elegant solutions that deliver the intended result, are widely adopted with minimal friction, and sustain the ravages of time and use. And if you ever wondered how to create a fair compensation plan that rewards all those who contributed to the successful execution of the sale all the way through to the customer reporting they have accomplished their intended outcome, bring a pen and notepad. We may just have cracked the compensation problem! Contact Eric via linkedin.com/in/eric-steeves Websites trailblazer.me/id/esteeves (Salesforce Trailblazer Profile) trailblazers.salesforce.com/_ui/core/userprofile/UserProfilePage?u=0053A00000FVGyK&tab=sfdc.ProfilePlatformFeed (Salesforce Community Profile) Spotify: https://lnkd.in/dW6kPwaQ Apple: https://lnkd.in/dXxF5vBB ListenNotes: https://lnkd.in/dTsbprp6 Amazon: https://lnkd.in/dwniAAbB -- We'd love your thoughts. Please comment and tag someone who needs to hear this episode. Get in touch with either of us with questions. Share and please do subscribe to #TheInquisitor podcast If you want to get hold of me [email protected]

Johan Taft is half Swedish-English-Belgian. He left school at 16, and after a couple of years in the navy, he left and worked his way up the fast food industry. At the age of 19 was managing the world's busiest restaurant. In this high pressure, fast, paced environment he developed his management approach. Deeply spiritual and a martial artist, Johan's thinking is disciplined, humane and is focused on building people up, helping them meet their true potential. Contact Johan linkedin.com/in/magnifyyourgreatness Websites magnifyyourgreatness.com (Company Website) sportingmindmastery.com/ (Company Website) -- Contact me on [email protected] -- Get in touch if you are looking want to talk about how sales is going to evolve in the future, you think you'd be a good guest or you've read a really good book you think our audience would like to learn about

Patrick Boucousis is a veteran salesman, sales manager and sales leader. He's been in the trenches and managed from the front. And he has led from behind creating the conditions for many moving parts to work in unison, and many people to thrive, grow and do their best work towards common purpose. We explore his mistakes and lessons learned selling locally, nationally and internationally from selling farm equipment to farmers through to complex strategic investments by global multinationals. And we dig into the importance of building a well developed, emotionally evolved management layer operating an inquiry led management style. This is a robust and frank discussion that points to so many of the most common blindspots and frequently unasked questions that are holding back the vast majority of salespeople from meeting their full potential. Contact Pat via linkedin.com/in/value-selling-coach Websites salesroad.com (SalesRoad B2B CRM) thesalesnatural.com (Sales Training) -- Contact me on [email protected]

Rahul Chauhan says you have to, "Only 1 in 200 start ups become scale up. Start by defining your market fit. Who is the customer you are intending to serve? How do you know whether you have uncovered your true market fit? Do what you do better. Innovate with purpose" Rahul is Group MD at Foresight Digital, a digital consultancy for scale ups and challenger brands. He explains why you need to be thinking Now - New - Next Is your product fit for now? (70%) Is your product able to innovate with purpose? (20) Are you testing entirely new products? (10) Rahul warns, if you don't keep one eye on the horizon you quickly become irrelevant. He reminds founders on the need to keep their feet on the ground and remember the price of vanity and ego. Knowing what you shouldn't do is more than half the battle. What is your value exchange with your customer - 1. price, 2. social currency, education (smarter), 3. speed (core problem relates to lack of time), 4. Do you fit within an ecosystem or package (sticky, easy to connect, complement) Have you iterated your product? Is it future proof? What's its shelf life? Rahul says, "Focus on scale. Turn funds into actionable growth. Structure your people and roles for growth. Make sure your team is ready to support scale because when you scale, customers expect delivery at speed - if your services are not delivered at the pace they want, you're creating the conditions for churn." Contact Rahul on linkedin.com/in/rahulchauhan1 Websites foresightdigital.com.au (Company Website) open.spotify.com/playlist/03zw5ciFZN36QlwXCE21DA?si=91c9029ba8cc486d (Portfolio) -- Contact me on [email protected]. Ever wondered if there is a better way to sell than selling cold? Imagine a 14-18x higher close ratio. Contact me via email or DM me on Linkedin

"Prospecting is an opportunity to have a profound engagement on both sides", says Denis Champagne, former multidisciplinary international sportsman, practicing Buddhist and founder of #LotusCommunications. Having made hundreds of thousands of #coldcalls, Denis is more qualified than most to talk on the subject. Prospecting by phone is alive and well. Companies buy sales training to improve results. Mostly, they're disappointed. The needle might jump for a couple of weeks and then almost everything reverts back to how it was before, almost as if the training never happened. Denis discusses his TEAMMS sales framework and the critical importance of #reinforcement, #PRACTICE and #COACHING. Kindred spirit, Denis is frustrated with the training industry for considering such an outcome as acceptable. He's been prospecting on behalf of clients on the phones since 2006. He works with individuals and teams in Spanish, French and English to help them become competent and consistent prospectors. We dig into the psychology of refusal vs rejection, leaderships' inability to see a perspective that is not their own, challenges with retention and recruitment, management blindspots, the misguided reliance on the wrong metrics, selling tactics, and what good training and coaching should be. A fun, irreverent interview with one of the greats. No fluff, no faff, just straight talking. Contact Denis on linkedin.com/in/denis-champagne Websites: lotuscomm.com (Company Website) theculturemaker.com/ (Company Website) Twitter: Sprinter14 -- Contact [email protected] or DM me on LinkedIn if you want to talk about how to grow your sales by selling through #Ecosystems, #StrategicAlliances, #OperationalCoaching, #MicroCoaching, #PredictiveHiring, #ManagementEnablement, #MicroPractice #EmployeeEngagement, #ScaleUp, #Marketing and #Sales #ForceMultipliers.

You are in for a treat. My guest is Majid Zafer. He's one of the next generation of business leaders that is ambitious, competitive and love to win but without the sting in the tail. Listen to how he has created an ecosystem of trusted partners which produces a steady flow of hot, inbound customers for his business and his partners' businesses. There is a healthy volume of reciprocation which means that a good proportion of everyone's business comes from within the ecosystem. This creates intimacy and high performance standards between partner; clients value the relationship for the steady stream of disruptive thinking, innovative ideas and insightful discussion. They feel safer having Majid on their buying journey than they do without him. And he is OK whether they buy from him or not. His philosophy is that his role is to help the customer reach the best decision for themselves, for now and the future, whether they buy from him or not. When you learn about the volume of sales generated you might start questioning whether if makes sense to worry so much about the competition, and start wondering "What if we work together?" Majid's selflessness gives him the right to engage in high support/high challenge relationships with customers and partners alike. They know he only has their best interests at heart and every senior buyer wants someone as a reliable sanity and vanity check. That is a beautiful place to earn for yourself, as your customer's ally, and a true partner. An inspiring and uplifting episode because the formula is simple. Executing it is harder because you have to overcome your fundamental greed, selfishness, entitlement, attachment and fragile ego. But as my pal Keith says, "Ee-by-gum, but it's worth it!. Contact Majid on LinkedIn via linkedin.com/in/majidzafer -- Get in touch with me on [email protected] if you reckon you'd be a great guest, or you want me to guest on your podcast (did that hit you between the eyes like a diamond bullet with its subtlety?)

Ian Meharg delivers impact by focusing on what is real and controllable. He challenges you to focus on the how you get things done. We dig into how buyers really buy, why buyers really buy, and why you're missing more than hitting your prospective customers' buying triggers. Are you exploring what happens if … It does/doesn’t go ahead? Who…? Can trip you up? Has another agenda? What kind of drama can you expect? How do you prevent it? Who can help you? Who will fan the flames? Who cares enough to put name to it and will make it happen? Where can you uncover untapped potential for your customers? So many excellent questions, make sure you bring a notepad and a pen. Listen more than once. A class act. Contact Ian via LinkedIn on linkedin.com/in/ian-meharg-5574631 -- Drop me a note. Say hi. If you want to improve your sales results predictably and with certainty, email [email protected]

John Smibert, co-author of bestselling #TheWentworthProspect, silver medal winner at the #TopSalesAwards 2021, #TSA21, and more than 30 year veteran selling complex, high value, multi-decision maker, strategically important technology enterprise sales. He's seen and perpetrated the good, the bad and the ugly. We chart his journey, the impact having a coach and mentor early in his career has had on his personal performance and his approach to management. We offer insights into the causes of failure in enterprise selling and how to prevent them, work around them and eventually turn them into strengths. A frank, pragmatic approach to leading and building competent, reliable, consistent high performance enterprise sales teams. If you want a synopsis of The Wentworth Prospect by John Smibert, Wayne Moloney and Jeff Clulow, type "Synopsis" in the comments Contact John via linkedin.com/in/smibert Websites: salesleaderforums.com (Company Website) edvance.com/the-book (B2B Sales Novel) salesleaderforums.com/resources/blog-articles/john-smibert/ (John's Blog) Twitter: johnsmibert -- Get in touch if you want to be my guest on #TheInquisitorPodcast via [email protected] Curious to understand how being part of the right ecosystems can help accelerate complex, high ticket, multi-stakeholder enterprise sales and increase the certainty of winning by more than 10x email me with "BP/Smibert" in the subject line

Nadja Komnenic head up sales for bootstrapped scale up, LEMlist. She is an elite sales leader who has helped LEMlist grow from $0 to $10m in ARR in 4 years. We discuss her approach to hiring, developing and listening to her people. She is competitive, driven, ambitious and truly collaborative. She discusses the importance of demonstrating vulnerability as a manager to encourage individuals in her team to have a voice, and reach their full potential. In a time when 15% of salespeople are reported to be hitting quota, Nadja's team are ALL achieving or exceeding quota consistently. Her people innovate once they have some basic skills. Her onboarding and training is practical, their process is developed through guided questioning, experimentation, intentionally allowing people to fail and learn. She ensures they have permission to speak freely, innovate, experiment because she recognises failure as her best teacher. She lets them fail in role in the moment, and is there to support them if they ask for help. She's ready to step in if the business is at risk of failing, and then when they have enough to work out their own solution, she steps back and hands them the pen. She also breaks down taboos and walls. It's got her into trouble in the past but is serving her well in her current role. And what is exciting to see is Nadja is a shining example of just how far, how fast and how much can be accomplished by one person with the correct support, challenge and investment by leadership, in talent. Nadja beat the odds given her likely career path growing up when she did in Serbia. Yet in 6 years has made a speedy rise into management and sales leadership. A rare quality is how she is passing on her depth of understanding of why people behave the way they do to her team. Her coaching on the job, in the moment, at the point of need is a quality you see in only around 2-6% of managers This interview is a beacon of hope for the future. Nadja represents the best of the future of sales leadership and management. If you are new to management or aspire to rise to such a position, you would do well to listen to his episode. If you are an old school command and control style manager, listen to the difference in how Nadja manages, and the environment in which she and her team work. CAREER OPPORTUNITIES: Nadja is growing her team so, if you want to work for a great boss in a fast growing company where you can develop your career and never be pressured to hard sell or pressurise a prospect so your investors can make a worthless valuation target, drop her a line. Remember, she gets strangers to engage every day, so be creative, memorable and relevant in your approach to her. Contact Nadja via linkedin.com/in/nadjakomnenic -- I am looking for more interesting guests. Could you be one? Do you have someone you're itching for me to interview? Let me know and send me details at [email protected]

Shelley O'Donovan gives a deep dive on building the soft skills that give leaders resilience and their team confidence. She shares several leadership triage approaches. We dig into psychology, values, and beliefs. As always, Shelley is great value for your time. Contact Shelley via linkedin.com/in/shellyodonovan Website: authenticinfluencegroup.com (Company Website) Twitter: ShellyOdonovan -- Contact me via DM or [email protected]