TheInquisitor Podcast with Marcus Cauchi

"Buying is difficult. It's a salesperson's job to help their buyers navigate complexity," Kevin Dixon spent 20 years at Ericsson and achieved the status of top salesman so many times he got to keep the trophy. One year he hit 1012% of his profit target and was the highest paid person in Ericsson, worldwide. Founder and CEO of Boxxstep, he's a grizzled old sales veteran with an axe to grind against the insanity of current sales, sales management and sales leadership thinking. We got on like a house on fire! Kevin says, "Discovery is contrived and biased to get the answers you want". Instead, he advocates in depth buyer discovery, tracking: Who else is involved? What do they care about? What are the dynamics between them? How are you tracking the prospect’s business problems? How are you tracking needs and criteria? This stuff is obvious, but too often overlooked, ignored or rushed. Failure in these areas means you don't show up when you need to be, you aren't informed, so you don't bring value. 3 big no-no's that will cut your close rates by as much as 87% are: Lack of coverage Lack of engagement Don’t learn from every engagement Contact Kevin via linkedin.com/in/kevindixonuk Website: boxxstep.com (Company Website) Twitter: boxxstep -- Drop me a line on [email protected] if you are committed to delivering #businesscertainty #buyersafety #salesnobility, you might want to explore joining our #strategicalliance.

Wayne Moloney is the co-author of #TheWentworthProspect, a business novel tracking the seller's journey through her largest opportunity. Her mentor dies and is replaced by a terrible manager. Luckily her mentor left her a playbook on how to do it well. Wayne and I unpack what's wrong with enterprise selling and what works in the real world. Bristling with usable content including the EDVANCE system. Contact Wayne via linkedin.com/in/waynemoloney Websites: edvance.sale/ (The Wentworth Prospect) waynemoloney.com (Company Website) businessroadmap.com.au ( -- Contact me on [email protected]

Andy Champion is a breath of fresh air in tech sales leadership. Have a listen to understand why. He's not alone. I have been fortunate enough to meet several through #TheInquisitorPodcast. Andy, and leaders like Tom Schodorf, Tom Castley, Gerry Hill, Andy Shaw, Mark Herbert, all carry an air of calm. They exude an air of steady,, reasoned intelligence. You know that their decisions won't be rash or rushed. Neither do they dither. And they are always fair. They love their people. And their people love them because they feel safe and that their backs are covered. In this episode, Andy explores some common sales leadership blindspots that are creating obscene amounts of unnecessary work, duplication of effort and wasted spend. We focus your attention on the right end of 3 very serious, widespread and persistent problems that you are probably familiar with. We dig deep into the impacts of underinvestment in management, short term thinking in leadership and investors, lack of focus on moving performance of the mediocre middle, why failing to identify your mobiliser is probably losing you deals. We dive into how quota over-assignment is fuelling #TheGreatResignation. According to a study by TalentLMS, as many at 72 % of employees in the Tech sector will be looking to change roles in 2022 and many looking to leave corporate life and even leave the industry. We are in for a tumultuous few years ahead. How are we preparing our managers for what's to come? So much to consider in this episode. Bring a pen and paper and listen a couple of times. Please @tag a friend who would benefit from this. *************************************************************** Join us at Sales A Force For Good #SAFFG - Identify YOUR Blindspots Which widely help beliefs do we as salespeople and management hold that aren't true, and do us harm? 1700-1800 UK - 24th February. Learn more here - https://www.linkedin.com/groups/12530021/ *************************************************************** Andy is growing his team so if you are looking for a kick start to your career in a great company with a fantastic team and leadership that actually has your back, drop Andy a line over Linkedin on linkedin.com/in/andychampion Website: highspot.com (Company Website) Twitter: andrewchampion -- Contact me at [email protected]. Check out my articles on Medium (here's an understated example that fits nicely with the theme of this episode - https://procustomer.medium.com/is-your-leadership-a-bunch-of-horses-arses-7f2c9e1ae0ab)

What is #HybridSelling? Why should you care? How should we be defining hybrid selling? How does the E.V.O.L.V.E. framework help you to focus on your highest value activities? Fred Copestake, founder of Brindis, a growth consultancy, has made his #HybridSellingHealthCheck available for free here https://hybridselling.scoreapp.com/ . How do you stack up? Fred's new book, "Hybrid Selling" is out now - https://tinyurl.com/HybridSelling He's also author of "Selling With Partnering Skills" Contact Fred on linkedin.com/in/fredcopestake Website: linktr.ee/fredcopestake (Links) Twitter: FredCopestake -- Contact me on [email protected] if you fancy getting jiggy on your sales operation

linkedin.com/in/mark-cotgrove-39035b Twitter: markcotgrove

"I'm a product of the Rainbow Revolution. Nelson Mandela spoke to me. He told me I was responsible to make a difference. He inspired me, ... he inspired a nation to see what was possible in an inclusive culture in this great country", says Richard Doherty, founder of ScaleUp Consulting. Caught up in the optimism immediately following the end of apartheid it framed Richard's career. He helps founders drive predictable scale. We explore some interesting questions that lead to blindspots and missed opportunities. Who are your people? Who is really on your team? What are the crucial conversations your people need to be having? Are you leading the people in your ecosystem? What is the impact you have on those you lead when you're ambiguous about your purpose? Contact Richard via linkedin.com/in/rhdoherty -- Get in touch with me on [email protected]

Are you hiring badly, repeatedly? Are you finding hiring reliable, consistent sales producers, tough? Join me and my guest Alan Fendrich, founder of AHS, Advanced Hiring Systems. We both take a robust approach to attraction of candidates, their rigorous qualification building around core values and beliefs. Discover why experience is almost never a real obstacle to whether someone will succeed in a role. We debate and define a highly developed recruitment process designed to test the real world capability of an individual to do the job for which you are hiring. If reducing attrition is a priority, start at the source of the problem - how and who you think you want to hire. To bring Alan and his team in to help you eliminate the single highest hidden cost in any business, wrong hires contact him via linkedin.com/in/alanfendrich Websites advancedhiring.com (Company Website) blog.advancedhiring.com (Blog) feeds.feedburner.com/SalesHiringSecrets (RSS Feed) Twitter: alanfendrich -- And if you're repeatedly making bad hires, or you're finding hiring and developing genuine top producers, tough, drop me a line on [email protected] for an alternative approach that delivers rocket fuel to your business

Patrick Joyce is one of a tiny breed of top of the funnel super-producers who think and behave differently to the average. Pat recently booked 30 individual meetings within one critical target account, surrounding the key decision makers, gathering and connecting insights, so that they were well informed and fully prepared when it counted most. From a standing start he grew a pipeline worth $6m in 3 months. He produces more than most teams by breaking every rule, outplanning, out strategising and out-executing his competitors. Contact Pat via linkedin.com/in/pwilliamjoyce Website: thejoyce.net (Blog) -- Contact me on [email protected]

Andy Mutton was an accidental salesman who learned to qualify after spending a fortune of his employers' resources on non-opportunities and pipe-dreams. We discuss solutions to management attachment to outdated practices and beliefs, which lead to blindspots, chasing fictions, disengagement and high levels of turnover, chronic underperformance and ambiguity. Contact Andy via linkedin.com/in/andy-mutton Website: essentialsalesprocess.com And be sure to ask Andy about the #ESPcards -- Contact me on [email protected] Pop over to the Podbean or Apple podcast apps and leave an honest review please

"How can you produce a plan when you have no vision?", asks Lenwood M. Ross. We explore why training fails repeatedly and predictably. We identify where leadership's attention is focused and why it often results in damaging unintended consequences. We ask the question why L&D isn't the right hand of the Board, spearheading the execution of their strategy. "The behaviour change is what's important", says Lenwood. By enabling to become operational coaches, your middle management layer, particularly in sales, will release the full creativity of every employee simultaneously. By enabling managers to offer Operational Coaching(TM), you free upwards of 40-60% of an average manager's working day to spend on high value management activities. Lenwood's core business is delivering digital transformation. The difference is he starts with the people. #Change, #Transformation and #OrganisationalDevelopment programmes are GUARANTEED to fail unless you bring your people on board and help them understand why the better future is worth the upheaval of changing. Contact Lenwood via linkedin.com/in/lenwoodmross Website: accelery.com/ (Business Transformation Firm) Twitter: lenwood_ross -- Are you looking to create a better future for yourself, your family and your business, and you want to achieve profitable, sustainable scale, email me [email protected] or better, find me on LinkedIn

"How does the monthly forecast update cycle distract you from the real job of management?", asks Mark Boundy. Mark, Mikey Maynard and Marcus Cauchi explore why coaching is dead and managers are fooling themselves into thinking that sales can be reduced to a series of CRM reports. What is "pipeline blindness"? Why is MRR worship such a danger? This is a very robust conversation that delves deep into some of the most critical obstacles to sales success and business growth. Contact Mikey Maynard on linkedin.com/in/mikey-maynard-93b7791 Email: [email protected] Contact Mark Boundy on https://www.linkedin.com/in/markboundy/ Websites boundyconsulting.com/blog/ (My Blog) boundyconsulting.com (boundyconsulting.com) Email: [email protected] Twitter: BoundyMark -- Contact me on [email protected] if you found this episode thought provoking. Please tag someone who needs to hear it

"Develop a clear, micro-targeted definition of your ICP - very narrowly focused. Develop your messaging by using the language your prospects use to describe what you do for them. Leave no good reason for a qualified prospect to say no", says Wendy Weiss, who has been cold calling longer than most of you have been alive. She's the founder of the #Salesology prospecting method. She helps sellers grow their pipeline with quality appointments that lead to closed sales We explore how salespeople are largely left to their own devices when prospecting and why it is so ineffective. Wendy explains what works and why. It has nothing to do with you, your company or your products and services. What do your prospects want and need? How do they talk about it? Unless you understand that you may as well be speaking Babylonian! You will never be relevant. We explore these and other critical blindspots such as management by abdication, lip service training etc. Consider the crushing waste of this fact. 83% of newly hired salespeople are gone inside of 3 years. What questions does that raise about the management layer and their responsibility or capability to do the job? We dispel the myth that sellers are born. They are made. We make ourselves Contact Wendy via linkedin.com/in/wendyweiss Websites coldcallingresults.com (Personal Website) feeds.feedburner.com/wendyweiss (RSS Feed) coldcallingresults.com/blog/ (Blog) Email [email protected] Twitter wendyweiss -- Contact me on [email protected] if you want to talk about ways to do less but better on purpose.

Dominic Ashley-Timms is CEO of Notion. Notion is a lovely business. Scaling up, experiencing the first taste of exponential growth, they are punching well above their weight. In December 2021, they won the Personnel Today L&D supplier of the year having been competing with MetLife (among others) for this prestigious award. All other contenders for these awards were publicly listed with tens of thousands of staff> Notion had 35 people at the time. What makes Notion so special? #Notion enables enterprises to train thousands of managers to deliver in the moment, practical, #OperationalCoaching (TM) at scale, simultaneously. Imagine the impact of having hundreds or thousands of managers coaching 16-20 times a day. Clients report managers recovering as much as 50 days a year, each. ROIs in the region of 74-426x. Managers focusing on high value activity are released from doing the work they pay others to do so they can focus on design, leadership and coaching. Attempting to solve a problem by tackling the symptoms misses the point. Unless you address your problems at their cause, and enable your people to learn how to solve their own problems, managers become a bottleneck, stifling creativity and risk taking. Suppose even half of your managers stopped each time they were interrupted with a request for help, and instead of offering a solution or giving an answer, they asked a provocative, insightful or generative question? What could happen? Contact Dominic via linkedin.com/in/dominic-ashley-timms Website: https://starmanager.global/ -- Contact me on [email protected] if you want help scaling up or fancy being a guest on #TheInquisitorPodcast

9x award winner, Jamie Martin joins me to discuss selling, hiring, managing and buying through the tough times. Pragmatic, no fluff Contact Jamie on linkedin.com/in/jamiemartin111 Websites facebook.com/theanomalycrystal (Personal Website) facebook.com/correctcareerscoaching (Company Website) linktr.ee/correctcareers (Portfolio) Twitter: CorrectCareers -- Email [email protected] if you fancy a grown up chat about enabling your managers to get the best from every single salesperson on your payroll

Dr Alan Watkins is working to solve the world's toughest wicked problems. He and his team coach the Boards and Executives of the Fortune 500/FTSE350 to expand their thinking and speed of thought by factors of 10x, delivering ROIs as high as 6,000x. We dig into what wicked problems are, and how to get to their root causes, and how to develop equally wicked solutions. Alan is a polymath, so we get to explore problems through several interrelated lenses to see how wicked problems are interdependent. Alan shows the importance of looking at these complex, sophisticated problems from multiple perspectives, and shows why truly diverse teams are vital to prepare you what's to come. Contact Alan via linkedin.com/in/dralanwatkins Websites: complete-coherence.com (Complete Coherence Ltd) complete-coherence.com/who-we-are/our-approach/ (Our unique leadership approach) complete-coherence.com/what-we-do/books/ (Alan's books) Twitter: AlanDWatkins -- If you enjoyed this, please tag someone who'd find it helpful. Spread the love. And if you feel the urge, leave a review of #TheinquisitorPodcast on Apple please. Contact me via [email protected]

Farhad Eftekhari is founder of TechClass, a learning platform based on the Finnish education system. It caught my attention because the "gold standard" for completion of online learning is ... wait for it ... 3%! TechClass can boast 50% completion rates. We discuss the intent behind training and why so much training fails to move the needle in performance. A fascinating journey into what works and why. Contact Farhad on linkedin.com/in/farhade Website: techclass.com (Company Website) Twitter: farhadDev -- To get hold of me email [email protected] #ManagementEnablement #PartnerEnablement #LeadershipEnablement #StrategicAlliances #MastermindGroup

Carey Smith built Big Ass Fans from a small base to exit for $500m. He now runs a private investment fund. We talk investors vs speculators & gamblers. We explore why looking after your people leads to happy customers FOR LIFE. Carey pulls no punches. Nor do I. Lively, informative and packed with value, this is a not to be missed episode. Contact Carey via linkedin.com/in/jcareysmith Website: jcareysmith.com/ -- Contact [email protected] if you want to scale up fast without losing control or burning out

Asa Hochhauser and his team build effective technology stacks for marketers to help drive pipeline, and sales sell more, more often, for more money. This episode is packed with practical advice, built on expertise and currency. Asa is direct, frank and pragmatic. Stop buying shiny objects in the hope that you will fix your sales and marketing problems until you've given the requisite thought and investigation into your real problems. Technology alone will not solve the problem, and poorly considered tech implementations often result in unintended consequences. Salespeople spending less time in front of customers. Longer sales cycles. More activity and less effective action. Contact Asa via linkedin.com/in/asahoc Website: https://mcgaw.io/ Twitter: asahoch -- Contact me on [email protected] if you want to learn how to #AlwaysSellHOT

David Allison and I discuss how values drive purchase behaviour and why understanding your prospects' values is a fast track to dramatically improving the efficacy and results from your marketing and sales activity. A lively conversation teeming with pragmatic insights, fresh and better ways of understanding your customers, maximising the ROI from your data, your marketing and your sales efforts. Contact David via linkedin.com/in/valuegraphicsfounder Website: valuegraphics.com (Company Website) Twitter: valuegraphics_ -- Contact me on [email protected]. Leave an honest review at Apple Podcasts please. And tag your head of marketing so they listen to this episode too.

Arjuna Ishaya is a former extreme sports coach turned Buddhist monk. We discuss balance, mindfulness, breathing, meditation, success and satisfaction. An hour packed with uncommon sense, laughs and ways to clarify your thinking, find your purpose and build the life you want. Contact Arjuna via linkedin.com/in/arjuna-ishaya-a0831056 Websites arjunaishaya.com (Personal Website) instagram.com/arjunaishaya/ (Instagram) business.facebook.com/MrArjunaIshaya (Facebook) Twitter: arjunaishaya -- Contact me on [email protected] -- Is there someone you'd like me to interview for #TheInquisitorPodcast? Connect us via LinkedIn or email and I will do my best to get them on the show

"Sales is simple" says Ben Hulme. "I don't know why people are making it so complicated". And I believe he's right. Have a listen to a dozen practical ways you can reduce your workload whilst improving your performance. Contact Ben via linkedin.com/in/benphulme Website: hulmeredwood.co.uk (Company Website) Twitter: hulmeredwood -- Contact me via [email protected]

Marcus Kirsch has written a hidden gem of a book

Isn't that everyone's job?

"We don't see things as they are; we see them as we are" - Anaïs Nin "On average across your workforce, your average employee spend 2.5 hours a day in drama". Cy Wakeman is a drama researcher. You know, mountains out of molehills, judgement, prejudices, catastrophising; the kind of shit we create for ourselves. It happens in families, organisations and companies. Then we filter the world through that haze of bile, imagined sleights, misinterpretation and of course our old friends judgement and attachment. Cy and I get deep and dirty on the detritus of our minds and explore ways to respond more effectively, cut away the emotional fog and get to the Truth. Buckle up! @Tag a friend Contact Cy via linkedin.com/in/cywakeman Website: realitybasedleadership.com Phone: +1(402) 763-8960 Twitter: CyWakeman -- Piracy – especially in the 1600s – was an explosive response to conflicts in trade and the greed of behemoth institutions, governments, and nations. Today in sales I see something very similar. The massive organisations that dominate so much of the business landscape are getting to be too big to defend themselves. What does that make them vulnerable to? A small, elite, laser-focused group of people who are united on a single goal. Email me on [email protected] to learn more. #TheBlackPearl

Calling All Managers! You are crucial to driving recovery when only 9% of UK employees are actively engaged in their role. Only 14% of European employees are actively engaged in their work. 44% of employees in western companies are actively participating in the great resignation, moving to pastures new and leaving behind a loss of knowledge deficit. There are 2.4m accidental managers in the UK. Mostly, you're overstretched, undertrained and often in a precarious position; burnout is common, set up to fail against impossible odds and a culture that undermines your sincere efforts to help other and make progress yourself. Long days, evenings and weekends. Frequently undertrained, under pressure to commit to a number, short of a miracle and burning through all your close personal connections, you have little hope of hitting, let alone repeating. Apparently only 3% of sales teams world wide are tracking to hit quota this year, fewer than 25% of AE are achieving more than 85% of their personal quota. So those team scores seem depressingly credible. I brought 2 of my favourite people on the planet together, Silke Ahrens and Shaun Doherty to explore good mental health from the perspective of practitioner and manager. Contact Shaun via linkedin.com/in/shaun-doherty-92981552 Website: the555club.co.uk (Company Website) Silke via linkedin.com/in/silke-ahrens-5845a58 -- Contact me at [email protected]

It was never Diane Halfman’s dad's plan for her to walk the streets and become a prostitute, let alone get involved with violent gangs and narcotics, but her life choices put her in grave circumstances. Danger became a way of life for Diane. As an undercover cop in San Diego PD her job was to infiltrate the gangs and prostitutes, bust the John’s, bring ’em down and clean up the streets. Diane explains the effects of fear, how to develop survival habits to respond intentionally in moments of pressure or stress. We discuss how to improve your decision making under pressure, where you find inner strength and flow states. Lively, engaging and challenging throughout. Contact Diane via linkedin.com/in/dianehalfman Websites: MyLifestyleOrganizer.com TheUltimateGameofLife.com -- Contact me if you want to meet up or be a guest via DM or [email protected]

Matthew Pohl explains what ReWilding is in business. His clients get extraordinary results. Learn why you're inadvertently letting entropy and inertia become dominant forces in your business. Contact Matthew via linkedin.com/in/matthewepohl Website: rewildgroup.com -- Contact [email protected] to explore the power of #ManagementEnablement, #SellingHot and The #BlackPearl #StrategicAlliancesMastermind

Another vanity experiment? Regular listener and commentator on #TheInquisitorPodcast John Robinson turns the tables on me and asks the burning questions that have been keeping him up at night. It was fun having the tables turned and John made me think. We cover a range of practical topics around sales, management, leadership and funding. I bring a locked and loaded shotgun and a very sturdy soap box to stand on. As I hope you'd expect, I do pull the trigger on both barrels. If you'd like to interview me on anything to do with the wicked problems in sales, selling, sales management, sales leadership, sales recruitment, the future of sales, collaboration, channel sales, pre-competitive alliances, channel partnerships and strategic alliances drop me an email on [email protected] Thanks John. Great job

Matt Neal and his team deliver better ways of doing business to their clients. Being at the forefront of change, innovation and disruption gives him a coalface perspective on why change and transformation succeed or fail. He shares practical tips and real world observations on what works in the real world, and what doesn't. Contact Matt via linkedin.com/in/mattneal10 Website: https://www.ciklum.com -- Contact me on [email protected]

Imagine your organisation was committed to the success of employees, customers, community and owners. How good could that get? Kelly Stewart helps companies design and execute better strategy. She puts much of the cause behind 70% failure to execute down to lack of input from those who have to implement, and live with the consequences. Eye-opening, challenging, pragmatic, Kelly Stewart pokes and prods at our pink underbellies, our deep rooted fears with a featherlight touch and masterful questions. Grab a warm, comforting drink, a note pad and pen and explore the art of finding what other people really want so you can find the best path to what you share in common. Kelly's approach beautifully illustrates the power of #AppreciativeInquiry and #GenerativeQuestions. We dig into a diverse range of interdependent topics around creating collaborative work environments, built upon finding what we all have in common. It's more likely to deliver an outcome all can be happy with, with the minimum of compromise needed on important issues or early discovery of something else to lean into; others would see them as road blocks instead of objects of curiosity. Discover what a pre-competitive alliance is, and why you might want to find one or two yourself. Contact Kelly via linkedin.com/in/kellystewart2 Websites ThePositiveBusiness.com (The Positive Business) attractivate.net (Attractivate ) Email: [email protected] -- Contact me on [email protected]

Peter Simoons guides vendor organisations into partnerships, alliances and profitable collaborative engagements. We explore why you can get so much more accomplished through collaboration. Peter explains the importance of having an effective operating rhythm and regular cadence of communication when developing #ResellerChannels and #StrategicAlliances. We discuss the cadences that #ChannelManagers and #AllianceManagers need with the customer's decision making units and their executive sponsors. We explore why it's imperative to develop sales capabilities across both vendor and partner, and the vital importance of planning and strategising and adaptability. And we dig into elements of the #PartnerSafety model that lead to loyalty and trust Contact Peter via linkedin.com/in/petersimoons Websites petersimoons.com (Company Website) petersimoons.com/virtual-coffee/ (Schedule an introduction call) alliancemasterclass.com (Alliance Masterclass) Twitter: PeterSimoons Alliances Online Masterclass: https://www.linkedin.com/events/6727892854095548416/ -- Contact me on [email protected]

Matt McDarby's new book The Divine Comedy of Sales is his latest book for sales managers, building on the brilliant insights in The Cadence of Excellence and The Ultimate Differentiator. We explore the 7 deadly sins of sales management and establish the 7 divine virtues great sales managers and leaders bring to deliver their A-game. Pragmatic, built in the crucible of real world sales environments, Matt shares his observations, and hard won lessons based on serving hundreds of companies and thousands of managers responsible for $billions in annual revenues. Worth a couple of listens with a notepad. Contact Matt on linkedin.com/in/mattmcdarby Websites amazon.com/-/e/B08JKY3RF4 (Portfolio) mcdarby.net (Personal Website) Twitter: mmcdarby -- Contact me on [email protected] or DM on LinkedIn via https://www.linkedin.com/in/fractionalcrotechscaleups/

Lee Nightingale has range. He's worked at the top of the funnel, direct sales, channel, management and leadership. Today he helps businesses implement CRM systems that deliver value to the entire business, and especially to help salespeople to help them sell more, more predictably. CRM is more than merely about manging the relationship with the customer and it is not a tool for the audit or finance function. CRM is a central intelligence system for the entire business. We explore several acts of management idiocy that sabotage salespeople, tying them up in destructive distractions that prevent them from being able to do their job excellently. If you are considering a CRM implementation listen to this episode. If you have a CRM system that is full of the usual shit (80%+ of data in most CRMs is wrong, worthless or incomplete), listen to this episode. We shine a harsh and unforgiving spotlight on why as many as 88% of CRM implementations fail to deliver the intended outcomes and a failure to create alignment across marketing, lead generation, sales, customer success, account growth that create friction for the customer. Contact Lee on linkedin.com/in/leenightingale ----more----Website: bertsbytes.blogspot.com (Blog) Twitter: Nightingale_Lee -- Contact me via [email protected] or DM on LinkedIn

Tibor Shanto discusses the importance of measuring what really matters and understanding the metrics that drive your personal and team's success. Ever the pragmatist, he differentiates clearly between leading and lagging indicators and sheds light on how you can deliver consistent, predictable outcomes by adopting a more scientific approach to the top of your pipeline. We explore why sales cycles drag on or fail to close, how management can contribute or hinder sales performance. Contact Tibor via linkedin.com/in/tibor-shanto-b2b-prospecting-specialist Websites tiborshanto.com (Company Website) tibortshanto.com/blog (Blog) youtube.com/sellbetter (http://youtube.com/sellbetter) Twitter: TiborShanto Podcast: The Breakfast Podcast - TiborShanto.com https://www.tiborshanto.com › the-breakfast-podcast -- Contact [email protected]

"I don't teach my salespeople how to sell. I teach my salespeople how customers buy. If they're smart enough, they'll figure out the how to sell part for themselves" Jason Jordan is best known for writing CrackIng The Sales Management Code, but my favourite book of his is #SalesInsanity. We explore a range of sales and sales management insanities. We challenge the received wisdom that sellers exist to serve shareholder value. THAT IS A MASSIVE LIE. It poisons the sales culture and breaks the bond of trust necessary between seller and buyer. When does the hunter-farmer model work? What is the true purpose of sales management? What are the metrics managers SHOULD be measuring? What's the difference between trying to manage the #pipeline vs the #forecast? What are the milestones that matter? Packed with practical, instantly applicable insights, this conversation is oozing with value. Take notes. Put the lessons into action immediately. Question everything you are doing as a manager. Contact Jason via linkedin.com/in/jasonjordansalesmanagement Twitter: jasonrjordan -- Contact me on [email protected] -- If you believe your success in the future will depend on your ability to collaborate, then please drop me a line to explore whether you qualify to join the #BlackPearl #StrategicAlliances #MastermindGroup We are an elite affiliation of strategic alliances professionals who are committed to always selling into hot prospects, and never sell cold. With 14-18x higher close rates than cold sellers and #customer retention rates in the high 90-percentile, we believe in seeking out and serving profitable customers for life. Do you?

#TheSalesHunter, Mark Hunter discusses the future of sales and selling with me. We explore prospecting mindset and behaviours, why management is pivotal and how it affects team and individual performance. “If I know I can help you, I have an obligation to reach out to you” Mark says, "When prospecting focus on outcomes not product or service." Otherwise you are just an unwelcome interruption and deliver no value. "Downloading a white paper is just activity, they aren’t customers or prospects." He explains why the disconnect between marketing and sales is a trap. And he urges management not to become a hostage to their tech stack. "Your brain is your greatest app. Stop being controlled by your tech. Have your tech work for you." A lively, practical conversation with one of the most respected action leaders in the sales world, Mark delivers great ROI for the time you invest listening (and making notes) to action immediately. WARNING: If you are listening to this episode with any sense of entitlement as a seller you are in for a very rude awakening! Contact Mark via linkedin.com/in/markhunter Websites: thesaleshunter.com (Company Website) learn.thesaleshunter.com/ (Company Website) thesaleshunter.com/blog/ (Blog) Twitter: TheSalesHunter -- Contact me via [email protected] or DM me. -- Do you believe your success in sales will be determined by your ability to collaborate? Apply now to join the #BlackPearl #strategicalliances #mastermind

I was blissfully unprepared for this conversation with author of #RadicalVale, Mark Boundy. You are in for a real treat Grab your pen and paper. You're going to want to make notes. If you're a regular listener (thank you so much BTW), you know cores theme are #customercentricity and #buyersafety. No lip service in this episode. This is up to your neck in radical self-reflection and radical authenticity. 5-star episode Contact Mark via linkedin.com/in/markboundy Websites boundyconsulting.com/blog/ (My Blog) boundyconsulting.com (boundyconsulting.com) Twitter BoundyMark -- Drop me a line on [email protected] -- And if you believe (as I do) that success in the future will be determined by your ability to collaborate, consider joining the #BlackPearl #StrategicAlliances #Mastermind group. Only 12 people per group. We go live 9th November 2021

There's no fluff with Belal Batrawy. Belal helps attract, build and grow highly effective SDR teams. We explore marketing, lead generation, sales, recruitment and hiring, management and leadership. We explore what works and what doesn't, and the attraction to the status quo. Belal is widely recognised as an #ActionLeader: - Top1 FM LinkedIn Sales Star - TAG Sales Leadership Honoree - Salesforce Top Sales Influencer - Slintel Top 15 Leaders to Follow - Salesloft REVstar Award Winner - Crunchbase 25 Leaders to Follow - Sweet Fish Media Top B2B Influencer - AngelList A-lister (Top 1% of Startup Talent) Contact Belal on https://www.linkedin.com/in/belbatrawy/ Website: https://deathtofluff.substack.com/p/coming-soon?showWelcome=true Definitely register for Belal's mailing list for tips & tools -- Contact me vi LI DM or email [email protected]

Mark Boundy explains the power behind discovery of demonstrable, plausible, #RadicalValue. He describes the #MediocrityCycle the majority slip into, the consequences and how to prevent it. Mark is a passionate advocate for #BuyerSafety

Isn't that a fantastic lockdown profile pic? James Bishop gives me a thorough beating about the shitty production values of #TheInquisitorPodcast. I invited him on the show to explain why my total lack of production values are losing me valuable audience numbers and an affront to my lovely loyal listeners. Before anyone picks on James, I invited him and he's absolutely correct. I've been lazy for 3 reasons: 1. I'm intrinsically lazy 2. I want to hear from you before I make any changes 3. Refer to 1 Contact James via linkedin.com/in/onefineplay Website onefineplay.com (OneFinePlay) Twitter: PlayByPlayLDN -- Contact me on [email protected]

Paul Fifield, CEO and founder of the Sales Impact Academy chats with me about deficiencies and gaps in global education systems. We explore what you really need to build a successful modern revenue operation. We delve deep into the challenges sales managers face every day, where they have gaps in their knowledge and the role of the CRO in establishing how fast you're going and what speed you should be going at. What are the leading indicators of customer success? Do we need to put the brakes on? Are your leading indicators still true and relevant? Is your talent pipeline continuously populated with quality candidates? Contact Paul on linkedin.com/in/paulfifield75 Websites salesimpactacademy.co.uk (Company Website) soundcloud.com/user-601989869 (Personal Website) Twitter: PaulFifield -- Contact me via [email protected]

"When the average SDR is productive for only 3 minutes per day", says Chris Beall, founder of #ConnectAndSell, "You have to ask, "Is there a better way?" Chris chats with me about where sales is today and where it's heading. Looking at an old problem through the same eyes that probably created it, isn't going to bring fresh perspective. We delve into strategic alliances, the mathematics of sales waste and we expose why you ignore either at your peril. Chris can be contacted via LinkedIn at linkedin.com/in/chris-beall-7859a4 Websites connectandsell.com (Company Website) blog.connectandsell.com (Blog) marketdominanceguys.com (Podcast) Twitter: chris8649 -- Contact me via DM or [email protected]

Shelley O'Donovan started her career in politics, became a lobbyist driving policy change. Her work required her to understand what was not being said as much as what was. She trained intensively to understand the rich underlying communication that comes from body language. We discuss why clear communication, that is easily digestible by your audience is essential if you're to have the impact you want in influencing people. The conversation evolves to cover body language, social engineering, authentic communication, persuasion vs influence vs manipulation. A wide ranging conversation. Well worth a listen Contact Shelley via linkedin.com/in/shellyodonovan Website: authenticinfluencegroup.com (Company Website) Twitter: ShellyOdonovan -- Contact me via DM or [email protected]

"If you have to ask what budget do you have, you have no right to be in that conversation" says Angelique Rewers, CEO of BoldHaus. We discuss how to position yourself at the top of the pile in the minds of your prospects and customers. We challenge the received wisdom that blows traditional BANT qualification out of the water. She explains how to make yourself the ally of CXOs by delivering genuine relevance and value. "I don't understand why sellers and business owners are so thick when it comes to understanding their prospects ... they're going to destroy the relationship. Sales should be part of the customer team" This is packed with controversial but well considered, field tested and proven and heard earned lessons learned. You are in for a treat. Contact Angelique on linkedin.com/in/angeliquerewers Websites: thecorporateagent.com (Company Website) thecorporateagent.com/media (Portfolio) realdealconference.com/ (Company Website) Twitter: CorporateAgent -- If you want to eliminate 95% of the waste in your marketing and sales operation, win only ideal clients and scale at 200%+ by only selling into your HOT MARKET instead of flogging your salespeople to death, DM me or email [email protected]

Ben Elijah is an angry man on a mission. I like Ben, a lot. Both of us are furious tat the noble profession of selling has been derailed by finance and misdirected leadership. We explore the waste, the human costs of bad #SalesLeadership and bad #SalesEnablement. Then we dig into what good and great look like. We postulate on the future of sales and how we think companies and sales professionals need to adapt if they wish to thrive in the future. Contact Ben via linkedin.com/in/benelijah Website: inkandben.com (Company Website) Twitter: inkandben -- Contact me via LI DM or [email protected]

Anthony Coundouris, author of #RunFrictionless, and I explore his excellent perspectives on how to evaluate and understand your customer? Where are you and your business in relation to where your customer is? We delve into the interplay between the various moving parts? Q1: Who we serve? Q2; What we serve? Q3: Who we are? Q4: How we serve? We identify why you can get so much more done when you focus on eliminating the causes of friction for the customer, for the people in your own organisation. And how the pay off is a strong, organic business where you are no longer affecting the day to day smooth running of your operation. You have the right people in place and you trust them to do the right thing. That is an achievement few ever attain. Contact Anthony via linkedin.com/in/anthonycoundouris Websites runfrictionless.com (Company Website) twitter.com/runfrictionless (Twitter) youtube.com/watch?v=ePwAXI-8eP0&t=1s (Personal Website) -- As always DM me on LinkedIn or email [email protected]

Scot MacTaggart and I discuss the challenge of understanding the "how do we do what we do?" and "why do we do what we do?" The answers may be terrifying. When you're too close to a thing it makes it difficult to see where you can apply the least damaging force to get the outcome you need and want. "This is a job about the data ... in the sense that there is a definite right and a definite wrong ... we're living in a period of shamelessness ... reluctant to open the door to vulnerability ... " It's a pair of grizzled old lags discussing what's wrong with sales, about living in the real world which is a rough place, and where real feedback is hard on you. We dig into the importance of the qualification steps. "It acts as a get out of jail free card when you come up against a wrong customer. You have the right to say no" Lively, entertaining and packed with clear questions that will stretch your thinking. Contact Scot via linkedin.com/in/mactaggart Websites: pitchwerks.com (Founder) krnls.co (Cofounder) Twitter: krnlsco Pitchwerks -- I'm on [email protected] or DM me on LinkedIn

Mr. Alfie Kohn is an author and champion of evidence over attachment. We explore the ideas and evidence from his excellent book, Punished By Rewards. He explores what the evidence is repeatedly telling us, but we are ignoring it or remain defiantly, wilfully ignorant. A short episode but of extreme value none the less. This is the evidence from research against commission plans and raises so many difficult questions which sales leadership needs to tackle if we are to be prepared for the imminent future. Contact Mr Kohn at https://www.alfiekohn.org/ -- If you want to contact me [email protected]

Eloise Leeson explore content optimization - taking what you've got and making it so much better. We don't have to always reinvent the wheel when it comes to some of the messaging in the way we talk to our customers and our clients. And there's always room for improvement. How often do we intend one message but another one entirely is received? Have we considered the unintended consequences of what, when and how we communicate, and to whom? We explore using communication to align and smooth the transitions between marketing to lead generation, to sales and on to customer success. And from success to account growth, and back into product development. All whilst being the champion for your customer. You'll discover how much knowledge is being lost with each handover and what this represents in opportunities wasted. And how you can capture it using some readily available tools. We dig into how the right copy used at the right time can help nurture middle of the funnel opportunities. Another fascinating conversation that will make you think Contact Eloise via linkedin.com/in/eloiseleeson Websites olimcomms.com (Company Website) clippings.me/eloiseleeson (Portfolio) Twitter: EloiseLeeson -- Contact me on [email protected]

Kristel Beilby helps leaders fix antiquated sales and marketing systems that are no longer fit for purpose. We explore the underlying complexities that impact pipeline, the downward spiral when you are reacting to a missed quota today by exaggerating the problem through cannibalising next quarter's pipeline, the effect on the quality of your people. We explore the role of sales managers and how that needs to change. We dig deep into culture, and the unholy alliance between investors and leadership. We look into the ripple effects of making isolated decisions with linear solutions about #wickedproblems. Buckle up. You're in for a treat. And once you've listened, if you're feeling feisty, @tag a former boss! Or a future manager. Contact Kristel via linkedin.com/in/beilby -- Catch me on [email protected] Who do you reckon would be a great guest? Let me know. Or get their permission to connect us via a joint LI message or email if you think we'd be a great fit