TheInquisitor Podcast with Marcus Cauchi

We are #ProCustomer. Sales: A Force For Good is a global community committed to raising the bar in sales. We believe every customer deserves to feel safe whenever and however they engage with salespeople. #BuyerSafety is every salesperson's responsibility. We believe that sales has taken a very wrong turn. Buyers have been educated to distrust salespeople. Selfish selling driven by selfish management, selfish leadership and selfish investors have forgotten that we exist because of the customer, not in spite of the customer. Our job is to help our customers to be successful and deliver the outcomes they want and need. Salespeople must be reliable, relevant and responsive and focused on their customers' outcomes over their own selfish self-interest. Listen to this exceptional discussion asking some of the essential questions that need to be asked and answered for us to make #SalesAForceForGood. Join us if you believe sales is a service profession and you were put on the planet to help others be successful -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Mark Herbert is a transformational leader and aspiring cult builder. We discuss why FW Taylor, the father of modern industrial management thinking was an agent of Satan. We explore where HR has taken a wrong turn and why it should be the conscience of the organisation. And we dig into why technology has been sold to seduce lazy leadership into thinking it can solve problems, instead of it being an enabler that needs to support great people strategy. We discuss sales and the wrong turn it took 40 or 50 years ago, the role of sales and salespeople, and how we as seller, managers and leaders must be prepared to be fired every day for doing the right thing. We delve deep into the different aspects of trust, the crucial responsibility to hire hard so you can manage easy. Mark pulls no punches. It is a genuine pleasure to chat to him about the good, the bad and the truly ugly aspects of leadership and management, developing CEOs and the next generation of leaders. Contact Mark via linkedin.com/in/markherbert Websites newparadigmsllc.com (New Paradigms LLC) newparadigmsllc.com/wordpress (Blog) bestthinking.com (Best Thinking) Twitter: NewParadigmer -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at [email protected]. You can track down events and posts by following the hashtag #ProCustomer

Gabrielle Blackwell is back! Gabby is the kind of leader I wish I had had early in my career ... young enough to remember what it is like starting out but so well practiced and having the range that you know you can ask her anything, If she doesn't have the answer she will find the way to help you. Gabby has been on her own journey as the leader of an SDR team at #Gong. She speaks about her mentors, accountability partnerships, personal strategic alliances and brain trust. She talks about her journey, growing into her role and you quickly realise why she is so special. Watch out for this future CEO. Track her progress. She is going places and is a great role model if you are early in your career and looking to understand how to accelerate the progress of your career Contact Gabrielle on LinkedIn at linkedin.com/in/gabrielleblackwell She co-hosts a fabulous Clubhouse room with #Alexine Mudawar every Saturday and makes a fantastic podcast guest. -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Jon Selig teaches salespeople how to be on point, funny and memorable. A veteran of IT sales, Jon embarked on a career in stand up comedy. We explore how humour can be used to differentiate you, to break through resistance and improve conversion rates, especially early in the buyer-seller relationship. Contact Jon via LinkedIn on linkedin.com/in/jonselig Website: jonselig.com/ (Personal Website)--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer

Michael F Schein and I talk about the power of #hype to raise awareness, attract customers, communicate a powerful message and drive growth. He has written an extremely engaging book, #TheHypeHandbook, that demystifies how brand builders have used hype to get enormous traction with very limited resources delivering breathtaking results in lightening speed. We explore how demagogues and publicists, businesses and champions of social good all use hype. Michael has distilled the 12 overarching strategies you can harness to build momentum that quickly grows without your involvement. It is a controversial topic and hype can be used for good or bad. Michael accepts that your intent determines the use you put it to, but in a crowded market with limited resources, overlooking to power of hype is a costly and potentially fatal error to your business. Funny, engaging and witty, Michael brings the subject to life. Contact Michael via linkedin.com/in/michaelfrancisschein Website: MicroFameMedia.com (Company Website)Twitter: MichaelSchein1--f you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom

Paul Ward is a high performance coach. We discuss why coaching is critical, what good coaching looks like and how understanding the personal motivational drivers of individual people allows you to drive personal AND team performance. If you aren't coaching you do yourself, your team and your business a serious disservice. Claiming you are too busy to coach is paradoxically a byproduct of ... not coaching! Coaching liberates managers and frees up their time, helps eliminate performance and management problems whilst demonstrating to your people how much you value them. Coaching coupled with #MotivationalMapping identifies flight risks, overcomes the guesswork when trying to uncover the true motivations of your people and allows you to pinpoint how you need to adapt your approach as a manager to get the very best out of everyone on your team. Contact Paul at linkedin.com/in/paul-ward-blacktopcoaching Website: solacecoaching.com/# (Company Website)Email: [email protected]: Paul_Ward17-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things. How do we reframe executive culture to enable sales to put the customer at the heart of everything we do? Do we need to rethink what great looks like in sales? How do we stop salespeople doing drive by shootings and inflicting bad selling on customers? Should compensation reflect customer success instead of transactional targets being met? How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?

Eloise Leeson discusses the power of words. We explore linguistics, language, copy writing and what it takes to be an effective word smith. Take a moment to visit your own website home page. Read it as a customer would read it. Do you communicate your relevance, your value quickly and powerfully? Review your last 10 emails to prospects and customers. If you were on the receiving end of your communication, would you get past the first sentence? Make it to the end? Take the desired action you were hoping they would? Do you write with deliberate intent of offering value to your reader, or do you word vomit poorly considered irrelevancies that might be important to you but have little or no intrinsic value to your customers? Most business communication is excruciating and ends up in the bin before the intended reader gets past your headline or first paragraph. Have a listen to what Eloise says and take decisive action to improve all your written communication. People's inboxes are cluttered with noisy, selfish drivel. Corporate marketing is unbelievably boring and irrelevant. Stand out through the quality and value of your written words Contact Eloise: linkedin.com/in/eloiseleeson Websites olimcomms.com (Company Website) clippings.me/eloiseleeson (Portfolio) Twitter: EloiseLeeson--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #ProCustomer #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom

Aram. Melkoumov has failed, he's succeeded and he's trying again. We discuss the mistakes he's made and seen others make. We explore luck, judgement, hiring well, market fit, securing customers and the good, the bad and the ugly when it comes to investors. A frank, unfiltered conversation with a serial founder who has one of the healthiest perspectives on people I've come across. He also gives a very insightful tip on founding partners. Smart, incisive and above all, pragmatic. Aram is CEO and co-Founder of #Crowdlinker. You can contact Aram via LinkedIn at linkedin.com/in/melkoumov Websites crowdlinker.com/ (Company Website) melkoumov.com (Blog) Email:[email protected]: melkoumov-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom

Cactus Raazi, author of Price joins me to talk about the leverage you can gain by better understanding the power of pricing strategically. His observations about pricing to encourage and reward loyalty are highly relevant in a world that treats customers as if they are an inconvenience. Your pricing strategy can be a powerful differentiator to help you attract, win and keep customers, but he counsels against racing to the bottom on price because of the commoditising effect it will have. Price is mainly focused on B2C environments but we discuss the many parallels that can be applied in a B2B context. Contact Cactus on LinkedIn via linkedin.com/in/cactusraazi Website: exosfinancial.com (Company Website) -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

If you are committed to the ethos of #ProCustomer and #BuyerSafety, you will want to listen to this interview with Taran Hughes. He is the author of #TheConsciousSale. Learn how to harness your state, your intent and your beliefs to best serve your customer and achieve stellar results in your sales. Contact Taran: linkedin.com/in/taranhughes Website: theconscioussale.com (Company Website)Email: [email protected]: iamtaranhughes--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom

Komal Shah is on a mission to bring consciousness to education. A successful teacher for many years, she got frustrated when she realised that children were being educated to meet targets and quotas and their learning was failing to equip them to make a positive conscious contribution to their communities and society. In her new book, "Bringing Consciousness to Education" she explains how to develop curiosity, connection and engagement through heightened awareness, enablement and developing purpose Not my usual area of conversation but well worth a listen Contact Komal via linkedin.com/in/consultkomal Website: https://thekomalshah.com Pre-Launch Book Campaign: https://igg.me/at/consultkomal -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom

Richard Millington has been helping B2B, B2C and not for profit organisations build communities since 2010. We discuss how to get started, how to build a community instead of a following and why it is vital to let go of control. We explore technology, personnel, the importance of clear boundaries, having good moderation and shared values. A highly practical introduction to one of, if not the fastest growth areas in modern marketing. If you are not considering community as part of your marketing strategy, wake up to the reality that people are always talking behind your back. They may not be saying what you want them to. But you had better learn to listen and act upon what your customers, your detractors and your employees are telling you. Contact Richard via LinkedIn linkedin.com/in/richard-millington-5a32782 Website: feverbee.com (Blog)Email: [email protected]: FeverBee--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom

Allan Tsang, one half of Oblinger & Tsang, and co-founder of The Negotiation Tribe, helps sellers negotiate to achieve satisfying outcomes that both sides are happy to live with for the long term. Trained by one of my personal heroes in business, Jim Camp, and mentored by Gary Noesner who transformed the way the FBI negotiate to release hostages, Allan brings enormous experience and wisdom to the negotiation process. "Winning at negotiation is a fallacy. If you win, by default your counterpart loses. Then they'll want to get even", says Allan. A master of incrementally building, rock solid agreements, Allan explains the difference between #story and #narrative, and why understanding the narrative of all parties involved in a negotiation is critical. We delve deep into negotiation psychology to ensure you recognise when you are in a negotiation and when youa re in a psychological game. Contact Allan at linkedin.com/in/allantsang Website: https://oblingertsand.com--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things. How do we reframe executive culture to enable sales to put the customer at the heart of everything we do? Do we need to rethink what great looks like in sales? How do we stop salespeople doing drive by shootings and inflicting bad selling on customers? Should compensation reflect customer success instead of transactional targets being met? How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?

Sales: A Force For Good is a a global community set up to ensure BUYER SAFETY and put the customer back at the heart of everything we do as salespeople: 1. Make sales the powerhouse of the economy and lead the global recovery. 2. Identify & drive success for customers, partners and sellers. 3. Reward ALL who contribute to that success 4. Raise standards of behaviour, ethics and skill in our profession 5. Build future leaders. Give them the tools & skills to make sales a force for good 6. Make sales an aspirational career choice for future generations If you want to be a part of the change and have your voice heard, please email marcusATlaughs-lastDOTcom with "SAFFG" in the subject line or DM me on LinkedIn

"Plan in a simple way. Prioritise and communicate better so you can deliver anything ... Clarity is the magic wand in high growth organisations", says Andrew Bartlow Andrew helps scale ups achieve sustainable hypergrowth by focusing their effort and attention on the most effective levers available. His background is deeply rooted in hiring and developing people. Pre-order Andrew's new book Scaling For Success (July 2021, Published by @Columbia Business School Publishing). We explore the common mistakes founders make: Are you the VP of Everything? Are you falling into the Know - Willing - Able trap? Are you asking "What's next?" and "What's needed to support that?" What's realistic? Are you letting perfect become the enemy of good? Is your plan simple, evolving and revisited frequently? Are you brilliant at the basics? Are you resisting the temptation to complicate? Are you treating people like an investment or a cost? Pay special attention at 10:24 for a powerful summary Contact Andrew via LinkedIn at linkedin.com/in/bartlow Websites youtube.com/channel/UCoEmCpREG9LEqN-F_96zzyQ (Portfolio) seriesBconsulting.com (Company Website) wisegrowth.net (Company Website) Phone: +1 312-342-4507 (Mobile)Email: [email protected] If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things. How do we reframe executive culture to enable sales to put the customer at the heart of everything we do? Do we need to rethink what great looks like in sales? How do we stop salespeople doing drive by shootings and inflicting bad selling on customers? Should compensation reflect customer success instead of transactional targets being met? How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to? DM me on LinkedIn or email [email protected]

Mark Schaefer is one of the brightest minds in modern marketing. He shares his research on why some people seem to be born with a silver spoon in their mouths and others with similar talent never get off the ground. He uncovers how you can tap into the compounding effect of #cumulativeadvantage. Mark's latest book, "Cumulative Advantage" shows how an early advantage can be leveraged even if the stars weren't favourabiy aligned at your birth. He shares numerous examples of how you can exploit your gifts, ideas and skills to build momentum. Watch out for my later interview with Michael F Schein, author of The Hype Handbook, that complements this interview very well. Contact Mark on linkedin.com/in/markwschaefer Websites businessesGROW.com (Company Website) businessesGROW.com/blog (Blog) youtu.be/gehWpd4AGyE (Speaking video) Email: [email protected]: markwschaefer-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things. How do we reframe executive culture to enable sales to put the customer at the heart of everything we do? Do we need to rethink what great looks like in sales? How do we stop salespeople doing drive by shootings and inflicting bad selling on customers? Should compensation reflect customer success instead of transactional targets being met? How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?

"The secret to sales is to think like a buyer", says Mark Schenkius Professional #procurement is only 20 years old as a discipline. Unlike sales, many #professionalbuyers are trained in the most modern tactics and strategies, and many have been trained in the sales training programmes sellers go on. The advantage lies with buyers in most cases because too few salespeople have evolved to keep up with #purchasing practices. Too many salespeople continue to use what might have worked in the past, and savvy buyers know every move, every technique and every tactic. And they have the other major advantage in that they are probably having 5-12 buying conversations per day. Let's be honest, salespeople are lukcy to be having 2 a week let alone 2 a day #MarkSchenkius, author of "The Other Side Of Sales" spent the past 17 years in #professionalprocurement. In this episode Mark shares the reality behind what goes into putting out and running an RFP (request for proposal) / bid process. In shining the spotlight on the people and processes, he lifts the curtain for salespeople who have to sell to and through procurement. Mark explains the dynamics between seller and buyer where one side wants to be strategic or tactical. He also explains the power dynamics when a buying organisation is managing financial impact vs supplier risk. This is a MUST LISTEN episode brimming with practical operational tips you can implement immediately, and will probably help you understand live opportunities you are working on today. Contact Mark via LinkedIn at linkedin.com/in/markschenkius Website: roi-10.com (Company Website)Email: [email protected] you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things. How do we reframe executive culture to enable sales to put the customer at the heart of everything we do? Do we need to rethink what great looks like in sales? How do we stop salespeople doing drive by shootings and inflicting bad selling on customers? Should compensation reflect customer success instead of transactional targets being met? How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?

Nick "Statler" Ayton & Marcus "Waldorf" Cauchi the grumpy old Muppets of sales, are two of the grizzliest old sales lags you will ever meet, do their best to hold up the ugly mirror for you. We explore why women often outperform men in sales, #ThinkFeelKnow, planning, compensation, the operating model to do your research appropriately, the power of saying no and prioritising. We bemoan the lack of business acumen or awareness of the moving parts in customers' businesses, the lack of Board member or senior executive engagement with customers. We dig into the madness of growth at any price, the true purpose of the cosmetic fiction of the annual report. Are you using a #LeanBusinessCanvas for planning your go to market and focusing your message? How do you scale fastest and furthest? The paradox is you need to relinquish control, split the pie, and tighten your focus from your total addressable market to a handful of opportunities. We dig deep into CEO, CFO and COO mindsets, the problems with tactical procurement and lack of strategic and emotional awareness on the part of salespeople. We do a deep dive into recruitment and predictive hiring decisions. You will learn why selling needs you to play the person not the problem they bring you. Contact Nick on linkedin.com/in/nickayton Websites nickayton.com (Personal Website) 21milliontv.com (Company Website) nickayton.brandyourself.com (Personal Website) -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things. How do we reframe executive culture to enable sales to put the customer at the heart of everything we do? Do we need to rethink what great looks like in sales? How do we stop salespeople doing drive by shootings and inflicting bad selling on customers? Should compensation reflect customer success instead of transactional targets being met? How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?

Erica Kuhl is a legend in the world of community building. She pioneered #community at #Salesforce despite being told innumerable times that it wouldn't work. Her perseverance paid off. She created something that smashed all expectations, and help push Salesforce forward faster than almost any other marketing initiative in history. We explore the good, the bad and the downright ugly in community. Erica shares dozens of insights and pearls of wisdom about timings, technology, people and roles, the ups, the downs, the blindspots and the surprises you might encounter. This is a masterclass from the mistress of community building. You are well advised to come with a pen and a notepad, an open mind and time to listen a couple of times to make sure you leave with a framework you can implement. Contact Erica on linkedin.com/in/ericakuhl Websites ericakuhl.com (Company Website) medium.com/@erica.kuhl (Blog) youtu.be/zacvZ8MWszY (Erica Kuhl Consulting) -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi If you believe sales needs a good kick up the arse and is in dire need to a reset, consider joining our global community #SalesAForceForGood #SAFFG. We hold regular events on LinkedIn, Facebook, Clubhouse to take the toughest challenges and find better ways of doing things. How do we reframe executive culture to enable sales to put the customer at the heart of everything we do? Do we need to rethink what great looks like in sales? How do we stop salespeople doing drive by shootings and inflicting bad selling on customers? Should compensation reflect customer success instead of transactional targets being met? How do we create a culture of sales apprenticeships so new salespeople have a career path they can aspire to?

Andy Shaw is a CEO. He spills the beans in what he loves, hates when salespeople try to sell to him. He explains what his role entails, his priorities, his pressures, the fires he's got to put out, the demands on his time. We explore what he is looking for when being sold to and what causes him to buy and what guarantees you get shunted or never get a second meeting. If you sell to senior executives this series of interviews is vital listening. No fluff, no frills and no punches pulled. You can contact Andy via https://www.linkedin.com/in/andrewdshaw/ Websites: Personal Website www.andrewshaw.blog https://www.facebook.com/AndrewShaw.Blog https://www.instagram.com/andrewshaw.blog/ Twitter: @andrewshaw_blog Company Website https://www.facebook.com/1Parallel https://www.instagram.com/1parallelnorth Twitter: @1parallelnorth Email: [email protected] -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Karen Mangia and Jill Robbins discuss how sales and selling need to adapt to to keep up with the shifting context in which customer and professional buyers have taken the buying journey. This is a masterclass in understanding the customer. Karen is one of the world's leading experts in the #VoiceOfTheCustomer and Jill is one of the world's leading minds around seller-procurement partnering. They share priceless insights into understanding buyers, seeing the world through their eyes, thinking as the customer does to make yourself consistently timely, relevant and valuable, and thereby differentiate yourself and your company in every interaction or touch. Contact Karen on LinkedIn at linkedin.com/in/karenmangia Websites salesforce.com/ (Company Website) successwithless.net/ (Success With Less Book) twitter.com/karenmangia (Personal Website) Contact Jill at linkedin.com/in/jillerobbins Websites businessfierce.com (Company Website) matchbookinc.com (Company Website) -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Sales: A Force For Good is a a global community set up to: 1. Make sales the powerhouse of the economy and lead the global recovery. 2. Identify & drive success for customers, partners and sellers. 3. Reward ALL who contribute to that success 4. Raise standards of behaviour, ethics and skill in our profession 5. Build future leaders. Give them the tools & skills to make sales a force for good 6. Make sales an aspirational career choice for future generations If you want to be a part of the change and have your voice heard, please email marcusATlaughs-lastDOTcom with "SAFFG" in the subject line or DM me on LinkedIn

Sean Coyle CEO of Peak Performance Management in Pittsburgh. We discuss accountability, and the transition from getting the result to not letting your team mates down as you mature. We explore tough love in accountability and need for a mutual agreement around what you are trying to accomplish. These accountability forums give you access to best practices. Sean makes the point that you need to leave you ego at the door and take constructive criticism or praise gratefully, pay attention to the message. Filter out how the message is being delivered. We explore vulnerability which is an act of courage. Sean's advice - make sure you are the weakest person in the accountability group, open up and admit what you are struggling with. Share the burden, stop your whining and get over it. Learn to ask for help. Ask a question and you are fool for 5 minutes; don't and you are fool for life. Sean makes the point that the inability to ask for help is an absence of intellectual humility. Learning not to compare yourself with others is vital. These are some of the most obvious defining characteristics of people who perform below their potential. Sean offers some gems to self-diagnose your own mental blocks in the form of questions you need to ask yourself and the power of self-reflection. Then we get down and dirty on practical ways to enhance your sales performance. Not to be missed! Contact Sean via LinkedIn: linkedin.com/in/sandlersmcpitt Email: [email protected]: GO_4_NO-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Joseph Skursky helps companies predict who will succeed and will not BEFORE you hire them in sales, sales management and leadership roles. We discuss the critical importance of hiring and why hiring well is so challenging. I've experienced Joseph's work first hand which is why I wanted him on the show. His profiling of candidates is uncannily insightful and his nuanced interpretation of those results is pinpoint accurate. Listen as we explore what makes for great #SalesDNA. Contact Joseph via linkedin.com/in/josephskursky Website: marketleadersolutions.com Phone: +1 412.626.7442 (Work)Twitter: josephskursky-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Jill Robbins was at the top of the procurement function in corporate America for the past 25 years. Now she teaches salespeople how to sell to procurement and be effective. In this episode Jill lifts the lid on the different roles and functions in procurement, how they are compensated and measured, and the differences between a truly strategic procurement function and a tactical reactive purchasing operation. This is a MUST LISTEN episode if you are ever in bids, tenders, pitches or find yourself shunted to procurement after you have "won the deal". Contact Jill via LinkedIn at linkedin.com/in/jillerobbins Websites dollyandjett.com (Personal Website) businessfierce.com (Company Website) matchbookinc.com (Company Website) Email: [email protected] -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Fred Copestake's book #SellingThroughPartneringSkills is essential reading if you are going to establish yourself as a viable long term supplier to your customers. Showing up as a talking catalogue in a suit or worse, doing a drive by shooting whenever a renewal conversation is due was never good but now makes you look and feel like a dinosaur. Your days are long gone and you deserve to be extinct. Customers deserve better. They expect better. They expect salespeople to bring value, to co-develop products and services, to help solve problems and behave like true partners. If you are doing less than this you haven't even made it past the "I should bloody hope so" line that Simon Bowen talks about. Partnering is the minimum level of expectation customers should be demanding from their vendors and is the baseline we as suppliers should be delivering to customers and prospects. Our job is to help them get the jobs that need to done completed effectively, efficiently and correctly. We have to help them through their struggling moments, to get ahead of problems and achieve their strategic objectives. Contact Fred via linkedIn at linkedin.com/in/fredcopestake Website: linktr.ee/fredcopestake Twitter: FredCopestake--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Cauri Jaye is CTO and CSO at #Sesh. Sesh is developing AI that recognises people's emotions, #EQOnDemand with a product called #Empath. It's heavily based on the research of #LisaFeldmanBarrett. In this fascinating conversation we explore the future of AI-Human partnerships. We discuss the limits and pace of development, AI ethics and the applications of AI recognising emotions. Today this is a controversial topic because there are so many unknowns, the ethics around AI need to be clearly defined, standards and values explored and codified but one thing is certain, machine learning is here to stay and true AI is a matter of when, not if. Join us on this episode. Please share your thoughts, opinions, insights and concerns. We want to learn your views. Cauri can be contacted via Linked in at linkedin.com/in/cauri Website: cauri.org (Personal site) and getempath.com (company site) Twitter: cauri or_rhubarbstudios -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Bevis Moynan helps CEOs take teams to peak performance levels. He uses #MotivationalMaps to understand the individual and group dynamics. His coaching drives cohesion and alignment with teams and across all functions of the business. We dig deep into motivation. What it is and what it isn't? How to encourage it and how to kill it? If you are a #CEO, #CHRO, #CPO, lead or manage a team. department or #ExecutiveTeam this is essential listening. And if you operate in a fast moving, high pressure environment there are powerful lessons in this interview that can help eliminate management problems, reduce unwanted staff turnover rates and eliminate conflict, poor performance and excuses. Bevis can be contacted on linkedin.com/in/bevis-moynan-b468681b Websites magentacs.co.uk (Company Website) magentacs.co.uk (Blog) Email" [email protected]: BMoynan--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Amy Rowlinson discusses the power of the "Why?" behind your business. A lively discussion that digs into motive, cause and intent as drivers behind your business. Your motivations for doing what you do are key to sustaining the energy and drive you need to sustain your effort in the tough times, raise the bar and be relevant to your customers. We explore purpose, values, and fulfilment in this episode. We'd love to hear your thoughts ... Contact Amy via LinkedIn at linkedin.com/in/amyrowlinson Websites linktr.ee/AmyRowlinson (All Contact Links) amyrowlinson.com (Personal Website) calendly.com/amyrowlinson/enquirycall (Book a Coaching Call with me!) Twitter: AmyRowlinson-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Adam Gordon nurtures talent. Whether it's graduates or veterans, potential new hires or building the bench, companies waste an obscene amount of money and waste countless hours of people's time duplicating work they have already paid for in their recruitment process. We explore what candidate nurturing is and how to build a rock solid pipeline of past, current and future candidates. Building relationships for the long term requires employers to shift their thinking and behaviour away from trying to fill a specific vacancy and seeing recruitment as THE most important function in their business. By building and nurturing a live pipeline of talent and delivering value at each stage of the candidate's journey, employers can develop their brand so that they are see as a natural choice when candidates are looking or considering their next role. Becoming a destination employer is a crucial part of the marketing function and one which very few companies even consider. You can contact Adam via LinkedIn: linkedin.com/in/adamwgordon Website: candidateid.com (Candidate.ID Talent Pipeline S)Phone: 07870 268288 (Work)Email: [email protected]: Adam_W_Gordon-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Selling is a thinking profession. It's not about techniques and manipulation. Unless you understand people, you are going to find selling a tough occupation. Moeed Amin is a neuroscientist and practitioner of good behavioural psychology. We get deep into the subject of why people buy, and why they don't. We explore the crimes against customers salespeople perpetrate and their managers encourage which run counter to what actually works in the real world. An enjoyable listen packed with powerful insights. Moeed can be contacted on LinkedIn: linkedin.com/in/moeedamin Website: proverbialdoor.com Twitter: moeedamin--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

"Never put the financial cart before the building a better future horse", says Gary Mitchell, #TransformationExpert. On this episode of #TheInquisitorPodcast I have #Futurist and #Collaboration expert Professor Eddie Obeng and #Innovation chief for #Helsingborg Patrick Lindqvist. A lively, rowdy and insightful conversation packed with some uncomfortable home truths about why innovation, change and transformation programmes fail and what you can do to make them successful. Gary helps leadership and organisations unite around a good strategy, in which it believes, develop the plans for delivery, and gain confidence in the outcomes. He has developed a reliable formula for success for transformation and strategy execution. For over 35 years Gary has lead and fixed some of the most difficult transformation programmes, helping leadership teams communicate strategy in one conversation. He helps them understand what actions you and your leadership team could take to put the building blocks for success in place, or to resolve painful strategy execution or transformation issues. Eddie is a pioneer in accelerated collaboration to drive lasting change and ensure adoption. What others are just now exploring, Eddie has been doing for the past 19 years. He works with diverse, globally distributed teams and enables them to get important work done in a fraction of the time by removing constraints, ego and location barriers. He shares his fantastic MetaMorph(TM) model to help you understand what makes change work. Patrick is joint chief advisor to The City of Helsingborg. Their leaders' goal is to become one of Europe's most innovative cities by 2022. Patrick and his co-chief, Lisa Olsson are helping the city to establish new forms of city governance to foster innovation in the short and long term. They coach and advise the leaders and Management teams of the city in their adoption of new organisational concepts and establishing a culture that encourages innovation. Their one explicit goal is to identify opportunities in the space between and behind the existing structures of the formal organisation. Contact Gary:linkedin.com/in/garymitchellgmc Websites gary-mitchell.com/blog (Blog) gary-mitchell.com (Company Website) hqi-connect.com (Company Website) Phone: +44 7939 587 532 (Mobile)Email: [email protected]: Gary_Mitch Contact Eddie: linkedin.com/in/prof-eddie-obeng Websites PentacleTheVBS.com (Company Website) pentaclenewworldtimes.blogspot.com/ (Pentacle: New World Times Blog) imagineafish.blogspot.com/ (Blog) Email: [email protected] EddieObeng PentacleTheVBS QUBEcc Contact Patrick: linkedin.com/in/patricklindqvist Website youtube.com/watch?v=rHF4hARZn38&feature=youtu.be (Talk on Change) Email: [email protected]: patlindqvist-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Mat Sweezey says, "Using new technology with old thinking is worse than useless". The context changed in 2009 with the arrival of the internet in mainstream business. The problem is many marketing departments, CFOs and sales leaders are trying to apply old paradigms to new ways buyers are buying. Mat's excellent book #TheContextMarketingRevolution is one of the top 3 marketing books available today in my opinion. When you consider the changes that are afoot with the pressure around personal data, and the already massive waste that interruptive and stalker digital advertising represent ($265,000,000,000 is wasted every year on digital ads that secure 0 or 1 click). This episode is brimming with vital and valuable insights you can apply to develop conversations with your customers and prospects, and build a community around your brand. Powerful stuff and worth bringing a notepad and pen to the party. Mat is a futurist and researcher who works at Salesforce. His study with Karen Mangia, #ExperienceTheShift outlines a number of critical trends that you risk putting your business in peril if you continue to ignore them. (You can listen to that interview here: https://marcuscauchi.podbean.com/e/customers-buy-outcomes-not-products-or-services/ and if you'd like a copy of that research email me [email protected] with "Experience the Shift Research" in the subject line) Contact Mat via LinkedIn - https://www.linkedin.com/in/mathewsweezey/ -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

"Never assume you are in relationship with someone", says Barnaby Wynter, author of #TheBrandBucket. "The power base has shifted to the buyer", he continues since the advent of the internet and the smart phone. 88% of buying journeys start online in consumer sales, but that is being mirrored in B2B. The Brand Bucket process: Raise awareness Image match Define your value to them Give them a test drive and make the experience amazing Elicit a response Earn loyalty The vast majority of the value in your business is intrinsically tied to looking after your paying prospects (Barnaby says talking about them as customers makes companies complacent, and I agree) Contact Barnaby via LinkedIn - linkedin.com/in/barnabywynter Websites thebrandbucketcompany.com (Company Website) barnabywynter.com (Personal Website) Phone: +44 (0)7771 750 358 (Work)Email: [email protected]: thebrandbucket -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

David Perry has sold #enterprisesolutions for major corporations including Adobe, Amazon, Google and IBM. He is the author of #GameOfSales. We discuss the truths and myths about winning complex deals with major #enterprisecustomers. A seasoned sales veteran, Dave has picked up a lot of scar tissue, earned a few stripes and has condensed 20 years experience into his book. Well worth a read and very practical. We dig around the enterprise selling world, navigating the internal battles which are often harder than those you find in clients and prospects businesses. We explore how to foster discretionary effort, navigate politics and get senior management to play their part to grease the wheels. Dave can be contacted on linkedin.com/in/david-perry-178969 -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Workplace stress is the 5th highest cause of death globally. Mental health is a hot topic in the world of sales and selling, but many are blithely ignoring it, brushing it under the carpet or paying lip service to it. Chris Hatfield, CEO of Sales Pyche, believes it is too important to ignore. I agree. We discuss the causes, effects and solutions to mental health problems in our great profession of sales. We explore it at producer and manager levels and discuss the challenges it creates in businesses. If you are concerned about your own or the mental health of your people, Chris can be contacted via linkedin.com/in/chrishatfieldsalespsyche Phone: 07807199696 (Mobile)Email: [email protected] book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click herehttps://linkre.ee/marcuscauchi

Alex Moscow helps you tell captivating stories that make your customer the hero. He takes your genius as a business, and brings it to life through the experience and outcomes you deliver to your clients. We explore why stories are so powerful, what makes them work and what makes so much corporate communication fall flat. Packed with usable insights, this episode will open your eyes to the power and possibilities of great business storytelling. Alex can be contacted via linkedin.com/in/alexmoscow Website: 9mmpr.com (9MM Public Relations Ltd)Phone: 07967 604 652 (Mobile)Email: [email protected] book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Gary Mitchell transforms companies, government departments and complex organisations. In 25 years he's never had one of his complex change projects fail. Not one. Zero. Nul. Nada. Why? Because he starts with the story. He makes sure the right people are leading each element of the progamme. By following principles learned in the crucible of complex transformations, he eliminates the risk of technology deployments, preparing business for the future. We discuss what strategy is and what it isn't. We explore why it's so important to focus on the 5 top things that will get the organisation 80% of where they want to get to quickly, building plausibility within the enterprise so everyone gets behind the outcomes or leaves. It isn't exactly pretty but it is effective, and leaves them with the internal capability to handle future challenges. If you ever thought strategy was dull, buckle up. I think I met my match in this episode. We had so much fun picking apart each element, digging into the grimy parts. You are guaranteed to learn bucket loads from this discussion. If you have a tough challenge and you don't know where to start, contact Gary. He is a breath of fresh air. No fluff. No artifice. Shoots straight fromt he hip and gets the job done. You can get hold of him a linkedin.com/in/garymitchellgmc Websites gary-mitchell.com/blog (Blog) gary-mitchell.com (Company Website) hqi-connect.com (Company Website) Phone +44 7939 587 532 (Mobile)Email [email protected] Gary_Mitch--,To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Warren Zenna is founder of the #CROCollective. He trains, develops and helps hire #ChiefRevenueOfficers #CROs. A good CRO can make your business. The wrong one can kill it. Hire in haste, repent at leisure! CROs should be a founder or CEOs closest ally. They bring your vision to life, building and aligning your marketing, sales and customer success operations to deliver your customers' outcomes. It's a tough role, and is so much more than a VP of Sales. If you are a new CRO or aspire to become one, this is a must listen. If you are planning to hire one or they're not delivering what you expected, also listen and bring a pen and notepad to the party. Contact Warren about #TheCROCollective or to have a chat about he can help you advance your career or performance as a a #CRO via linkedin.com/in/warrenz Websites zennaconsulting.com (Company Website) thecrocollective.com (Company Website) Twitter: warrenzenna--.If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Simon Bowen is one of top 3 freshest thinkers in modern selling today. His simple mental models enable you to communicate the most complex ideas in minutes to an audience who can then take your message and sell them internally on your behalf. I'm one of Simon's students and cannot begin to tell you how positive the impact working with him is having on my own selling. If you can draw lines, circles, triangles and squares you have all the drawing ability you need to start on this powerful approach to communicating memorably and effectively. Don't be fooled by the simplicity. To distil your message in such a way that you can explain your genius in a few minutes takes a huge amount of deep thinking, refinement and effort, but the outcome is worth the sweat and tears. Imagine being able to take a new salesperson and have them able to communicate your message effectively in days. Picture eliminating weeks of product knowledge training and having your salespeople able to engage C-suite executives in meaningful conversations days after starting a new job on your team. Simon helps you cut through the noise and technique, the manipulation and trying to convince people what makes you different. And best of all, everyone you shows these models to is able to replicate their essence and communicate what you want them to internally. Sheer bloody genius! Contact Simon at linkedin.com/in/simonbowen1 Website: modelsmethod.com (Consulting & Mentoring)Phone: +61 1300 785 464 (Work)Email: [email protected] book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Gerry Hill leads a team of battle hardened sales veterans who help your highly paid, valuable salespeople have 5-6 effective calls with named target prospects an hour. His company makes about 40,000,000 cold calls per year for their clients. They've done the analysis and these are the stats on cold calling: On average, reps making manual dials achieve a dial rate of 15 dials per hour With 1 effective for every 33 dials unless ... you're calling senior IT Execs But only 1:46 dials to effectives for senior IT execs 41% of those have 2 or more layers to navigate. Each layer takes 2 minutes and 45 seconds to navigate on average This means your highly paid reps could take as long as 3 hours between effective calls Gerry and I discuss why cold calling is still relevant and powerful. We explore ways to make your salespeople more effective. And we ask the question, why is it that the MOST important sales activity is placed in the hands of the most junior people in your sales operation? Gerry can be contacted via linkedin.com/in/beaccurate Websites connectandsell.com workfromhomesales.com/ Twitter: energygerry--.To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here

Understanding their partners' businesses is the foundation of #Westcoast's success. Since Alex Tatham took the helm as CEO 6 years ago he's led the business through 1000% growth. He is regularly found in conversation with customers and partners. In 2020, Alex led Westcoast through an £800m explosion in sales taking then to £3bn turnover. We discuss why the channel is leading the way in supporting customers achieve their outcomes. We dig deep into what makes for success in sales, management, leadership and partnership. We discuss how the channel has helped customers take on the challenges of Brexit and fill the chasm that was left when China's supply dried up and adapt to Covid. This is a masterclass in strategic sales leadership, customer centric selling and how to build a market leading sales culture. Bring a pen and pad to this episode. Packed with practical advice, real world lessons and some entertaining stories along the way. Grab a coffee, a slice of cake and enjoy. Alex can be contacted via LinkedIn at linkedin.com/in/alex-ch-tatham Website: westcoast.co.uk And if you are looking for a job with a fantastic company email: [email protected] book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Many #salesenablement practitioners have lost a lot of credibility in recent years. Now is the time to rethink the role and purpose of sales enablement. Leadership and Tier 1 sales managers need to shift their attitude towards sales enablement, coaching and rehearsal/simulations. Working harder whilst remaining dumb and doing the wrong things when on a call with a prospect simply isn't effective. #AvnerBaruch discusses the importance of immersing sales enablement in some critical areas to deliver a series of multipliers: Skills Simulations Strategy We explore what needs to happen in the #preonboarding, #onboarding, training and development phases. Avner gives examples of #salesbestpractices from the best sales teams in the world. In simulations and role plays, the salesperson MUST get to play both seller and buyer. Avner shares 6 ways sales enablement needs to change. You can contact Avner via linkedin.com/in/avner-baruch Project Moneyball: https://www.projectmoneyball.com/ -- To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here

Leigh Ashton went from successful salesperson to befuddled and confused sales leader. After her early success, Leigh was promoted to sales manager where she discovered selling and managing salespeople require a massively different skillset. Leigh has spent her career researching and applying sound psychological principles in her development of sales people and teams, as a manager, a trainer and as a coach. She understands the power of mindset, values and motivation over tactics and technique. Technique without these principles has the finesse of a heavy stick. Understanding yourself, your buyer, their desired outcomes, their culture, environment, political landscape, how they are measured, scrutinised, promoted, rewarded, coupled with giving them a damned good listening to, is equipping your salespeople with a razor sharp sword that can cut a hair along its length. Few salespeople attain that level of mastery of human understanding, so their tactics are used to bludgeon buyers into buying whether it's right for them or not ... just so long as the salesperson makes the sale and adds towards their quota. Don't get us started on the poison of VC backed companies and the toxic infliction they bring to a sales floor! Contact Leigh on linkedin.com/in/leighashton1 Websites sales-consultancy.com (Company Website) sasudi.com (Company Website) Phone: 020 7993 2187 (Work)Email: [email protected]: LeighAshton247--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Dan Oblinger is a hostage negotiator by night and commercial negotiation coach by day. His partner Allan Tsang has been helping companies and individuals negotiate complex deals, secure promotions or get discretionary effort from colleagues for the past 25 years. Both have been mentored by the legend Gary Noesner who headed up the FBI's hostage negotiation unit. Allan was trained by the legendary #JimCamp. Their pedigree is impeccable and what they have to say will open your eyes to how often you are in a negotiation and probably not aware and worse, not prepared. We cover the power of listening, empathy, preparation, mission and purpose. Listen intentionally, take notes, apply what you learn. Allan and Dan run the #NegotiationTribe which is a free LinkedIn community, they run courses to help with commercial negotiations, negotiating your career, and together they offer negotiation coaching on a group and 1-on-1 basis. Contact Allan via linkedin.com/in/allantsang Website: 88owls.com (Company Website)Twitter: 88owls Contact Dan via linkedin.com/in/dan-oblinger-speaks Website: masterlistener.com (Company Website)Twitter`; DanOSpeaks--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

#StephenDenny is at the forefront of the new frontiers of marketing. He rips up the old ways of doing things in favour of adapting to how B2B buyers now expect to be treated and are behaving based on leading edge research on how customers actually behave in the real world. He spends his life at the intersection between culture & technology: The future of the brand/consumer relationship The future of the digital footprint The future of work Crowded digital markets mean buyers are filtering through the noise. Few brands really manage to differentiate and fewer still have humanised their relationships with customers. We discuss his new book, #UnfilteredMarketing, co-authored with his business partner, #PaulLeinberger that uncovers the data and the insight to help drive bottom-line results. Contact Stephen via inkedin.com/in/stephendenny Websites stephendenny.com (Personal Website) dennyleinbergerstrategy.com (Company Website) Twitter: Note_to_CMO -- To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Matthew Dashper-Hughes has rapidly built his personal brand and his business through effective social selling on LinkedIn. Both he and I have learned through trial and error, getting help and relentless experimentation , what works and what doesn't. We've had spectacular failures and huge successes on the platform. We discuss the power of a well-crafted profile and the negative impact of a badly prepared one. We discuss outreach and prospecting, content, groups, personal messages, video and voice messages, introductions and much more. Matthew is a rising star on LinkedIn and in the Sandler network. A master relationship builder with a wealth of commercial experience, having worked at enterprise C-level in his previous incarnations. Contact Matthew via linkedin.com/in/matthewdashper-hughes Website: m6.sandler.com/content_section/show/32443 Email: [email protected]: sandler_MDH--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

My guest, Martin Lucas is rocking the boat a lot in this episode. He believes that marketing today is a house of cards which is long overdue a shake up. Better still he is doing something about it. His company, #GapInTheMatrix routinely saves client up to 26% on their advertising spend without any loss in performance. In fact, open rates on email campaigns average 150% higher than industry average and as high as 986% higher. Revenues for even $billion companies are up by 3-21%. Precision marketing is possible when you understand why customers buy. Few marketers really understand this. Same goes for salespeople. We are creatures who behave irrationally when others observe our behaviour, but to us, our decisions are perfectly reasonable and rational. Martin and his team have unlocked this arcane knowledge using data, psychology, mathematics, economics and behavioural science. We discuss the gaps in #BigData #EDP #CRM #Advertising #programmaticadvertising #creative #communication the #attributionmodel, the #sentimentgap and the #statisticalgap. We explore why sales and marketing thinking is so often flawed and incomplete. If you are a traditional marketer this episode will hit you in one of two ways - either you'll see it as a denigration of all you believe and do today, or you'll have an epiphany and see things clearly for the first time in your career. Contact Martin via linkedin.com/in/behavioral-sciences Phone 07743482437 (Home)Email [email protected] book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Alex Rawlings recruits top performing executives for fast growth, venture capital & private equity backed companies. To a great extent we disagree about the merits of the VC/PE but his approach to recruitment is exceptionally sound and reliable. Bad hires are the single highest hidden cost in any business. When you consider that 2 in 5 executive hires usually fail within the first year and Alex's model has a 100% success rate, it makes sense to listen to what he has to say. We discuss good and bad practices in recruitment, candidate design, onboarding. A good executive hire can deliver £millions to the value of your business. The right executive team usually means the difference between success and failure. linkedin.com/in/alexrawlings Website: raw-selection.com (Company Website)Email: [email protected]: ARawlingsRec -- To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

James Sale, founder of #MotivationalMaps discusses what motivation is and what it isn't. We explore the power of understanding your own and other people's motivation as a management tool, for leadership and to drive personal achievement. Too many managers misunderstand how motivation works. This is a powerful deep dive into the reality of motivation. If you want to get the best from your people consider using Motivational Maps with your team If you want to learn more about Motivational Maps drop me a line at [email protected] Contact James via LinkedIn at linkedin.com/in/jamesmotivationsale Websites motivationalmaps.com (Motivational Maps) jamessale.co.uk (James Sale) profile.typepad.com/1215095820s15205 (Motivational Memos) Email: [email protected]: jamessalemotiv8--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi