Selling your business is the biggest deal you’ll ever close, but are you set up to get the best possible outcome? In this episode, Rob Goddard, business acquisitions and sales expert, shares how to maximise valuation, avoid costly mistakes, and negotiate like a pro. But that’s not all. The principles of selling a business apply to every high-stakes deal. Whether you’re an entrepreneur planning an exit or a salesperson looking to sharpen your skills, this episode is packed with insights you can use immediately. What You’ll Learn: ✅ How to increase your business’s value before selling ✅ Common pitfalls that leave money on the table ✅ The negotiation tactics that get better outcomes ✅ Why understanding buyers is key in any deal ✅ What top salespeople can learn from exit strategies Who Should Listen? 🔹 Business owners thinking about selling 🔹 Sales leaders and professionals who want to sharpen deal-making skills 🔹 Entrepreneurs looking to build a business with exit potential Next Steps: 📌 Connect with Rob on LinkedIn https://www.linkedin.com/in/robgoddard/ 📌 Want to improve your sales strategy? https://www.linkedin.com/in/marcuscauchi/ 🚀 Don’t miss this one, press play now!
#MikeWeinberg is one of the most authentic, sincere and dedicated sales thought leaders on the planet today. He gloriously pulls no punches. His brilliant books and training come from 3 decades of scar tissue. No arsty fartsy theory that hasn't been tested in the field with real salespeople and real sales managers. Mike is author of #SalesTruth, #NewSalesSimplified and #SalesManagementSimplified. They are must reads. Buy them all now. If they don't already grace your bookshelves, Audible library or Kindle reader, you are missing out. You can see him speak at #Outbound in May 2020. Get a taste of what to expect in our fireside chat where we tear apart the myths and truths around: #Accountability #Compensation #Culture #SalesMeetings #Coaching #FieldVisits If you're in a leadership role and don't like or understand sales, pay particularly close attention. If you have a team who is meant to be bringing in net new business ask yourself if you're trying to kill elephants with a plough? Are your farmers really zookeepers? And do your hunters use a sniper rifle or indiscriminately shoot anything that moves with an Uzi on drive by shootings. We have a laugh, occasionally at your expense. Not because we're bad people but because we are passionate about helping salespeople reach their potential and if we didn't laugh we'd have to cry. What passes for average in sales is APPALLING. Sales management is a mess and sales leaders, God help us, you really need a rocket up your arse! This interview may light the touch paper. Pucker up ladies and geniltalmen. This going to be an uncomfortable ride ...
"When a man asks to meet you halfway, he probably thinks he's already standing on the halfway line" - JD Rockerfeller #AllanTsang is a globally recognised commercial negotiator. He is the man you want on your side when negotiating big deals, critical deals or when you're having tough, career stopping conversations. He demonstrates, with live examples from the real world, what real negotiation looks like. Deescalate emotion Slow down The power you gain through good research Understanding your counterpart's agenda Stay unattached emotionally to the outcome Increase your potency with rehearse and role-play Staying calm Turn around bad situations Not split the difference Prevent bad decisions Offering up the "No" Secure great deals Allan's first mentor was the legend #JimCamp, author of the stunningly good book, #StartWithNo. His current mentor is another one of my guests, former head of the FBI National Crisis Unit, #GaryNoesner If you've followed me for a while, you know I'm usually pretty rude about negotiation because in sales it usually means how can we compromise, give unilateral concessions and live with regret leading to resentment. Allan is nothing like that! He is authentic, curious and a delightfully effective listener. You will learn a lot from this interview. LinkedIn:linkedin.com/in/allantsang Website: 88owls.com Email:allan@88owls.com Twitter: 88owls
#JeffBajorek believes #salesmanagers need to treat their salespeople as customers. They have to ask their people to do things they might not ordinarily do. We slaughter several fatted calves around management. It's an ugly car crash of a conversation if you're a typical sales manager. We explore the idiocy of scale at the expense of effectiveness with salesforce automation and sales enablement. We dig into why sales recruitment is done so poorly resulting in a generous estimate that only 46% of sales reps hit target in 2019 (even after their targets have been reduced). Whilst he doesn't entirely blame managers for managing the numbers instead of managing people because that is what they are being asked to do by senior management, but he is pointing the finger for their refusal to do what they know is right coach, train, hold their people accountable. He explains how to avoid being perceived as a micromanager and how to contract mutually with salespeople to be able to help them. He shows you how to eliminate excuses from your sales team. We discuss the importance of focusing on managing behaviour not the numbers, how to turn sales meetings into events that salespeople look forward to, learn from and improve because they participated. We lay bare the excuses sales management and leadership and show them for the bullshit they are. Jeff explains why it's so important to take the risk of behaving differently and encourage diversity. He reminds us not to get stuck in a rut by fearing change, staying wedded to orthodoxy. He warns against playing it safe or letting your fear of losing control get between you and helping your reps succeed. Never tell your reps that you've made all the mistakes and what you tell them or else you will surround yourself with people who are willing to work that way! Don't be tied to the implementation at the expense of the fundamentals. Engage in challenge and constructive conflict. Encourage diverse thinking. Be willing to break the rules. Jeff's superpower is that he has the ability to tell someone that they're full of shit without them getting mad at him. He explains why understanding why you do things in a particular way enables you to work out how you can do things differently. Jeff identifies the qualities of top performers. The most surprising quality isn't hard work, it's what they aren't doing. These people are very intentional, disciplined about how they use their time and measured. He shares the secret of being hyper-productive. Jeff possesses an exceptionally strong self-concept. It was a privilege to spend time with him. Listen to the end for some absolute gems to get more done with less effort. -- Contact Jeff at: Website: jeffbajorek.com Email: jb@jeffbajorek.com Twitter: jeffbajorek Instagam: RethinkTheWayYouSell -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety See Jeff deliver an Elite Workshop at the #Outbound conference in May 2020: PROMO CODE: WhyBuyJeff100 for $100 off
#GaryNoesner is the former head of the FBI's National Crisis Unit. He was responsible for 350 FBI negotiators worldwide resolving kidnappings, robberies, prison riots, dealing with terrorists, disgruntled employees or military veterans with guns. I interviewed Gary to learn what makes a great negotiator and how to take the skills he learned and taught at the FBI in the context of high-stakes business negotiations. We explore cause and effect, motivation and thinking, teamwork, planning, research, preparation, the importance of understanding the differences between what you can and can't control, why it's crucial to keep your head when the pressure is on and why role play is so essential. I asked Gary what makes a good crisis negotiator. The qualities that make a good FBI negotiator are the same as the qualities that make a strong commercial negotiator. Good self control, being a good listener, being someone who sincerely wants to help someone get out of a bad situation but what he said all great negotiators have in common will probably surprise you. We explore the psychology of negotiation, the challenges of negotiating through 3rd parties (think #channelsales / #agencysales or working with internal champions to sell into an enterprise where you don't have access to the ultimate decision makers or a committee) when the stakes are high. In the final section Gary and I discuss what he is wrestling with and this opens up a really fascinating discussion about the distorted power of labelling, partisanship and the danger of cult-like figures in our political and social arenas. -- Gary is semi-retired now but available for key note speeches and will bring some fresh perspective to any sales or leadership kick off. You can contact him via his website garynoesner.com and via email at contact@garynoesner.com #negotiation #negotiator #crisisnegotiation #commercialnegotiation #negotiationtraining #negotiationinstruction -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
#AmyFranko, LinkedIn 2019 Top Sales Voice, Author of #TheModernSeller and Board Chair for the Girl Scouts casts the spotlight on what makes the difference in top performers in the modern sales profession. Amy has a take on how modern sellers stand out: The value delivered by the solution is less valuable without you as the seller being part of the equation YOU are personally seen as a differentiator in the buyers experience of buying from your company YOU are seen by your clients and your prospects as delivering a competitive advantage to their business by being the person who sell to them Amy introduces the 5 dimensions of #modernselling: Agile Entrepreneurial Holistic Social Ambassador She defines and explains each in detail. We investigate why lacking any of these qualities results in a weak pipeline full of maybes and call me backs. We delve into why 83% of first meetings worldwide never result in a second meeting. Read that again. Most of the 4 in 5 of first meetings are so badly run by the salesperson they are not invited back. Consider the epic waste to your business. Sure, some may be qualified out by the salesperson but consider how much marketing, prospecting, lead generation time, money and resource is squandered thanks to unprepared, badly trained, inept salespeople. Amy shares a gut wrenching indictment by explaining that research tells us that only 6 minutes in every hour salespeople are in front of prospects delivers any value. 6 ****ing minutes folks! We have a dig into management and leadership patterns of behaviour that eat into your profits and fritter away opportunities through ignorance, misplaced emphasis and habituated stupidity. Their lack of rigour filters down into the salespeople on the front line. Have a listen. Please like, comment and share this podcast. Click follow to get notified when I produce a new podcast You can contact Amy via her websites, LinkedIn or Twitter amyfranko.com (Keynotes & Sales Programs) amyfranko.com/blog (Global Top 50 Sales Blog) impactinstruction.com (Customised Training) LinkedIn linkedin.com/in/amyfranko Twitter AmyFranko -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
#GlennRobertson is MD of #PureChannels, the #ChannelMarketingAgency. We discuss why most #MDF (#MarketingDevelopmentFunds) is better spent on buying lottery tickets. Partners are in business for their own reasons not the vendor's reasons. Vendors' attempts to get partners to market their products is so often a disappointing affair. Never forget, partners don't care about you, your company, your products or your targets. They want to sell their services and your products are simply a means to sell those services. Think about that before you blow a load of cash and effort trying to get your partners to market your widget. Glenn believes, as do I, that you will make your money work much harder for you if you use your MDF to help them get in front of more qualified prospects, market their own business and services, train them to sell more effectively. Reframe what you do with those funds and start by calling them something else. Business development funds or sales development funds speaks to what partners actually want from vendors. They are looking to vendors to help them sell more products and services to help them grow their own businesses, to train them how sell those products and accompanying services. Your channel is your biggest source of potential revenue and the greatest opportunity for sustained, manageable, predictable growth IF you do it right. If you don't, it's a money pit fraught with trouble. This means you MUST optimise their performance and introduce a level of mutual accountability where the partner determines how they will hold you accountable based on the criteria that matter the most to them and vice versa. We explore the importance of #diversethinking, #constructiveconflict, #channelevolution and the trap of conservative, familiar thinking. Channel is not easy not is it a #GetOutOfSaleFreeCard. There are so many moving parts in the channel. It's a minefield. If your partners aren't working that is YOUR FAULT. When was the last time you asked your partners what they wanted, surveyed them, and put those recommendations into action? Invite the uncomfortable truth of negative feedback to help you to improve your partner experience which translates into improved customer experience. Stop playing the game of delayed catch up with your competition by following what others are doing 5 years after them. You can contact Glenn via email glenn@purechannels.co.uk Pure Channels can be found at https://purechannels.co.uk/ Download Glenn's whitepaper on The Future of MDF -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
"With integrity you have nothing to fear because you have nothing to hide" - Krish Dhanam #KrishDhanam worked with the legendary #ZigZiglar for 25 years. He in high demand across 6 continents and 70+ countries as a keynote speaker. Krish brings a refreshingly authentic approach to sales. We discuss the differences between a salesperson and a sales professional around: Habits Values Mindset Vision Discipline Systemisation Limiting Beliefs vs Empowering Beliefs Ethics Prospecting & Pipeline Money Concept (hint: Just add a zero) Personal Standards Accountability Personal Study and Self-Development We explore what works and what doesn't in sales management and hiring salespeople, why playbooks, coaching and role play are so important and Krish's 3T's model for driving team performance improvement Listen to the end to hear Bob Townsend's 3 disarmingly simple but exceptional interview questions when hiring new salespeople There is so much content it is worth listening to twice with a note pad Contact Krish on LinkedIn or via either of his websites: skylifesuccess.com or krishdhanam.com I saw Krish speak in 2019. He was so good delegates asked for him to come back in 2020. If you have a company event and you want a breath taking, powerful speaker to sharpen the thinking of your audience, I cannot recommend Krish highly enough. - - If you enjoyed this podcast please tell your friends - like, comment and share on LinkedIn and your other networks If you know someone who would be a great podcast guest, drop me a line with their details and I'll see if I can invite them -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
5 times #bestsellingauthor #HilmonSorey and co-founder of #ClozeLoop is back on #TheInquisitorPodcast. Hilmon spends his life helping tech scale ups in #SiliconValley achieve rapid, sustainable sales growth. We explore the power of #SalesPlaybooks to drive #ontarget performance especially in the middle of bell curve, the mistakes to avoid and the best practices to maximise ROI from hires & your #CRM system, by creating a meaningful, dynamic feedback system. We discuss scale ups and how to prevent poorly or unplanned #hypergrowth turning into turnaround. We explore why the current private equity land-grab model is broken and the bubble on unprofitable, unsustainable #TechScaleUps is likely to burst. Hilmon shares his insights into the do's and don'ts of raising funding. There is plenty of money available in the market today. He offers clarity on how to raise it and make it work for you so you and your investors don't lose your shirts and you focus on execution, sales and the right personas. We dive into ClozeLoop's T.E.A.M. methodology of #predictivehiring, #onboarding and #ramping salespeople, the subject of HIlmon's latest book. Another engaging, entertaining and detail packed interview with Hilmon. Worth several listens and having a pen and paper to hand if you are serious about building and scaling up your business without the wheels coming off when you hit the curve of the hockey stick. If you want to get hold of Hilmon his contact details are: Phone510-693-0000 (Work)LinkedInhttps://www.linkedin.com/in/hilmonsorey/Twitterhilmonsorey--Please like, comment and share this interview. Subscribe if you haven't already done so. Why not give a subscription as a gift to someone you admire or believe could do with the very best in sales, sales management and channel sales advice. Share the link: https://marcuscauchi.podbean.com/ -- -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
#IanBrodie chats to me about #ValueBasedMarketing. We discuss why so much marketing misses the mark, why #LinkedIn is drowning in spam (when will LinkedIn introduce spam filters??), what makes #GreatMarketing great and how delivering genuine value to your audience in your marketing differentiates you from your competition's selfish, bland, valueless marketing. Good value based marketing pays dividends over time because it positions you as the expert in your field and the go-to person when people are ready to buy. We explore the imperative of delivering value in your #marketing not only to help fill the top of the funnel but to focus on the #MiddleOfTheFunnel where it can really make the difference to sales. Then we delve into how value based marketing impacts #CustomerExperience by supporting the #CustomerJourney. This interview is packed with refreshing perspectives on original marketing that you can implement in your business. Ian’s LinkedIn Profile linkedin.com/in/ianbrodie Websites ianbrodie.com/welcome-linkedin (Get More Clients) ianbrodie.com/moreclientstv (More Clients TV) Email: ian@ianbrodie.com Twitter: ianbrodie -- -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
#ChrisMurray of @vardakreuz, author of #SellingWithEase and #TheExtremelySuccessfulSalesmansClub discuss what's broken in #sales and #salestraining. Chris introduces a really powerful concept from Portuguese, #Saudade. It doesn't translate directly into English easily but it means a sense of knowing something is missing but you can't put your finger on exactly what that is. For salespeople this is a genius attack. It is exactly what you should be tapping into in your prospecting and sales activities. Find people who think they're well and scratch the scab until you uncover a little bit of hurt. Keep probing until you diagnose they're sick. Dig deeper and understand why they're in need of help. Offer a glimmer of hope - a better future. We don't pull our punches, get right down to what is wrong with prospecting, sales, selling, management, leadership. Chris makes the point that "We're on the third generation of sales manager who doesn't know how to prospect" We identify why amateur salespeople get kicked out of prospects businesses. We uncover why buyers really buy and what salespeople are responsible for establishing if they want to have any hope of making the sale, hitting quota without burning through relationships and working yourself into an early grave. We explore service, sales ethics, why sales is a force for good. Plenty of banter between two grizzled old sales veterans who have earned their experience through the acquisition of plenty of scar tissue Email: chris@vardakreuz.com Twitter: VardaKreuz -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
#MattMcDarby, author of #TheCadenceOfExcellence and I explore the key habits, beliefs and values of excellent sales managers. Matt's distinguished career as a top performing salesman and sales manager; he cut his teeth and evolved into a world class sales manager at #Huthwaite under #NeilRackham, creator or the #SPINsellingsystem. He trains, coaches and offers interim sales leadership to his tech and professional services clients and is often brought into turnaround situations. This interview is dripping with usable insights and practical advice from start to finish. Make sure you have a pen and paper handy and listen more than once. We discuss why to role of sales manager is precarious, and why sales managers are so depressingly undertrained and exposed by senior leadership. We explore recruitment, onboarding, training, coaching and accountability with a no holds barred. We discuss the toughest and most common challenges managers face routinely; some self-inflicted, some inflicted upon them by leadership who don't understand the role of sales manager. Sales Manager's time is stretched, they have to learn how to prioritise and put first things first, and one of the most divisive mistakes leadership makes is to have player-managers who will naturally focus on hitting their personal quota over helping their salespeople hit theirs. Manager's need to spend 80% of their time coaching, in role plays, in the field, on the job with their salespeople NOT jockeying spreadsheets or in an ivory tower. Managers have 4 critical functions: Hire the best salespeople Get the best out of them Ensure they have the tools and resources they need to do their best work every day Protect your salespeople from the idiocy of senior leadership (e.g. CFO's refusing to pay commission, changing the comp plan, setting stupid targets without giving any thought to HOW the target might be achieved) We dispel the myth that salespeople are primarily money-motivated and why salespeople who profess that their primary motivation is to make money are likely to make poor hires. Matt's response to sales managers who say they're in it for the money is priceless. Leaving talent management and recruitment to chance or making it a secondary activity is an act of gross misconduct on the part of sales managers. Easier said than done when senior management is ragging on the manager to "drive results" which focuses managers on the wrong end of the problem. If you want to get in touch with Matt his LinkedIn Profile is: linkedin.com/in/mattmcdarby His websites can be found at: specializedsalessystems.com (Company Website) mcdarby.net (Personal Website) -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
#SteveNorman had a long and eventually successful career in sales and sales management for the like of Dell and Targus in APAC. He opens up about the challenges he faced when he failed and what it taught him about managing his own career and making himself recession proof as a salesperson. We move on to the lessons that helped him learn as a manager and how behaving counterintuitively helped him develop a reputation for being the manager top sales performers wanted to work for. We cover recruitment extensively because both of us have seen the destruction to companies and personal catastrophes that come about because of bad or lazy hiring practices. We explore the impact of structured vs unstructured interviews, career pathing and the impact of not building your bench for all your key positions. He answers the critical question, "What do I do when I realise I have found a superstar?" We dig deep into why and how to codify your sales process so that you can hold people to account and then we dig into why MoFu matters so much. MoFu is the middle of the funnel. Have you ever noticed how managers bang on about prospecting and as soon as you get a deal in the pipe they're asking when it will close> This management myopia misses the magical middle of the funnel where all the really hard work needs to be focused. Steve exhorts us to slow this part of the process down and we share over a dozen crucial questions you or your salespeople are NOT asking that they have to get answered. Failure to get these answered explains why 47% of opportunities end up in "no decision" and never close and why 83% of first meetings never go to a second meeting. This will also keep you out of the free consulting trap, help you stay detached from the outcome. I introduce one tip that will help you reduce your lose rates or improve your early disqualification rates by 70%+ saving you enormous amounts of time, money and resources on deals you could not win. Steve and I discuss building a compelling business case by reverse engineering the buying process and codeveloping the buyer's roadmap to execution, helping you to win more sales, earn trust, win control over the buying process and move towards a qualified decision through authenticity. -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
Jaques Sciammas Demonstrate value in the first 2 minutes or the #CXO will be needed elsewhere, urgently. #CSuite executives welcome great salespeople and have NO TIME TO WASTE with peddlers and product pushers. They don't care who your investors are, how long you have been in business and they don't care to see PowerPoints of your ugly kids (your product range). They have problems. Can you help fix them? If you can't, get lost. -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
This is THE #HeadTrash episode #PaulLanigan is a failed software engineer, failed salesman, raconteur, photographer, film maker, confused father, middling husband and all round good egg. He is the author of SoftTalesHardAsses and the longest serving international #Sandler Franchisee. I first came across Paul in 2003 We discuss head trash in all its glory - attachment, demotivation, limiting beliefs, mismanagement - and our journeys through it, facing it today and the work we do with our clients to help them through theirs. If I'm being honest, I quickly realised the best way to deal with my own head trash was to find someone who was just as messed up as me in a particular area of sales, and then get paid to fix us both. Turns out this is a good business model. I want to thank all of my early client in particular for the lessons you taught me and the help you afforded me to better understand the human condition, and for funding my decadent lifestyle. Paul and I argue about whether it is possible to motivate anyone to do anything, ever. I say so. He says yes. What do you think? (Hint - he's wrong) Paul draws a very interesting parallel between excellence in sales and excellence in photography. If you've not come across a very special blog #HumansOfNewYork, check it out. This episode has a bit of rum language and the recording quality is not great because my broadband at the office has plummeted to 0.2Mb upload speed and Paul proved why he should have left IT development by his own technical ineptitude. Sorry about that. The content is still fantastic and you'll be an absolute cretin not to listen to the end. Get stuck in. Comment. Subscribe. Share. And if you know someone who would be a great guest on #TheInquisitorPodcast please refer them to the url "marcuscauchi.podbean.com" or to your favourite episode(s). Thanks for listening. Tell your friends, Tweet and make someone's day by giving them the gift of a tag and a share to an episode today. -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
#MarioMartinezJr has been selling B2B for the past 22 years. He has recently merged 5 companies to form #Vengreso which is quite a feat. This interview is about digital selling. In a world where many senior executives are still holding back their business because they are stuck in traditional sales, Mario's message is a call to action for ambitious salespeople and business leaders. Last year 70% of the 220+ senior executives he met, still had serious doubts about the value of internet based technology to help drive sales. Many were still focused on activity based metrics like number of dials, presentations made, demos given instead of leading indicators that allow salespeople to know for sure where they are going right or wrong. We explore the idiocy of the battle between the silos in business. Marketing, sales, customer success, customer experience, customer service, service delivery, finance and operations are all, one in the same to your customer. Drop the ball anywhere along the way and your business will suffer as their experience suffers. Some ranting on both sides about the paucity of communication from salespeople who were using free marketing badly offline and have brought their shoddy practices to the online/social arena. Never forget this: "Free marketing isn't free. The cost of free marketing is all the people who will never do business with you" - Dan Kennedy Seriously folks, remember LinkedIn is like flirting down the pub. If you walk up and ask if someone fancies sleeping with you, mostly you'll get ignored or slapped. If you use #LinkedIn well you can make a small fortune from there. And if you run a sales team, make sure they get some proper training either from Vengreso or #SamRathling -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
#DaveMattson, CEO of #SandlerTraining, multiple best selling author and 30+year veteran (I know he doesn't look it!!) of the #SandlerSellingSystem chats to me about what works and what doesn't in training. We explore the mistakes we've made, the bad choices leaders and L&D folks make, why training succeeds and why it fails. Dave talks about technology, sales enablement and we raise some uncomfortable questions about the criminal waste and missed opportunities because training is poorly delivered, poorly planned and not reinforced. Dave is spearheading the transformation of Sandler from an #ILT #InstructorLedTraining operation to one that utilises ILT, audio, video #microlearning, #gamification, voiceapps, #voiceskills. If you would like to get the #MySandler #skills app pop along to the Skills & Games on the #AlexaApp dropdown FOR FREE, go get it now -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
#AlTepper founder of #TepFu is a master of #lazymarketing. Self-styled as the Barry White of marketing, 2 portly old geezers discuss the difference between #disruption and #innovation. Disruption is aligned to innovation but they are different. Innovation is enhancing what already exists. Disruption is doing something completely new. You win battles by not fighting the battle but by picking the terrain. In business you can out-spend or out-position your competition Al has developed a 3 step process called conversation mastery: Brand Mastery - developing the most incredible story is about winning the first mile Content Mastery - bring imagination to your content. Don't be bland. Stand apart Campaign Mastery - weaponise your brand and your content strategies into effective campaigns that will attract the people you want to come towards you Meet your prospective customers where your objectives meet their objectives. Know your "WHY". Why you do what you do. Know why they care - their Why. Where they cross over is where the emotional connection is made. We explore why ego causes the disconnect between marketing and sales. Sales is JUST A SUBSET OF MARKETING. It's vitally important but it is part of marketing. This needs to stop!! NOW!! Stop encouraging the culture where everyone in sales and marketing is out for themselves. Align everyone towards a common goal - making and keeping the customer happy. Emerson's law of compensation tells us that if you help enough other people get their needs met, you will in turn get your needs met too. Al commits a wonderfully refreshing heresy and tells you why what you are measuring in your marketing reflects more about your ego than what really matters. Marketing is a conversation. If you are not having more subsurface conversations, your marketing isn't working. We explore developing #ImplementationContracts with clients. Listen to the end to learn more. They are a stroke of genius! Contact Al on: Al’s Profile: linkedin.com/in/altepper Websites tepfu.com (TepFu can help - Find out more) freebusinessgrowth.xyz (Want Free Business Growth?) bnioptima.com (Grow a South Herts Business?) Phone +44(0)208 123 5138 (Work) Email: al@tepfu.com Twitter: tepfu altepper If you would like me to interview someone specific for the podcast, please email me on marcus@laughs-last.com. Please like, comment and share the interview with Al and please subscribe now. -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
"If you don't like change you are going like irrelevance even less" - Eric Shinsake #AnthonyIannarino is the author of 3 best selling books #TheOnlySalesGuideYoullEverNeed #TheLostArtOfClosing and #EatTheirLunch. He is also author of TheSalesBlog. Anthony speaks a world of uncommon sense. We discuss the many and significant shortcomings of many modern sellers who are well intentioned but misdirected. At 25, Anthony experienced a serious illness that prevented him from driving for over 2 years which gave him time to study everything he could about selling and sales. His book "Eat Their Lunch" is a masterpiece for every salesperson who occupies a place in a crowded, competitive, commoditised market and wants to displace incumbent competitors. Anthony discusses the importance of uncovering what your customer values and shows you how to elevate your selling significantly so you engage with them where they are. His message pares away the distractions salespeople create to have conversations with prospects about the implications of not changing. The prospecting cadence he describes is elegantly simple and effective to help you break into accounts so you can displace incumbents. He describes the signs which make accounts ripe for displacement: Complacency Entitlement Apathy Lack of communication Systematic misunderstanding Unaddressed systemic challenges We talk about how you earn the position of a genuine trusted advisor. You build trust and you offer good, relevant advice. You have to be interesting, think deeply, well-read and capable of being a trusted advisor. He discusses how to help the individual salesperson perform better in front of the customer, when it really matters. This is a genuinely important conversation with a master of what works sustainably in the real world of competitive selling. Lack of accountability and consequences are at the root cause of non-performance of individuals and businesses. Take personal responsibility for your own learning. As managers you must be willing to enforce learning and study as part of every salesperson's role or you deserve what you tolerate. Use the resources available to you to help your team improve. Build a culture of learning, of accountability, of personal responsibility, eliminate excuses and stop tolerating low standards of personal performance. Impose your will on the outcome that is needed. "Stop focusing on measuring lagging indicators. They are an autopsy" - Anthony Iannarino Focus behaviour on what matters. Measure that. Do your research. Make sure your salespeople do their research. Be better informed than your competition. Be better informed than your prospects so that you can help them understand why and how they need to change. Ensure your salespeople are planning, well organised, rigorous in their productive behaviours making more time available for selling, disciplined about prospecting because they only have 2 functions - create opportunities or advance opportunities towards a decision. Connect with Anthony on LinkedIn -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety
#SteveHall has carved a place for himself by helping others sell to the C-suite. He helps CEOs unblock the bottleneck to growth when sales have stalled. We explore why ineffective salespeople so often get stuck in sales Siberia, the traps many create for themselves by over reliance on one or other social media channel and why so many have bloated pipelines full on non-opportunities, stalled deals, prospects who tell them they need to "think it over" and why forecasts are little better than a finger in the air. He shares excellent ideas on how to break this pattern and reverse your sales fortunes by engaging with the people in your target accounts who can make things happen and find budget where none currently exists. Steve is another grizzled old sales veteran of complex, high ticket international sales, helping solve strategic problems for C-suite executives. We discuss why most salespeople behave like a drunk travellers back from Magaluf who insist on showing photos of their holidays to unwilling strangers! It's not pretty and it's not clever! This interview is a great precursor to my next interview with #AnthonyIannarino which explores how to #displaceincumbentcompetitors You can contact Steve via LinkedIn or via his website executivesalescoaching.com.au or via his email steve@executivesalescoaching.com.au and Twitter on @stevehallsydney -- If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer #BuyerSafety