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Innhold levert av Marcus Cauchi, Laughs Last Ltd, Marcus Cauchi, and Laughs Last Ltd. Alt podcastinnhold, inkludert episoder, grafikk og podcastbeskrivelser, lastes opp og leveres direkte av Marcus Cauchi, Laughs Last Ltd, Marcus Cauchi, and Laughs Last Ltd eller deres podcastplattformpartner. Hvis du tror at noen bruker det opphavsrettsbeskyttede verket ditt uten din tillatelse, kan du følge prosessen skissert her https://no.player.fm/legal.
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Mary Gentile - Speaking Truth to Power Without Getting Fired
Manage episode 425735584 series 3511687
Innhold levert av Marcus Cauchi, Laughs Last Ltd, Marcus Cauchi, and Laughs Last Ltd. Alt podcastinnhold, inkludert episoder, grafikk og podcastbeskrivelser, lastes opp og leveres direkte av Marcus Cauchi, Laughs Last Ltd, Marcus Cauchi, and Laughs Last Ltd eller deres podcastplattformpartner. Hvis du tror at noen bruker det opphavsrettsbeskyttede verket ditt uten din tillatelse, kan du følge prosessen skissert her https://no.player.fm/legal.
Mary Gentile discusses her book "Giving Voice to Values" and insights on navigating ethical dilemmas in business.
Key Takeaways- Mary's approach focuses on rehearsing and pre-scripting effective ways to voice one's values when facing ethical conflicts, rather than just philosophical debates.
- Anticipating objections and finding ways to address concerns while upholding values is key, without requiring the other party to feel shamed.
- Self-knowledge, understanding motivations/fears of others, and normalizing ethical conflicts as part of doing business enables more constructive conversations.
- Practicing scenarios and developing scripts allows building "muscle memory" for voicing values effectively in real situations.
- Understand your most effective style (questioning, analysis, storytelling etc.)
- Anticipate objections and reasons/rationalizations for unethical behaviour
- Frame responses addressing the other party's fears and motivations
- Position yourself as solving a problem for them, not opposing
- Build trust by demonstrating understanding of pressures they face
- Unlike role-plays, GVV scenarios have all parties working towards voicing the ethical stance
- Avoids defaulting to embedded unethical arguments and rationalizations
- Focuses on developing new, constructive ways to reframe and address the situation
- Builds "muscle memory" for having these conversations effectively
- Understand your strengths for persuasion that align with your values
- Explore the other party's fears, risks and what's at stake for them
- Provide substantive suggestions showing you understand their situation
- Position yourself as being on their side, not simply opposing them
- Normalize that ethical conflicts are a normal part of business life
Contact Mary via her website:
Contact marcus@laughs-last.com
#givingvoicetovalues
#ethicalselling
#innovation
543 episoder
Manage episode 425735584 series 3511687
Innhold levert av Marcus Cauchi, Laughs Last Ltd, Marcus Cauchi, and Laughs Last Ltd. Alt podcastinnhold, inkludert episoder, grafikk og podcastbeskrivelser, lastes opp og leveres direkte av Marcus Cauchi, Laughs Last Ltd, Marcus Cauchi, and Laughs Last Ltd eller deres podcastplattformpartner. Hvis du tror at noen bruker det opphavsrettsbeskyttede verket ditt uten din tillatelse, kan du følge prosessen skissert her https://no.player.fm/legal.
Mary Gentile discusses her book "Giving Voice to Values" and insights on navigating ethical dilemmas in business.
Key Takeaways- Mary's approach focuses on rehearsing and pre-scripting effective ways to voice one's values when facing ethical conflicts, rather than just philosophical debates.
- Anticipating objections and finding ways to address concerns while upholding values is key, without requiring the other party to feel shamed.
- Self-knowledge, understanding motivations/fears of others, and normalizing ethical conflicts as part of doing business enables more constructive conversations.
- Practicing scenarios and developing scripts allows building "muscle memory" for voicing values effectively in real situations.
- Understand your most effective style (questioning, analysis, storytelling etc.)
- Anticipate objections and reasons/rationalizations for unethical behaviour
- Frame responses addressing the other party's fears and motivations
- Position yourself as solving a problem for them, not opposing
- Build trust by demonstrating understanding of pressures they face
- Unlike role-plays, GVV scenarios have all parties working towards voicing the ethical stance
- Avoids defaulting to embedded unethical arguments and rationalizations
- Focuses on developing new, constructive ways to reframe and address the situation
- Builds "muscle memory" for having these conversations effectively
- Understand your strengths for persuasion that align with your values
- Explore the other party's fears, risks and what's at stake for them
- Provide substantive suggestions showing you understand their situation
- Position yourself as being on their side, not simply opposing them
- Normalize that ethical conflicts are a normal part of business life
Contact Mary via her website:
Contact marcus@laughs-last.com
#givingvoicetovalues
#ethicalselling
#innovation
543 episoder
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×1 Rebecca Gebhardt discusses From Leaderboard to Leadership 1:05:51
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1:05:51Leaderboard to Leadership with Rebecca Gebhardt & Marcus Cauchi Summary: This episode offers more than a sales leadership lesson—it’s a blueprint for transformation. Rebecca and Marcus challenge outdated thinking about leadership, relationships, and what it means to truly succeed in sales. Packed with insight and wisdom, it’s a wake-up call for anyone ready to lead with purpose and intention. Rebecca Gebhardt’s Leaderboard to Leadership doesn’t pull any punches: promoting your top salesperson doesn’t make them a leader. Leadership isn’t just the next step up from closing deals—it’s a completely different game, and most people aren't prepared to play it. Without the right training and mindset, you're not offering them a promotion—you’re setting them up to fail. This episode goes deeper than your standard sales talk. Rebecca and Marcus cut right to the core: real relationships. Not the transactional kind that evaporate once the contract is signed, but the ones built on trust and understanding—the relationships that last. Their message is crystal clear: if you don’t understand what your customer actually needs, you’ve already lost them. Marcus brings the heat with AI, but not in the way you’d expect. Forget about AI as a flashy tool; Marcus shows how it can be a brutal mirror, reflecting your blind spots and challenging your assumptions. It’s not about the tech—it’s about seeing yourself clearly and growing from it. Then there’s Marcus’s golden rule: "sell hot, not cold." If you’re wasting your time on cold calls and hard pitches, you're missing the point. Warm leads—relationships you’ve already nurtured—are the real opportunities. This isn’t just about closing the next deal; it’s about creating something that scales and sustains success. Rebecca hits on the mindset leaders need to succeed: “abundant, bold, curious.” Leadership isn’t about resting on your past wins. It’s about staying hungry, constantly learning, and pushing even when you think you’ve arrived. It’s this mindset that gets you to the top—and keeps you there. But Marcus takes a step back to show the big picture: Sales alone won’t cut it. To win, you need every part of your business—procurement, customer success, finance, operations, the Board, all of it—aligned around what the customer actually wants to accomplish. Silos are where good people are sent to die, too often chasing the wrong metrics for the sake of numbers. That’s how you burn relationships and your reputation. The reality? Chasing numbers isn’t leadership. Building relationships is. Metrics might feel good in the short term, but if they come at the expense of trust, you’ve already lost the long game. Leaderboard to Leadership (out 20th Sept 2024) isn’t a roadmap—perhaps it’s your antidote to mediocrity. It’s a guide to transforming potential into performance, not by accident, but by intention. Rebecca doesn’t hand you shortcuts; she gives you the tools to build leaders who can thrive—not just survive. Stop floundering and start leading with purpose. What's the Ally Method™? If you’re tired of promoting your top sellers only to watch them stagnate, it’s time to change the narrative. With the ALLY Method™ , I’ll show you how the difference between stagnation and transformation is the story you tell yourself. Together, we’ll rewrite that story and turn potential into performance—deliberately, not by accident. Let’s have a conversation. Contact me, marcus@laughs-last.com, today, and I’ll show you how coaching and training can elevate your team. If you’re ready to break silos, lead with intention, to build something lasting, the bright path is right here. Let’s walk it together.…
1 Trust, Risk & Authentic Sales Strategies with Procurement Expert Mike Lander 49:06
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49:06Episode Overview: In this episode, Marcus Cauchi hosts Mike Lander, a seasoned procurement director turned sales trainer, who shares insights from both sides of the procurement and sales processes. The conversation centers around improving sales strategies by understanding buyer psychology and removing uncertainties that often hinder successful sales. Key Highlights: Background and Experience: Mike Lander has extensive experience in procurement, having managed substantial budgets and vendor relationships. He now focuses on educating salespeople about what not to do when dealing with buyers. Buyer and Seller Dynamics: The discussion explores the common mistakes salespeople make, such as using manipulative tactics, which often backfire. Lander emphasizes the importance of building trust and credibility with buyers rather than using transactional sales techniques. Risk and Decision Making: A critical theme is understanding how buyers assess risk. Lander explains that buyers prioritize minimizing risk, which includes concerns about reputational, operational, and financial risks. Effective sellers help buyers mitigate these risks by providing clear, value-driven solutions. Building Relationships: The conversation highlights the significance of deepening relationships with clients, exemplified by Lander’s experience with a trusted vendor named Malcolm. Malcolm’s approach was relationship-first, offering timely and valuable insights that helped navigate complex decisions and risks. Negotiation and Value Perception: Lander discusses negotiation strategies, stressing that sellers should focus on adding real value rather than being seen as commodities. He advises that sales professionals should aim to understand the buyer's needs and co-develop solutions, thereby differentiating themselves in the market. Final Thoughts: The episode wraps up with Lander reiterating the importance of sincerity in sales. Tune in to hear more about navigating the intricacies of sales and procurement from a dual perspective!…
1 Jeff Standridge - Building Lasting Business Relationships: Trust, Integrity, and Long-Term Success 57:12
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57:12In this episode, Jeff Standridge and Marcus Cauchi discuss the importance of a client-centred approach in business relationships. They emphasise prioritising relationship-building over immediate sales, focusing on finding lifetime customers, and avoiding high-pressure tactics that can lead to buyer's remorse. The conversation highlights the value of delivering consistent, ethical practices and maintaining integrity, even in changing circumstances. They also touch on the importance of mentorship, continuous learning, and clear communication in leadership. Standridge advises that leaders should be cautious with their words, as even casual comments can influence team actions. The episode concludes with a discussion on the significance of creating a culture of excellence and the role of continuous improvement in achieving long-term success. Contact Jeff D. Standridge, Ed.D. | LinkedIn Contact Marcus (Principled Selling®) Cauchi | LinkedIn Test your sales strategy https://mailchi.mp/laughs-last.com/satp . Grab 30 minutes with me for free and get honest feedback on your results. You'll learn one thing you don't know about yourself, 2 ways to start building pipeline certainty immediately and what you can start doing in 90 days without my help to get yourself started on the right track.…
1 Roee Hartuv: Sustainable Efficient Process Driven Growth 1:05:54
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1:05:54Roee Hartuv, a former combat helicopter pilot and current expert at Winning by Design, shares insights from his unique journey from the military to revenue architect. His profound understanding of the importance of process design helps identify what works, what doesn't, and what needs to happen to meet business goals. This episode delves into the nuances of sales processes, customer acquisition, and the hidden costs that can drain a company’s resources. Roee discusses how his interest in process design began during his time as a pilot, emphasizing the critical importance of understanding effective and ineffective processes in high-stakes environments. He provides an in-depth analysis of customer churn and its financial implications, revealing why reaching a Proof of Concept (POC) can cost $43,000 even if the customer does not convert. Salespeople are encouraged to rethink their training, recognizing that the buyer's journey is not linear and requires strategic adjustments. Roee critiques vendor-biased sales methodologies like MEDIC and BANT, highlighting the need to focus on desired customer impacts rather than just product features and pain points. Mapping the sales process to a non-linear buyer journey, understanding the Ideal Customer Profile (ICP), and their decision-making process are key topics. The episode also examines the conflicting goals of stakeholders, from VCs to profit-driven businesses, and how growth rate-driven valuations can harm long-term profitability. A deeper understanding of customer acquisition costs beyond surface-level metrics is necessary, along with evaluating data to genuinely understand company performance. Roee explains why some companies will never recover from an unprofitable foundation, even if they pivot to customer-focused strategies. He emphasizes that poor processes lead to amplified negative outcomes with AI implementation. To avoid over-investment, developing a solid growth plan and resisting investor pressure is crucial. Roee offers strategic advice for business success, stressing the difficulty of abandoning ineffective practices and the necessity of operational support for enterprise sales. The dangers of a poorly managed pipeline and the resulting increase in churn are examined, along with strategies to enhance customer success activities to improve reputation and reduce churn. Roee shares the benefits of customer advisory boards and the extended role of marketing teams beyond top-of-funnel activities. Addressing the skills gap among middle managers who thrived during the growth-at-all-costs phase is essential, preparing them for a changed business landscape. Finally, the importance of testing processes before scaling and having a measurable process to identify problems and opportunities for improvement is highlighted. Tune in to gain valuable insights from Roee Hartuv and discover how to perfect your sales processes and strategies to drive sustainable growth. Don't miss this engaging and informative conversation! Contact Information: Roee Hartuv: LinkedIn Marcus Cauchi: LinkedIn Winning by Design Read Jacco van der Kooij ‘s book ‘Revenue Architecture” https://amzn.to/3xJ4k0G Subscribe, rate, and review our podcast to stay updated with the latest in sales strategies and business optimization.…
1 Transforming Sales: Ethical, Relationship-Driven with Leah Borges 57:06
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57:06Key Takeaways: Ditch Cold Outreach: Creates distrust; focus on building relationships early. Value First: Understand buyers deeply and empower their vision. Measure Right: Prioritize value per hour, not dials or meetings. Cultural Fit: Hire right, create great work environments, avoid micromanaging. Rethinking Sales: Buyers engage salespeople to make confident purchase decisions. Instead of prospecting to active buyers, focus on companies that will be in the market 6-36 months out. Build relationships and understand their context before they start evaluating. When they do evaluate, you can guide them based on their specific needs rather than pitching features. Flaws in Sales Practices: Cold outreach has abysmal conversion rates (0.3% success), yet companies still invest heavily in it. Discounting and fake urgency often push buyers away instead of accelerating deals. Conventional discovery methods trigger buyers' fight-or-flight response by focusing on past pain. Metrics like dials, activities, and short-term pipeline drive self-oriented behaviors that are misaligned with helping buyers. Ethical Sales Approach: To be timely, relevant, and valuable, understand the buyer's context well in advance. Build trust by aligning with the buyer's intended outcomes, not your own sales agenda. Create "binary effects" that avoid triggering adrenaline or cortisol, and instead promote serotonin and dopamine. Operate with integrity to become the most trusted business advisor buyers know. Improving Enablement: Most sales managers are over-promoted individual contributors lacking real leadership skills. Recruitment and creating an environment for people to thrive should be top management priorities. Focus on coaching reps on value contribution per hour rather than micromanaging activity metrics. Consider a subscription-based coaching model to truly enable reps beyond one-time placement fees. Contact Leah Borges 📕 | LinkedIn If anything in this episode resonates, test your sales strategy and book a free 30 minute strategy session https://bit.ly/NewSellingAptitudeTest…
1 Mary Gentile - Speaking Truth to Power Without Getting Fired 1:17:56
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1:17:56Mary Gentile discusses her book "Giving Voice to Values" and insights on navigating ethical dilemmas in business. Key Takeaways Mary's approach focuses on rehearsing and pre-scripting effective ways to voice one's values when facing ethical conflicts, rather than just philosophical debates. Anticipating objections and finding ways to address concerns while upholding values is key, without requiring the other party to feel shamed. Self-knowledge, understanding motivations/fears of others, and normalizing ethical conflicts as part of doing business enables more constructive conversations. Practicing scenarios and developing scripts allows building "muscle memory" for voicing values effectively in real situations. Voicing Values Effectively Understand your most effective style (questioning, analysis, storytelling etc.) Anticipate objections and reasons/rationalizations for unethical behaviour Frame responses addressing the other party's fears and motivations Position yourself as solving a problem for them, not opposing Build trust by demonstrating understanding of pressures they face Practicing v Role Play Scenarios Unlike role-plays, GVV scenarios have all parties working towards voicing the ethical stance Avoids defaulting to embedded unethical arguments and rationalizations Focuses on developing new, constructive ways to reframe and address the situation Builds "muscle memory" for having these conversations effectively Managing Pressures and Ethical Conflicts Understand your strengths for persuasion that align with your values Explore the other party's fears, risks and what's at stake for them Provide substantive suggestions showing you understand their situation Position yourself as being on their side, not simply opposing them Normalize that ethical conflicts are a normal part of business life Contact Mary via her website: Giving Voice to Values – How to Speak Your Mind When You Know What's Right (givingvoicetovaluesthebook.com) Contact marcus@laughs-last.com #givingvoicetovalues #ethicalselling #innovation…
1 Hot Revenue Webinar 2 - The Ally Method with Dan Pfister, Suzanne and Marcus Cauchi 58:35
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58:35This is the 2nd Webinar in our Hot! Revenue Series Book 30 minutes with Marcus: https://calendly.com/marcuscauchi/revenue-audit-debrief Take the selling aptitude test https://bit.ly/NewSellingAptitudeTest
1 Hot Revenue Webinar 1 - Customer Winback with Dan Pfister and Marcus Cauchi 1:09:12
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1:09:12The 1st of 3 Webinars in our hot revenue series.
1 Empathy in Leadership: The Key to High-Performing Teams with Teddy Peck 59:37
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59:37Marcus Cauchi and Teddy Peck dive deep into the art of effective sales management. This episode is packed with insights for sales leaders and managers who value empathy, integrity, and continuous improvement. Core Takeaways: - Empathy and Integrity: Building lasting client relationships through honest and transparent communication. - Coaching and Development: Regular, tailored coaching sessions that improve team performance and foster autonomy. - Welcoming Objections: Viewing objections as opportunities to engage more deeply with customers. Key Lessons: 1. Pain-Free Selling: Attracting value-aligned clients through straightforward communication. 2. Lifetime Partnerships: Building respectful, long-term client relationships. 3. Adult Relationships: Fostering a respectful and accountable management culture. 4. Value of Objections: Reframing customer objections to deepen engagement. 5. Effective Onboarding: Setting clear expectations for new hires to ensure their success. What’s in it for You? - Leadership Insights: Learn to transition from individual contributor to empathetic manager. - Recruitment Strategies: Hire for fit and potential, then onboard effectively. - Culture Building: Create an authentic, productive work environment through empathy and vulnerability. Tune in to gain practical advice on enhancing sales strategies, improving management practices, and fostering a culture of empathy and continuous improvement. This episode is essential for sales leaders aiming to build high-performing, client-centric teams. Contact Teddy via linkedin.com/in/teddypeck Phone: +1 347 260 0898 (Mobile) Email: teddy.peck@icis.com *** Curious to see how empathy-driven leadership can transform your team’s performance? Let’s have a conversation to explore your goals and challenges. Take our sales strategy audit and book a 30-minute debrief call with me to discover if we’re the right fit for a coaching partnership. Together, we’ll chart a path to sustainable success. https://mailchi.mp/laughs-last.com/satp…
1 Chris James Explains Why Training the Trainer Matters 56:20
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56:20Why Top Performers Struggle to Transfer Skills: Many top performers have honed their skills over time without fully understanding how they do what they do. When they move into management, they often tell, direct, and assume their team understands their instructions. This can lead to mismatched expectations, high turnover, and failure to deliver as a cohesive team. In today's market, many of you may face layoffs and move into coaching, training, or consulting. Based on over 20 years of experience and observing seven recessions, history repeats. Managers become force multipliers when they learn to coach on the job, responding in the moment to what they see and hear. Managers need to turn observations into practice moments, ensuring their team is prepared to handle real-world scenarios effectively. Is a manager's job to supervise and control, or to unleash talent, unify the team around a common purpose, and empower them to make good decisions under pressure? Training managers to impart essential skills to their teams is crucial. Do you think the role of managers and trainers should evolve further? Contact Chris on LinkedIn via: https://www.linkedin.com/in/chris-james-84bb4116/ Website: trainthesalestrainer.com/ (Company) Phone: +44 (0)7447500278 (Mobile) ** Elevate your sales and impact your results in the next 120 days. 30 days set up the foundations and swim lanes, 90 day execution - https://bit.ly/HotRevenueAudit Unlock Hot! Revenue that is trapped in your business, you've paid for it, invested time and money, and let it slip through your fingers. Great news. The worse your score, the more upside income and revenue you can generate. It starts with 90 seconds to identify 15 ways to 5x your close rate…
1 Kyle Gray: Create Credibility Faster Through Strategic Communication & Storytelling 1:02:53
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1:02:53The smarter and more experienced you get, the more important it is for you to hear this. You're facing dangerous pitfalls. Listen and discover how to avoid them. Make sure you have a pen and paper ready. Kyle Gray uses the life changing impact of the work he does to reinforce the power of story telling. He explains how we can create credibility faster and change the direction of our client's lives through strategic communication. One of the problems we face when we're teaching or selling is that we don't understand what our audience needs to hear. We don't appreciate the limiting beliefs that keep them from working with us. And when we present from the stage we can get so lost in our teaching that we don't have time to make our offer. Kyle suggests that if we can articulate our story better we start to understand our 'Why' better and our 'Purpose' better. If you've been using the same old stories you crafted years ago and you've been winging it ever since, it's time to stop, listen and learn how to get the brilliance in your head to land in the minds of your prospects. If you're ready to learn how to let the world know that you're out there. Contact Kyle LinkedIn https://www.linkedin.com/in/kylethegray Website Homepage - The Story Engine Contact Marcus LinkedIn https://www.linkedin.com/in/marcuscauchi Test Your Sales Strategy and 30 minute debrief https://bit.ly/NewSellingAptitudeTest Or https://bit.ly/TalkWithUsNow…
1 Lloyd Stokes: Strategic Recruitment: Building High-Growth GTM Teams 1:08:34
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1:08:34Lloyd Stokes (Sauced) works with CEOs, Founders and Leaders of fast growth SaaS and Tech Companies & VC firms recruiting GTM teams. Lloyd shares some valuable insights about Sales & Leadership from a Hiring perspective, sharing stories from his 20+ years in the industry. Key Takeaways Hiring & Management Sauced Connect with Lloyd on LinkedIn Marcus Cauchi Connect with Marcus on LinkedIn Sales Success hinges on critical factors. How you rate your performance across 11 key areas yields a wealth of insights that serve as a valuable road map for your future success. Complete the audit and you'll get a personalised report and an invitation to book a 30 minute consultation to discuss an area of your choice. Test your sales strategy…
1 Kent Bredahl: Boosting Loyalty, Driving Growth 1:02:47
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1:02:47Kent Bredahl drives company growth by enhancing customer loyalty and optimizing customer lifetime value. He challenges conventional customer engagement methods and provides a diverse toolbox, including tools for measuring customer satisfaction, loyalty, retention, and overall experience. Kent emphasizes the importance of capturing the voice of the customer and tailoring loyalty measurement methods to suit individual needs, addressing concerns about survey fatigue. Using Net Promoter Score (NPS) as an example, Kent demonstrates the impact of his approach through various customer interactions. He shares a success story from his experience working with a construction company, where engaging customers throughout the building process not only identified and rectified mistakes early but also fostered positive word-of-mouth, resulting in significant benefits. Additionally, Kent recounts another successful endeavour with a chain of stores. NPS results revealed that renovating a store led to a 7% increase in NPS, while effective management resulted in a remarkable increase of over 30%. These examples underscore the tangible benefits of prioritizing customer loyalty and engagement strategies. Kent's key message is to prioritize learning over metrics. He emphasizes that it's the actions taken with the insights gained, rather than the metrics themselves, that drive success. By focusing on learning and taking meaningful actions, the metrics will naturally align and improve. You can find Kent on LinkedIn: https://www.linkedin.com/in/kentbredahl Look out for his new book 'Customer Blind' in Feb 2025 Connect with Marcus Email us Test Your Sales Strategy…
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TheInquisitor Podcast with Marcus Cauchi
1 Susanne Schuler: From Rwanda's Unity to Boardroom Harmony - Transforming Conflict into Bridges of Cooperation 47:14
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47:14TheInquisitor Podcast, brings you Susanne Schuler, world class international mediator, coach, and facilitator, to delve into the nuances of communication, conflict resolution, and leadership in challenging times. We dive deep into strategies for fostering meaningful dialogue and understanding in both personal and professional spheres. Key Highlights: The Power of Dialogue in Rwanda: Susanne shares her observations from Rwanda, emphasising the country's commitment to unity and progress through dialogue and community solidarity. Managing Radical Differences: The discussion underscores the importance of embracing and managing differences, rather than seeking common ground, as a means to foster inclusive and productive conversations. The Role of Trust in Communication: Susanne introduces the ABI formula (Ability, Benevolence, Integrity) as a foundation for building trust and effective communication. Leadership and Self-Awareness: The episode explores the crucial role of self-reflection and accountability in leadership, advocating for a leadership style grounded in empathy and active listening. For Sellers: Discover strategies to enhance customer relationships through improved communication skills and empathetic engagement. Learn how to navigate objections and complaints constructively, transforming potential conflicts into opportunities for trust-building and deeper client connections. For Managers: Gain insights into leading with empathy, resolving team disputes effectively, and fostering an inclusive environment where diverse perspectives drive innovation. Susanne's expertise in conflict resolution and the ABI formula (Ability, Benevolence, Integrity) provides a roadmap for creating a cohesive, motivated team grounded in trust and mutual respect. Everyone Benefits: Embrace personal and professional growth by adopting Susanne's principles of active listening, empathetic leadership, and continuous improvement. Whether in sales techniques or leadership styles, applying these insights can enhance interpersonal skills, leadership abilities, and overall effectiveness in your role. Contact Susanne via linkedin.com/in/susanneschuler Websites cedr.com (Company) schulerteamediation.wordpress.com/ (Blog) ** If you are looking for Pipeline Certainty, take my selling aptitude test - https://mailchi.mp/laughs-last.com/satp . Grab 30 minutes with me for free and get honest feedback on your results. You'll learn one thing you don't know about yourself, 2 ways to start building pipeline certainty immediately and what you can start doing in 90 days without my help to get yourself started on the right track.…
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TheInquisitor Podcast with Marcus Cauchi
1 Jamie Reeves: Are You Chasing Success or Just Playing a Game of Status Management? 43:43
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43:43Get ready for a mind-bending episode that will challenge your definition of success! Jamie Reeves and Marcus Cauchi team up to tackle the illusion of achievement and the quest for true fulfilment. Jamie, the mastermind behind a seven-figure business, shares his personal journey from near failure to finding balance and prioritizing what truly matters. Marcus, notorious for his no-nonsense approach, will poke and prod your beliefs about success, leaving you questioning the allure of material wealth and status. This episode is not for the faint of heart, as it delves into the ripple effects of missed moments and the power of discerning what truly brings happiness. Brace yourself for real-life stories, practical advice, and a wake-up call that will make you reassess your pursuit of success. Don't miss this thought-provoking conversation that will challenge your perspective and inspire you to redefine success on your own terms. Tune in now and prepare to have your mind blown! linkedin.com/in/jamie-reeves-3b902532 Websites thebestsingingwaiters.com (Other) thejamiereeves.com (Other) Phone: 0161 452 0014 (Work) Address: Wigan! Email: info@thebestsingingwaiters.com ** Pipeline Certainty = Revenue Certainty If you want to learn how you can achieve both take my pipeline certainty test. It'll take about 8 minutes, we'll send you a short report. Then visit thesellercode.org . Does it resonate with you? If it does, grab 30-minutes for free in my calendar. The link is offered to you when you complete the test. I look forward to giving you feedback. You are being compared to the top 4% producers who perform at the top of their game whatever the market conditions without excuses or blame. you aren't going to come out smelling of roses in every area, and by definition you will probably be in the 96-percentile. This is about learning what you can do to improve. No judgement. And I won't sell you coaching unless you ask me to. I don't need the business and don't take hostages! If it doesn't resonate or you think this will never work for you in your industry in this economy, what do you do to deliver revenue certainty?…
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TheInquisitor Podcast with Marcus Cauchi
1 Frank Byskov: Are Ethical Investments Smart Money? 35:55
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35:55In this episode of the Inquisitor podcast, host Marcus Cauchi sits down with Frank Byskov, a financial advisor and wealth manager at 44 Financial, to delve into the world of sustainable investment—a subject that has not been extensively covered on the show before. Byskov, with a rich background in financial economics and a personal journey from Denmark to establishing his firm in the United States, advocates for investments that align with one's life values, emphasizing the importance of environmental stewardship and social responsibility. The conversation navigates through the complexities and common misconceptions surrounding sustainable investment, shedding light on ESG (Environmental, Social, and Governance) factors and how they contribute to making informed, value-aligned investment decisions. Byskov explains the tangible benefits of sustainable investment, not only from a financial perspective but also in terms of the broader impact on society and the environment. Listeners are guided on how to start their journey towards sustainable investing, highlighting the significance of aligning investments with personal values and the positive emotional return that accompanies such alignment. Byskov stresses the importance of patience, research, and possibly seeking professional advice to navigate this nuanced field effectively. This episode is a must-listen for anyone interested in understanding how sustainable investment can contribute to personal wealth while fostering a positive impact on the world, emphasising that it is possible to achieve financial returns without compromising ethical values. ** Take the selling aptitude test. Learn something you don't know about yourself. Something you can improve within 30 days and a learning pathway for the next 12 months. https://mailchi.mp/laughs-last.com/satp Then grab 30 minutes for an unvarnished feedback session. No charge and I won't pitch you coaching. If you want me to coach you, ask me.…
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TheInquisitor Podcast with Marcus Cauchi
In this dynamic episode of the Inquisitor podcast, Marcus Cauchi delves into the philosophical and transformative with Disco Dave Wynn. Wynn, an advocate for using music as a medium for profound personal development, shares his unique approach to coaching, encapsulated in his creation called "music mapping." This method intertwines music and coaching to unlock deep personal insights and catalyse change. Listeners are taken on a journey exploring how individuals can become the DJs of their own lives, using their agency to craft experiences that resonate deeply with their essence. The discussion uncovers the power of intentionality and choice in shaping our lives, emphasising the importance of being conscious about our decisions, especially in challenging moments. Dave's insights into overcoming personal narratives that limit potential, coupled with Marcus's probing questions, make for an enlightening conversation. This episode is not just about music's role in personal transformation but also about facing life's challenges with a creative and open mindset. This episode serves as a beacon for anyone looking to navigate the complexities of life with grace, understanding, and a bit of rhythm, reminding us that within the chaos of life's rapid changes, there lies an opportunity for growth and self-discovery. Ciontact Dave via linkedin.com/in/disco-dave-wynn Website: discodavewynn.com (Company) Phone: 07708 756403 (Mobile) ** Want to know what you're doing to frighten off buyers? And how to turn frowns into wynns! https://mailchi.mp/laughs-last.com/satp…
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TheInquisitor Podcast with Marcus Cauchi
1 Starting Up, Working with Your Spouse, and Finding Joy in your Work - Julie Barlow/Jean-Benoit Nadeau 56:00
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56:00Do what you love and you will never work a day in your life! In this episode, Marcus Cauchi is joined by Julie Barlow, a prolific writer, for an engaging conversation that delves deep into the nuances of the writing business, the intricacies of negotiating with clients, and the art of principled selling. Barlow, alongside her partner Jean-Benoit Nadeau, has navigated the complex landscape of self-employment to build a successful writing business, encapsulating the journey in their book "Going Solo." The episode illuminates the often-overlooked aspects of starting and running a writing business, from understanding market needs to setting realistic expectations and the importance of communication. Julie shares valuable insights on the significance of aligning one's work with their core values, and how this alignment not only aids in achieving professional success but also in fostering meaningful relationships with clients. Listeners are treated to practical advice on how to approach negotiations, emphasising the need for clear communication and mutual understanding to create win-win scenarios. Julie also highlights common pitfalls for new entrepreneurs, such as underestimating the value of their work or failing to recognise when to say no to potential clients. This conversation is a must-listen for anyone considering or currently navigating the world of self-employment, offering a blend of practical strategies, personal anecdotes, and actionable advice to help listeners build a fulfilling and sustainable career on their own terms. *** Want to know what your buyers are really experiencing when you sell? https://mailchi.mp/laughs-last.com/satp 30 minute free debrief and consult…
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TheInquisitor Podcast with Marcus Cauchi
1 John Bissett: Quit the Monkey Business and Sell Well 58:44
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58:44Are your buyers tired of the same old sales tactics that leave them feeling manipulated and disengaged? Join Marcus Cauchi and John Bissett as they expose the toxic underbelly of conventional selling wisdom. In this no-holds-barred discussion, these two grizzled sales veterans don't hold back. John rips into the self-serving nature of common qualification frameworks, arguing they provide zero value to the buyer. "We're taught techniques that are all about controlling the process, not facilitating the sale," he laments. Marcus chimes in with a blistering critique of the metrics that plague modern sales teams. "Leaders push for revenue without considering long-term customer relationships. This cascades down, perpetuating bad seller behaviours." If you're sick of being held hostage by arbitrary targets that encourage actions that make you a threat to your buyer's unconscious mind, prepare to have your eyes opened. These battle-hardened sellers aren't just playing backseat drivers. They offer a compelling alternative vision where buyers and sellers are partners, equal business stature, different roles, and both can say no, they are sovereign. Appealing to your buyer's true motivation to change requires you listen deeply, apply empathy and acumen to ask questions that uncover the truth and what is possible - you guide them through change, not force them into it. Tired of the same old sales dogma? Ready to evolve beyond conventional wisdom and connect with buyers on a human level? Then strap in, because Marcus and John are about to take you on a journey that just might transform the way you sell. Contact John via linkedin.com/in/🐒-john-bissett-395b026 Website: slingshotedge.com (Company) ** Are you at a crossroads in your life and career, seeking a certain path that aligns with your values and allows you to make a meaningful impact? How you sell and succeed matters. If you're ready to embrace a sales philosophy rooted in integrity, empathy, and service to others, we invite you to join our movement. Be the change. Lead by example. Visit thesellercode.org . If our values resonate with who you are at your core and how you want to be successful on your own terms you have an ally in me. My gift is a 30 minutes coaching session for free. Take my selling aptitude test and I will share what your scores mean to your customers, to your pipeline and identify what you can do immediately to improve results within 90 days: https://mailchi.mp/laughs-last.com/satp…
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TheInquisitor Podcast with Marcus Cauchi
1 Are You Sacrificing Your Soul in the Pursuit of "Success"? with James Cuss 1:02:58
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1:02:58The only constant is change and yet, you appear stuck doing what used to work, and doing more of it in the hope that will change the outcome! Do you feel constantly exhausted but fear you're failing if you're not grinding non-stop? My guest, James Cuss was burning the candle at both ends for empty praise and status, yet inside felt more drained and unfulfilled each day. In this raw, uncensored conversation you'll hear the gut-wrenching moment he realised chasing more of what was making him unhappy was madness. Hard-won insights strip away illusions to expose the hollow lie threatening everything that mattered most. Discover: How chasing external rewards and status, comparing to impossible expectations crushed his spirit, health and was hurting his most important relationships. He picked family and self-care over proving worth and dodging imposter syndrome. Which dialy practices kept his essence from being squeezed out by the pursuit of possessions and approval. In a no-holds-barred glimpse into reclaiming success on their own terms, learn to separate the phantoms of "success" from what nourishes your humanity. Dare to stop numbing out gripping fears through constant busyness and acquisition. Challenge cultural assumptions sacrificing your well-being to exhaustion and powering through burnout as the path to significance. Liberate yourself from empty noise dragging you under and discover prosperity, purpose and peace within. This raw, cathartic journey challenges everything you think you know about finding happiness. Are you ready to hit reset and live fully present, on your own intuitive path? Let's hit play and start living for our highest selves instead of lowest compulsions. Contatc James via linkedin.com/in/james-cuss-e-commerce-entrepreneur-subscription-marketplace-retail-consumer-finance Websites flexy.shop (Company) rocketindustries.co.uk (Company) rocketpod.uk (Company) Phone: +4407540287573 (Work) Email: james@rocketindustries.co.uk -- Free Yourself From Sales Dogma and Start Thriving on Your Terms! Are you a top performer who knows there's a better way than hustle culture, but can't quite breakthrough on your own? Marcus demolishes tired mental scripts and old thinking that are holding you back to liberate you to succeed according to your highest self. As a world-renowned sales coach, Marcus has navigated 7 previous recessions to understand how to help his client continually outperform regardless of conditions. Through thoughtful questioning, we will strip away hustle for an aligned mindset serving customers instead of metrics, serving your values instead of your fears. Marcus' coaching zeroes in beyond superficial fixes to uproot internal demons stealing your fire. By cultivating foundational human skills rather than weaponised techniques and manipulation, you will find your rhythm enlisting prospects as allies instead of resisting targets. Let one session with Marcus unlock natural talents through guidance freely reflecting your essence, not dogma. And it's free. Take my selling audit and I will debrief you for free for 30-minutes. I won't pitch you coaching. You can buy it but I won't push it unless you ask. Take the first step to prosperity with soul by clicking https://mailchi.mp/laughs-last.com/satp…
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TheInquisitor Podcast with Marcus Cauchi
1 Emma Claire Davis: Who Are You Really? 1:06:52
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1:06:52Are you ready to take your sales career to the next level? In my conversation with transformative coach, Emma Claire Davis, we discussed how top performers approach their work in a whole-life, values-led way. Rather than chasing the next deal or promotion, they align their careers with a deeper purpose of making a positive impact. Emma shared how understanding our true nature allows us to feel fully present in conversations without fear. This cultivates authentic connections that lead to increased sales. We explored how maintaining well-being across aspects of our lives actually boosts performance in the long run. Too often, overworking and an imbalanced lifestyle hold us back. But taking a whole-life approach means leaving space to invest in relationships, communities and personal growth. Emma also revealed how getting curious about our thoughts and emotions, rather than reacting to them, provides clarity and confidence. This inner work is key for navigating challenges that will only increase in today's uncertain world. This episode will invite you to reflect deeply, think differently and challenge your limitations. Connect with Emma on LinkedIn via linkedin.com/in/emmaclairedavis Websites coachingfortalent.com (Company) espanglis.wordpress.com (Blog) And be sure to ask about her leadership retreats! ** If you want to take your performance up several notches take my selling audit, grab 30 minutes in my diary, no charge. I won't pitch, just give honest feedback as if you were a paying client. If you want to talk about coaching by the end of that, ask me. https://mailchi.mp/laughs-last.com/satp I'm taking on 5 private coaching clients this quarter. If you want to be one of them, click the link above, and tell me you want to talk about coaching.…
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TheInquisitor Podcast with Marcus Cauchi
1 Leadership, Blind Spots and Culture with Margie Oleson 1:08:19
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1:08:19Margie Oleson, founder and CEO of Olson Consulting, chats with Marcus Cauchi to explore the transformative power of leadership and the importance of eliminating organisational silos. Margie shares her wealth of experience in developing the Top Team Accelerator, a programme designed to assist senior leaders and their teams in creating more cohesive, effective, and better-run companies. The discussion delves into the common blind spots leaders face, such as the misconception that they are the only ones experiencing challenges, leading to a culture of isolation and the perpetuation of dysfunctional communication practices within organisations. Margie emphasises the critical need for leaders to recognise their own areas for improvement and to embrace the art and science of leadership, which many may not realise they lack. The conversation also highlights the significant impact of leadership practices on organisational culture and success. Margie argues that most leadership issues stem from a disconnect between knowledge and implementation, often hindered by the human brain's resistance to change. By addressing these blind spots and implementing structured processes, Margie says organisations can achieve greater alignment, reduce workplace gossip, and foster a culture of trust and collaboration. Listeners will gain a deeper understanding of the vital role leadership plays in the success of an organisation, the importance of addressing and overcoming common leadership challenges, and the benefits of creating a more aligned, communicative, and effective leadership team. Margie's insights provide valuable guidance for leaders looking to navigate the complexities of organisational dynamics and lead their teams to greater success. Contact Margie via linkedin.com/in/margieoleson Website: oleson-consulting.com/ (Company) *** Grab 30 minutes with me for a debrief on your results from the Sales Strategy Audit. No charge. https://mailchi.mp/laughs-last.com/satp I believe buyers deserve beter. I sell within the seller code. Do you? https://thesellercode.org…
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TheInquisitor Podcast with Marcus Cauchi
1 Pat Boucousis: Sell Clean, Sell Smart, Sell Consciously 59:41
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59:41Join us today as Patrick Boucousis shares his insights on "clean selling." For decades, Patrick dominated sales floors using both grit and smarts. Today, Pat and I are dedicated to reforming the sales profession through # TheSellerCode . Patrick will explain how "clean selling" makes customers the top priority. It demands truly understanding buyers rather than rushing deals. Active listening and empathy replace hard sells and tricks. The focus shifts to helping buyers succeed - not just hitting targets. You'll hear gripping tales from the field. One rookie thought sales meant persuasion until practicing clean techniques. Through helpful conversations, not pressure, he built trust and surprisingly landed a huge deal. Marcus challenges Patrick on whether sales cycles still work for customer-first methods. Patrick argues intuition and emotional IQ now matter more in guiding relationships. Clean sellers set their own pace by building bonds, not boxing customers in. Plus, get Patrick's insider advice on developing self-awareness. Most sellers lack insight but it's key to growth. Learn his tips for gaining perspective through feedback and thoughtful questions for buyers and oneself. By show's end, you'll understand clean selling as both an ethical philosophy and sales strategy with heart. Patrick aims to upend traditional tactics that ignore customers' humanity. Tune in for an revealing chat! Contact Pat via linkedin.com/in/value-selling-coach Websites salesroad.com (SalesRoad B2B CRM) thesalesnatural.com (Sales Training) Phone: +61414387825 (Mobile) Email: pboucousis@traxor.com Sign up to the Seller Code: https://thesellercode.org/ ** Are you ready to transform your sales practice? To align your career with your deeper purpose? To unlock your highest potential through principled selling? Take my sales aptitude audit to learn something you don't know about yourself, discover how you can improve your performance forever within 30 days and WHY you are triggering your buyer's brain to resist: https://mailchi.mp/laughs-last.com/satp…
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TheInquisitor Podcast with Marcus Cauchi
1 Gabe Lullo: From Blindspots to Breakthrough - Unleashing Your Total Talent 55:32
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55:32In this packed episode of TheInquisitor Podcast, Gabe Lullo, CEO of GabeLullo.com, spills the beans on the secrets to building and optimising a successful sales development function. With his wealth of experience in the industry, Gabe dives deep into the blind spots that hinder sales success and shares practical solutions to overcome them. As you listen, get ready to revolutionise your sales strategy with Gabe's expert insights. Hiring the Right Talent: Discover the blind spots when hiring sales development reps and why a more seasoned SDR is the key to success. The Power of Data: Uncover the blind spots in data management and learn how to leverage it effectively to drive results. Navigating Multiple Channels: Explore the challenges of managing different channels and tools in an SDR's role and how to simplify the process for maximum productivity. The Future of SDRs: Gain insight into the evolving role of SDRs and how to position them for success in an increasingly automated world. Frequently Unasked Questions: Learn the crucial questions to ask when building an SDR function, managing the team, and handling turnover, ensuring long-term success. Prepare to shift your thinking as we challenge the boundaries of what you believe is possible. Get ready for a journey into the possible as Gabe shares his expertise, uncovering your blind spots, and providing practical solutions to transform your sales strategy. What can you do to revolutionise your approach and unlock your peoples' true potential? Tune in now to find out. Contact Gabe via https://linkedin.com/in/lullo Website: https://Alleyoop.io (Personal) Phone: +1 716-713-7117 (Mobile) -- I’m going to work with a handful of private clients one-on-one in the new year. Would you like to work with me? Take my selling strategy audit and then grab 30 minutes in my diary to learn something you don't yet know about yourself. No pressure. If you want more, at the end of my " audition " with you, it'll be your turn to convince me why I should offer you one of handful of spots I'm making available for new clients. That seems the fairest way for us to assess if we're a good fit. What do you reckon?…
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TheInquisitor Podcast with Marcus Cauchi
1 Joy: How to Prevent Burnout and Maximise Performance Through Service with Irina Musteata 1:13:46
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1:13:46Marcus sits down with customer success expert and high performance coach Irina Musteata to discuss how to sustain top performance in your career while still maintaining joy and balance in your life. Irina knows firsthand the challenges of juggling a demanding job with the demands of running her own coaching business. In this conversation, she shares insights on: The blindspots that prevent people from realising joy is a key component of success, not just a "nice to have" Frequently unasked questions people should be asking themselves and their teams about how to work smarter, not just harder Metrics and decisions at the top that can unintentionally create problems downstream in customer success Storytelling to help prospects imagine how your solution can transform their future Subtle ways leaders can bring more fun and meaning to people's daily work Tune in to hear their unconventional yet practical advice on achieving high performance without burning out or losing your passion along the way. This show is guaranteed to give you a fresh perspective on maximising your impact and enjoyment at work. Contact Irina via linkedin.com/in/irina-musteata-710b3422 Website: irinamusteata.com (High Performance Coaching) Email: contact@irinamusteata.com ** I’m going to work with a handful of private clients one-on-one in the new year. Would you like to work with me? Take my selling strategy audit and then grab 30 minutes in my diary to learn something you don't yet know about yourself. No pressure. If you want more, at the end of " auditioning " me, it'll be your turn to convince me why you we are good fit for each other. I only have a handful of spots I'm making available for new clients. That seems a fair way for us to assess if we're a good fit. What do you reckon? Drop me a line when you're ready.…
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TheInquisitor Podcast with Marcus Cauchi
1 Are These 3 ”Obvious” Blindspots Holding Back Your Business? - Thomas Goubau 58:43
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58:43Thomas Goubau Facing HR Hard Truths Thomas learned the hard way about outsourcing HR strategy. As his startup scaled, a "spaghetti network" of disconnected tools emerged without strategic oversight. He shares how Q7's People Model Canvas fixes this by bringing objectivity to difficult conversations about people. 3 Blindspots Hidden in Plain Sight Many leaders miss subtle but important distinctions. Thomas reveals how assuming all roles are the same leads to misaligned processes. Plus, why focusing only on performance instead of cultivating skills dooms companies to irrelevance. Rituals: The Secret to Alignment Consistency creates predictability, but many flounder without it. Thomas shows how quarterly offsites, weekly standups and 1:1 coaching sessions turn managers into the "glue that sticks organizations together." Leaders Adrift Without Clarity Ambiguity is confusing and leads to mismatched expectations, disappointment, failure to perform against unclear expectations lead to confusion, politics and underperformance. Executives must define direction to empower decision-making where it belongs, with the person closest to the action. Thomas explains how clarity of vision allows people to execute - and adjust course later if needed. Get Back to Basics HR complexity distracts from fundamentals. Thomas stresses the importance of compensation fairness, engagement and developing skills before building culture. A few well-executed routines can transform an organisation. Parting Wisdom: Keep it Simple...and Sharp Thomas distills leadership lessons into a single maxim: Focus on clarity, competence and empowerment over bureaucracy. Don't overthink HR - with the right framework, growth handles itself. Contact Thomas linkedin.com/in/thomasgoubau Website: scale-up.q7leader.com/ (Personal) Twitter: thomasgoubau Email: thomas@q7leader.com ** I’m going to work with a handful of private clients one-on-one in the new year. Would you like to work with me? Take my selling strategy audit and then grab 30 minutes in my diary to learn something you don't yet know about yourself. No pressure. If you want more, at the end of my " audition " with you, it'll be your turn to convince me why I should offer you one of handful of spots I'm making available for new clients. That seems the fairest way for us to assess if we're a good fit. What do you reckon?…
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TheInquisitor Podcast with Marcus Cauchi
1 Ryan Staley: Applying AI to Achieve Ridiculous Results with Limited Resources 49:58
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49:58Ryan Staley, Founder and CEO of Will Boss says, "I grew from zero to 30 million with a team of four and five and a half years with no marketing or sales." Ryan Grew a company from zero to $30M in revenue with only 4 salespeople, no marketing or sales enablement teams Has trained over 800 CROs and VPs of sales on scaling strategies Passionate about integrating AI into sales processes to unlock new levels of performance Key Insights: Ryan discusses how he analysed top deals at his previous company to discover a high-potential vertical, allowing him to focus resources for outsized results He shares a framework for using AI to gain deep "acumen" on prospects by having it think through the perspective of a seasoned executive Ryan explains how he was able to create an entire sales organisation framework in just 20 minutes by leveraging AI prompts He dives into a core framework for systematising referrals that dramatically increases conversion rates Takeaways for leaders: Learn how to leverage AI for strategic advantages like target account selection and skills acquisition Understand how to gain deep insights into prospects' challenges and motivations to improve relevance Discover how AI can help automate execution of key processes like onboarding to leverage limited resources Gain ideas on systematising referrals by incorporating pathways, processes, peaks and playbooks LinkedIn: https://www.linkedin.com/in/ryanstaley/ Podcast: The Scale Up Show Email: ryan@willboss.com Grab 9 Free Sales AI Resources Just for Saying Maybe: https://www.aiforrevenue.com/sale-ai-accelerator-home -- I’m going to work with a handful of private clients one-on-one in the new year. Would you like to work with me? https://mailchi.mp/laughs-last.com/satp…
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TheInquisitor Podcast with Marcus Cauchi
1 Usman Sheikh: Leveraging AI and Behavioral Science to Transform Sales Performance 1:13:27
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1:13:27My guest is Usman Sheikh, CEO of XIQ Founded XIQ to build an AI-powered sales platform focused on behavioral science Has experience in product management, strategy development and digital transformation Passionate about how AI can enhance sales processes and drive better outcomes Key insights: Usman discusses how AI can be used to gain deep insights into prospects' motivations, challenges and emotional drivers He explains how AI has helped shorten the sales cycle by streamlining research and preparation Automating execution of processes like onboarding is discussed as a way to multiply impact Behavioral science and psychometrics are highlighted as important additions to AI systems The importance of focusing on opportunities rather than pain points with prospects is emphasized Takeaways for leaders: Learn how AI combined with behavioural data creates more personalised engagements Understand how to qualify prospects faster and gain a strategic edge Discover ways AI can free up time by automating repetitive tasks Consider augmenting sales methodologies with AI to enhance performance Reframe sales conversations around possibilities rather than problems LinkedIn: https://www.linkedin.com/in/usmanmsheikh/ Twitter: @usmansheikh_ Email: usman@xiq.ai Website: www.xiq.ai -- How can you start making your boldest ambitions a reality beginning today? Take my selling strategy audit and grab up to 30-minutes with me for free. No charge. No pressure. https://mailchi.mp/laughs-last.com/satp You'll learn something about yourself you don't know, how you are getting between your buyers and their decision to buy from you.…
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