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Graham Botwright is CEO of The Gap Partnership. He specialises in the commercial psychology of #negotiation. We start by exploring the importance of internal alignment when #negotiating. Winging it is lethal. We dig into what makes for good negotiation, why price is almost never the real issue, what drives good deals, builds long term strategic rel…
 
"Strategy should be simple", says Gary Mitchell. He has never had a transformation programme fail to meet its desired goals in 35 years. Gary explains why starting with your customer journey is the foundation of great, #executablestrategy. He explains why failing to start with your customer sends you off target from the start. We break this down in…
 
"Why Is Most Digital Marketing Total Horse Shit?" Marcus Hemsley is co-founder at The Fountain Partnership. Marcus and I met 14 years ago when I advised him to get some experience of life and business before becoming a coach. Thankfully he listened and spared the world another NLP coach and established a fantastic agency which to date is the only e…
 
The big question is why should retail marketing professionals care about #OpenBanking? With the removal of 3rd party cookies, many brands and retailers are scrambling to find workarounds to replace them. Andries Smit is CEO and co-founder of Upside. Upside provide consumers with instant #cashback paid straight into their savings account. Apart from…
 
Kevin Beales is CEO of Refract. Kevin has taken refract from start up to being acquired by Allego. Kevin eats his own dog food. He and all his team use their conversational AI to analyse every call, improving incrementally on a daily basis. Everyone one of their salespeople listens to at least one of their own calls every day so they can experience…
 
There is both Art and Science in procurement. Phil Ideson helps purchasers and sellers form more effective partnerships. Phil says, "Procurement doesn't make decisions. Procurement does have any money. They influence decisions." The number one problem 600 procurement leaders said they have "is the perception of procurement". Their capability is mis…
 
Max Cates discusses the power of servant leadership. We explore leadership's role in developing their executive team, their management team and building the culture and operations. We discuss the good, the bad and the ugly of ethics, compensation, measurement. Contact Max via LinkedIn https://www.linkedin.com/in/max-cates-0a8b4175/ -- Please share …
 
Zafer Karaca is Vice President, Services & Cloud, Enterprise at IBM. We discuss the complexity of selling complex enterprise solutions to large corporations. The challenges of getting all the moving parts working in concert internally, within the customer, with partners and even with competitors. We discuss how the ability to collaborate, even with…
 
Dan Morris is founder and managing partner of Mindracer Consulting, who offer experienced, outsourced VPs of Sales to small and early stage scale up technology businesses. We explore what makes for an effective VP of Sales in a start up to scale, work effectively with the founder, stay focused, generate sales, build a team, create alignment, mainta…
 
Anna Parker-Naples is a former actress turned podcaster and podcast consultant. If you aren't tapping into the potential of audio marketing, you are definitely missing a powerful resource. An audio audience can help you build your list, grow your sales & marketing funnel in a hyper-targeted way to drive predictable sales and account growth. Anna an…
 
Lorna Lawless, is coaching psychologist specialising in coaching mental toughness. She coaches MMA fighters, salespeople and business leaders. We explore what is mental toughness? Why do people lack it? How does one acquire it? Unless you are aware of where you fit on the 4C-scale of mental toughness it is easy to self-sabotage or fall prey to your…
 
For 30 years Zach Selch has identified, recruited, onboarded and grown over 1000 #ChannelSalesPartnerships across more than 130 countries We explore how to identify potential partners, how to select the right #partner and how to help them produce #InternationalSales quickly and consistently. This episode is teeming with decades of practical advice.…
 
Adam Lawrence shares his stories from his time as an investor. We explore how investors earn their scar tissue. We dig into how investors think and how to pick the right investors for your business. This episode has been the inspiration for my article on Medium called, "Interview With A Vampire" about how to get to the truth and qualify investors t…
 
Evelyne Brink is a personal presence and video coach par excellénce. I've worked with Evelyne several time and can attest to how much better my results have been whenever I've had her directing and coaching my video shoots. A mother, actress, Germany's third funniest comedian, singer, author, Madonna impersonator and coach, Evelyne is indomitable a…
 
"Trust your gut feelings", says Andy Shaw, "We've forgotten to trust our intuition since we became the apex predator". Trust your gut especially if it's not critical. Even if you fail, learn from the scar tissue and calibrate your gut feelings to hone your decision making muscle. If it's critical sense check your ideas with more experience. Ask "Wh…
 
Ben Eddy is co-founder and CEO of Mobile Practice. As head of sales enablement for a large technology manufacturer he realised that most of the money and effort on training was wasted. 70% of learning happens in the field AFTER training is over. 74% of managers believe they are coaching their salespeople whilst only 17% of their salespeople believe…
 
Adam King is my kind of marketer. Author of "Conversational Relationship Marketing", founder of Think Like A Fish, he helps professional services firms make the most of the assets, resources and customers they have and squeeze every ounce of value from them without wasting money, opportunity or effort. His results flywheel concept is efficient, sca…
 
Jonathan Jewell is an academic who lives with one foot in academia and another in business. In a philosophical conversation about change, innovation, exnovation and sales, we dig deep into sales and management behaviour, leadership , investors and where this leaves the customer. A challenging conversation that will leave you with many more question…
 
Mike Bosworth is one of the living legends in sales. Creator of #SolutionSelling, sales philosopher and founder of #StorySeekers shares his years of experience as a salesperson, manager, leader, trainer and story teller. Mike identifies a major reason why 80% of recipients of sales training stop using training within 2 weeks after training ends. He…
 
Cliff Simon is building a hypergrowth consulting firm in the Salesforce ecosystem. We discuss CRM in all it's glory. Why you need it, what makes it work, why most CRM implementation integrations fail to deliver what matters most - does it help your salespeople to sell more, more often to more customers? In a frank and unvarnished conversation we ex…
 
Dave Abbott, Gary Mitchell and Jill Robbins join me to discuss the power of strategic pricing to maximise lifetime customer value. Jill brings 20 years corporate procurement experience, Dave Abbott is the author of How To Price Your Platypus 35 years executive leadership and marketing, and Gary Mitchell brings 35 years in transformation and turnaro…
 
Justin Nassiri is CEO of Captivate.ai. He help content providers turn one piece of content into hundreds of pieces of content which can then be used to build personal brand and raise awareness. No stranger to adventure, Justin has dined with Presidents, dived the depths of the world's oceans, is a former nuclear engineer and raised funding from the…
 
Gary Mitchell, Patrick Lindqvist and Marcus Cauchi develop their discussion on the future of work by exploring strategy, collaboration, the need to relinquish control, community and managing complexity in the evolving work environment. Bring a pen, notepad and be ready for a couple of listens. Gary helps leadership and organisations unite around a …
 
We are #ProCustomer. Sales: A Force For Good is a global community committed to raising the bar in sales. We believe every customer deserves to feel safe whenever and however they engage with salespeople. #BuyerSafety is every salesperson's responsibility. We believe that sales has taken a very wrong turn. Buyers have been educated to distrust sale…
 
Mark Herbert is a transformational leader and aspiring cult builder. We discuss why FW Taylor, the father of modern industrial management thinking was an agent of Satan. We explore where HR has taken a wrong turn and why it should be the conscience of the organisation. And we dig into why technology has been sold to seduce lazy leadership into thin…
 
Gabrielle Blackwell is back! Gabby is the kind of leader I wish I had had early in my career ... young enough to remember what it is like starting out but so well practiced and having the range that you know you can ask her anything, If she doesn't have the answer she will find the way to help you. Gabby has been on her own journey as the leader of…
 
Jon Selig teaches salespeople how to be on point, funny and memorable. A veteran of IT sales, Jon embarked on a career in stand up comedy. We explore how humour can be used to differentiate you, to break through resistance and improve conversion rates, especially early in the buyer-seller relationship. Contact Jon via LinkedIn on linkedin.com/in/jo…
 
Michael F Schein and I talk about the power of #hype to raise awareness, attract customers, communicate a powerful message and drive growth. He has written an extremely engaging book, #TheHypeHandbook, that demystifies how brand builders have used hype to get enormous traction with very limited resources delivering breathtaking results in lightenin…
 
Paul Ward is a high performance coach. We discuss why coaching is critical, what good coaching looks like and how understanding the personal motivational drivers of individual people allows you to drive personal AND team performance. If you aren't coaching you do yourself, your team and your business a serious disservice. Claiming you are too busy …
 
Eloise Leeson discusses the power of words. We explore linguistics, language, copy writing and what it takes to be an effective word smith. Take a moment to visit your own website home page. Read it as a customer would read it. Do you communicate your relevance, your value quickly and powerfully? Review your last 10 emails to prospects and customer…
 
Aram. Melkoumov has failed, he's succeeded and he's trying again. We discuss the mistakes he's made and seen others make. We explore luck, judgement, hiring well, market fit, securing customers and the good, the bad and the ugly when it comes to investors. A frank, unfiltered conversation with a serial founder who has one of the healthiest perspect…
 
Cactus Raazi, author of Price joins me to talk about the leverage you can gain by better understanding the power of pricing strategically. His observations about pricing to encourage and reward loyalty are highly relevant in a world that treats customers as if they are an inconvenience. Your pricing strategy can be a powerful differentiator to help…
 
If you are committed to the ethos of #ProCustomer and #BuyerSafety, you will want to listen to this interview with Taran Hughes. He is the author of #TheConsciousSale. Learn how to harness your state, your intent and your beliefs to best serve your customer and achieve stellar results in your sales. Contact Taran: linkedin.com/in/taranhughes Websit…
 
Komal Shah is on a mission to bring consciousness to education. A successful teacher for many years, she got frustrated when she realised that children were being educated to meet targets and quotas and their learning was failing to equip them to make a positive conscious contribution to their communities and society. In her new book, "Bringing Con…
 
Richard Millington has been helping B2B, B2C and not for profit organisations build communities since 2010. We discuss how to get started, how to build a community instead of a following and why it is vital to let go of control. We explore technology, personnel, the importance of clear boundaries, having good moderation and shared values. A highly …
 
Allan Tsang, one half of Oblinger & Tsang, and co-founder of The Negotiation Tribe, helps sellers negotiate to achieve satisfying outcomes that both sides are happy to live with for the long term. Trained by one of my personal heroes in business, Jim Camp, and mentored by Gary Noesner who transformed the way the FBI negotiate to release hostages, A…
 
Sales: A Force For Good is a a global community set up to ensure BUYER SAFETY and put the customer back at the heart of everything we do as salespeople: 1. Make sales the powerhouse of the economy and lead the global recovery. 2. Identify & drive success for customers, partners and sellers. 3. Reward ALL who contribute to that success 4. Raise stan…
 
"Plan in a simple way. Prioritise and communicate better so you can deliver anything ... Clarity is the magic wand in high growth organisations", says Andrew Bartlow Andrew helps scale ups achieve sustainable hypergrowth by focusing their effort and attention on the most effective levers available. His background is deeply rooted in hiring and deve…
 
Mark Schaefer is one of the brightest minds in modern marketing. He shares his research on why some people seem to be born with a silver spoon in their mouths and others with similar talent never get off the ground. He uncovers how you can tap into the compounding effect of #cumulativeadvantage. Mark's latest book, "Cumulative Advantage" shows how …
 
"The secret to sales is to think like a buyer", says Mark Schenkius Professional #procurement is only 20 years old as a discipline. Unlike sales, many #professionalbuyers are trained in the most modern tactics and strategies, and many have been trained in the sales training programmes sellers go on. The advantage lies with buyers in most cases beca…
 
Nick "Statler" Ayton & Marcus "Waldorf" Cauchi the grumpy old Muppets of sales, are two of the grizzliest old sales lags you will ever meet, do their best to hold up the ugly mirror for you. We explore why women often outperform men in sales, #ThinkFeelKnow, planning, compensation, the operating model to do your research appropriately, the power of…
 
Erica Kuhl is a legend in the world of community building. She pioneered #community at #Salesforce despite being told innumerable times that it wouldn't work. Her perseverance paid off. She created something that smashed all expectations, and help push Salesforce forward faster than almost any other marketing initiative in history. We explore the g…
 
Andy Shaw is a CEO. He spills the beans in what he loves, hates when salespeople try to sell to him. He explains what his role entails, his priorities, his pressures, the fires he's got to put out, the demands on his time. We explore what he is looking for when being sold to and what causes him to buy and what guarantees you get shunted or never ge…
 
Karen Mangia and Jill Robbins discuss how sales and selling need to adapt to to keep up with the shifting context in which customer and professional buyers have taken the buying journey. This is a masterclass in understanding the customer. Karen is one of the world's leading experts in the #VoiceOfTheCustomer and Jill is one of the world's leading …
 
Sales: A Force For Good is a a global community set up to: 1. Make sales the powerhouse of the economy and lead the global recovery. 2. Identify & drive success for customers, partners and sellers. 3. Reward ALL who contribute to that success 4. Raise standards of behaviour, ethics and skill in our profession 5. Build future leaders. Give them the …
 
Sean Coyle CEO of Peak Performance Management in Pittsburgh. We discuss accountability, and the transition from getting the result to not letting your team mates down as you mature. We explore tough love in accountability and need for a mutual agreement around what you are trying to accomplish. These accountability forums give you access to best pr…
 
Joseph Skursky helps companies predict who will succeed and will not BEFORE you hire them in sales, sales management and leadership roles. We discuss the critical importance of hiring and why hiring well is so challenging. I've experienced Joseph's work first hand which is why I wanted him on the show. His profiling of candidates is uncannily insig…
 
Jill Robbins was at the top of the procurement function in corporate America for the past 25 years. Now she teaches salespeople how to sell to procurement and be effective. In this episode Jill lifts the lid on the different roles and functions in procurement, how they are compensated and measured, and the differences between a truly strategic proc…
 
Fred Copestake's book #SellingThroughPartneringSkills is essential reading if you are going to establish yourself as a viable long term supplier to your customers. Showing up as a talking catalogue in a suit or worse, doing a drive by shooting whenever a renewal conversation is due was never good but now makes you look and feel like a dinosaur. You…
 
Cauri Jaye is CTO and CSO at #Sesh. Sesh is developing AI that recognises people's emotions, #EQOnDemand with a product called #Empath. It's heavily based on the research of #LisaFeldmanBarrett. In this fascinating conversation we explore the future of AI-Human partnerships. We discuss the limits and pace of development, AI ethics and the applicati…
 
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