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David Priemer, author of #SellTheWayYouBuy, is a proper sales nerd. My kind of chap. Formerly a research scientist, he joined a start up in the naughties, where he transitioned from presales to sales. 3 scaleups under his belt, we have a lively and uncompromising conversation drawing on his extensive knowledge of academic research journals, histori…
 
Rod Jefferson is a multiple return guest on #TheInquisitorPodcast and he is discussing Sales Enablement 3.0, the next generation of #salesenablement for modern sales teams. Sales enablement practitioners have become the fixers of broken things. They are too frequently tied up measuring what doesn't make any difference to sales performance. Often th…
 
Mark Terrell is a performance coach who specialises in identifying and leveraging individual motivation. We explore the different types of motivation, what they imply for managers and individual performance, and how you can use the #MotivationalMap to uncover what drives an individual. We explore the relationship between the different types of moti…
 
Amy Woodall measures her personal, professional and ultimately spiritual success by her level of #Consciousness.Here is what Amy is constantly asking herself.How aware am I?How present am I?How did I/can I take ownership?Where is my ego taking hold?How much love did I give to myself and others?Amy teaches companies and individuals how to apply cons…
 
Andy Culligan is CMO at #leadfeeder. A self-confessed salesperson trapped in a marketers body, Andy explores the importance of alignment and collaboration between marketing and sales. He is a rare beast because he is a marketer who actually speaks to customers. We discuss how he and his VP of Sales collaborate, and how they get their teams to engag…
 
What do you call a roundtable made up of Bob Moesta. Jill Robbins and Tom Williams? Awesome! In this roundtable we discuss customer centred selling, collaboration with partners, compensation schemes that drive discretionary effort. We argue about the bests ways to deliver alignment between marketing, sales, customer success, operations, professiona…
 
Bob Moesta builds products, thousands of successful products. In building products he had to learn to sell them. This is a bring a note pad and pen and listen several times episode. Get Bob's book #DemandSideSales today. Devour it. He has one of THE MOST refreshing approaches to selling I have come across int he past 20 years. He sees things so cle…
 
Kura Dione-Warren is Strategic Development Director for #RareRecruitment, a firm dedicated to placing BAME talent in law firms. We explore why diversity and inclusion are a commercial imperative as well as a sign of the values and moral compass of your company, firm or organisation. We discuss intrinsic and unintended bias, we explore culture and h…
 
I LOVE Carolaine Pino. By the time you listen to this, you will too. She is in a league of her own. In January 2020 she started a new job at Splunk and was diagnosed with cancer a couple of weeks into her initial training. She spent much of the year in chemotherapy and recovering from the after effects of her treatment. Her bosses were totally supp…
 
Listening is the unsung superpower of every great salesperson. Effective listening enables you to feed of your prospect's responses and ask contextually relevant, insightful and challenging questions. After all, it is your job to diagnose before you prescribe. You cannot learn anything when you are talking. Dr Laura Janusik discuss the skills, etho…
 
James Muir, author of #ThePerfectClose has been building, managing, developing and leading sales teams for the past 13 years. He has been a student of selling for the past 20 and is a keen observer of the human condition. We explore what closing is and what it isn't. We delve into why most salespeople are leaving money behind, missing opportunities…
 
Justin Michael is a legend in the SDR space. He is radical, irreverent and creative, never dull and highly effective. His #salesborgs channel is a must for any aspiring SDRs who want to learn how to become great at their craft with less trial and error. Joining will cost you $1. Worth the price of admission, I promise you (link below) Justin and I …
 
Wendy van Gilst is a personal branding expert who also happens to work at #LinkedIn as a Client Solutions Manager. She shares a plethora of insights on how to build your personal brand on LinkedIn and why it is so important. Practical, no fluff and instantly applicable, Wendy and I discuss the practical side of personal brand building - what to do …
 
Mark Ridley and his team have researched the qualities and behaviours consistently exhibited by the top 5% of salespeople and sales leaders. We discuss these qualities in detail and share our experiences. Mark is the author of #TheSalesPersonsSecretCode and #TheLeadersSecretCode We discuss fulfilment, control, resilience, influence and communicatio…
 
"Decid[ing] whether you should run your business to maximise the wellbeing of your people or to maximise the financial interest of the people who own and run it is a false dichotomy. The former results in the latter" Today, Graham Keen is a positive psychologist, he has been an accountant, a CFO for multinationals and involved in mergers and acquis…
 
Tom Williams has been a salesman, CEO, and trainer. He is the author of 2 best selling books Buyer Centered Selling and The Sellers' Challenge. We explore what being buyer centred means in practice, and why partnering with your buyer speeds up the buying process and results in better outcomes for all concerned. In a robust conversation uncovering t…
 
Erynn Bell of #Degreed and Michael Puck of #UKG #UltimateKronosGroup get stuck into the weeds as to why only 13% of employees are actively engaged. What qualifies for active engagement? What motivates people? Why do managers make misguided assumptions about the motivations of their people? We share practical tips and tools that the best managers us…
 
Unless you are thinking as the customer, you are probably leaving most of the potential in your markets and your accounts, untapped. Chris Germann is an expert in #Enterprise #InfluencerMarketing. He recommends you engage in conversation with: Analysts Customers Partners and Ecosystem Players Why? Because those conversations have massive influence …
 
Michael Grinder is one of the earliest practitioners of NLP. His brother John co-developed NLP with Richard Bandler, and Michael learned at the same time as folks like Tony Robbins. Professionally he is foremost an educator, and has developed a fabulous tool called the #HouseOfCommunication to help learners, teachers and coaches be more effective i…
 
"You could put me in a room and train me on Excel for 2 weeks and at the end of it, I'd still be crap at it", says I, "but put me in a room and teach me about selling, behavioural psychology, non-verbal communication and I will lap it up and be applying it and teaching it within 24 hours". A strength is something you do well, can't wait to do, when…
 
Ayman Husain shares example after example of how the smartest companies and best sales organisations are taking a #collaborative approach to #selling. We discuss the importance of being a true #partner with your #customers, operating like a general not a foot soldier. Have you considered the difference between playing the long game, spending enough…
 
David Masover has been selling almost a long as I have and we both started out very, very badly. we talked about product and got no where, fast. Early in our careers we discovered we are responsible for our own development. No one else owes us a living and it is up to us to make ourselves better, We discuss the critical importance of insatiable cur…
 
Gabrielle Blackwell is an extraordinary young saleswoman. Over the past 5 years she has already carved out a meteoric sales career. Her story echoes so many I've heard. Being a young, black woman in technology sales presents challenges that many of us will never have to face. Without malice or bitterness she tells her story which includes facing he…
 
Steve Hall and I are like the ghosts of Statler and Waldorf in this episode, scary and grumpy. Putting the human cost aside of Corona virus, we are both grateful for the blessing that Covid presents for the profession to clean house. Sales is in dire need to a blood letting. What passes for average is atrocious both in sales and in sales management…
 
Ali Paterson has become one of the most influential voices in FinTech. An idea that blossomed started over the kitchen table has blossomed into a global publication. Ali is editor in chief of Fintech Finance, is a popular voice on podcasts and conferences. He explains what Fintech is, who the payers are and why you need to be aware of it. We delve …
 
Many of you will be familiar with Morgan J Ingram. He runs a popular podcast & YouTube channel called #TheSDRChronicles. We explore his own journey and he shares his pin sharp observations over his career of the best and the worst in recruitment, onboarding, training, coaching and accountability for #SalesDevelopmentReps. He speaks with passion and…
 
In my interview with Alexine Mudawar, she charts her journey from green behind the gills rookie to sales superstar. We discuss her pathway, the lessons, mistakes, high points and grit required to go from a novice, to a high performing revenue engine. We discuss good and bad management practices, the critical importance of coaching and mentors, the …
 
David Henzel discusses the imperative of coaching to maximise performance and eliminate repeated mistakes. David owns and runs several £multi-million businesses, and has scaled and sold tech and media scale ups in the past. His secret is hidden in plan sight. Coaching. David has created upcoach.com to enable him to offer group coaching to his teams…
 
Marc Sumner runs one of the UK's most successful channel recruitment agencies, #RobertsonSumner which has been recognised by CRN as the UK's best in 2020. He also runs a successful podcast, #ChannelChat. We rip the arse out of what passes for average in sales and channel sales recruitment. WAKE UP PEOPLE! The channel is not somewhere you send Tim N…
 
#EmilyLam is a bright, capable, young sales professional. She shares her experience of the first 5 years in professional selling. It's not a pretty story. Lies, misinformation, lack of leadership, bad management, high turnover, sink or swim mentality, non-existent onboarding and only product training, learning to find her own way leading to signifi…
 
Humans don't understand humans. It's a fact. And we don't seem to be getting any better at it despite the advances in technology intended to help us communicate better, understand better, gain more insight. In fact, these technologies are a significant part of the problem. We've always been prone to misunderstanding each other and technology has cr…
 
Anita Nielsen and I discuss why you must customise and personalise your approach to selling. The days when the one size fits all approach to selling and marketing are long past, which might go a long way to explain why only 13% of sales teams hit quota in 2018/19 and only 44% of individual sales reps hit quota. Customers are savvier than ever, have…
 
Jon Treanor explores why #EmotionalIntelligence #EI #EQ is so critical to the success of every salesperson and manager. What is emotional intelligence? How does it impact top and bottom line results? Why is NOT something hippy or bunny-hugging? We discuss how to hire for and develop EI/EQ. We explore how culture in PE can destroy the value of EI in…
 
Who Will Help You Sell The Most? Your customers! If you apply the principles of #CustomerExperience / #UserExperience in your product development, in your selling and in your account management, your sales will inevitably go up. #CharlesLambdin has spent the past 25 years learning why people behave the way they do, and finding ways to better unders…
 
Good sales teams use playbooks to help them stay on course. The best sales teams use playbooks to help them adapt to each customer. I interviewed #YuriVanDerSluis, founder of #salesplaybooks.pro. He helps his clients achieve rapid growth and controlled expansion within their accounts. He offers his clients "Playbooks-as-a-service" We explore the go…
 
"Systems set you free" #DavidJenyns is author of SYSTEMology. He's taken what #MichaelGerber started in #TheEMythRevisited and pushed it to its logical conclusion. David understands the critical importance of systems to free up founders and leaders to do the most important work they can do, push high value activities down the chain of command and e…
 
#PattyHatter is SVP Global Customer Services at #PaloAltoNetworks. Learn how one simple idea driven by the desire to improve the experience for there customers enabled them to increase professional services revenues by 98% within 90 days. Patty is an innovator, challenger and all round good egg. In this forthright, unrestrained conversation we expl…
 
The Morecombe and Wise of negotiation, Allan Tsang and Dan Oblinger share their thoughts on the science of negotiation. Packed with practical tips and insights you can apply in your business today Listening is the number 1 skill ever salesperson and negotiator needs to master. Start by learning from the best Contact Allan Tsang on LinkedIn: linkedi…
 
#JoeMullings recruits for some of the biggest names in lifesciences but what makes him stand apart is his consultants out-bill their rivals by 3 to 5x. Joe eats his own dog food when it comes to recruiting and hiring. We explore what it takes to hire well and the critical correlation between performance and trust. We pull no punches when it comes t…
 
"We don't run a holiday camp" is the stupidest and most self-defeating thing investors and business leaders say when confronted with the challenge of improving their #EmotionalIntelligence (#EI) to improve employee engagement. What they don't understand is highly engaged employees are 4.3x more profitable than average employees and share value grow…
 
#JillRobbins has spent her career as a professional buyer. She's seen every trick, tactic and act of seller manipulation known to man. She has purchased $billions worth of products and services. Now she's turned from gamekeeper to poacher. She shares some vital insights on how #Procurement really operates, how they think, how they are compensated a…
 
"I've never listened my way out of a sale. I've talked my way out of plenty", I explained to #IanMarsh. Ian teaches people how to listen. I mean, really listen. Not wait for gap in the conversation so you can fill it with the sound of your own voice kind of listening (you know, the way you do it now), but the kind of listening that allows you to ma…
 
Keenan, author of #Gapselling and CEO of #ASalesGuy discuss what is Gap Selling, why salespeople fall short and disappoint themselves, their companies and their prospects by being too transactional, talking too much and not listening enough. Weak questions, poorly planned, poorly executed leave buyers cold. Keenan describes how to find the gap betw…
 
A roundtable conversation with Paul Alexandrou, Martin Lucas and Alex Moscow about how you earn the right and win permission to engage with your customers to land and expand your relationship. Challenging the myths and misconceptions of human engagement that are losing you sales and wasting your time, money and resources in ineffective marketing Co…
 
#JaneGunn is a corporate mediator who has been helping people resolve their differences for the past 37 years. As a lawyer she saw the damage of adopting an adversarial approach and has spent the past 20 years helping find common ground between parties in dispute In this conversation we explore how conflict can be a powerful catalyst and how the sk…
 
"Carl von Clauswicz used to hire Prussian officers for intelligence and laziness. You should hire salespeople for the same reasons. Minimum effort and minimum loss of life" - Marcus Cauchi #MikeSimmons believes sales is a thinking process. You need to apply your mind if you are to compete in today's fast moving marketplace, where your buyers have t…
 
#SteveHall helps salespeople perform at their peak when selling to the C-suite. We both started selling when Moses was in short trousers and have been involved in helping our clients sell $billions of new and expansion business. We vent our spleens as we lament the lack of preparedness so many salespeople think is acceptable. We bemoan that half ar…
 
#MartinStevens, founder of the #PipelineDoctors, is a grizzled old veteran salesman with nearly 3 decades of telephone prospecting experience under his ample belt. We explore why the phone is still relevant, and often the fastest way into the hearts and minds of your prospect. We discuss mindset, skillset, intent, tactics and techniques that work i…
 
"Imagine 3 impossible things before breakfast", says #RobTurley, cofounder of #WhiteRabbitIntel. His mission is to democratise Ai and put the technology in the hands of salespeople even in SMEs. We discuss what is and what isn't Ai and why most of the stuff on the market is not Ai. He explains how marketing departments can stop blanket broadcasting…
 
#AmyBrown, founder and CEO of #AuthentiCx is a pioneer in the field of bidirectional conversational AI to improve: #CustomerExperience #CX #Sales #Marketing #MarketingStrategy She help US Healthcare companies to understand what their customers truly want and need. She explains why #customersalisfactionsurveys and #netpromoterscores #NPS are fundame…
 
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